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
Helping Physicians Get Their Time Back with DocBuddy
Physicians across the country continue to trudge through the difficulties of documentation. Most are still using legacy software that requires excessive time and effort. What if you could streamline the workflow and save dozens of hours along the way?
Erik Sunset, VP of Marketing at DocBuddy, talks to us about how their improved documentation technology provides flexibility and efficiency. We also discuss the growing desire for better technology among physicians, the alarming truth behind burnout in the industry, and how past solutions are no longer viable options.
Listen for more on:
- The growing need for better technology in healthcare
- Addressing physician burnout and providing flexible solutions
- Using technology to streamline workflows and accelerate documentation with voice command
- How physicians are increasingly demanding their time back
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All the Market Data with None of the BS
Think about it, the company that sells you your deodorant knows more about you than a medical device company. Why does that seem so backwards? But what if we told you there’s a tool available for medical device companies to gain valuable insights about 2.8 million healthcare practitioners?
In this episode, sponsored by TrackableMed, Founder and CEO of Alpha Sophia, Paul-Lukas Hoffschmidt, joins us to share how he’s accelerating product adoption across the industry. We discuss how to use data to create more targeted opportunities, facilitate more meaningful discussions, and separate from crowded ecosystems.
Join us to learn more about:
- The different types of data and how to get the most out of them
- Understanding the personalities you’re targeting and being able to craft marketing and sales campaigns around that information
- A tool that helps you identify high-conversion opportunities before traveling
- Helping innovators grow faster
- How client feedback can act as a community to promote success
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Are Inside Sales Right for Medical Device?
Sponsored by TrackableMed
What if you never had to worry about missing calls and losing sales, and sales STILL kept moving? It may be out of your comfort zone, but adopting inside sales tactics has been proven to accelerate growth and reduce costs. But how do you do that in an industry that is known for the power of face-to-face meetings and hands-on demonstrations?
In this week’s episode, sponsored by TrackableMed, we met with Charlie Tate, a Partner at Synchronized Sales, and learned about how he’s been able to transfer strategies from his tech background into healthcare. We explore how his inside teams can help outside sales reps keep momentum and the benefits of making phone calls that align with in-person efforts.
Listen for more on:
- Bringing inside sales to healthcare
- Maintaining full compliance with every client
- The benefits of moving sales along over the phone
- Keeping outside sales reps from being bogged down
- How working in this role can prepare you for a career in medical sales
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Creating a Competitive Advantage by Addressing the Little Things
Sponsored by TrackableMed
How many tests does it take to get product approval? The world may never know. But if you’re not consulting your human factors team until the last minute, you may be creating unnecessary roadblocks. And sometimes those roadblocks are hiding in plain sight.
In this week’s episode, sponsored by TrackableMed, we met with Heidi Mehrzad, CEO and Founder of HFUX Research, a human factors consultancy specializing in medical device development. In the interview, Heidi reveals where most innovators miss the mark and how human factors could help them progress more efficiently. We also discuss the interaction between the user and the interface of the device and hear examples of how minor changes can impact the trajectory of an entire business.
We also talk about:
- The many different types of interfaces in medical device
- How the 80/20 rule can help marketing and sales teams maintain direction
- Human factors teams as the advocate for patients
- How transfer knowledge often leads to misused products
- Why it’s important to talk to everyone involved with product adoption, not just the surgeons
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Putting a Stop to Wasted Resources: How Virtual Reality can Transform Physician Education
Sponsored by TrackableMed
In a world of artificial intelligence and virtual reality, why does MedTech remain 5 years behind other industries when it comes to modern solutions? Part of the problem is accessibility. Sales reps are constantly traveling cross-country to meet with surgeons they may never hear from again. But what if there was a way to meet with more surgeons without wasting so many resources?
Matt Wheeler is a visionary entrepreneur, highly skilled business associate, and proven sales leader with over 20 years of experience. As the Chief Revenue Officer at Immertec, he plays a pivotal role in driving revenue growth and guiding the organization toward success. In this episode, sponsored by TrackableMed, Matt sits down with us to talk about how Immertec’s virtual reality headset can bring 100 people to the same operating room. We discuss the value behind saving time and resources, the advantage of increased accessibility for practicing physicians, and how this distant learning experience actually leads to more in-person success.
Join us for more about:
- Improving the learning experience by taking surgeons out of the operating room instead of the other way around
- Increasing conversion rates with early-stage education
- Accelerating the number of people you can get into your early-stage funnel
- How this technology can benefit sales, marketing, R&D in addition to surgeons
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A Guide to Career Change for Listeners Everywhere
Sponsored by TrackableMed
After 22 years of teaching in England, Phil Gostling was ready for a new challenge and took the leap into medical sales. Hard? Yes. But his lessons are gold and his approach to the industry can teach even the most seasoned sales teams about the importance of learning and listening.
In this week’s episode, sponsored by TrackableMed, Phil shares how he found his new role as an EndoMech Sales Specialist at Ethicon. From taking advice from guests on previous episodes of this podcast to utilizing transferrable skills developed in teaching, his story will likely inspire others to follow his lead. We also explore the impact of being driven by purpose, how data has helped guide him in his first year, and how much more there is to sales than just selling.
Tune in to hear more about:
- Aligning with purpose in everything you do
- How new challenges ignite a new learning muscle
- The value of individual and team reflections in sales
- How to effectively prepare for a career change into medical sales
- Utilizing transferrable skills to develop yourself and/or pivot
- Data-guided behavior and how this impacts your ability to focus
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