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
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.
Resources and links from the show:
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.
Resources and links from the show:
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.
Resources and links from the show:
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.
Resources and links from the show:
Mullings Group Global VP of MedTech Tells us What to Expect in 2021
Giovanni Lauricella (aka Mister MedTech) is the Global VP, Med Tech, for the Mullings Group. He’s performed over 5,000 hires for 600 clients, assisted in raising over 30 million in capital for startups — just during COVID-19 — and has the support of a MedTech network of over 30,000 global contacts. In this episode, he shares a myriad of deep insider insights on how the industry was forced to shift and pivot as a result of the pandemic, and predictions for MedTech organizations and their sales teams in 2021.
In this episode, you’ll learn:
- How MedTech sales talent acquisition has changed since the onset of COVID-19
- What sales professionals can do to adjust and stay relevant when faced with adversity
- How the heightened awareness for the healthcare industry is transforming MedTech
- Ways MedTech reps and leaders can make sure they’re the top choice for recruiters in 2021
Plus, we take a look at the shifts in investment flow within the MedTech industry and discuss potential effects in the year to come, from R&D up to commercial.
Resources and links from the show: • Connect with Giovanni Lauricella on LinkedIn • Follow #MisterMedTech on LinkedIn • Connect with Clark Wiederhold on LinkedIn • Connect with Zed Williamson on LinkedIn • The Behavior Change Blueprint
The Death of Traditional MedTech Sales and What’s Next: Part 2 with Omar Khateeb
Omar Khateeb is a marketing leader in Silicon Valley, currently the Director of Growth at Potrero Medical. Well-known for his strategies using consumer psychology across various digital mediums, he’s back for Part 2 to double down on his challenge to MedTech leaders to get out of their comfort zones and embrace the digital age. Listen and learn why digital is absolutely the new channel of influence in MedTech sales, and get proven, real-world best practices to help you connect with prospects in ways you never thought possible.
In this episode, you’ll learn:
- How to get out of our own way as MedTech reps and change our selling behavior
- Tips to reach physicians on social media at different times in their “digital adoption curve”
- Why there should be no timeframe to measure against your goals and expectations for social selling
- How “thinking like a scientist and acting like an artist” will help you master new ways of selling
Plus, we share something all young MedTech professionals coming out of college need to know (hint: get familiar with content marketing).
Resources and links from the show:
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