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
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.
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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.
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Paving the Pathway to Commercialization: Advice for MedTech Startups
Let’s talk about the science behind medical device commercialization! A chemist by training, Duane Mancini is currently the Business Development Director at Covance and has worked for many years with med device startups to help them develop get-to-market strategies. Host of the Project MedTech podcast, he joins us in this episode to give us a detailed breakdown of every step in the commercialization pathway — from regulatory to reimbursement, clinical, and more.
In this episode, you’ll learn:
- The ideal pathway to commercialization for a medical device product
- Common pitfalls that affect downstream commercialization
- Why it’s essential to think about your reimbursement strategy early
- What your sales team needs to actually win market share
Plus, we break down fractionalizing, and why it’s the best way to begin structuring a medical device startup company.
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Free Your Mind and the Rest Will Follow: The Importance of Mental Health in Sales
Sales is a game of mental toughness – and nobody knows this better than Jeff Riseley, founder of the Sales Knowledge Group and Sales Health Alliance. While the sports industry has long recognized the importance of psychology and mental game, it’s often overlooked in sales (though more than 40% of us struggle with mental health). How do we best manage our mental health in a profession riddled with ups and downs? Jeff is here to bring the conversation out into the open, end the stigma, and share tips to help you sleep better and feel less anxious and more confident during your next pitch.
In this episode, you’ll learn:
- How to make your work more meaningful through a process called “job crafting”
- Ways to overcome anxiety and stress to remain focused, composed, and confident
- The two types of empathy and how each can make you a better MedTech sales professional
- Exercises, routines, and strategies to sustain a healthy mental state
Plus, we dive into what really goes into finding your purpose and how creating “your personal why” can help you achieve balance, and ultimately, professional success.
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How to Influence Shared Decision Making in the Exam Room
Jason Elmore is the Sr. Manager of Sales and Training Development at NeoTract. With extensive experience in med device startups as well as with the world’s largest medical device and pharmaceutical companies, he knows a thing or two about the patient journey. In this episode, Jason enlightens us on the increasingly popular concept of shared decision making in medicine — and tells us how becoming a key player in the patient’s clinical pathway is one of the best things a MedTech sales rep can do.
In this episode, you’ll learn:
- Why the patient should have a hand in selecting their treatment pathway
- How to make your medical professional customers “teachers” so they can better interact with their patients
- The importance of tracking and celebrating your results
- Why you’re missing an opportunity if you haven’t rethought and adjusted your value proposition for the COVID environment
Plus, we create a diagnostic tool to show MedTech reps what to look for when assessing the clinical pathway.
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Nailing the Need: How to Really Stand Out in MedTech Sales
Michael Cheetham has spent 25 years in medical sales…exceeding his lofty target goals every single year. Today, as the Founder and Director of Tenacity Sales Training, he’s transformed his immense success and passion for his craft into a program that helps professionals in medical sales separate themselves from the pack. Determined to revolutionize medical sales training, he’s come to this episode prepared to share some unique concepts that will totally change your perspective on what it takes to succeed in sales— and rise above your competition.
In this episode, you’ll learn:
- How to build trust and “earn the right” to have buying conversations
- The personal qualities you should lean into if you really want to stand out
- Why customer knowledge can be more important than product knowledge
- The importance of understanding the true driving needs of your customers
- Questions to ask clinicians during the sales process, and questions to avoid
Plus, we dig into some of the sales behaviors that frustrate your customers and offer tips and advice to adjust and improve your tactics.
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