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
Becoming Indispensable: Financial Insights for Your Customers
Do you understand the financial complexities that challenge your medical clients every day? Unlock the secrets to mastering the obstacles your clients face and solidify your value in the competitive medical sales industry.
In this week’s episode, sponsored by Alpha Sophia, we sat down with Justin Harvey, a seasoned advisor and strategist in financial planning specifically tailored for medical professionals to talk about the nuanced world of medical sales and financial strategy. Harvey, founder of APM Wealth and host of the APM Success podcast, shares invaluable insights on becoming indispensable to clients by deeply understanding their unique financial needs and challenges. We also explore solutions that go beyond the product, focusing instead on enhancing the financial and operational health of their clients’ practices.
What we discuss in the episode:
- The complex financial landscape medical professionals navigate
- The critical need for specialty-specific financial advice
- Various strategies to optimize tax returns through loss harvesting
- How to secure a financially safe future beyond your practice
- Advice aimed at helping medical professionals manage wealth effectively
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The Art of the Question: What MedTech Sales Can Learn from Listening
Mastering the art of conversation isn’t all about talking – it’s about truly listening. So how can you train your team to prioritize meaningful dialogue over unappealing monologues? Mike Esterday and Derek Roberts, co-authors of “Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance” join us to explore the depths of sales conversations.
In this week’s episode, sponsored by Alpha Sophia, Mike & Derek share compelling insights into the necessity of asking the right questions and truly listening to understand customers’ needs. We also discuss how modern sales techniques must pivot from talking at customers to engaging with them, using strategic questions to foster genuine connections and uncover real needs.
What we discuss in the episode:
- How AI and digital tools impact the evolution of sales
- The role of sales as more than just a conveyor of information, but as a critical thinker who provides value
- The power of active listening and thoughtful questioning
- Tactics to enhance your sales approach
- The profound impact of human skills in an increasingly automated world
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Strategic Partnerships in Healthcare with Thomas Cunningham
Every relationship goes through stages, including the relationship between private practice physicians and private equity groups. So what are the red flags you should watch out for? What traits make for a good marriage? We explore the crossroads with Thomas Cunningham, Director of Business Development at Physician Growth Partners.
In this week’s episode, sponsored by Alpha Sophia, Cunningham dives deep into the pressing challenges faced by private practice physicians amidst the onslaught of inquiries from private equity groups. We explore the dilemmas physicians grapple with, such as whether to sell their practices to hospitals or private equity and how to maintain their autonomy in the increasingly complex healthcare landscape. We also discuss how the landscape of private practice has evolved to necessitate new strategies for sustainability and success.
What we discuss in the episode:
- The critical importance of a growth mindset for physicians considering partnerships
- Navigating the complexities of healthcare business dynamics
- Maintaining clinical governance while exploring financial partnerships
- Strategic responses to the changing healthcare environment
- How decisions affect patient care and physician independence
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Mastering Mindset and Productivity: Insights from Trevor Crunelle
We hear so much about seeking balance, but sometimes work or life demands more. So how do we prevent burnout and maintain high performance when balance doesn’t seem to be an option? Trevor Crunelle, a coach specializing in mindset and behavior change for driven leaders, suggests that “harmony” rather than “balance” might be the more achievable goal.
In this week’s episode, sponsored by Alpha Sophia, Trevor explains that unlike balance, which implies equal distribution, harmony involves a more fluid and intentional arrangement of work and life commitments. He emphasizes the necessity of intentionality in scheduling and prioritizing tasks to create harmony between personal and professional life, debunking the myth that longer hours always equate to greater productivity.
What we discuss in the episode:
- Practical strategies for achieving work-life harmony
- How the urgent-important matrix, or Eisenhower matrix, helps individuals prioritize tasks effectively
- Insights on how most professionals find themselves overwhelmed by a multitude of lesser, non-urgent activities that consume their time and energy
- Steps to gain clarity and focus so you can work more effectively and find time for personal pursuits to enrich your life
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MedTech on the Rise: A Revolutionary Tool for Faster Recovery
Imagine a patient struggling with post-operative recovery, and instead of accepting defeat, they speak up and change the course of recovery forever. That patient helped inspire Shehla Rooney to create a better solution. Today she is Co-Founder and CEO of GoKnee, a company designed to aid the recovery of knee replacement patients.
In this week’s episode, sponsored by Alpha Sophia, we sat down with Shehla to learn more about her transition from an experienced physical therapist to a motivated business owner. The conversation showcases the practical challenges faced in healthcare and highlights how innovation can be driven by real-world patient interactions. We also explore how GoKnee has revolutionized post-operative care through a simple yet effective device.
What we discuss in the episode:
- The intersection of patient care, innovation, and entrepreneurial insight in the medical field
- Patient-centered solutions that streamline and enhance recovery processes
- The psychological impact of surgery on patients
- The importance of addressing individual patient needs
- The nuances of patient compliance in post-operative recovery programs
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Dr. Mark McLaughlin on Overcoming Fear and Enhancing Physician Performance
How often does fear prevent you from making decisions or taking action in high-stress environments? What if a deeper understanding of the brain could help your staff better navigate their roles and responsibilities within the practice? Dr. Mark McLaughlin joins us to offer a compelling framework to overcome fear and enhance performance.
In this week’s episode, sponsored by Alpha Sophia, Dr. McLaughlin discusses his recent book, “Cognitive Dominance: A Brain Surgeon’s Quest to Outthink Fear,” which explores the dualistic nature of the brain—comparing the instinctual ‘Brain 1.0’ with the more rational ‘Brain 2.0’—and how professionals can harness this understanding. We also investigate real-world applications of these insights, particularly in addressing the challenges faced by medical practitioners, such as burnout and systemic inefficiencies.
What we discuss in the episode:
- A framework for overcoming fear to enhance performance
- The importance of introspection and strategic thinking to foster professional growth and improve patient care
- Proactive approaches to personal and professional hurdles
- Why it’s important to rethink how medical professionals engage with their work
- The need for continual learning and adaptation in the pursuit of excellence in healthcare
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Cognitive Dominance: A Brain Surgeon’s Quest to Out-Think Fear
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