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
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.
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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.
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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!
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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.
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The Underrated Soft Skills That Open Doors and Close Deals
From a dental school drop-out, to a National Sales Manager of a multi-billion-dollar medical device company, Chip Helm has worked tirelessly over the last thirty years to perfect the art of developing and maintaining long-term relationships to help drive sales success. He’s the author of two books, Bigger Than Sales: How Humility and Wisdom Build Sales Success, and Everyday Sales Wisdom for Your Life and Career. In this interview, we talk with Chip about some no-nonsense advice to bring humility and servanthood to your role in medical device sales.
In this episode, you’ll learn:
- The importance of a personal brand in sales success
- Why humility is so important in sales and how to cultivate this characteristic in your sales approach
- Tips to remember when networking and building relationships in a sales capacity
Resources and links from the show:
Inside the Physician’s Mind: Dr. Vinod Dasa Shares Advice Every MedTech Rep Needs to Hear
It used to be a volume game. Today, though, doctors are incentivized much differently than they were a decade ago. As a result, MedTech sales reps must consider not just their physician’s needs and concerns, but the needs and concerns of dozens of healthcare stakeholders. In this episode, you’ll get a deep insider perspective from Dr. Vino DASA, orthopedic surgeon and co-founder of Doc.Social, on how to really connect with physicians.
In this episode, you’ll learn:
- Why the industry has done a 180 on how we view patient care
- How physician incentives have changed and why that should influence your sales strategy
- Ways you can make your physician customers better through coaching and consultation
- The sales rep behaviors that need to change immediately
Plus, we dive into some MedTech sales dos and don’ts as told from the unique physician perspective.
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