Sponsored by TrackableMed Go behind the scenes of the American Urological Association Annual Meeting and discover why some physicians choose to embrace new technology and dive head first into learning despite their peers’ reluctance to change. In this week’s episode, sponsored by TrackableMed, we revisit some of the most exciting tech booths from AUA with Dr. Garrett Pohlman, Urologist and host of the Prostate Health Podcast. Dr. Pohlman joined us in Chicago as we explored the technology and asked innovators to talk about their solutions. In the interview, we also discuss the value of direct-to-patient marketing, why it’s important to have multiple tools to help patients with, and tactics to ensure patients return for another visit regardless of previous results. What we discuss in the episode: AUA 2023 Highlights & Takeaways If flashy booths at conferences are worth the investment The impact of direct-to-consumer marketing Why Urologists need to have more than one tool in their toolset Effective strategies to keep patients active in seeking treatment Resources from this episode:  Get the free MedTech Talk Tracks for Action Listen to the Prostate Health Podcast Social Media:  Connect with Dr. Pohlman on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Sponsored by TrackableMed Why do people line up for one coffee shop when there’s an empty one three blocks away? What draws people to a product so much that they’re willing to sacrifice time out of their day to get their hands on it? How do you propel your product or service to legendary status? The answer may be more straightforward than you would have thought. In this week’s episode, sponsored by TrackableMed, Gair Maxwell, Author of Big Little Legends: How Everyday Leaders Build Irresistible Brands, outlines what all legends become known for: their story. We discuss what makes a compelling story, how to translate the success of the Mona Lisa into a medical device sales meeting, and why stories really sell. Tune in to learn about: Why statistics alone aren’t enough to make a sale Creating conversations to release oxytocin The 3 acts every story needs Storytelling as a part of human nature Examples of what a good story in medical device might look like Resources from this episode:  Get the free MedTech Talk Tracks for Action Big Little Legends: How Everyday Leaders Build Irresistible Brands Social Media:  Connect with Gair on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Sponsored by TrackableMed Did you know that 40-60% of the average sales pipeline stalls out due to not moving forward? Author of The Challenger Sale Matt Dixon calls these no-decision losses. And they plague sales teams the world over, which is why he’s back with new research and a new book sharing what the best sellers do to overcome this problem. 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. In the interview, sponsored by TrackableMed, 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 The Jolt Effect: How High Performers Overcome Customer Indecision The Challenger Sale Social Media: Connect with Matt on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Sponsored by TrackableMed Some physicians seem to avoid medical device reps at all costs. Others seem open to conversations but may be skeptical of the intention behind them. And many don’t have the power to make a final decision anyway. So, what do physicians really think of medical device? In this week’s episode, sponsored by TrackableMed, Dr. Qasim Butt, interventional nephrologist, medical consultant & advisor, and founder of Your Kidneys Your Health, joins us to reveal how medical device reps should approach the changing landscape. We 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: Get the free MedTech Talk Tracks for Action Social Media:  Connect with Dr. Qasim Butt on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Sponsored by TrackableMed Is your team trained to recognize customer-first innovation? And how does that get reflected in the mission and everyday execution of your goals? In this week’s episode, sponsored by TrackableMed, David Carey, CCO at Pristine Surgical, unravels the process of creating a client-oriented mission statement to act as a north star for the entire company. He also sheds light on the importance of bringing the right people to a startup environment, how his diverse career path helped him land where he is today, and why it’s important to enter the arena as fast as you can. Listen to this episode for more on: Key components for creating balance in a startup environment How to look at customer challenges as a source of innovation The one phrase that may alert you to new product opportunities The unexpected pain point in technology adoption How a diverse career sets you up for leadership roles in the future Why you should always be prepared to learn more How stepping into the arena as fast as you can leads to the data you really need Resources from this episode: Get the free MedTech Talk Tracks for Action Social Media:  Connect with David on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Sponsored by TrackableMed At times, medical device sales can feel like a never-ending treadmill – when’s the last time you stopped and looked around? Are you truly living the life you want and making the impact you dreamt of making? In this week’s episode, sponsored by TrackableMed, Rebecca (Becca) Kinney, owner of Cypress Rise Inc. joins us to unravel how self-care and self-expression have helped her succeed in ways she never thought possible. We discuss how diving inward can help expand your reach, why you need to consistently ask yourself the real questions to stay motivated, and the simplicity of the checklist to being awesome (spoiler, it doesn’t exist). Join us to hear more about: The value of self-awareness throughout each day How honest, unpolished LinkedIn posts connect you with an authentic audience The truth behind work-life balance How to identify if you’re living in a life of “have-to’s or just going through the motions (and how to avoid this!) The secret to being awesome and driving impact with your work as a medical device rep Resources from this episode:  Get the free MedTech Talk Tracks for Action Subscribe to the Unraveled Newsletter Social Media:  Connect with Becca on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Sponsored by TrackableMed Many physicians lack training and understanding of how to bring products to market. Similarly, many engineers and MBAs have no idea what it’s like to be a physician. It’s no wonder medical innovation encounters roadblocks. Dr. Keith Matheny, Vanderbilt-trained Otolaryngologist in community practice in North Dallas, emphasizing Rhinology & Sleep in adults and children, lives on both sides of this equation. In his work as Founder/Chairman/CEO of US ENT Partners and CO-Founder of Sleep Vigil, Dr. Matheny has learned to embody the collaboration and feedback necessary to launch and grow medical device companies while serving as a specialty provider. In this episode, sponsored by TrackableMed, we dissect the world of medical device from both sides. We wrestle with the balance between business and patient care, where to find the finish line after FDA approval, and why solutions get “over-engineered” (and what to do about it). Listen to learn: The disconnect of perspective between engineers and physicians Collaboration as a solution for fragmentation The importance of being able to receive critical feedback without defensiveness Why you must be tenacious and stick around long enough to see things pay off The role of collaboration and collective wisdom in building a solution that works The different faces of the end user and how that affects adoption Resources from this episode:  Get the free MedTech Talk Tracks for Action Social Media:  Connect with Dr. Matheny Here Connect with Zed on LinkedIn Connect with Clark on LinkedIn  

Sponsored by TrackableMed When is the last time you participated in a dress rehearsal? Let us rephrase that. When is the last time you dressed for the role you wanted, took actionable steps to showcase your ability to perform in that role, and gathered valuable feedback from the ones calling the shots? If you’re seeking career advancement, there are tactics to help you get there. In this week’s episode, sponsored by TrackableMed, Bret Barrie joins us with his roadmap to success, “Promoted: The Proven Path to Career Advancement.” We break down concepts from the book to offer listeners actionable advice on topics like what to do after you didn’t get the promotion you wanted, how to show that you have what it takes to lead, and what it really means to be off self and on purpose. We also talk about: Specific steps you can take to get the promotion you’re looking for How to navigate difficult conversations with leadership Why it’s important to be aware of how others see you in the workplace The value behind proposing solutions rather than pointing out issues Creating a positive culture for every member of a team Resources from this episode: Get the free MedTech Talk Tracks for Action Promoted: The Proven Path to Career Advancement The Selling Edge: How to Reach the Top in Any Sales Industry bretbarrie.com Social Media: Connect with Bret on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Sponsored by TrackableMed So, you want to be a sales professional? It’s going to take a lot more than selling a product, getting paid, and calling it a day. It’s going above and beyond in every aspect of the role and facing an important fork in the road: Can you step out of your comfort zone, say no to business when it’s not the right fit, and establish leadership without stepping on anyone’s toes? In this week’s episode, sponsored by TrackableMed, Steven Cook, Director of Sales-Southeast for Acumed, sits down with us to unravel what it really takes to make it to the big leagues of sales. He shares three keys to his formula for success in medical sales, the importance of being able to keep your composure in the face of the fire, and how to plan your path for a breakthrough by stepping out of your comfort zone. In this episode, we also discuss: Motion vs action in a sales environment Learning how to say no to the wrong customers Avoiding the service trap of medical sales The impact of teamwork on the sales process How to be a true sales professional  Resources from this episode:  Get the free MedTech Talk Tracks for Action Weekly Activity Scorecard Career Opportunities with Acumed Social Media: Connect with Steven on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Sponsored by TrackableMed As a startup with disruptive tech…your enemies are on the outside. But what happens if you are an established enterprise…your battles are within. Too many enterprises end up losing momentum by running the wrong playbook at the wrong time. In this week’s episode, sponsored by TrackableMed, we had the opportunity to speak with author, speaker, and advisor Geoffrey Moore about his experience working with startup companies and established tech enterprises. He discusses topics from two of his books, “Crossing the Chasm” and “Zone to Win,” and highlights some of the biggest mistakes companies make and where breakthroughs can occur. We also explore the importance of balance within an enterprise, how to counter existential threats against your business, and the true value of momentum. Join us to learn more about: Metrics for success in each of the 4 zones How to effectively move from the incubation zone to the transformation zone Challenges to overcome in the transformation zone Common mistakes iconic tech companies made before their downfall The role of acquisition in scaled transformation Resources from this episode:  Get the free MedTech Talk Tracks for Action Crossing the Chasm Zone to Win Social Media:  Connect with Geoffrey on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn   

Sponsored by TrackableMed Change becomes possible when messages are delivered from the trenches. Widespread knowledge of issues within an industry doesn’t mean they’re going to be addressed unless the ones directly observing what’s taking place can bring awareness to the public eye. Dr. Alejandro Badia, founder of OrthoNOW and Badia Hand to Shoulder Center and orthopedic hand surgeon, is using his voice to proactively disrupt the industry. In this week’s episode, sponsored by TrackableMed, Dr. Badia, who also hosts the Fixing Healthcare from the Trenches podcast, joins us to dive into the industry challenges he’s witnessed on the front lines. Explore the roadblocks created by health insurance that impacts patients as well as physicians. We also discuss the importance of collaboration as a vehicle for change. Join us for more on: Steps healthcare professionals can take to claim control Social media as a tool for creating dialogue Taking initiative to educate patients on what’s really going on How to proactively address issues in healthcare How a little bit of time and a lot of interest can make a big difference Resources from this episode:  Get the free MedTech Talk Tracks for Action OrthoNOW Badia Hand to Shoulder Center Fixing Healthcare… From the Trenches Podcast Healthcare From The Trenches: An Insider Account of the Complex Barriers of U.S. Healthcare from the Providers and Patients’ Perspective Social Media: Connect with Dr. Badia on LinkedIn Follow Dr. Badia on Instagram Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Sponsored by TrackableMed Can we bring a door-to-door approach to the modern age? Building a relationship with office staff and learning how to navigate their space is still important, but we need to take our approach to the digital world. And instead of talking to a few people in the office, you can reach an infinite audience depending on what you do for yourself online. In this week’s episode, sponsored by TrackableMed, David Moser, VP of Growth at imaware, returns to break down why social media is a valuable tool for your set. We also examine the difference between candidates that resist change and those that are on board with it, key actions to amplify sales, and the commitment required for building an audience. Listen for more on: Sales tactics beyond door-to-door The long game of digital sales Skillsets required for sales today How AI can be used to help you build confidence and create content The benefits that can come from sharing your knowledge Resources from this episode:  Get the free MedTech Talk Tracks for Action How to Use LinkedIn and Twitter to Crush Your MedTech Sales Social Media: Connect with David on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Sponsored by TrackableMed How could an industry that’s riddled with a lack of innovation possibly be ahead? There’s still a lot of room for improvement, but MedTech focuses more on value for the patient than differentiation. The focus is to provide the best possible solution for the ones that need it most. When you can consistently operate from that perspective, hitting a quota becomes secondary. In this week’s episode, sponsored by TrackableMed, Sanjeev Loomba sits down to share insights from over 30 years of experience leading global corporations and transforming organizations. We learn about topics he discusses in his book, “The Ninth Gear,” including the two spheres people fall into during sales conversations, the difference between entrepreneurship and valuepreneurship, and why so many of us fall into the trap of doing more and achieving less. Join us to hear more about: How operating in the me-sphere invites fear The benefits of operating from the you-sphere The death of differentiation in sales What valuepreneurship really is and how to assess it in your workplace Presenting products and services as a human first, then a scientist Resources from this episode:  Get the free MedTech Talk Tracks for Action The Ninth Gear by Sanjeev Loomba The 5 Minute Valuepreneurship Challenge The 4-Hour Workweek by Timothy Ferriss Social Media:  Connect with Sanjeev on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Sponsored by TrackableMed Outside of competitions on the Food Network, would you ever give a baker a set of recipes and expect them to make a cake out of it? Of course not! Ironically, we see physicians forced to perform their jobs based on the perspective of implant manufacturers every day. Not only does that limit the professionals who know what’s best, but it’s a huge disservice to patients needing effective care. In this week’s episode, sponsored by TrackableMed, we met with Alyssa Huffman, CEO of ALLUMIN8, to talk more about the need for perspective in medical device. We also discuss how expanding that perspective invites us to see the benefits of innovation, giving physicians the power to create their own recipe, and the value of appreciating every step of the journey.  Join us for more on: Putting the patient first, no matter what The blood, sweat, and tears that go into sales and distribution The blind spots in how the economic landscape has changed How your true purpose will always find you Resources from this episode:  Get the free MedTech Talk Tracks for Action ALLUMIN8 Social Media:  Connect with Alyssa on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Sponsored by TrackableMed Imagine if the entertainment industry never took a disruptive leap to completely redesign tech products. Television sets would weigh 600 pounds and you’d get maybe 20 channels. Now pivot to medical devices. Most infusion pumps in the market today were designed in the 1980s and were successful. But there’s no initiative from big organizations to take a big leap towards redesign and improvement. Innovation is dying. In this week’s episode, sponsored by TrackableMed, Jeffrey Carlisle, CEO of Pneuma Systems, joins us to share his perspective on innovation in MedTech. We also discuss how technology contributes to the shortage of nurses, the importance of understanding the customer’s experience, and one simple step everyone can take to invite innovation into their organization. Tune in for more on: Innovation killing ideas The necessity for disruptive leaps in the industry The staff shortage in hospitals and the problems connected to it Providing whatever the customer needs The complexities of medical device in our modern healthcare system Resources from this episode:  Get the free MedTech Talk Tracks for Action Pneuma Systems We Love Innovation: So Long as It’s Nothing New The Goal by Eliiyahu Goldratt Social Media:  Connect with Jeffrey on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Sponsored by TrackableMed  The Medical Device and MedTech world is changing, and not everyone is ready to change with it. But for those who see this and want to jump on board, it can be a challenge to navigate. So how do you adopt new strategies to stay ahead of the shift? Eric Anderson believes technology, specifically social media, is a key factor. In this week’s episode, sponsored by TrackableMed, Eric joins us to talk about the evolution of relationships in sales and how platforms like LinkedIn are not just important, but mission critical. We also discuss the power of building a personal brand, how social media really does supercharge in-person interactions, and strategies to help medical device professionals effectively change with the times. In this episode we also talk about: The power of personalized content The changes on the service side of MedTech Why we’re waiting for innovation in MedTech and what to do about it Social media as a valuable tool for building relationships and attracting leads The impact talent from other industries could have Resources from this episode: Get the free MedTech Talk Tracks for Action Medical Sales RX Ortho Idea Podcast Social Media: Connect with Eric Anderson Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Sponsored by TrackableMed Still stalking physicians in hospital cafeterias? Does your company applaud you for being asked to leave? If so, take a step back and a glimpse forward. You’re not doing yourself any favors. Success in medical device sales needs something radically different these days.  In this week’s episode, sponsored by TrackableMed, Omar Khateeb rejoins us to take a closer look at the trends that frustrate him most in the industry. While he’s invited leaders to embrace the digital age, he’s back to remind us that the MedTech revolution is already happening whether you’re on board or not. Learn how he’s coaching reps on LinkedIn and helping them take professional development into their own hands. >> He even gives you the first step with 75% off his LinkedIn Profile Upgrade Course if you use the code: trackablemed Listen for more on: Adopting technology in medical device sales Macroeconomic factors at play in terms of how buyers buy Inspiring action through learning Investing in the thing you spend the most time on The real reason someone takes a meeting with you Resources from this episode:  Get the free MedTech Talk Tracks for Action Upgrade Your LinkedIn (Use Code – trackablemed for 75% off) Join Omar’s Masterclass Episode 13 with Omar Episode 14 with Omar Episode 87 with Omar Social Media:  Connect with Omar on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Sponsored by TrackableMed How do you achieve high sales rates in markets around the world? Identify the ideal distributor in each country, drive up their engagement and competency through personalized training, and teach them the ins and outs of the systems you have in place. At the end of the day, holding everyone accountable builds confidence and drives results. In this week’s episode, sponsored by TrackableMed, we met with Zach Selch, Founder of Global Sales Mentor. In the interview, we learn more about how he’s found success selling medical device in 135 countries around the world. From the trade show lounge area to sending outsourced reps product information, Zach has mastered building an engaging community for sales professionals. Listen to this episode for more on: Dissecting markets on a country-by-country basis Monthly engagement programs The importance of supporting and nurturing your salespeople Lessons in the universal purchasing process Teaching people to run into the fire Getting reps to remember you Resources from this episode:  Get the free MedTech Talk Tracks for Action Global Sales Mentor Global Sales Book Men Against Fire by Samuel Marshall Social Media:  Connect with Zach Selch Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Are regulations and requirements preventing products, solutions, and treatments out of the hands of patients that really need them? Good providers want to improve patient care and try to use new products that can help, but they’re often restricted by the red tape in their own network. This, plus a culture amongst physicians that’s difficult to change, makes innovation in healthcare a massive challenge. We sat down with Diana Hall, President and CEO of ActivArmor, to learn more about her quest to breach the walls of the healthcare industry with her 3D printed casts. The 2022 Colorado Manufacturing Woman of the Year shares what inspired her to engineer a new and improved cast, the challenges she faces in getting the product to patients, and what steps to take to launch your innovative ideas. Listen for more on: Advantages of 3D printed casts The 3 levels of the customer funnel Changing behavior by challenging the status quo The culture of physicians when it comes to MedTech innovation Conflicts of interest between decision makers in healthcare Resources from this episode:  Get the free MedTech Talk Tracks for Action ActivArmor Social Media:  Connect with Diana Hall Connect with Zed on LinkedIn Connect with Clark on LinkedIn

In a world of instant gratification, why is it so difficult to get in touch with your local medical device representative? Whether you’re looking to have someone answer your questions or you want to make a purchase, finding the right information shouldn’t be an obstacle – it should be a simple step towards your solution. Cheryl Halbert, founder and CEO of RepSource, experienced that challenge regularly at the beginning of her medical device career. Instead of waiting around for a solution, she rolled up her sleeves and created it. In this week’s episode, Cheryl shares the pain points she’s witnessed on both the clinical and rep side, and how RepSource is addressing those problems. We also discuss the importance of immediate availability for customers, the challenges that hospital staff turnover rates can bring up, and how to avoid missed opportunities. Join us for more on: The challenge of relying on a business card Making rep information more accessible to everyone Simplifying processes to get customers on the phone Instant gratification as a driving force Creating the path of least resistance in medical device sales Resources from this episode:  Get the free MedTech Talk Tracks for Action RepSource Social Media:  Connect with Cheryl Halbert Connect with Zed on LinkedIn Connect with Clark on LinkedIn

It’s high time you let yourself fail at something new – in fact, it could be the best thing you do for yourself in the coming year. We all operate in two types of mindsets: fixed vs growth, as outlined in psychologist Carol Dweck’s landmark book “Mindset.” But mere surface knowledge of the daily tips, tricks, and techniques she popularized won’t revolutionize your career. In this episode, we’re replaying one of our most popular conversations about the power of mindset, and knowing where you sit when the going gets tough. With the new year on the horizon, there’s no better time to revisit the issue with “problem territories,” and reset your mindset! In this episode, you’ll learn: Why being your hardest critic causes you to miss more opportunities How to acknowledge failure in a healthier, more constructive way The reason we often seek comfort in our own faulty assumptions in social situations Practical steps for replacing self-deprecation with constructive questioning Why “smart” kids often grow up to be risk-averse adults Plus, we discuss the value of adopting what works – and discarding what doesn’t – from the mindsets of colleagues and competitors. Resources from this episode:  Get the free MedTech Talk Tracks for Action Listen to “Mindset” on Audible Explore Mindset Research Social Media:  Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Isn’t it ironic . . . we have vehicles that can drive themselves, and yet healthcare patients remain restricted by wires, patches, and tubes? Isaac Litman, CEO and founder of Neteera, recognized the arbitrage and decided to act on it. His company has developed a contactless heart and lung monitor that can measure vital signs from a distance, using a number of innovative data points. In this week’s episode, Isaac joins us to discuss his approach to bringing more advanced technology to healthcare. We also talk about the 8-year journey to bring a product to market, overcoming challenges, and the hunger for innovation in the industry.  Listen for more on: The inevitable changes approaching healthcare in 2023 and beyond How the Neteera team is custom manufacturing radar technology The data points providers could leverage with this new technology and how that empowers healthcare decisions and point of care How Isaac and his team approach failure and persistence toward problem-solving How observing other industries can inspire you to take action in the healthcare space Resources from this episode:  Get the free MedTech Talk Tracks for Action Social Media:  Connect with Isaac Litman Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Could you find more success by focusing on 10% of your potential market? Robert Spomer, VP of sales at Intrinsic Therapeutics, says yes by channeling impact through the right surgeons, even if that means limiting where your resources go. In this week’s episode, Robert shares why he’s so passionate about medical device sales, how to identify the right surgeons to work with, and the impact technology can have in the operating room. Listen and learn about: Limiting potential market to increase sales The two types of customers in medical device sales The benefits of passion in your work Questions that have answers vs those that don’t How to choose the right surgeons to work with Creating markets vs competing for market shares Resources from this episode:  Get the free MedTech Talk Tracks for Action Social Media:  Connect with Robert Spomer Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Many physicians enter the field carrying an outdated assumption that there’s no need to advertise. You simply showcase your achievements, connect with your network, and eventually the work comes. But that model is broken. Our very own Zed Williamson recently joined Dr. Scott Sigman on The Ortho Show Podcast to talk all things patient demand. In this special episode, Zed shares tangible examples of what an ineffective advertising message looks and sounds like, the bias our brains entertain, and how many patients are candidates for the very procedures that are tied to medical device cases for your technology. Listen to hear Zed’s input on: How predictability in the human brain works and why you should care Neuroscience and heuristics bias and how that drives action Using bias as a learning mechanism Why the right message can attract or deter patients How to design emotional vs data driven responses Resources from this episode:  Get the free MedTech Talk Tracks for Action Episode 80: No One Can Blaze the Trail for You: Dr. Scott Sigman’s Plea for MedTech to Think Differently Social Media:  Connect with Dr. Scott Sigman Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Resources, whether we recognize them or not, are all around us. But how do we ensure we’re utilizing them to reach optimal results? This week, we sat down with Aryn Peled, a strategic account executive at TrackableMed and former medical device rep and healthcare industry veteran. With her experience as a nurse, Aryn provides a unique perspective as she transitioned to medical device to sales, and then to device marketing. In this episode, we discuss how medical device professionals can work smarter (not harder) and dive into valuable tactics to help you find the right customers. Listen and learn about: Market agitation tactics that will help change behavior Utilizing industry experts as resources in your sales approach Selling to the entire office, not just the physicians Utilizing a proactive approach to helping and educating your prospective customers How a medical background plays into sales roles in medical device marketing Resources from this episode: Get the free MedTech Talk Tracks for Action Connect with Aryn Peled on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Providing a solution doesn’t make you a hero. It makes you a guide. As such, it’s important to pave a consistent, repeatable pathway that people can trust and look forward to. In this episode, medical device industry veteran and fortune 500 business leader Mike Dugan joins us to share his insights about the importance of an effective sales process and how to get sales reps excited about putting it into practice. We also talk about catering to each salesperson's strengths, emotional triggers leading to sales, and how getting your existing customers involved in the evolution of your process goes a long way. Listen to learn more about: The sherpa mentality in sales and how to help your clients up the mountain Sales as a repeatable science Strategies for building an effective sales process to help every rep succeed How every customer actually buys the same (it’s true!) How to utilize client feedback to improve your sales process Continuing vs Advancing in Sales Resources from this episode:  Get the free MedTech Talk Tracks for Action Commonwealth Consulting The Perfect Close by James Muir Social Media:  Connect with Mike Dugan on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Painful attacks swarm our minds, and that can be especially true in the chaos of holiday travel. As we prepare for the long weekend among family and friends, it’s easy to become riddled with negativity bias delivered to us by the autopilot brain. This episode explores a few mental hacks that can help you maintain a positive lens. We also discuss tactics for chilling out the Black Friday experience, and of course, some of our favorite Thanksgiving dishes. Listen to uncover: Why humans are so quick to become defensive or feel attacked How the autopilot brain works and ways to shift your perspective The science behind emotional responses The secret to engaging your prefrontal cortex Tactics to have a successful Black Friday experience Zed & Clark’s Thanksgiving Favorites Resources from this episode: Get the free MedTech Talk Tracks for Action Social Media: Connect with Zed on LinkedIn Connect with Clark on LinkedIn

New ideas are the lifeblood of innovation. But too often ideas get stuck in silos. As a result, we get absorbed by tunnel vision that prevents us from exchanging ideas, feeding our curiosity, and accepting our failures. In this episode, we speak with Dr. Oshin Behl about strategic solutions healthcare organizations can use to improve every patient’s experience. We also discuss how boredom can fuel curiosity, the importance of accountability towards new ideas, and why ongoing research needs to remain a priority regardless of what we already know. Listen to learn: Why there are still silos between MedTech and the patient population Advice for breaking silos in healthcare from a physician perspective The impact exchanging ideas can have on an organization A simple tactic to invite ideas from your organization Why systematic exchange of information can cause silos without knowing it Explore how to use failure as a tool for data collection Resources from this episode:  Get the free MedTech Talk Tracks for Action Dr. Oshin Behl’s Article: 5 Tips on Making Healthcare Less Siloed (& Why it’s like the Shipping Industry) Social Media:  Connect with Dr. Oshin Behl Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Virtual Reality (VR) headsets are all the rage these days, but they’ve found particular use in medical device demos — not just to increase sales, but to train surgeons more effectively on new tools. This week’s guest is Dave Howe, VP of Sales at Osso VR, a platform for virtual surgery training. Dave shares how VR demos are not only becoming a powerful sales tool, but are leading to longer-term adoption and utilization of technologies with proven patient impacts. We also get into a conversation about the understated importance of company culture in getting results, and how you can improve your culture, no matter the size. What we discuss in the episode: How virtual reality headsets make it easier to sell medical devices The way VR training is becoming increasingly important with newer medical devices A number of factors beyond a person’s skillset that make for an effective team Why you should never sacrifice team chemistry to hire a high performer How even large organizations can effectively change their culture for greater impact Resources from this episode: Get the free MedTech Talk Tracks for Action Social Media: Connect with Dave Howe on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

What if the impact of your company’s work was so contagious, you could sense it in every conversation? Tiffany Matthews, VP of Marketing for BioTissue says their shared conviction and values are simply one of the things that makes that possible. Yes, they’re doing life-changing work – but the belief is paramount. In this interview, we talk with Tiffany about these shared convictions, how this manifests itself in the company culture and mission, and how key behaviors become accountability beacons with real world impact. She even shares a few key stories that illustrate the power of physician belief in the OR. Listen to learn: The importance of matching individual responsibility toward the business results chain Why she talks about “worthy, weary work” The importance of shifting your internal language from victim to opportunity How to ground yourself in positive intent vs desperation Why alignment doesn’t mean always in agreement Why your technology can help surgeons feel a greater connection to their work

Every human has the same problem–regardless of how progressive our world is, our brain still processes life through the lens of survival. And this means we encounter hundreds of biases every day that impact not only our own behavior, but the behavior and actions of our customers. In this episode we turn the mic to interview host Zed Williamson, founder of TrackableMed, about these biases andhow they impact Med Device marketing, sales, and ultimately revenue growth. Learn these human “autopilot” settings interfere with patient and surgeon decisions and how you can change that. Listen to learn: The real reasonsales and marketing live in a siloed world (hint: it’s about self-preservation) Why college curriculum often teaches students the wrong approach to advertising Biases like negativity bias, confirmation bias, commitment bias and more that every sales and marketing team should acknowledge and lean into One question you should ask to ensure you’re making the customer the hero How to examine the customer’s perception of fear and loss, and why that’s essential fordriving behavior change Plus, learn what book Zed recommends as a must-read for deeper learning in this area, and why the curse of knowledge runs rampant among Med Device companies Resources from this episode:  Get the free MedTech Talk Tracks for Action Thinking Fast and Slow (Book) Social Media:  Connect with Zed on LinkedIn Connect with Clark on LinkedIn

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. Leadership coach and author Jeff Shannon digs deep into these very topics in his book: “Hard Work is Not Enough.” In our interview with Jeff, 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. Listen to this episode to learn: 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: Free Book: Hard Work is Not Enough – The surprising truth about being believable at work Get the free MedTech Talk Tracks for Action Social Media:   Connect with Jeff Shannon on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

While he’s known for roasting daily absurdities of rep life, Mad Device Rep is a must-follow on social and a wealth of knowledge about life in the medical device sales industry. Learn why he says that working with a good mentor is one of the best things you’ll ever do for you career (and your own personal development). Plus, discover the power of his global digital community and providing helpful, curated content for medical device sales professionals. Beyond mentorship, this social savvy rep also dishes on the importance of humility in your expertise and the mental health side of medical sales — something that too often goes unaddressed. What we discuss in the episode: Why perpetual learning is even more important for “experts” Why finding a great mentor is one of the best things you can do for your career — and for yourself Lessons learned in building an industry community (and finding the right meme to connect with people!) Tips for finding a great mentor The importance of small wins for getting through a slump How to internalize more information from the books you read Resources from this episode: Get the free MedTech Talk Tracks for Action Follow the Mad Device Rep on Instagram Social Media: Connect with Mad Device Rep Here Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Why do so few medical professionals start companies to address the problems that bother them in the industry? Preston Alexander says it has more to do with mindset than ability. Preston is a healthcare entrepreneur, helping doctors and nurses take more ownership of the business side of healthcare. He helps build companies to address the healthcare crisis in the US by making it more accessible and affordable, aiming to tackle the issues in a system he sees as unsustainable. In this episode, Preston shares the insight he’s gained working with medical experts, and why these people are much more capable than they think at starting successful medical companies. What we discuss in the episode: Why physicians underestimate their ability to launch a successful medical business Why they overestimate the risk involved in starting such a venture How to find the right communities and mentors to bridge the gap between dreamy ambitions and reality Why medical entrepreneurship is necessary to fix the unsustainable healthcare system Resources from this episode: Get the free MedTech Talk Tracks for Action Social Media:   Connect with Preston Alexander on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Struggling to make sense of a mess of customer data in your sales process? At S2N Health (a strategic services and software provider to healthcare technology innovators), Director of Marketing Haley Wolosehn, and cofounder Amy Siegel want to fix this. S2N developed RepSignal, an AI-powered sales intelligence tool. Selling med tech devices is a complex process, but S2N believes it’s much easier when you can listen more effectively to your potential customers, ask better questions, and understand their specific pain points. In this episode, Amy and Haley share how RepSignal allows sellers to reach more key decisions makers and arm themselves with the data that’s most useful when selling to each unique customer. Listen to learn: How high-quality data helps close more deals How to avoid missing key decision makers when selling at a hospital How to ask smarter questions to uncover pain points faster Why learning to listen better is essential to boosting close rates How your team might be underutilizing the software platforms you’re using, leading to frustration and wasted time Resources from this episode: Request a Demo of RepSignal and mention the Medical Sales Accelerator for a discount! Get the free MedTech Talk Tracks for Action Social Media:   Connect with Amy on LinkedIn Connect with Haley on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

If you’re scared to begin building your presence on LinkedIn, you’re not alone. But the time is now, says Johnny Caffaro. A master at brand building and consistency, Johnny has leveraged his medtech and sales expertise, industry presence, and personal brand pillars to generate more than 20,000 connections and dozens of deals and opportunities through social media. In this episode, Johnny shares his recipe for success and lessons he’s learned along the way, plus the importance of consistency for building your influence online. Listen to learn: Why it’s so scary to put yourself out there and how to overcome that fear The pillars, cadence and methodology for posting content Why content from a person always outperforms content featuring a product How to tie your personal content to your company for additional value The reason why people think LinkedIn is saturated (it’s not!) and why now is the time to double down How you can leverage platforms like LinkedIn to boost success for your surgeon and physician customers Resources from this episode: Caffaro Shoes Get the free MedTech Talk Tracks for Action Social Media: Connect with Johnny Caffaro on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Trying to gain access to a medical office or surgeon? Chances are, you're doing it wrong...or just like everyone else. And that's not good. In this episode, we learn how Jessica Zampedri, a consultant for orthopedic and spine surgeons, is approaching the challenge of access and how she’s building net new relationships in strategic ways. Jessica shares how she’s standing out from the other MedTech sales clutter, how to use personalized videos, and why the dreaded imposter syndrome will stop you dead in your tracks.    What we discuss in the episode: How we make decisions and why logic goes out the window many times Why sales reps struggle to get access to surgeons How Jessica is using personalized sales videos and how it’s opening doors for her The impact of “mental calories” in sales and why you’re getting default “No” The 6 P’s and the role of social edifying Recommendations for cadence in outreach and touch points Resources from this episode: Get the free MedTech Talk Tracks for Action Social Media:   Connect with Jessica on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

What separates people who accomplish great things from those who spin their wheels? Mindset. Rhonda Petit is a sales and mindset mentor and author of “The Spirit of Selling: Using Universal Laws for Sales Success”. She’s worked with hundreds of sales professionals to help them harness the power of psychology and mindset to level up their career and drive extraordinary results. This is a must-listen for every sales pro and leader. What we discuss in the episode: Why every sales pro needs to be a master at decision making Programming from our childhood that may be holding us back as adults What an iPhone upgrade can teach you about your own beliefs How to get really clear on what you want and how to get it The power of recency and how to snap out of negativity Resources from this episode: Rhonda’s Book: The Spirit of Selling Spirit of Selling Website Rhonda’s website: com Get the free MedTech Talk Tracks Virtual Spirit of Selling Tool kit

What if every MedTech founder could get direct access to a group of physicians to ask questions, overcome obstacles, make connections, and help get their technology and therapies to market? Actually, what you’d get is someone like Dr. Jawad Ali! A practicing surgeon, MedTech leader, founder of Austin MedTech Connect, and Founding Partner of Vality Partners, Dr. Ali and his team help early stage MedTech companies with clinical validation, product development, trial design, and funding. They are a team of physicians united by a passion to advance the next wave of medical innovation. What we discuss in the episode: Why he’s so excited about digital surgery and the trends in this area The current challenge with bringing a new technology to clinical trial Why early collaboration beats solo development every time Virtual and licensing challenges that still impede surgeon adoption of new technology How they’re breaking down silos in MedTech development through Austin MedTech Connect What it looks like to get help with bringing a product to market Resources from this episode: Vality Partners Austin MedTech Connect Download the Behavior Change Blueprint Social Media: Connect with Dr. Jawad Ali on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Wanting to make waves in the ocean of HealthTech? Learn about the criteria and paradigms investors like Joseph Mocanu, Managing Partner at Verge HealthTech Fund, uses to evaluate opportunities, navigate relationships, and drive innovation. Discover what separates good pitches from the bad, and why he subscribes to the core belief of “You can’t manage what you can’t measure.” Verge HealthTech Fund invests globally in seed stage healthcare technology startups relevant to emerging Asia that focus on disease prevention and management, digital therapies, and health system efficiency. In this episode we discuss: Advice for founders looking for investment partners (1:51) The importance of relationship building for investor relations Making an investment deck that stands out from the noise The need for investors to add value and help What it means to confer trust from another person How belief in the mission, people, and culture impacts company success The importance of simply asking for the information you want Resources from this episode: Download the Behavior Change Blueprint Social Media:   Connect with Joseph Mocanu on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn  

So there's W2 employment... And then there's self-employment. How do you make that jump? Our guest Jamie Tipton is the founder and principal of Clutch City Medical. His experience across a variety of organizations in the industry gives him perspective on working for the large strategics, early commercial stage startups, and small business ownership. According to Jamie, amazing things happen when you cut the safety net and walk out on the tightrope. Your professional partnerships reach new levels of depth, you see opportunities others don't, and you find out what you're truly made of. Join us as he recounts the magic of finally having an idea worth struggling for. In this episode, you’ll learn: Why helping integrate a new therapy into a practice is 70% of the job How to spot and avoid the dreaded “B.S. Yes” Exciting opportunities in the interventional pain space The necessity of partnering with a competent business advisor Plus, we discuss why having one or two committed people in your corner is all you need to build momentum. Resources from this episode: Download the Behavior Change Blueprint Social Media: Connect with Jamie on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Are you the tip of the spear? Or are you shuffling around in the complacent middle segment of MedTech that's being left behind? We're speaking with Brian Kerlin, founder and CEO of Optitude, a firm that helps first time founders, CEOs, and entrepreneurs build consistent, sustainable revenue growth from the inside up. Kerlin’s approach is simple: Everyone has the same 24 hours in a day and seven days a week; are you truly conscious of how you’re spending your time? Join us as we explore his ‘Inside Up’ principle, which encourages aspiring leaders to improve their performance by reevaluating their capacity.  In this episode, you’ll learn:  Practical steps you can take to move out of your 'complacency bubble' How to be more reflective (i.e., zoom out and reassess your core processes) What it means to “create intention” for each day Insights from Hal Elrod’s “The Miracle Morning”  Plus, we dig into what it means to be “disciplined in thought.”  Resources from this episode:  Download the Behavior Change Blueprint Social Media:  Connect with Brian on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

There are a lot of macroeconomic events unfolding right now, and they're affecting budgets at MedTech companies across the country. How are those budget changes impacting execution in the field? We've gotten several requests to discuss multiple concerns that are hitting the market—questions like, "What if budget cuts mean I'm no longer able to do lunches?" From navigating sudden insurance changes to hitting quotas with less resources at your disposal, we'll walk you through the minefield that is today's medical device sales market and focus on the proven tactics that will see you through turbulent times.  In this episode, you'll learn:  How to stop being paralyzed by ‘what if’s and start building what’s next The power of being transparent with providers about budget cuts (i.e., no more free lunches) Simple mindset exercises to help you avoid the trap of victimhood How to tactfully remind providers of what’s at stake and ask: “Can you afford not to try this?” Plus, we explore other ways to do more with less and come out on top. Resources from this episode: Download the Behavior Change Blueprint Social Media: Connect with Zed on LinkedIn Connect with Clark on LinkedIn

You crushed it last quarter—yet another quota calling for double-digit growth is already breathing down your neck, and it doesn't care about special circumstances. So how do you outdo yourself...again? Take heart, says 20-year medical sales veteran Frank Bailey. By reverse-engineering your sales goal and strategically "saving some for the sequel," you can rack up short-term wins and give your future self a head start. Join us as Frank explains the liberating process of “firing” (then “rehiring”) yourself to stay at the top of your game. In this episode, you’ll learn: Why complexity is the enemy of execution How to break down even the loftiest quota into bite-sized ‘buckets’ The power of a simple mantra: “Protect the patient, protect the doctor, protect the company” How to add personal touches without overcommunicating Plus, we explore ways to knock out your quota early and use the extra time to build up for next year. Resources from this episode: Download the Behavior Change Blueprint Social Media: Connect with Frank on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

If you’re not directly providing value to physicians, then you’re directly adding to their stress level. Don’t believe us? We interviewed Dr. Sandra Weitz (aka “The Practice Building MD”) in early 2022 to take you inside the decision-making process of a private practice and ASC owner. That episode continues to sit at the top of the charts for good reason. Join us as she offers example after example of why a focus on positive patient outcomes will create sustainable, long-term business for reps.  In this episode, you’ll learn:  Why reps should know how each doc defines “value add” differently What it means to resist the ‘short-term win’ and avoid resentment Why Apple never produces boastful commercials  How to go beyond the brochure (free samples, indigent programs, etc.) Plus, we explore why most reps tend to underestimate their ability to impact a practice.  Resources from this episode:  • Download the Behavior Change Blueprint • Check Out Dr. Weitz’s Website  • Explore Dr. Weitz’s Podcast  Social media:  • Connect with Dr. Weitz on LinkedIn • Connect with Zed on LinkedIn • Connect with Clark on LinkedIn

Why does talking with your hands put people at ease? What is a ‘blocking behavior,’ and why is it usually a signal that you should ask more questions? Last year, we interviewed communications expert and Authentic Influence Group CEO Shelly O’Donovan about the power of body language, tone, and micro-expressions. That episode quickly rose to the top as one of the favorites among our listeners—and for good reason. Take a listen and learn how you can recognize dozens of subtle, largely subconscious human behaviors to secure buy-in, preserve trust, and ultimately drive business. In this episode, you’ll learn:  How to wean yourself off ‘blocking behaviors’ that can stunt dialogue   What your suprasternal notch is, and how it releases hormones that help you calm down Why handshakes are worth at least 3 hours of quality facetime How your smart phone can inhibit an in-person conversation—even when you’re not using it Plus, we talk about where (and when) you should be directing your eyes while speaking over Zoom calls. Resources from this episode:  • Download the Behavior Change Blueprint • Check Out Authentic Influence Group  • Study Ekman’s ‘Micro Expressions’ Social Media:  • Connect with Shelly on LinkedIn • Connect with Zed on LinkedIn • Connect with Clark on LinkedIn

"Old-fashioned spine surgery is dead—it just hasn't been told yet." That's a bold statement, but if anyone's qualified to make it, it's Dr. Hamid Abbasi. He's chief medical officer at Inspired Spine, a board-certified neurosurgeon, and an internationally recognized expert in minimally invasive spinal surgery. Dr. Abbasi is also one of the most experienced surgeons to perform the OBL lateral lumbar inner body fusion procedure, and the only surgeon currently performing minimally invasive thoracic inner body fusion. Join us as he explains how modern medicine’s tendency to “play it safe” can sometimes harm (or at least severely limit) patients, and what it will take for “game-changing” procedures to supplant outdated ones. In this episode, you’ll learn: Stats proving Dr. Abbasi’s claim that “having a spine problem is part of being human” Why Dr. Abbasi likens the discs in our spines to tires on a car Lessons from one of Dr. Abbasi’s hero, Nobel Prize-winner Barry Marshall The type of red tape that's most restrictive to innovative surgeons in 2022 Plus, we explore MedTech’s role in spine’s patient-driven revolution Resources from this episode: Download the Behavior Change Blueprint Visit inspiredspine.com Social Media: Connect with Dr. Abbasi on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

People do business with people—but once you get through the door, you better know your product and be ready to field a variety of questions. Dr. Mohamed Draz, senior clinical fellow in neurosurgery at NHS Scotland, rarely sees reps who can balance disarming interpersonal skills with commanding expertise. Join us as Dr. Draz explains why the often-overlooked junior surgeon and support staff can hold the key to a rep’s long-term success, and how reps can let their expertise shine by communicating more empathetically.  In this episode, you'll learn:  Why Dr. Draz started his popular YouTube channel How to break away from the ‘vomit information and hope something sticks’ approach What Dr. Draz means when he says, “The brain can be fixed, but the numbers can’t” The importance of ascertaining why someone is asking a particular question Plus, we talk about how you can control a conversation while still remaining genuine.  Resources from this episode: Download the Behavior Change Blueprint Explore Dr. Draz’s YouTube Channel Social Media: Connect with Dr. Draz on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn