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
Unlocking the Secrets to Strategic Talent Management in Healthcare
Finding highly qualified candidates with impressive experience can be exciting for a growing practice. But hiring the wrong person can be costly. So how can MedTech companies optimize hiring practices to ensure alignment and success from start to finish?
In this week’s episode, sponsored by Alpha Sophia, we met with Darwin Shurig, founder and CEO of Shurig Solutions, to learn more about the potential pitfalls of treating talent acquisition as a transactional process. We also discuss the importance of emotional intelligence, leadership qualities, and aligning personal values with the company’s mission and vision, as well as the impact of strategic talent management on patient outcomes, access, and cost savings.
Listen to hear about:
- How companies can move beyond transactional approaches in the hiring process
- The importance of mission and vision alignment during interviews
- The power of emotional intelligence
- How to use AI, efficiency, and detailed assessments to identify the right candidates
Resources from this episode:
Social Media:
Encore: A Physician’s Perspective on Selling to Doctors with Dr. Qasim Butt
What do physicians really think of medical device? We’ve discussed this very question and more with previous guest, Dr. Qasim Butt. He’s an interventional nephrologist, medical consultant & advisor, and founder of Your Kidneys Your Health.
In this encore episode, sponsored by Alpha Sophia, Dr. Butt reveals how medical device reps should approach the changing landscape. We also cover blind spots that create skepticism in physicians, social media secrets that can help you level up your game, and how the human element is still most likely to create a connection that leads to a deal.
Join us for more on:
- How depth and storytelling can boost sales
- Why it’s important to identify the right person to talk to in every office
- How to utilize social media to create more opportunities
- Making the most of a ten-minute conversation
- Taking the time to learn and understand how everything works
Resources from this episode:
Social Media:
Encore: Challenger Sale Author, Brent Adamson, Talks Surgeon Buying Behavior
Physicians can’t be expected to know everything while they’re tirelessly doing what they trained their whole lives to do – save lives. That’s where world-renowned researcher Brent Adamson, co-author of bestselling books The Challenger Sale and The Challenger Customer, comes in.
In this encore episode, sponsored by Alpha Sophia, Brent shares how the role of salespeople continues to change. In the interview, we discuss how salespeople can close more deals simply by making it easier for the customers to understand all available options more clearly, the layers behind decision-making that impacts sales, and the dimensions of struggle that every customer struggles with.
Join us for more on:
- How sales reps can differentiate themselves by providing more clarity
- How to provide customers with the confidence to make decisions
- Buying group alignment and how it impacts sales
- The dimensions of struggle for customers and how to overcome them
- Knowing a customer’s business better than they do
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Brent’s Breakdown
- Customer Value Community
- Challenger Sale
- Challenger Customer
Social Media:
Encore: The Challenger Sale and Jolt Effect with Matt Dixon
Matt Dixon is the Founding Partner of DCM Insights, and co-author of four of the most important sales and customer experience books of the past twenty years, including The Challenger Sale and his latest book, The JOLT Effect: How High Performers Overcome Customer Indecision. He’s also the guest on one of our most popular episodes!
In this encore episode, sponsored by Alpha Sophia, Matt breaks down concepts from his books, reveals how fear of failure is a sidekick to status quo bias, and how FOMO is a valuable sales tactic for some and a scare tactic for others. We also discuss the overwhelming number of sales lost to no decision and attempt to understand the reasons behind it.
In this episode, we also discuss:
- The 3 ways to revisit the status quo objection
- The Pain of Same vs The Pain of Change
- Error of Omission vs Error of Co-mission
- How FOMO tactics actually backfire in certain cases
- The two drivers of no-decision losses
- Shifting from a salesperson to a buyer’s agent
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- The Jolt Effect: How High Performers Overcome Customer Indecision
- The Challenger Sale
Social Media:
Encore: Why Sales Stall and How to Fight Back with Author of The Jolt Effect
It wasn’t long ago that Ted McKenna, an accomplished sales and customer experience researcher, founding partner of DCM Insights, and co-author of The Jolt Effect: How High Performers Overcome Customer Indecision joined us to talk about customer indecision.
And the conversation remains one of the most viewed by our audience! In this encore episode, sponsored by Alpha Sophia, Ted gets tactical and specific about effectively harnessing trust and building confidence with everyone you talk to. We also discuss the power of cooperative overtalk, how to improve proactive guidance, and strategies for anticipating objections.
Tune in for more on:
- Overcoming customer indecision
- Two playbooks for overcoming status quo
- How to get comfortable making recommendations
- Making customers feel like they’re not alone in the decision-making process
- Radical candor as a double-edged sword
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- The Jolt Effect
- 10-Hour Sales Course
- Free Tools From The Book
- Matt Dixon’s Episode
Social Media:
Encore: Why Hard Work Isn’t Enough and What Leaders Need to Do Instead
Working hard is essential for success. But it’s not a long-term solution for your leadership credibility. In fact, you may need to “unlearn” some behaviors and beliefs that got you to where you are today. About a year ago, we spoke with leadership coach and author Jeff Shannon about these very topics.
In this encore episode, sponsored by Alpha Sophia, we tear down some challenges that every leader faces in identifying blind spots and establishing executive presence, along with discussing what needs to happen to get your team on board with new ideas and innovation.
What we discuss in the episode:
- Why the best leaders know how to reduce friction and do this regularly
- The concept of unlearning and why it’s so essential for MedTech leaders and managers
- Why you should not be treating everyone the same (it’s not what you think)
- Signs that may suggest that you may lack executive presence and what to do about it
- How to resist the urge to “fly the plane” and instead coach others, even if they fail in the process
Resources from this episode:
Social Media:
Responses