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
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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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:
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