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
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:
Getting Your Team and Physicians to Trust You
Brandon Caraway is the Vice President of Sales at Amniox Medical, joining us in this episode to share insights on the importance of leadership in our challenging times.
A lack of clarity and a drop in production are surefire ways to frustrate any medical sales leader – but they shouldn’t be show stoppers. Brandon gives us some good experiential wisdom about blasting through barriers and coming out the other side, stronger and more successful.
In this episode, you’ll learn:
- The most surprising aspect of our current market disruption
- What a hurricane can teach you about how to stay focused on your quota during a pandemic
- Why there’s no such thing as casting a wide net right now and what to do instead
- Ways to overcome lack of trust in your organization
- Why it’s more critical than ever for MedTech leaders to step back and focus on the fundamentals
Resources and links from the show:
What the Medical Sales Accelerator Podcast is all about
If you care about growth of sales, achieving results through behavior change and neuroscience, and most importantly, better outcomes for more patients, this podcast is for you.
In this episode, you’ll meet the hosts, Zed Williamson and Clark Wiederhold, and learn more about what you can expect from the show – how we’re bringing you the best tips, insights, and those “little nuggets of wisdom” that you’ll get from a conversation with a pro, but likely won’t hear from the conference stage.
In this episode, you’ll discover:
- The story behind the show and why the industry needs it!
- What critical topics will be covered in future episodes
- What MedTech community experts we’ll be interviewing
- The type of actionable takeaways you can get and apply in conversations with customers to accelerate their use of your technology
- How you can become involved with the podcast and suggest future guests!
Plus, meet the hosts and learn more about their work in the MedTech industry. Episodes releasing weekly!
Resources and links from the show:
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