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
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:
Turning Grit into Gold: A Recruiter’s Analysis of the MedTech Job Market
What’s the ‘State of the Union’ for the MedTech jobs market? While it’s true that companies have more aggressive hiring goals than ever, today’s ideal candidate looks different than the pre-pandemic profile. To learn more, we sat down with Jordan Chase, president of Chase MedSearch, who helps build sales teams for startup, mid-sized, and global medical device clients.
In 2021, he’s seeing hiring managers play it safe by short-listing the experienced reps who already have a robust contact list to show off. When the number of prospects in your phone matters more than the details on your resume, how can you catch a break as a new rep? In this interview, Jordan shares practical ways to differentiate yourself with tech-savvy, C-suite selling, and good old-fashioned hustle.
In this episode, you’ll learn:
- What it means to position yourself as a consultant—not a salesperson
- How to take ownership of patient education and patient demand
- The realities of “assembly line medicine”
- How to better leverage previous B2B experience when breaking into MedTech
Plus, we dig into the importance of establishing a consistent program for self-development.
Resources and links from the show:
How to Fight Status Quo in Your MedTech Sales Opportunities
Status quo—two small words that form massive barriers in sales. How do you dethrone a king-of-the-hill competitor when you know they’ll retaliate with price adjustments and sole-source contracts? Axonics Modulation Technologies VP Trent Campbell has been both David and Goliath in this scenario. While status quo may be the incumbent’s greatest weapon—it’s also their biggest weakness. In this interview, we discuss how new challengers with a disruptive technology can turn the tide by having a brave “clinical champion” in their corner and win with a focus on long-term value.
In this episode, you’ll learn:
- How to devise a pricing strategy for a market that’s been conditioned by your competitor
- Why selling on price alone is a losing strategy
- Tips for creating consistent messaging keeping committees and department heads in mind
- Why Trent jumped into a national/corporate accounts role instead of pursuing sales management
Plus, we explore why reps should stop regurgitating sales decks and become more courageous listeners.
Resources and links from the show:
Relevance: The Key Sales Ingredient and Why Most Reps Miss It
What’s the line between being aggressive with your quota and pushy with your customers? Relevance. While there’s no real value in pushing products, customers will find value when you alert them to issues they don’t even see coming.
Mace Horoff, creator of the Medical Sales Academy and 38-year frontline sales veteran, says it’s these insights that allow us to provide maximum benefit to our prospects. Where most reps see difficulties and dried-up pipelines, Mace sees the makings of a golden age. The shift, he says, lies in focusing on the moment-to-moment relevance of your product or service. In this interview, we’ll talk with Mace about how you can alert your customers to growing gaps and connect your offer to the solution.
In this episode, you’ll learn:
- How to add value to your customers with follow-up calls
- Why playing off doctors’ competitive nature is so effective and how to leverage that angle ethically
- Why “pending business” is more dangerous to your mindset than no business at all
- How sales managers can better coach on product relevance
Plus, we shatter a common myth shared by the sales industry as a whole!
Resources and links from the show:
Social Audio: How Platforms Like Clubhouse Are Taking MedTech by Storm
A rare neuromuscular diagnosis almost caused Henry Peck his sight. But a state-of-the-art surgery changed the trajectory of his life, and his vision for the industry has never been more clear. An engineer-turned-marketer, Henry Peck followed his analytical instincts to the forefront of the social audio movement where he currently leads the MedTech Club, an online healthcare community of 50,000+ members and followers on the popular social audio platform Clubhouse. In his “day job”, he is also the product marketing manager at Altoida, a digital health startup building the future of brain health. In this interview, we talk to Henry about his unique patient journey, background in emerging healthcare technologies, and how to create authentic engagement and industry influence via social audio platforms.
In this episode, you’ll learn:
- What Clubhouse is, and why Henry launched the MedTech Club
- How med tech professionals can leverage the power of the social audio movement
- Insights on the increasingly symbiotic role of medical sales and marketing
- How relationships are changing due to the online environment and the importance of sharing your perspective and expertise in conversations
Plus, we explore the psychological impact of the human voice in building relationships.
Resources and links from the show:
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