Medical Sales Accelerator Podcast
The Medical Sales Accelerator Podcast brings you insider tips and secrets to help you drive your sales. Featuring interviews with top-performing medical sales reps, president’s club winners, and leaders in the MedTech industry. Hosted weekly by Zed Williamson and Clark Wiederhold. Listen online, or find us on YouTube.
Developed and produced by TrackableMed, the medical marketing agency known for creating predictable, trackable growth for MedTech companies and medical practices.
Episodes
How to Be the Most Hirable Rep in the Room: Elevating Professionalism, Seizing Opportunity
What does it take to get noticed by the biggest names in MedTech in 2022? Whether you’re after compensation that’s commensurate with your skillset or simply crave a more adventurous role, you’ll need get inside the minds of hiring managers. Luckily, that’s exactly where premier MedTech recruiter David Bagga spends a ton of his time. We sat down with the author of “A Millennial’s Guide to Breaking into Medical Device Sales” to find the pulse of the job market and discuss pandemic-era trends. Join us as we explore the surprising reason why start-ups are the most requested placement among candidates right now, the kind of candidate that today’s hiring managers never want to see, and some deal-breaking social media faux pas to avoid.
In this episode, you’ll learn:
- Strategies for better utilizing your LinkedIn network
- Why David avoids placing candidates in aesthetic jobs
- The top 5 things that cause reps to look for greener pastures
- Why everyone has a brand now, for better or worse (and how to manage yours)
- The truth behind expensive MedTech skill courses that promise you a job
Plus, we define the ‘curse of knowledge’—and why you need to break it to land a better role.
6 Key Medical Sales Insights to Move the Needle in 2022
You’re out there grinding in the trenches—you don’t always have time to sift a show’s 60+ episodes to find the hardest-hitting sales insights. That’s why we condensed six pearls of medical sales wisdom across six different episodes to help you move the needle. The goal for 2022 is simple: listen, apply, improve. While some of these concepts may seem straightforward enough, putting them into practice and upping your game is anything but. Join us to hear a recap of discussions with Trent Campbell, Garrett Watson, Dustin Poole, Jacob McLaughlin, and Thomas Buchanan.
In this episode, you’ll learn:
- Why you need to stop winning and losing on price
- What it means to own criticisms and respond with empathy
- Why it pays to shift your mindset away from sales (and toward education)
- What it looks like to embrace failure and build from it
- How to leverage technology to stay top of mind
Plus, we explore the modern rep’s responsibility to empower the patient.
Financial Independence for MedTech Reps: Putting Your Money to Work
“Honey, I crunched the numbers and… we don’t need to work anymore.” That’s what Chris Larsen, a longtime investor and former medical device sales rep, told his wife some years ago. His secret? Hustling smarter, not harder. As Chris puts it, MedTech often attracts go-getters from working-class upbringings who aren’t taught how to be rich—i.e., how to make their money work for them. We sat down with the founder and current manager of Next Level Income himself to learn how he managed to save 50% of his compensation and strategically structure his income. Join us as he maps out the journey to financial independence for the average MedTech rep and busts some money management myths.
In this episode, you’ll learn:
- Why the best entrepreneurs avoid ‘destination addiction’
- Some necessary trade-offs to achieve financial freedom
- How to respect your own limits and still set bold targets
- The financial flops you won’t hear successful investors brag about at cocktail parties
- Why retiring in your forties isn’t as far-fetched as you might think
Plus, we explore how entrepreneurialism also tends to make people rich in unique human experiences.
Physician Accounting Fails: 3 Rules to Pass Along to Your Physician Customers
Is your physician customer’s convoluted approach to accounting hurting your business? Perhaps. Without a healthy business behind the clinic, there’s frustratingly little you can do to help a doc treat more patients. As part of TrackableMed’s Growth-Driven Practice Series for 2021, Matt Garrett of TGG Accounting administered a dose of harsh truth to practice owners: Accounting for small businesses is black and white—stop overthinking it. As we discuss some of the eye-opening stats Matt presented, you’ll discover why “accrual accounting is the only accounting,” the shocking prevalence of small-business theft (plus the best ways to guard against it), and three hard-and-fast rules that simplify accounting across the board.
In this episode, you’ll learn:
- How cash-based accounting leads to inaccuracies that come back to bite a business
- The truth behind Matt’s mantra, “Creative accountants go to jail”
- How someone siphoned $1 million from a practice by exploiting negligent accounting
- Why it’s best for most practice owners to use two separate sets of books
- How fixing broken practice accounting allows docs to do more of what they love.
Plus, we explore popular misconceptions that unnecessarily complicate accounting for physicians.
Resetting Your Mindset for 2022: What Every Rep Should Know
It’s high time you let yourself suck at something new—in fact, it could be the best thing you do for your MedTech career in 2022. You’re probably familiar with the concept of fixed vs. growth mindsets as outlined in psychologist Carol Dweck’s landmark book “Mindset.” But mere surface knowledge of the daily tips, tricks, and techniques she popularized won’t revolutionize your career. In this special book review episode, we explain why most MedTech reps manage a growth mindset in some areas but fall into a fixed mindset where it really counts. Discover the problem with “problem territories,” why pointing fingers at marketing doesn’t make you a better sales rep, and how to combat your customers’ fixed mindsets.
In this episode, you’ll learn:
- Why being your hardest critic causes you to miss more opportunities
- How to acknowledge failure in a healthier, more constructive way
- The reason we tend to seek comfort from our own faulty assumptions in social situations
- Practical steps for replacing self-deprecation with course-altering questions
- Why “smart” kids often grow up to be risk-averse adults
Plus, we explore adopting what works—and discarding what doesn’t—from the mindsets of colleagues and competitors.
Helping Physicians in 2022: Give Them a Battle Plan for Better Managing Staff
Is your physician partner lacking what’s known as ‘conversational capacity’? If so, they may be alienating staff, botching the patient experience, and hurting their bottom line. This week, we’re sharing communication techniques from leading consultant Craig Weber that might just save a struggling medical practice and give you, the MedTech partner, a competitive advantage in the process. As we define ‘conversational capacity’ and how to deploy it in everyday scenarios, you’ll discover the biases and ‘ego traps’ that plague medical practices and how physicians can make their most difficult conversations with staff more effective.
In this episode, you’ll also learn:
- Why authority is No. 1 killer of conversational capacity, and how you can help docs be aware of this
- How overly candid people steamroll others and why overly curious people get nothing done
- Reasons a team member might consciously decide not to report an issue they’re seeing
- 3 key questions that immediately remove roadblocks from internal meetings
- Why it’s a rep’s responsibility to impart techniques that could save a medical practice
Plus, we get explore how leaders—physicians or otherwise—can meaningfully address a lack of trust.
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