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
The Giant Facility Fostering ‘Top Gun’ Surgeons and Smarter MedTech Development
It’s great to have the backing of a key opinion leader, but do the folks in the trenches respect your product? Anesthesiologist Dr. Aaron Ali has witnessed scores of MedTech companies fail to design devices that take into account the needs of everyone in the operating room. The problem? Not enough access to the voice of the customer. That’s why Dr. Ali co-founded MedtoMarket with a mission to collect a multitude of valuable perspectives under one roof. We sat down with him to discuss the spirit behind MedtoMarket’s massive facility for co-working, consulting, and advanced medical training.
In this episode, you’ll learn:
- How MedTech companies can tap into the “360° perspective” of an operating room
- The limitations of developing devices on university campuses
- Why every physician needs more than humdrum conferences to further their education
- How stronger collaboration between startups and practicing physicians improves patient care
Plus, we look at ways to step back from bureaucracy and get a more holistic view of customers.
Resources and links from the show:
Challenge Everything: Why It Pays to View the Industry Through Fresh Eyes
Is your experience in the industry blinding you to new business? Experience doesn’t always translate to success, and it can create a ceiling of assumptions. It’s also something that full-line sales rep Jacob McLaughlin lacked when he entered medical devices sales. The former personal trainer took over an underperforming territory and began forging successful relationships, despite a barrage of insults and pushback. We sat down with him to discuss how he’s restoring broken trust through active listening, his process for handling negativity, and the power of taking nothing for granted.
In this episode, you’ll learn:
- How to strategically bring negative labels to the forefront of your conversations
- The power of responding to criticism with empathy—not prepackaged data
- How to use a doc’s precious 30 seconds to identify unaddressed pain points
- The differences between a “growth mindset” and a “fixed mindset”
- Why it’s helpful to treat the failings of a previous rep as your own
Plus, we explore the principles of “extreme ownership” and how they can repair broken bridges.
Resources and links from the show:
- Connect with Jacob on LinkedIn
- Check Out Jacob’s YouTube channel
- Listen to the “New to Medical Device Sales” podcast
- Read “Extreme Ownership” by Jocko Willink
- Read “Mindset” by Carol Dweck
- The Behavior Change Blueprint
- Connect with Zed Williamson on LinkedIn
- Connect with Clark Wiederhold on LinkedIn
- The Growth-Driven Practice Series
Embracing Digital Health as a Force Multiplier
Is digital transformation in the MedTech space a threat to your business? Only if you hide from it, says Jim Surek, VP of sales at ExplORer Surgical and host of the Medical Sales Nation podcast. We sat down with the digital health advocate to discuss how early adopters of new technologies are primed to capture market share, why so many reps are afraid to rock the boat, and a few things to watch out for as expectations shift.
In this episode, you’ll learn:
– How digital health redefines the relationship between reps and clinical specialists
– Why younger doctors aren’t interested in grabbing dinner with you
– The aspects of device sales that will never be digitized
-Why seeing 50 cases in two weeks could be the new expectation for reps
Plus, we explore how digital technologies eliminate “hiding places” in the sales process.
Resources and links from the show:
A Wealth-Building Wake-Up Call for the MedTech Industry
ESPPs, RSUs, strike prices—these flashy terms can have a major impact on your financial situation, but what do they really mean? This week, James Verzino, managing director of Northwestern Mutual Los Angeles, teams up with wealth advisor and former MedTech rep Daniel Rooney to empower you with clear risk management and investment planning principles. Join us as we discuss ways to start padding the gap between guaranteed earnings and overall earnings so that you’re ready to handle whatever life throws at you.
In this episode, you’ll learn:
- The difference between an incentive stock option and an employee stock purchase program
- How to interpret the long- and short-term value of various employer compensation packages
- A step-by-step process for assessing, revising, and implementing your financial plans
- Why diversified savings matter just as much as diversified investments
- The power of treating your own capabilities as the greatest asset in your portfolio
Plus, we explore what it means to make the tax code work for—not against—your long-term financial goals.
Resources and links from the show:
How to Spark Demand, Erase Fear, and Connect with Patients on a Human Level
Well, well, well… how the tables have turned! We spend a lot of time behind the microphone, interviewing guests from all areas of MedTech. But recently, we were invited onto the Project MedTech podcast, hosted by one of our previous guests, Duane Mancini. In addition to being a well-respected thought leader, Duane serves as the Business Development Director at Covance. In this weeks’ episode, you’ll hear our guest interview with Duane where we talk about the evolution of selling medical technology, offer advice for building your commercial team, highlight pitfalls to watch out for, and more.
We’re always eager to collaborate with other knowledge-sharing advocates like Duane to enrich the MedTech space. We hope you enjoy this fun example of when worlds collide.
In this episode, you’ll learn:
– Tips for achieving regional market access
– The value of using scripts based on proven neuroscience principles
– How to reframe your business around the concept of patient empowerment
– Why an alarming number of patients aren’t aware of new life-changing therapies
Plus, we explore why taking ownership of patient flow is no longer optional for providers seeking growth in 2021.
Resources and links from the show:
Facing Failure Head On: A No-Excuses Guide to Making Headway in MedTech Sales
It’s Round 8 and you’ve only got two picks left… who’s making your roster? Jointline Health VP of Sales Dustin Poole teaches his team to focus on just 10 qualified accounts at a time by leading a “fantasy medical sales league” within their distributorship. Why? As someone who clawed his way into device sales with zero contacts and a million reasons to panic, Dustin understands the value of setting highly specific targets, guarding your time, and betting big on yourself.
After a successful start in SaaS and two failed independent ventures, he found himself with a newborn at home and a MedTech career that needed to get airborne ASAP. In this interview, Dustin takes us through his unique journey and offers advice on how to attack your weaknesses head-on.
In this episode, you’ll learn:
- The practical importance of disqualifying targets as soon as possible
- When to emotionally detach yourself from an opportunity to conserve your best efforts
- What it means to “earn the right to ask” for business
- Psychologist Carol Dweck’s concept of a “growth mindset”
- Why expertise in every aspect of your product isn’t necessary for gaining momentum
Plus, we polish the classic question— “Do you love to win or hate to lose?”—with a fresh perspective.
Resources and links from the show:
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