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
From Idea to Asset: How Patents Propel Medical Device Startups
The long and tedious patent process has become an outdated source of delay for innovators across the globe. With today’s technology, you can protect your innovations faster than ever. So when should you pursue a patent? And how can startups thrive in this rapidly evolving space?
In this week’s episode, sponsored by Alpha Sophia, Bao Tran, founder of PowerPatent Inc., joins us to explore the crucial role patents play in the medical device startup landscape. Dispelling common misconceptions, Bao emphasizes patents as assets rather than expenses, enabling startups to attract investors and safeguard their market presence. We also discuss how startups can efficiently navigate the patent process to ensure timely protection and competitive advantage by leveraging technology and strategic filing approaches.
What we discuss in the episode:
- The pivotal role of patents in driving innovation and success
- The significance of patenting seemingly straightforward innovations
- The indispensable value of strategic patent management
- Actionable insights for MedTech entrepreneurs and innovators
- Understanding the nuances of patent strategy in a rapidly evolving industry
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Unconventional Wealth Building Strategies for MedTech Sales Reps: A Conversation with Lane Kawaoka
We all strive for financial freedom, but are we approaching it the right way? What if the traditional path is no longer the most effective path? Lane Kawaoka, author of “The Wealth Elevator” asked himself these same questions before challenging the status quo.
In this week’s episode, sponsored by Alpha Sophia, Kawaoka joins us to share his journey from the traditional path of a civil engineer to a savvy real estate investor and financial strategist. He challenges common beliefs about investments and taxes, offering eye-opening insights that defy conventional wisdom. Lane also discusses his approach, which involves leveraging alternative investments like rental real estate and syndications to create passive income streams that significantly reduce tax liabilities.
What we discuss in the episode:
- The importance of education when navigating unconventional paths to financial freedom
- The benefits of a reliable community to help guide you through unfamiliar processes
- Practical strategies for exploring new avenues of wealth accumulation
- Actionable steps towards financial freedom through alternative investments
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Earning Trust and Rapport: The Power of Persuasion with Mark Wigginton
All paths lead to growth… if you can stop running from yourself. But what does it really take to stop searching and start living? Mark Wigginton, certified professional coach, sales strategy advisor, and founder of Focusing on Results unlocked his full potential when he decided to change his focus.
In this week’s episode, sponsored by Alpha Sophia, Mark shares his story of transformation, from navigating career shifts to finding clarity and purpose by embracing his core values. He also touches on insights from his diverse career path, emphasizing the recurring importance of customer focus, rapport-building, and persuasive communication.
Tune in for more on:
- Actionable steps towards clarity and growth in your career and personal life
- How aligning with your core values can lead to success and fulfillment
- The significance of understanding and embodying customer-centric principles
- The power of effective communication and engagement in sales interactions
- The transformative potential of self-awareness and purpose-driven action
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Focusing on Results
- VIA UPenn
- Enlightened Leadership
- Selling to Vito
- Selling Above and Below the Line
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An Army Veteran’s Powerful Leadership Advice
Driven leaders strive for excellence and require the same from their teams, but is demand for results void of open communication the most effective way forward? Or is there an approach that promotes organizational success alongside personal growth?
In this episode, sponsored by Alpha Sophia, Jevon Wooden, an ICF-certified coach, business consultant, speaker, author, and army veteran, joins us to discuss the transformative power of empathy in leadership. Drawing parallels between military leadership and corporate environments, he emphasizes the need for leaders to listen, support, and create psychologically safe spaces for their teams to thrive.
What we discuss in the episode:
- The importance of empathy and collaboration in driving teams toward success
- The impact of empathetic leadership on morale, productivity, and overall team performance
- Actionable strategies for leaders to enhance empathetic skills
- Real-life examples emphasizing the value of self-awareness and continuous improvement
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MedTech Marketing Blunders: Tales from the Industry Trenches
Sales and marketing are supposed to collaborate in the pursuit of a shared goal. But there are many tales of lacking respect in the industry. Salespeople grind daily only to have marketers change the narrative around how to close more deals. So how can MedTech companies unleash a more collaborative approach that generates more revenue?
In this week’s episode, sponsored by Alpha Sophia, Omar Khateeb returns for a third time to challenge the status quo in the MedTech industry. During the interview, we dissect the disconnect between sales and marketing and invite professionals to explore new strategies for commercialization and product adoption in the modern era. We also discuss the unique challenges of behavior change and the importance of setting realistic expectations.
Tune in for more on:
- The dynamic between sales and marketing in MedTech
- The power of dynamic and engaging content through digital channels
- The significance of qualitative wins
- Industry-wide reluctance to embrace new strategies
- How to overcome the challenges associated with behavior change
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Episode 13
- Episode 14
- Episode 87
- Episode 119
- The State of MedTech
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Unlocking Growth: The Digital Marketing Revolution in MedTech
Artificial intelligence has been around much longer than people realize. However, as early adoption meets mass adoption, why is the medical device industry still hesitant here? Perhaps the industry requires an outsider’s perspective to revolutionize how we operate.
In this week’s episode, sponsored by Alpha Sophia, cofounder and CEO of Cite Medical Solutions, Ethan Drower, joins us to share his journey from software engineering to addressing regulatory issues in the device world. We also talk about the untapped opportunities for AI in improving sales effectiveness, the industry’s reluctance to embrace new technologies, and the challenges faced by both large and small medical device companies.
What we discuss in the episode:
- The tendency to resist the adoption of new tech innovation in the industry
- The need for innovation in compliance, sales, and marketing strategies
- Opportunities for AI to help improve sales effectiveness
- Effective sales strategies through practiced empathy
- Changing expectations around AI
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