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
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:
The Death of Traditional MedTech Sales and What’s Next: Part 1 with Omar Khateeb
Omar Khateeb is a marketing leader in the Silicon Valley, currently the Director of Growth at Potrero Medical. He’s well-known for his strategies using consumer psychology across various digital mediums to guide healthcare companies in adapting to newly connected markets. In the first of a two-part episode, Omar challenges MedTech leaders to get out of their comfort zones and embrace the digital age to revolutionize customer interactions.
In this episode, you’ll learn:
- How to create a digital version of yourself that will help you drive sales 24/7/365
- A proven, step-by-step process for developing an online relationship with physicians
- Where and how to effectively engage with physicians on social media
- How to use social media to create a phycological bias of developing reciprocity with your prospects
- Why we’re thinking about sales goals the wrong way, and should instead focus on “systems” of habits and activity
Plus, we discuss why customer acquisition cost (CAC) is becoming more important in MedTech sales, and tell you ways to drastically lower that cost by building relationships online.
Resources and links from the show: Connect with Omar Khateeb on LinkedIn Connect with Clark Wiederhold on LinkedIn
Attracting Patients 101: Marketing Tips to Share with Your Physician Network
Sometimes we get too caught up in the selling aspect of our jobs and forget we should also be a resource to our customers. One of the biggest opportunities to serve in this way is to help them effectively market their medical practice and increase patient demand.
In this special episode, Zed and Clark tap into their years of experience to share 3 marketing essentials every medical practice should consider. Listen, then feel free to share the tangible content takeaways (referenced in the episode) with your network.
In this episode, you’ll get some solid tips to share with your specialty physician network that address:
- Why specialty medical practices need a website, and the key elements to make it patient-focused
- The types of emails physicians should send for maximum patient engagement
- The types of emails physicians should never send (because they horrify patients)
Plus, insights and advice you can share with medical practices to help them get more positive patient reviews — and manage the negative ones.
Growth Driven Practice Series: https://www.trackablemed.com/growth-driven-practice-series
Specialty Practice Webinar: https://growthdrivenpractice.webinarninja.com/live-webinars/638677/register
Healthcare Marketing Guide: https://zc.vg/sf/7bVox
The Lightning Round: Top Takeaways from the Last 10 Episodes
Get the best of the MedTech industry insights in this action-packed episode. Zed and Clark share the top takeaways from our first 10 episodes in this “best of” compilation! Listen to the most compelling and actionable snippets, anecdotes, and advice in one neatly packaged episode.
From top-performing sales reps to president’s club winners to a Harvard Business Review contributor and national keynote speaker, the powerhouse guest list will leave you humbled, empowered, and charged to strengthen your sales and leadership skills
Enjoy a variety of topics that address your most pressing challenges and discover:
- What to look for when it comes to patient experience and the patient flow throughout a practice
- How to find new customers and build meaningful relationships with social media
- How a MedTech sales rep became a 7-time President’s Club winner by thinking big and using market agitation
- Why nothing elevates MedTech sales performance like great coaching
- Ways to work in lockstep with hospitals so their goals and objectives always remain front and center
Plus, we share some of our most popular soundbites on the power of cross-functional collaboration, proven ways to restructure your customer conversations, and more!
Resources and links from the show:
How to Use LinkedIn and Twitter to Crush Your MedTech Sales
David Moser is a Transplant Specialist at Natera, and he knows better than most how to adapt when you can no longer access customers in the traditional manner.
When the pandemic tightened its grip in Spring 2020, we all had to adjust our approach. But David went next-level with his “pivot.”
Find out how an accomplished sales professional with more than a decade of experience in the medical space truly embraced the concept of social selling and found tremendous success in what’s sure to become an increasingly virtual world.
In this episode, you’ll learn:
- Proven techniques for virtual selling in the MedTech industry
- How to find new customers and build meaningful relationships…digitally
- Pitfalls to avoid when selling through email, LinkedIn, and Twitter
- Why social media is a goldmine for MedTech conversations with key decision-makers
Plus, if you’re interested in upping your social selling game but not sure how or where to begin, we compiled an actionable and sequential to-do list to get you started.
Resources and links from the show:
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