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
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:
Flipping the Script: A New Approach to the MedTech Hiring Process
Are you looking for your next sales superstar or just a box checker who can say all the right things? Our guests Barry Rogers and Kelly Clark of Relentless Recruiting warn that far too many HR departments use limiting criteria that let real talent slip through the cracks and increase the risk of a costly bad hire. Their eye-opening survey of device sales leaders proves that it’s time for hiring managers to completely flip the script on traditional approaches—and for applicants to stop leading with a bland list of skills.
In this interview, we discuss methods for identifying driven individuals at all skill levels, why sales superstars rarely fit neatly into checkboxes, and why they’re allergic to managers who tolerate mediocrity.
In this episode, you’ll learn:
- Subtle yet impactful differences between talent and skill
- Why a rep’s resume should consist of 80% talent, 20% skill
- Key questions that immediately identify exceptionally driven individuals
- How traditional hiring methods often confuse correlation with causation
Plus, we touch on the most common misconceptions that hamper MedTech hiring efforts.
Resources and links from the show:
More Than “Just” a Rep: The Art of Carving Out a Legacy
How would your customers, colleagues, and competitors describe you? Are their descriptions close to how you’d describe yourself? Few reps in the prime of their career consider the impact they’re having—or failing to have—on the human beings around them. Peta Sitcheff, accomplished rep and author of the teaching memoir “My Beautiful Mess,” believes a legacy isn’t something you leave behind—it’s something you choose every single day. In this interview, we talk with Peta about ways reps can build a reputation for themselves by putting complex connections above cut-and-dry fact sheets.
In this episode, you’ll learn:
- The five words that every rep should cut from their vocabulary
- Simple mindfulness tricks for turning negative thoughts into practical action
- What it means to go beyond the “superficial ocean” of benefits, features, and data
- How to take your career off autopilot and act with greater awareness
- Speak to the emotional human behind the white coat
Plus, we expose the shortcomings of “why”-based questioning
Resources and links from the show:
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