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
Encore: Challenger Sale Author, Brent Adamson, Talks Surgeon Buying Behavior
Physicians can’t be expected to know everything while they’re tirelessly doing what they trained their whole lives to do – save lives. That’s where world-renowned researcher Brent Adamson, co-author of bestselling books The Challenger Sale and The Challenger Customer, comes in.
In this encore episode, sponsored by Alpha Sophia, Brent shares how the role of salespeople continues to change. In the interview, we discuss how salespeople can close more deals simply by making it easier for the customers to understand all available options more clearly, the layers behind decision-making that impacts sales, and the dimensions of struggle that every customer struggles with.
Join us for more on:
- How sales reps can differentiate themselves by providing more clarity
- How to provide customers with the confidence to make decisions
- Buying group alignment and how it impacts sales
- The dimensions of struggle for customers and how to overcome them
- Knowing a customer’s business better than they do
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Brent’s Breakdown
- Customer Value Community
- Challenger Sale
- Challenger Customer
Social Media:
Encore: The Challenger Sale and Jolt Effect with Matt Dixon
Matt Dixon is the Founding Partner of DCM Insights, and co-author of four of the most important sales and customer experience books of the past twenty years, including The Challenger Sale and his latest book, The JOLT Effect: How High Performers Overcome Customer Indecision. He’s also the guest on one of our most popular episodes!
In this encore episode, sponsored by Alpha Sophia, Matt breaks down concepts from his books, reveals how fear of failure is a sidekick to status quo bias, and how FOMO is a valuable sales tactic for some and a scare tactic for others. We also discuss the overwhelming number of sales lost to no decision and attempt to understand the reasons behind it.
In this episode, we also discuss:
- The 3 ways to revisit the status quo objection
- The Pain of Same vs The Pain of Change
- Error of Omission vs Error of Co-mission
- How FOMO tactics actually backfire in certain cases
- The two drivers of no-decision losses
- Shifting from a salesperson to a buyer’s agent
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- The Jolt Effect: How High Performers Overcome Customer Indecision
- The Challenger Sale
Social Media:
Encore: Why Sales Stall and How to Fight Back with Author of The Jolt Effect
It wasn’t long ago that Ted McKenna, an accomplished sales and customer experience researcher, founding partner of DCM Insights, and co-author of The Jolt Effect: How High Performers Overcome Customer Indecision joined us to talk about customer indecision.
And the conversation remains one of the most viewed by our audience! In this encore episode, sponsored by Alpha Sophia, Ted gets tactical and specific about effectively harnessing trust and building confidence with everyone you talk to. We also discuss the power of cooperative overtalk, how to improve proactive guidance, and strategies for anticipating objections.
Tune in for more on:
- Overcoming customer indecision
- Two playbooks for overcoming status quo
- How to get comfortable making recommendations
- Making customers feel like they’re not alone in the decision-making process
- Radical candor as a double-edged sword
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- The Jolt Effect
- 10-Hour Sales Course
- Free Tools From The Book
- Matt Dixon’s Episode
Social Media:
Encore: Why Hard Work Isn’t Enough and What Leaders Need to Do Instead
Working hard is essential for success. But it’s not a long-term solution for your leadership credibility. In fact, you may need to “unlearn” some behaviors and beliefs that got you to where you are today. About a year ago, we spoke with leadership coach and author Jeff Shannon about these very topics.
In this encore episode, sponsored by Alpha Sophia, we tear down some challenges that every leader faces in identifying blind spots and establishing executive presence, along with discussing what needs to happen to get your team on board with new ideas and innovation.
What we discuss in the episode:
- Why the best leaders know how to reduce friction and do this regularly
- The concept of unlearning and why it’s so essential for MedTech leaders and managers
- Why you should not be treating everyone the same (it’s not what you think)
- Signs that may suggest that you may lack executive presence and what to do about it
- How to resist the urge to “fly the plane” and instead coach others, even if they fail in the process
Resources from this episode:
Social Media:
Encore: Nothing Elevates Performance More Than Great Coaching
One of the first interviews we ever recorded remains relevant to sales leaders everywhere. Bill Eckstrom is a renowned keynote speaker, founder and CEO of EcSell Institute, and author of The Coaching Effect. He’s not just passionate about growth, he’s obsessed with it.
In this episode, sponsored by Alpha Sophia, Bill joins us to discuss metric-based performance coaching and growth, strategies to supercharge your sales development, and how to understand, measure, and elevate the impact of your coaching. We also dig into the significance of cultural forces, social forces, and physical forces—and how the environments they create should influence our coaching styles.
In this episode, you’ll learn:
- About the concept of “growth rings” and how they create environments that promote or hinder growth
- The four coaching activities that always pay off and help your team reach peak performance
- How to effectively split your coaching between high and low achievers
- Why different types of MedTech sales reps and leaders should all have their own definition of a “growth mindset”
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Visit Bill’s website
- The Coaching Effect: What Great Leaders Do to Increase Sales, Enhance Performance, and Sustain
- The Behavior Change Blueprint
- The Growth-Driven Practice Series
Social Media:
7 Hallmarks of a MedTech Sales Message That Converts
You don’t need a better product to close more deals. You need a better story. So how can you better craft your messaging to ignite interest in every client? CEO and founder of Oratium, Tim Pollard, emphasizes simplicity, customer-centricity, and the importance of building a message rooted in a real customer problem.
In this week’s episode, sponsored by Alpha Sophia, Tim joins us to discuss the significance of storytelling and visualization in making messages memorable and compelling. The conversation covers a practical “Jenga test” to help teams scrutinize their messages, the value of conversational agility in adapting messages to different contexts, and 7 hallmarks of effective messaging.
In this episode, we also cover:
- 3 mistakes MedTech companies make in messaging
- How to shift from product-centric to story-centric strategies
- Tools and trainings that are available to help refine messaging
- The impact of Zoom fatigue on sales in the virtual world
Resources from this episode:
Social Media:
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