How to Fuel a High-Performing Team with Accountability, Transparency, and Support

Are you inspiring people on your team, or are you just hoping they’ll stick around for another quarter? In his first MedTech job, Jeff Bajorek was given sample bags, brochures, and an obligatory pat on the back. But like most reps, what he really needed from his team was transparency and the guarantee of support. After several years as a top-performing rep, Jeff became a leading consultant helping companies identify blind spots in their sales processes and align their teams with a signature no-BS approach. He joins the show to discuss key differences between accountability and micromanagement, what it means to be a vulnerable leader, how start-ups can stop being at the mercy of “mercenaries,” and more.

In this episode, you’ll learn:

• Why praising solid performance matters just as much as critiquing poor performance
• What it means to view your entire team as an extension of yourself (aka “you at scale”)
• When performance improvement plans (PIPs) can work as originally intended
• Why not enough companies are taking a disruptive stance in their go-to-market strategies
• What monkeys, typewriters, and Shakespeare have to do with your trusted rep’s rough patch

Plus, we explore how—and why—so many medical sales teams lean toward self-sabotage.

When Referrals Aren’t Enough: A Study in Taking Back Control of Patient Flow

We’re taught that referral networks are the lifeblood of private practices, but what happens when they’re not enough? Jeremiah Jorgensen, physical therapist and principal owner of Fyzical Therapy and Balance Centers in Lincoln, Nebraska, sat down with us to share his story. Like many specialty practices, Jeremiah found that his relationships with just a handful of referral sources had begun to completely define his business. Rather than continue at the mercy of others, he took back control of his patient flow, scaled strategically, and dodged a high-volume tidal wave after the pandemic hit. We discuss how practices can responsibly manage staff as they scale, what it takes to reach a patient population that isn’t already self-selected, and why “brand” should take a backseat in their growth-driven strategy.

In this episode, you’ll learn:

– Why specialty practices end up at the mercy of their referral partners in the first place

– How to leverage social media algorithms to reach new audiences

– How to help set realistic expectations for growth and avoid staff burnout

– Why specific, experiential messaging trumps general “head-to toe” slogans

-Why aligning with the right business partner—e.g., a savvy accountant—makes all the difference

Plus, we explore the diminishing returns of community involvement as a marketing strategy.

Powering Your MedTech Sales with Integrity, Optimism, and Accountability

Why do people make excuses for behaviors that hold them back from what they want most? Chip Helm believes that if you can’t list your guiding business principles on one hand, you’re overcomplicating your approach and making it harder to hold yourself accountable. The author, sales mentor, and 36-year industry veteran rejoins the show to hammer home the five core principles that have shaped his impressive career (sprinkling in a few “Chip-isms” along the way). Join us as we discuss a no-nonsense outlook on follow-up, hard truths about relationships, how to find true North in our personal and professional lives, and misconceptions about attitude.

In this episode, you’ll learn:

– Why follow-up is all about acknowledgement, not answers  

– The futility of trying to win arguments (i.e., being right with facts but wrong with relationship)

– What it means to be a “shark” networker

– How to solve this equation: Energy · X = Motivation

Plus, we dig into the specific behavioral changes required to become a practical, potent optimist.   

How to Implement the “Psychology of Persuasion” in Your MedTech Sales: Part 2

From the sales that coax consumers to fill their carts to the hostage negotiation tactics that save lives, the psychology of persuasion dominates our world. Though most medical device sales reps are familiar with at least a handful of these behavioral triggers, surprisingly few know how to weave them into their sales approach. This week, we’re picking up where we left off in Robert Cialdini’s best-seller, “Influence: The Psychology of Persuasion,” to show how reps can more effectively wield the final three “weapons” of influence: liking, authority, and scarcity. Join us as we bring pages of wisdom to life in everyday medical device sales scenarios and discuss how reps can better position themselves in sales conversations.

In this episode, you’ll learn:

– How to challenge the status quo and still be likable   

– Why you should be aware of key differences in your physician partners’ personalities

– Why pointing out all the patients who shouldn’t use your therapy is a smart play

– How to better implement—and gatekeep—your team’s resources and expertise

Plus, we touch on the famous scientific studies that demonstrated the power of these principles. 

What Helps a Rep “Win Over” a Surgeon (It’s Not What You Think)

So, you think medical sales is sexy? Prepare for a wake-up call. Johnny Caffaro, director of sales for the West at United Orthopedic Corporation, found out quickly that making a name for yourself in this industry takes more than the gift of gab and a firm handshake. Whether it’s intensive case planning weeks ahead of surgery, advising surgeons and scrub techs during procedures, or staying till 10 p.m. to clean your instruments, the logistics of medical sales are no joke. We sat down with him to discuss his success with a bold approach to business development: Selling your most complex product first, then backing your way into the primary products. Join us as we explore the psychology behind this tactic, how reps can become technical assets in the OR, and why competency is the best way to win over surgeons.

In this episode, you’ll learn:

– What MedTech companies are really looking for when they ask, “Are you a chameleon?”

– Why you should care about making the scrub tech look like a hero

– How to recalibrate your career if you’ve fallen into the complacency trap

– Why everyone in a hospital—from administrators to custodians—is worth your time

– Why smaller, “hungrier” distributorships are the best places to source talent

Plus, we explore how to get the ‘status quo’ bias working in your favor.