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
Beyond the Band-Aid: Proactive Strategies for Medical Sales Success
How often does your team address a problem with an immediate yet short-lived remedy? How much time, money, and energy could be saved if you came up with a permanent solution? These proactive approaches are often overlooked, but likely the most efficient way to enhance your operation.
In this week’s episode, sponsored by Physician Growth Accelerator, we met with John and Jim Zelem from Utilization Management University to explore the critical distinction between preventative strategies and constant corrections in medical practice management. We also discuss how medical sales representatives can transcend traditional sales roles by fostering deeper, value-based relationships with their clients through sharing actionable insights and resources.
What we discuss in the episode:
- Practical tips on transforming challenges into opportunities for growth
- Systemic issues within healthcare practices
- The benefits of shifting from reactionary measures to sustainable preventative solutions
- Driving meaningful change in medical sales and healthcare practice management
- Tips on transforming challenges into opportunities for growth
Resources from this episode:
Social Media:
Unlocking the Secrets of Early Cancer Detection: A Conversation with Sumit Rai
Cancer left undetected can swiftly evolve from a silent threat to a devastating diagnosis. But what if cancer could be detected and treated at its inception? Sumit Rai, CEO of Cancer Check Labs, is on a mission to dramatically increase survival rates.
In this week’s episode, sponsored by Physician Growth Accelerator, Sumit shares a compelling narrative that highlights both his personal journey into cancer detection technology and the revolutionary capabilities of his company’s new cancer screening test. After losing his sister to cancer shortly after his exit from a successful venture in mobile advertising, Rai channeled his grief into a fervent quest to transform cancer diagnostics. His story is not just about loss but about leveraging technology to pioneer early cancer detection methods that boast a staggering potential to change survival outcomes.
What we discuss in the episode:
- The science behind the test, which processes an unprecedented volume of blood to detect CTCs
- How Cancer Check Labs’ approach differs from liquid biopsies
- The opportunity for a new era of proactive healthcare
- Bridging the gap between current medical practice and cutting-edge technology
- How integrating comprehensive diagnostic technologies could drastically reduce cancer mortality and reshape the landscape of cancer care
Resources from this episode:
Social Media:
Becoming Indispensable: Financial Insights for Your Customers
Do you understand the financial complexities that challenge your medical clients every day? Unlock the secrets to mastering the obstacles your clients face and solidify your value in the competitive medical sales industry.
In this week’s episode, sponsored by Alpha Sophia, we sat down with Justin Harvey, a seasoned advisor and strategist in financial planning specifically tailored for medical professionals to talk about the nuanced world of medical sales and financial strategy. Harvey, founder of APM Wealth and host of the APM Success podcast, shares invaluable insights on becoming indispensable to clients by deeply understanding their unique financial needs and challenges. We also explore solutions that go beyond the product, focusing instead on enhancing the financial and operational health of their clients’ practices.
What we discuss in the episode:
- The complex financial landscape medical professionals navigate
- The critical need for specialty-specific financial advice
- Various strategies to optimize tax returns through loss harvesting
- How to secure a financially safe future beyond your practice
- Advice aimed at helping medical professionals manage wealth effectively
Resources from this episode:
Social Media:
The Art of the Question: What MedTech Sales Can Learn from Listening
Mastering the art of conversation isn’t all about talking – it’s about truly listening. So how can you train your team to prioritize meaningful dialogue over unappealing monologues? Mike Esterday and Derek Roberts, co-authors of “Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance” join us to explore the depths of sales conversations.
In this week’s episode, sponsored by Alpha Sophia, Mike & Derek share compelling insights into the necessity of asking the right questions and truly listening to understand customers’ needs. We also discuss how modern sales techniques must pivot from talking at customers to engaging with them, using strategic questions to foster genuine connections and uncover real needs.
What we discuss in the episode:
- How AI and digital tools impact the evolution of sales
- The role of sales as more than just a conveyor of information, but as a critical thinker who provides value
- The power of active listening and thoughtful questioning
- Tactics to enhance your sales approach
- The profound impact of human skills in an increasingly automated world
Resources from this episode:
Social Media:
Strategic Partnerships in Healthcare with Thomas Cunningham
Every relationship goes through stages, including the relationship between private practice physicians and private equity groups. So what are the red flags you should watch out for? What traits make for a good marriage? We explore the crossroads with Thomas Cunningham, Director of Business Development at Physician Growth Partners.
In this week’s episode, sponsored by Alpha Sophia, Cunningham dives deep into the pressing challenges faced by private practice physicians amidst the onslaught of inquiries from private equity groups. We explore the dilemmas physicians grapple with, such as whether to sell their practices to hospitals or private equity and how to maintain their autonomy in the increasingly complex healthcare landscape. We also discuss how the landscape of private practice has evolved to necessitate new strategies for sustainability and success.
What we discuss in the episode:
- The critical importance of a growth mindset for physicians considering partnerships
- Navigating the complexities of healthcare business dynamics
- Maintaining clinical governance while exploring financial partnerships
- Strategic responses to the changing healthcare environment
- How decisions affect patient care and physician independence
Resources from this episode:
Social Media:
Mastering Mindset and Productivity: Insights from Trevor Crunelle
We hear so much about seeking balance, but sometimes work or life demands more. So how do we prevent burnout and maintain high performance when balance doesn’t seem to be an option? Trevor Crunelle, a coach specializing in mindset and behavior change for driven leaders, suggests that “harmony” rather than “balance” might be the more achievable goal.
In this week’s episode, sponsored by Alpha Sophia, Trevor explains that unlike balance, which implies equal distribution, harmony involves a more fluid and intentional arrangement of work and life commitments. He emphasizes the necessity of intentionality in scheduling and prioritizing tasks to create harmony between personal and professional life, debunking the myth that longer hours always equate to greater productivity.
What we discuss in the episode:
- Practical strategies for achieving work-life harmony
- How the urgent-important matrix, or Eisenhower matrix, helps individuals prioritize tasks effectively
- Insights on how most professionals find themselves overwhelmed by a multitude of lesser, non-urgent activities that consume their time and energy
- Steps to gain clarity and focus so you can work more effectively and find time for personal pursuits to enrich your life
Resources from this episode:
Social Media:
Responses