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
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:
Encore: Nothing Elevates Performance More Than Great Coaching
One of the first interviews we ever recorded remains relevant to sales leaders everywhere. Bill Eckstrom is a renowned keynote speaker, founder and CEO of EcSell Institute, and author of The Coaching Effect. He’s not just passionate about growth, he’s obsessed with it.
In this episode, sponsored by Alpha Sophia, Bill joins us to discuss metric-based performance coaching and growth, strategies to supercharge your sales development, and how to understand, measure, and elevate the impact of your coaching. We also dig into the significance of cultural forces, social forces, and physical forces—and how the environments they create should influence our coaching styles.
In this episode, you’ll learn:
- About the concept of “growth rings” and how they create environments that promote or hinder growth
- The four coaching activities that always pay off and help your team reach peak performance
- How to effectively split your coaching between high and low achievers
- Why different types of MedTech sales reps and leaders should all have their own definition of a “growth mindset”
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Visit Bill’s website
- The Coaching Effect: What Great Leaders Do to Increase Sales, Enhance Performance, and Sustain
- The Behavior Change Blueprint
- The Growth-Driven Practice Series
Social Media:
7 Hallmarks of a MedTech Sales Message That Converts
You don’t need a better product to close more deals. You need a better story. So how can you better craft your messaging to ignite interest in every client? CEO and founder of Oratium, Tim Pollard, emphasizes simplicity, customer-centricity, and the importance of building a message rooted in a real customer problem.
In this week’s episode, sponsored by Alpha Sophia, Tim joins us to discuss the significance of storytelling and visualization in making messages memorable and compelling. The conversation covers a practical “Jenga test” to help teams scrutinize their messages, the value of conversational agility in adapting messages to different contexts, and 7 hallmarks of effective messaging.
In this episode, we also cover:
- 3 mistakes MedTech companies make in messaging
- How to shift from product-centric to story-centric strategies
- Tools and trainings that are available to help refine messaging
- The impact of Zoom fatigue on sales in the virtual world
Resources from this episode:
Social Media:
Decoding Competitors: A Guide to Anticipating MedTech Industry Moves
Dismissing competitor decisions is common ground for sales teams, especially when you focus on the advantages of your products. But, what if you could use the decisions of your competitors as a tool to predict their future moves and carve out a competitive advantage?
In this week’s episode, sponsored by Alpha Sophia, we sat down with John Horn. He’s the CEO and founder of Gateway Competitive Insights and author of “Inside the Competitor’s Mindset.” During the conversation, John shares a four-step framework that encourages MedTech professionals to pay attention to competitor actions. He also emphasizes the power of cognitive empathy and strategic questioning to uncover critical insights, urging professionals to step out of their own perspectives.
In this episode, we explore:
- A fresh perspective on competitive intelligence and decision-making
- Actionable insights and a roadmap for predicting competitors’ moves
- The concept of “war games” or mock negotiations as a tactic for fostering a deeper understanding of competitor behaviors
- The pitfalls of presuming answers and the importance of maintaining an open mindset
- The importance of cognitive empathy and strategic questioning
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Gateway Competitive Insights
- Inside the Competitor’s Mindset
Social Media:
MedTech Leaders: How to Propel Forward and Break Mental Barriers
Success often hinges on a delicate balance between technical prowess and mental fortitude. So how can we harness the untapped potential of the human mind to propel sales teams forward? Maintaining confidence without veering into cockiness becomes an important discipline.
In this week’s episode, sponsored by Alpha Sophia, we’re joined by leadership coach, Matt Phillips to discuss the inner workings of the mind. Matt provides practical advice for sales leaders on coaching their teams through challenges, encourages a positive mindset, and offers strategies for finding solutions rather than dwelling on problems.
What we discuss in the episode:
- Valuable perspectives on the psychology of success in sales
- How RAS plays a pivotal role in filtering information and shaping our conscious focus
- How to navigate challenges with a positive mindset
- Why coaching is a two-way street that requires reciprocated effort
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Matt Phillips Coaching
- Matt Phillips Podcast
Social Media:
Responses