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
Proven Tips for Breaking into New Territories and Developing Net New Accounts
Jay Pendleton is the Director, Strategy and Talent for Medtronic Cranial & Spinal Technologies (CST). He’s held various sales and leadership roles for the company, most recently the last 3 years as Zone Manager for the Western Strategic Spinal Technology team — responsible for driving market share growth and engaging key surgeon customers through differentiating technology (i.e. OLIF, Titan, Medicrea) with sales reps and district managers for the Rocky Mountain Texas & Pacific Regions. Digging into his innate ability to open doors with new clients, Jay shares tips and insights for medical device reps to get past gatekeepers, develop new relationships, and break into new territories. If you’ve been listening to the podcast and you’re wanting an episode that’s super tactical for new business development, you don’t want to miss this one!
In this episode, you’ll learn:
- Advice for rebooting a territory or opening new business opportunities
- How to really dig into the frustrations of your target customer
- Why being specific and clear with your intentions is so important
- The importance of going deep versus wide with your connections
- Common mistakes reps make when trying to cultivate new business
Resources and links from the show:
Having the Right Mind for Sales with Author Mark Hunter
Mark Hunter, CSP, “The Sales Hunter,” is recognized as one of the top 50 most influential sales and marketing leaders in the world. He is author of “A Mind for Sales” his other books include “High-Profit Prospecting” and “High-Profit Selling”. The focus of his work is helping to influence and impact others to help them see and achieve what they didn’t think was possible.
In this interview, we talk with Mark about the content of his new book, including what top performers do to prepare for the week and how they handle issues thrown in their way.
In this episode, you’ll learn:
- How to have the right mindset if you’re new in your role or trying to sell or open a new territory or sales opportunity
- The way in which you should approach relationship building
- The importance of speaking different “languages”
- Plus, practical tips and strategies from Mark’s experience in working with medical sales reps!
Resources and links from the show:
Lessons from a Rep Who’s Created More Than 1,000 Video Sales Emails
Did you know that the average complex sale has 8 to 9 people involved in the sales process? Getting buy-in from each one, or even getting them all on the same zoom call can be a headache. How do you succeed and move the needle? In this episode, we interview Thomas Buchanan, Account Executive at Modus, who has been leveraging video sales calls since 2017. He’s been using 1-to-1 sales videos to create buy-in, extend his influence in his prospect’s organizations, and close high-dollar deals. He’s created thousands of video calls and distills his knowledge down into actionable advice that will drive results for account execs and sales reps at all levels.
In this episode, you’ll learn:
- How to get started using video sales tools
- The first video you should create and send to a prospect
- How to use individual watch time and engagement as sales signals to close more deals
- What subject lines to use when sending a video
- The ideal length for a 1-to-1 sales video
- The attitude you must embrace when first getting started
Plus, spend time brainstorming all the various ways a MedTech sales professional could integrate video into their routine and create a blue ocean for themselves!
Resources and links from the show:
Exec Perspective: A MedTech CEO’s Journey from Sales to C Suite
Pat Kothe started in the field as a sales rep. He’s worked in marketing. And today he’s President & CEO at EM Device Lab, and host of the Mastering Medical Device podcast. He knows a thing or two about not only the medical device industry, but also how MedTech companies should operate from the inside out. This episode is all about invaluable advice and pearls of wisdom that will make your life and career as a sales rep so much easier and more fulfilling — by simply breaking down organizational barriers and working in lockstep with your colleagues.
In this episode, you’ll learn:
- How MedTech sales, marketing, and leadership teams can coalesce to impact the bottom line
- Why professional success often hinges on your ability to appreciate the roles of all your organizational colleagues
- How to grow your MedTech sales skills by educating yourself on other disciplines
- A treasure trove of proven advice and practical steps to help you move up within your organization
Plus, we dig into the critical importance of understanding and sharing the “why” behind your products and decisions — not just among your customers, but also your internal team.
Resources and links from the show:
Virtual Selling: How to Close More Deals Remotely with Andy Springer
Whether you like virtual selling or not, it’s time to adapt and master this sales strategy. Because even when you’re able to walk back into a healthcare facility for a sales call, there’s a good chance your buyers will prefer to keep it virtual. That’s according to new research from the RAIN Group, and their Chief Client Officer, Andy Springer joins us in this episode to share insights from his Amazon bestseller on winning through remote sales. You’ll get actionable, research-based takeaways that promise to make you more comfortable with virtual sales, while always keeping the customer’s need top of mind.
In this episode, you’ll learn:
- How to build rapport and relationships when selling virtually
- Proven tips and strategies to keep buyers engaged during your virtual meetings
- Why you must connect technical product know-how to the outcomes of the buyer
- Why many MedTech reps spend way too much time talking about their solution
Plus, we dive into the global research conducted by the RAIN Group that uncovered virtual selling’s top challenges — and tell you how to overcome them.
Resources and links from the show:
Use Your Words: The Neuroscience Behind an Effective Patient Marketing Message
Words matter. Especially the ones private practice physicians use in their marketing. So then why do so many of them fail to connect emotionally with their patients? From websites to blogs to social media, their message is often focused on their latest surgical device or procedure, completely dismissing what really resonates: the patient’s pain. In this powerful episode, Clark and Zed delve into the neuroscience behind effective physician-to-patient messaging and provide some solid tips and resources you can share with your customers and physician network to help them cut through the clutter.
In this episode, you’ll learn:
- Why most private practice physicians get their marketing messaging all wrong
- The power of negativity bias and how it affects healthcare marketing
- About the reticular activating system and how it should inform your patient marketing
- Best practices for connecting with patients through webinars and virtual community health talks
Plus, we dig into the psychological concept of the elephant and the rider, and explain why it’s always better to connect emotionally with patients rather than logically.
Resources and links from the show:
Responses