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 Top MedTech Companies Use Behavioral Science to Enhance Sales
In an increasingly competitive field, medical sales leaders constantly seek tools and tactics to help them get ahead. So how can you optimize your team and elevate results? Mike Zani suggests focusing on the transformative power of behavioral science.
In this week’s episode, sponsored by Alpha Sophia, we sat down with the CEO of The Predictive Index to learn more about how understanding behavioral assessments can revolutionize interactions with customers and enhance team dynamics within medical device companies. Zani highlights the Predictive Index tool’s capability to reveal behavioral styles through a psychometric assessment and discusses its application beyond mere employee selection to improving customer relationships and sales strategies. We also explore the strategic use of behavioral insights in medical sales, emphasizing the practical benefits of “decoding” interpersonal interactions for more effective communication and negotiation.
What we discuss in the episode:
- How sales teams can tailor their approaches to different customer profiles
- How the Predictive Index approach aids in initial sales as well as cultivating long-term client relationships
- The transformative power of behavioral science in medical sales
- Insights on traits like dominance, extroversion, patience, and formality
- Strategic ways to leverage behavioral insights
Resources from this episode:
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Cultivating High-Performance Teams in MedTech with Kris Krustangel
How many medical sales professionals worry more about how their presentation is received than the actual substance of their work? Why do performance aesthetics take precedence over genuine problem-solving and leadership effectiveness? Kris Krustangel, Vice President of Sales at Virtus Medical, delves into the transformative power of self-awareness and humility in medical sales.
In this week’s episode sponsored by Alpha Sophia, Kris reveals how his journey underscores the nuanced balance between confidence and ego in the realm of medical sales. His experiences illuminate the challenges and growth opportunities within the industry, particularly how personal ego can obstruct genuine progress and leadership development.
What we discuss in the episode:
- The practical application of stoic philosophy in modern business practices
- How the pressures of leadership can lead to a disconnection from core operational goals
- Why introspection and self-awareness are crucial to evolve beyond surface-level achievements
- The value of candid feedback from colleagues and how that can inspire transformation
- Prioritizing genuine problem-solving and leadership effectiveness over performance aesthetics
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Obstacle is the Way by Ryan Holiday
- Ego is the Enemy by Ryan Holiday
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Elevate Your Medical Sales Career: Strategies from a Seasoned Coach
Dressing for success isn’t just a thing of the past. In fact, with the evolving landscape of the interview process, some tactics hold more weight than ever before. So how do you position yourself for career stability regardless of the transformations taking place around you?
In this week’s episode, sponsored by Alpha Sophia, Angie Lambrou, a seasoned career coach and author of “Master the Medical Sales Interview,” sheds light on common pitfalls that even experienced medical sales executives face during the interview process. She also reveals how inadequate preparation leaves many candidates missing out on opportunities and strategic job search techniques that bypass traditional routes like job boards and recruiters.
What we discuss in the episode:
- A proactive approach to the job hunt where candidates target specific companies
- Enhancing your chances of securing a job by directly engaging with hiring managers to establish connections
- The importance of personal branding and networking to maintain readiness for unexpected opportunities
- Interview mishaps that cost top candidates jobs
- Finding clarity and motivation outside of work to propel your career forward
Resources from this episode:
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Inside iHLTH: Dr. Eva Imperial’s Fight Against Hidden Healthcare Costs
How often do you receive medical attention only to be blindsided by a huge invoice? Why does the issue only seem to exist in the medical space? And what can we do to promote transparency in the industry?
In this week’s episode, sponsored by Alpha Sophia, Dr. Eva Imperial, CEO and founder of iHLTH, shares her motivation for starting an organization that brings transparent pricing to lab tests and allows patients to bypass the doctor’s office for these services. Her story highlights a personal and professional journey towards making healthcare more accessible and affordable, challenging the status quo of opaque healthcare pricing and practices.
What we discuss in the episode:
- The negative ripple effects on patient care and the healthcare system due to high costs
- The importance of transparent pricing in healthcare
- Navigating the complexities of healthcare costs
- Solutions and innovations to make lab testing more accessible
- How professionals can advocate for patient affordability
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Breaking the Mold: How Grit and Resilience Transform Medical Sales Careers
Burnout plagues us all at some point in our professional lives, but it’s not always easy to identify, or overcome. So how can you master your profession if you’re unable to master your own feelings? It requires grit and resilience.
In this week’s episode, sponsored by Alpha Sophia, Danielle Cobo, a transformational speaker, bestselling author, and seasoned medical sales professional, shares invaluable insights on resilience, leadership, and overcoming adversity. With a career spanning 15 years in the competitive realm of medical sales, Danielle has not only excelled but also transformed her hardships into opportunities for profound personal and professional development. Through her journey, Danielle offers actionable strategies for dealing with burnout, embracing vulnerability, and setting the foundation for a fulfilling career in medical sales.
Tune in for more on:
- Strategies for overcoming burnout
- The positive impact of resilience and self-reflection on career growth and development
- Actionable tips for turning life’s challenges into stepping stones for success
- How vulnerability strengthens leadership
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Unstoppable Grit (Book)
- Unstoppable Grit (Podcast)
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Building Digital Trust in MedTech: The MTV Approach
In the dynamic world of MedTech, where innovation is the lifeblood of progress, Jay Pendleton, founder of MedTech Voice, offers a compelling perspective on the power of storytelling in building trust and driving success.
In this week’s episode, sponsored by Alpha Sophia, Jay underscores the importance of authenticity and digital trust in a landscape inundated with content and information overload. We also learn about his journey from the corporate MedTech world to the realm of entrepreneurship, highlighting the pivotal role of storytelling in shaping brand identity and fostering connections.
In the episode, we also discuss:
- Bridging the gap between business and medicine through authentic narratives
- Empowering MedTech professionals to navigate the complexities of the industry with clarity and purpose
- Helping physicians humanize their brand
- Assisting MedTech companies in crafting compelling stories
- A roadmap for driving tangible outcomes in an ever-evolving MedTech ecosystem
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- MedTech Voice
- Episode 25 with Jay Pendleton
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