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
What Drives Your Sales Team? How Understanding Individual Motivations Leads to Peak Performance
Tim Frazee is an Area Director at Axonics Modulation Technologies—and a master motivator. His experience in building and leading teams across multiple specialties has given him valuable insight into understanding individual motivations. In this episode, he’ll share ways to identify what truly drives your employees—and how to use their strengths and motivations to develop a custom coaching plan that results in peak performance.
In this episode, you’ll learn:
- Why sales leaders must be comfortable not having complete control over their success
- The common motivations of MedTech sales teams
- Some individual motivations that should be seen as red flags
- How to stay on top of an individual’s shifting motivations
- Ways to use coaching to tap into an individual’s strengths and motivations
Plus, we take a look through the startup lens and share tips for balancing the team’s personal motivations with short-term business expectations and sustainable pipeline growth.
Resources and links from the show:
Tactical Maneuvers That Compel Your Customers to Action
Clark Wiederhold is the Chief Sales Officer at TrackableMed. With more than a decade of MedTech sales leadership experience, he’s seen his share of success and failure.
In this episode, Clark imparts indispensable wisdom to help you persevere in our unique and nuanced industry. Listen and learn as he rolls up his sleeves and shares the tactical maneuvers based on neuroscience that are proven to move customers to take action.
In this episode, you’ll learn:
- How “labelling” and “calibrated questions” can stimulate and energize your sales process
- The importance of giving the customer the ability to control what happens next
- Why even the most tenured sales reps sometimes overlook the obvious
- The word all salespeople need to strike from their vocabulary
Plus, we go through a real-life scenario where Clark coached a green rep how to walk into a clinic and walk out with an actionable commitment to a trial in a matter of minutes—without an appointment!
Resources and links from the show:
How to Position Yourself as a Partner vs a Sales Rep
Amy Smith is the Sr. Director of Marketing at Neuros Medical. Her years of MedTech experience have given her unique insights into practices, processes, and procedures that both help and hurt the patient experience, as well as the business side of the practice itself.
Listen as she explains how, by simply observing, you can go beyond “sales rep” and become a trusted partner—the outside eyes and ears that most physicians never knew they needed.
In this episode, you’ll learn:
- Proven strategies for practice observation and interaction that go far beyond the physician
- What to look for when it comes to patient experience and the patient flow throughout a practice
- How to address the elephant in the room and have uncomfortable conversations with physicians
- The importance of building a 360-degree knowledge base of each medical practice and its key role players
Plus, we discuss why it’s so critical to dive deep into the complexities and truly understand how a medical practice operates as a business.
Resources and links from the show:
Hospitals Have Goals, Too: Find Success by Building a Strategy Together
What’s it like on the inside? Carlos Calix is the Assistant Vice President of Business Development at Ochsner Health System. After spending many years on the commercial side of the device world, his current role from inside the hospital has given him a whole new perspective.
Hear how his sales style has changed and find out how you can overcome the obstacles of dealing with committees, purchasing agents, and professional buyers.
In this episode, you’ll learn:
- How understanding the hospital’s process can increase your sales success
- The importance of aligning with the hospital’s departmental goals
- Why approaching an integrated health network today is different than several months ago
- Ways to avoid adversarial sales by sitting on the same side of the table as your customer
- How working with the supply chain can bring in the next generation of product
Plus, find out how you can take advantage of a free predictive index behavior assessment of your sales style to see where you might be misaligned.
Resources and links from the show:
Market Agitation: Where the Fun Really Starts
Ben Bourterie is the Regional Sales Director at Aerin Medical and a seven-time president’s club winner. He’s spent his career creating markets for disruptive technologies in multiple specialties, and he’s here to tell us about the competitive advantages you can recognize when you incorporate practice development into your sales process.
If you’re ready to agitate the market, mobilize your team, and go deep with potential customers, this episode is a must-hear.
In this episode, you’ll learn:
- How practice development and value-based selling is poised to totally transform the MedTech community
- Why the “old method” of selling and catering to physician customers has to change
- Ways to find physicians who are willing to reinvest back into their practice
- The importance of future forecasting and predictability to crush growth expectations
- Why using market development as a selling style will outshine your competition every time
Plus, we’ll share some proven strategies to make your resources and procedures as simple and turnkey as possible for your customer.
Resources and links from the show:
Mindset Mentality: What Higher Performers Get that Underachievers Never Will
Garrett Watson is a Sr. Sales Rep & National Sales Trainer at Stryker ENT. His list of accolades in the medical industry run long – but he’s as down-to-earth as it comes.
In this episode, we talk with Garrett about how he gets his mind set up for success – even during a year with a high degree of unpredictability and challenge. His message of “helping” and “bringing more value” is applicable industry-wide and has never been more relevant than it is now.
In this episode, you’ll learn:
- Why there’s not a better time to sell than right now, yes, during a pandemic
- How only thinking about the product/technology will limit you as a medical sales professional
- Ways you can reposition yourself and bring more value to your customer
- Why relationship-based sales is the biggest mistake you can make right now
- The importance of getting people uncomfortable with disruptive technology
Plus, we dig into why you don’t need to have all the answers as a sales rep, the importance of framing your customers’ mindsets, and much more.
Resources and links from the show:
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