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Zed Williamson
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 medical device and MedTech industries. Hosted bi-weekly by Zed Williamson.
Building a MedTech Army to Drive Commercialization and Capture the Market
You’ve built a dream team of uniquely skilled sales pros, and you just executed a flawless exit—now it’s time to break-up the band, right? Jason Scherer and company took a different path and kept their rare entrepreneurial chemistry alive by creating Vita Group, a MedTech incubator that nurtures physicians’ ‘napkin ideas’ all the way to the commercialization stage. Join us as the chief operating officer himself discusses how a robust network of investors, a plug-and-play sales team, and an accelerated R&D cycle work together to bring bleeding-edge technologies to market. In this episode, you’ll learn: Why Jason and his team call themselves a “paperless” sales force How Vita Group is able to bring tech to market for one-fifth the typical cost The symbiotic relationship between visionary docs and MedTech incubators Why the true meaning of innovation is deeper than shiny robotics Plus, we dig into the logistics of retaining and training a standing sales army. Resources from this episode: Download the Behavior Change Blueprint Check Out the Vita Group Social Media: Connect with Jason on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn
29:1406/06/2022
Investigating the Business Brain: Diving Deeper into Decision Science
Research reveals that only 10% of your message sticks in someone’s brain—so are you hammering home the point or burying the lede? You might want to ask cognitive scientist Dr. Carmen Simon, chief science officer at Corporate Visions and B2B Decision Labs who has developed a groundbreaking approach to creating memorable messages that are easy to process, hard to forget, and impossible to ignore. When she says humans are cognitively lazy by design, she means it as a compliment to efficient biology. Join us as Dr. Simon helps us investigate the ‘business brain,’ reminds us of the important distinction between ‘wanting’ and ‘liking,’ and shows us what ‘cognitive ease-infused’ content looks like. In this episode, you’ll learn: What it means to create “high arousal, positive valence” experiences in your audience Why your audience only has energy for rewards, not objectives How to present data in the most cognitively digestible way Why repetition and emotion are the one-two punch behind memory formation Plus, we define the four quadrants of memory-making (and where your message should land). Resources from this episode: • Download the Behavior Change Blueprint • Explore B2B DecisionLabs Social Media: • Connect with Dr. Simon on LinkedIn • Connect with Zed on LinkedIn • Connect with Clark on LinkedIn
34:5131/05/2022
Neurosurgeon Dr. Betsy Grunch Helps You Level Up Your Conversational Finesse
It’s no secret surgeons don’t like being told what to do—so how do you get them to think that adopting a new approach was their idea? For a fresh perspective, we sat down with Dr. Betsy Grunch, a board-certified neurosurgeon who was recently named to Georgia Trend’s Top Doctors List for the third year in a row. Join us as Dr. Grunch shares why she’s glad to see the practice of “accosting [docs] at the scrub sink” fading, the real reasons why some of her colleagues shy away from paradigm-shifting procedures for SI joint pain, her ingenious use of social media, and the behaviors that separate cringeworthy reps from trustworthy partners. In this episode, you’ll learn: How to distinguish staunch nonbelievers from curious would-be converts How to tailor your approach to fit each surgeon’s unique style Why you need to understand which patient types irritate your customer the most The impact of presenting case studies on social media Plus, we explore the importance of humanizing providers in your outreach. Resources from this episode: Download the Behavior Change Blueprint Follow Dr. Grunch on IG Follow Dr. Grunch on FB Follow Dr. Grunch on TikTok Social Media: Connect with Dr. Grunch on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn
27:5723/05/2022
Encore Episode: A Urologist's Advice to MedTech (Be Intentional, Steward Your Brand, and Enhance Workflows)
We're going back to the archives again—this time, for some constructive criticism from a top urologic surgeon. Would someone like Dr. Jamin Brahmbhatt see you as a competent partner... or a pestering distraction? The distinction is earned, and Dr. Brahmbhatt doesn't give an inch to amateurism. Join us as he discusses the importance of first learning (then enhancing) an office’s workflow, who really makes key decisions in a practice, and why your poker face isn’t as impenetrable as you think. In this episode, you'll learn: Why talking crap about competitors tanks your credibility How to get your foot in the door by owning the small things Why docs won’t trust you if you don’t put brand image before quotas Basics doctors expect you to know about the way they practice medicine Resources from this episode: Download the Behavior Change Blueprint Social Media: Connect with Dr. Brahmbhatt on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn
39:2716/05/2022
Encore Episode: Dr. Vinod Dasa Shares Advice Every MedTech Rep Needs to Hear
Our conversation with Dr. Vinod Dasa remains one of our most popular through 80 episodes so far—and for good reason. In just 35 minutes, the orthopaedic surgeon and co-founder of Doc Social paints a crystal-clear picture of the healthcare industry's accelerated shift toward value-based care, perfectly hitting on how MedTech reps should be evolving alongside it. Join us as we revisit Dr. Dasa's blueprint for becoming a stronger consultative partner to the modern physician, who now carries a bigger target on their back than ever before. In this episode, you'll learn: Why the industry has done a 180 on how we view patient care How physician incentives have changed and why that should influence your sales strategy Ways you can make your physician customers better through coaching and consultation The sales rep behaviors that need to change immediately Plus, we dive into some MedTech sales do's and don’ts as told from the unique physician perspective.
39:0011/05/2022
No One Can Blaze the Trail for You: Dr. Scott Sigman’s Plea for MedTech to Think Differently
Scrub sink time has been reduced, meeting attendance is probably 25% of what it used to be, and ROI at a booth is less attractive—so what are you doing differently? That question is not only relevant for reps, either—Dr. Scott Sigman is one of many providers pioneering a new approach with fascinating implications for MedTech. The opioid-sparing orthopaedic surgeon is host of the Ortho Show podcast and chief medical officer for OrthoLazer, whose proven laser therapy has zapped the status quo for pain relief treatment. Join us as Dr. Sigman offers real-life examples of how to organically plug into a KPO’s online ‘ecosystem’ and explains why OrthoLazer’s unique franchise ownership model may have some enterprising reps drooling. In this episode, you’ll learn: How to incorporate simple apps like Vidyard for more effective outreach Why you’ll never succeed unless you play to your own strengths The No. 1 fear preventing patients from scheduling a doctor’s visit Why bombarding a doc’s DM isn’t a “digital strategy” Plus, we explore laser therapy’s journey through red tape and skepticism to become a widely praised treatment option. Resources from this episode: Download the Behavior Change Blueprint Check Out OrthoLazer Listen to the Ortho Show Connect with Ryan Mooney Social Media: Connect with Dr. Sigman on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn
25:5502/05/2022
Leadership Anchored in Belief: A Blueprint for Building Morale and Protecting Culture
“Do as I say, not as I do” — this poor excuse for leadership doesn’t cut it when you’re asking soldiers to saddle up for a 20-mile road march with 60 pounds on their backs. It’s also an insidious morale-killer for any medical device sales team, and Larry Anderson knows a thing or two about leading in both worlds. In addition to being VP of commercial and strategic initiatives at BG Medical with 20 years of industry experience, he's a U.S. Army veteran captain in the 101st Airborne division. Join us as shares his process for divorcing ego from leadership, how to create a constructive environment for complaints, and why real leadership is always bigger than titles or job descriptions. In this episode, you’ll learn: Why your team needs a better outlet for venting frustrations What is meant by the mantra, “leadership is rooted in belief” How leadership and mentorship go hand in hand Why you support the people who report to you—and not the other way around Plus, we dig into examples of new leaders inheriting messes and turning them into triumphs. Resources from this episode: Download the Behavior Change Blueprint Social Media: Connect with Larry on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn
30:0025/04/2022
The Pandora’s Box of Patient-Driven Testing: Why Diagnostics Will Never Be the Same
Ever had to wait five days for a test result, only for it to reveal that (shocker) you need further testing? It didn’t take two years of COVID to see that diagnostics was ripe for disruption. Patients want on-site testing and OTC kits, and large market forces—namely Amazon and Wal-Mart—are now pushing the industry in that direction. Jeremy Stackawitz is the CEO of Senzo, a company helping reshape the industry with modern diagnostic systems that are fast, accurate, and mobile. Join us as he discusses toaster-sized devices capable of running a wide variety of different tests, the catch 22 of growing antibiotic resistance, the race to establish brand recognition among consumers, and more. In this episode, you’ll learn: How sluggish diagnostic processes negatively impact outcomes Why the barrier to entry is so high for this industry How greater patient-provider participation strengthens the placebo effect The critical messaging that most diagnostics companies are missing right now Plus, we explore the tricky business of “miniaturizing” everything while maximizing performance. Resources from this episode: Download the Behavior Change Blueprint Check Out Senzo’s Solutions
31:1618/04/2022
“Decision Science”: New Research on How Your Customers Interpret Risk and Frame Value
You may be doing a lot of things right—but you’ll never achieve consistent success unless you grasp the neuroscience behind why some of your tactics work better than others. Tim Riesterer is chief visionary at B2B Decision Labs, which draws from several behavioral sciences to pioneer ‘decision science.’ The goal is simple: Understand how humans conceptualize risk, frame value, and make decisions—then leverage those insights in the wild. We sat down with Tim to understand what he means when he says “value only lives in contrast,” and how you can make your customers feel smart enough to realize that they’re not responding to market trends intelligently. In this episode, you learn: How precise language can bypass peoples’ risk-averse biology How to avoid accidentally disrupting yourself (i.e., lean into the status quo bias) Why Tim loathes focus groups and most ‘voice of the customer’ research How to sub out ‘Why Us’ stories for ‘Why Change’ stories Plus, we dive into some of the many juicy contradictions of the human mind.
47:4011/04/2022
Lessons Learned in Driving Patient Engagement from TikTok Doctor Inna Husain
Docs can dismiss today’s hottest social media apps all they want—but Dr. Inna Husain’s authentic online presence has patients scrolling, liking, and sharing their way into her office. In addition to being a board-certified ENT with a fellowship in laryngology, Dr. Husain just so happens to be a South Asian Muslim mother of three who found a liberating sense of belonging on TikTok and Instagram during the pandemic. We caught up with this TikTok doctor to learn how she creates simple yet informative content that speaks to the pain points of 2 million+ users. Join us as she explains why passion is the key ingredient in any successful social media strategy and shares eye-opening takeaways from countless online interactions. In this episode, you’ll learn: How to responsibly educate on symptoms of a disease state to a wide audience Why Dr. Husain never proselytizes social media to disinterested docs What’s realistic—and what’s definitely not—when it comes to content planning How the ‘med bikini’ trend underscores the need for representation in medicine Plus, we talk about Dr. Husain’s TikTok doctor “haters,” and why she tries to reach even the most disillusioned patients.
33:2204/04/2022
Want to Be a Premier Revenue Driver? Stop Taking Orders and Start Taking Accountability
Are you a revenue driver or just an order taker? More importantly, do you understand the distinction? Francisco Martinez didn’t really know—let alone care—when he fell into a medical sales role out of necessity years ago. Now? He’s a sales coach, trainer, and productivity enthusiast on a mission to dignify selling and help high achievers go beyond transactions. We sat down with the executive sales manager for Empire Medical (Arthrex) to chat about his 180-degree mindset shift, the power of humility, the industry’s growing need for hard truths and clear motives, and more. In this episode, you’ll learn: The irony of using “salesy” as a dirty word (and what’s really behind it) How to champion the culture you want to be a part of, regardless of your role Why a failure to consistently define goals can lead to misaligned teams How to make an impact within and beyond MedTech using the three ‘E’s Plus, we explore ways to balance the dual responsibilities of sales and service more effectively.
37:4928/03/2022
How Soft Skills Make You Strong: Perfecting the Art of Storytelling to Close More Accounts
You’re dishing out indisputable data that proves you have a superior product—so why aren’t docs responding rationally to it? Stop spinning your wheels and start spinning yarns, says John Livesay, award-winning sales professional and author of “The Sale Is in the Tale.” We caught up with the “the Pitch Whisperer” himself to discuss how the most successful pitch artists in MedTech tell clear, concise, and compelling stories that their customers can repeat in that often-overlooked ‘meeting after the meeting.’ Join us to learn the four-part formula for translating stats into a captivating narrative that lets your customers’ frustrations and aspirations take center stage. In this episode, you’ll learn: How empathy and engaging body language up your likeability factor Simple tricks to make your story stronger (e.g., present tense > past tense). How to break the habit of telling stories that lack meaningful resolutions Why you should use the ‘5-5-5 rule’ to be a progressionist, not a perfectionist Plus, we dig into the neuroscience behind our brains’ inability to conceptualize the word 'don’t.'
36:2521/03/2022
Encore Episode: What Helps a Rep "Win Over" a Surgeon (It's Not What You Think)
There’s no doubt about it—you better know the nuances of your product and fully understand the frustrations of the people you call on. What’s more, you need to know how and when to leverage those understandings. If you're looking to develop or sharpen that kind of professional discretion, then you'll want to revisit our 50th episode featuring Johnny Caffaro, senior manager of global downstream marketing for hip at Stryker. Johnny’s journey from a green go-getter to a trusted OR asset is an important and timeless reminder: Business development takes work, and it ain’t always pretty. Do it right, though, and you’ll open up countless opportunities for yourself over time. In this epsiode, you'll learn: Why everyone in a hospital—from administrators to custodians—is worth your time and can help you build a more aligned strategy Why it pays to make the scrub tech look like a hero How to get the 'status quo bias' working in your favor Ways to save your career from the complacency trap (or avoid it altogether) Plus, we explore the advantage of pitching your most complex products first.
38:1415/03/2022
Physician Education: A Changing Landscape
Odds are, your prospective customer is trapped in their own ‘healthcare bubble’—and your ‘in’ could be showing them a way out. Dr. Brian Cohen is an anesthesiologist and the co-founder and COO of CMEfy, a co-learning platform that’s incentivizing clinician collaboration. We sat down with him to hear how his platform is giving clinicians the keys to drive their continuing medical education while helping medical thought leaders monetize their insights. Join us to find out how MedTech reps can leverage this co-learning revolution to drive value for customers and get plugged into what clinicians on the ground care about most. In this episode, you’ll learn: The power of reflective journaling in medicine What it took to design a platform where no stakeholder loses How the cautionary tales of social media impact co-learning efforts Why once “close to the chest” techniques are now being passed along Plus, we dig into COVID’s role in helping check egos and spur open channels of communication.
38:3628/02/2022
Are You a ‘Toxic’ Rep? Key Insights to Stop Hurting and Start Helping Private Practices
If you’re not directly providing value to physicians, then you’re directly adding to their stress levels. Don’t believe us? We invited Dr. Sandra Weitz to take you inside the decision-making process of a private practice and ASC owner. As a champion for physician independence who runs masterclasses on practice building, Dr. Weitz doesn’t have time for ‘number chasers’ who make her feel used. Join us as she offers a plethora of evidence that positive patient outcomes create sustainable, long-term business for reps. Plus, hear some of her jaw-dropping experiences with reps who… didn’t understand the assignment. 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 cocky 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.
40:2921/02/2022
A Surgeon’s Advice to MedTech: Be Intentional, Steward Your Brand, and Enhance Workflows
Like most docs, urologic surgeon Dr. Jamin Brahmbhatt only takes reps as seriously as they present themselves. Walk into his office with wrinkled scrubs, little to no research on your competitors, and a callous attitude toward his staff, and you’ll get schooled—that is, if he agrees to see you at all. We welcomed Dr. Brahmbhatt to the show to share constructive critiques of today’s MedTech reps and explain what it takes for them to earn the title of ‘partner.’ Join us as we discuss the importance of first learning—then enhancing—an office’s workflow, who really makes key decisions in a practice, and why your poker face isn’t as impenetrable as you think. In this episode, you’ll learn: Why talking crap about competitors tanks your credibility How to get your foot in the door by owning the small things Why docs won’t trust you if you don’t put brand image before quotas Basics doctors expect you to know about the way they practice medicine Why simple forethought is always your strongest competitive advantage Plus, Dr. Brahmbhatt explains the issue with some reps’ unauthorized name-dropping habit.
39:2315/02/2022
Owning Your MedTech Career with Samuel Adeyinka
Selective language is everything in sales—so why are you so careless with your self-talk? Some may think personalized coaching offers little more than woo-woo terminology and fuzzy feelings… but when Samuel Adeyinka dug deep and began questioning limiting beliefs in every arena of his life, his MedTech career accelerated rapidly. We caught up with Samuel, who founded his own full-service media and training company, “Evolve Your Success,” to discuss why all professional triumphs are anchored in personal growth. Join us for our richest discussion about mindset yet—it may have you reconsidering what you truly want out of your MedTech career, why you want it, and how to go about getting it. In this episode, you’ll learn: What it means to “show up for yourself” every day Why it might be time to redefine what success means to you How the best of the best continue to perform professionally amid personal setbacks Why reps shouldn’t fear sharing their real motivations with hiring managers How to manage the sometimes-intimidating freedom of today’s social media branding Plus, we explore the importance of drawing upon formative past experiences.
38:3907/02/2022
Showing Physician Partners What’s Possible with Better Banking
Should a father, husband, and physician charged with the care of critically ill patients have to ask "an adult" to co-sign on a $2,000 personal loan? Of course not. Yet that’s the message Michael Jerkins, MD, M.Ed, kept hearing from banks during his residency—and his frustrations became the fuel for co-founding Panacea Financial. We sat down with Michael to learn how his "bank built for doctors, by doctors" does things differently. Join us as we discuss the overlooked financial stresses of transitioning from med school to residency and beyond, financial options that can help junior partners buy into a practice, and smarter ways to consolidate student loan and credit card debt. In this episode, you’ll learn: Valuable lending insights to pass along to customers The “learned helpless” that’s holding docs back financially How physicians can finance a practice buy-in without liens The biggest financial barriers at each stage of a physician’s care Plus, we dig into why personal relationships—not balance sheets—should drive banking.
30:5004/02/2022
How to Be the Most Hirable Rep in the Room: Elevating Professionalism, Seizing Opportunity
What does it take to get noticed by the biggest names in MedTech in 2022? Whether you’re after compensation that’s commensurate with your skillset or simply crave a more adventurous role, you’ll need get inside the minds of hiring managers. Luckily, that’s exactly where premier MedTech recruiter David Bagga spends a ton of his time. We sat down with the author of “A Millennial’s Guide to Breaking into Medical Device Sales” to find the pulse of the job market and discuss pandemic-era trends. Join us as we explore the surprising reason why start-ups are the most requested placement among candidates right now, the kind of candidate that today’s hiring managers never want to see, and some deal-breaking social media faux pas to avoid. In this episode, you’ll learn: Strategies for better utilizing your LinkedIn network Why David avoids placing candidates in aesthetic jobs The top 5 things that cause reps to look for greener pastures Why everyone has a brand now, for better or worse (and how to manage yours) The truth behind expensive MedTech skill courses that promise you a job Plus, we define the ‘curse of knowledge’—and why you need to break it to land a better role.
34:2526/01/2022
6 Key Medical Sales Insights to Move the Needle in 2022
You’re out there grinding in the trenches—you don’t always have time to sift a show’s 60+ episodes to find the hardest-hitting sales insights. That’s why we condensed six pearls of medical sales wisdom across six different episodes to help you move the needle. The goal for 2022 is simple: listen, apply, improve. While some of these concepts may seem straightforward enough, putting them into practice and upping your game is anything but. Join us to hear a recap of discussions with Trent Campbell, Garrett Watson, Dustin Poole, Jacob McLaughlin, and Thomas Buchanan. In this episode, you’ll learn: Why you need to stop winning and losing on price What it means to own criticisms and respond with empathy Why it pays to shift your mindset away from sales (and toward education) What it looks like to embrace failure and build from it How to leverage technology to stay top of mind Plus, we explore the modern rep’s responsibility to empower the patient.
13:1221/01/2022
Financial Independence for MedTech Reps: Putting Your Money to Work
"Honey, I crunched the numbers and... we don't need to work anymore." That's what Chris Larsen, a longtime investor and former medical device sales rep, told his wife some years ago. His secret? Hustling smarter, not harder. As Chris puts it, MedTech often attracts go-getters from working-class upbringings who aren't taught how to be rich—i.e., how to make their money work for them. We sat down with the founder and current manager of Next Level Income himself to learn how he managed to save 50% of his compensation and strategically structure his income. Join us as he maps out the journey to financial independence for the average MedTech rep and busts some money management myths. In this episode, you’ll learn: Why the best entrepreneurs avoid 'destination addiction' Some necessary trade-offs to achieve financial freedom How to respect your own limits and still set bold targets The financial flops you won’t hear successful investors brag about at cocktail parties Why retiring in your forties isn’t as far-fetched as you might think Plus, we explore how entrepreneurialism also tends to make people rich in unique human experiences.
38:5510/01/2022
Physician Accounting Fails: 3 Rules to Pass Along to Your Physician Customers
Is your physician customer’s convoluted approach to accounting hurting your business? Perhaps. Without a healthy business behind the clinic, there’s frustratingly little you can do to help a doc treat more patients. As part of TrackableMed’s Growth-Driven Practice Series for 2021, Matt Garrett of TGG Accounting administered a dose of harsh truth to practice owners: Accounting for small businesses is black and white—stop overthinking it. As we discuss some of the eye-opening stats Matt presented, you’ll discover why “accrual accounting is the only accounting,” the shocking prevalence of small-business theft (plus the best ways to guard against it), and three hard-and-fast rules that simplify accounting across the board. In this episode, you’ll learn: How cash-based accounting leads to inaccuracies that come back to bite a business The truth behind Matt’s mantra, “Creative accountants go to jail” How someone siphoned $1 million from a practice by exploiting negligent accounting Why it’s best for most practice owners to use two separate sets of books How fixing broken practice accounting allows docs to do more of what they love. Plus, we explore popular misconceptions that unnecessarily complicate accounting for physicians.
14:5203/01/2022
Resetting Your Mindset for 2022: What Every Rep Should Know
It’s high time you let yourself suck at something new—in fact, it could be the best thing you do for your MedTech career in 2022. You’re probably familiar with the concept of fixed vs. growth mindsets 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 special book review episode, we explain why most MedTech reps manage a growth mindset in some areas but fall into a fixed mindset where it really counts. Discover the problem with “problem territories,” why pointing fingers at marketing doesn’t make you a better sales rep, and how to combat your customers’ fixed mindsets. 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 tend to seek comfort from our own faulty assumptions in social situations Practical steps for replacing self-deprecation with course-altering questions Why “smart” kids often grow up to be risk-averse adults Plus, we explore adopting what works—and discarding what doesn’t—from the mindsets of colleagues and competitors.
23:5527/12/2021
Helping Physicians in 2022: Give Them a Battle Plan for Better Managing Staff
Is your physician partner lacking what's known as ‘conversational capacity’? If so, they may be alienating staff, botching the patient experience, and hurting their bottom line. This week, we're sharing communication techniques from leading consultant Craig Weber that might just save a struggling medical practice and give you, the MedTech partner, a competitive advantage in the process. As we define ‘conversational capacity’ and how to deploy it in everyday scenarios, you’ll discover the biases and ‘ego traps’ that plague medical practices and how physicians can make their most difficult conversations with staff more effective. In this episode, you’ll also learn: Why authority is No. 1 killer of conversational capacity, and how you can help docs be aware of this How overly candid people steamroll others and why overly curious people get nothing done Reasons a team member might consciously decide not to report an issue they’re seeing 3 key questions that immediately remove roadblocks from internal meetings Why it’s a rep’s responsibility to impart techniques that could save a medical practice Plus, we get explore how leaders—physicians or otherwise—can meaningfully address a lack of trust.
12:1320/12/2021
Shifts in MedTech Company Culture: Where to Make Concessions and Where to Draw the Line
As a company grows and matures, how should its culture change? Some think it shouldn’t change at all… and MedTech market development specialist Michael Waidler thinks they’re half right. Michael is a President's Club winner and current area business director with Palette Life Sciences. And though the hustle-and-grind ethic of start-up culture courses through his veins, he understands change that is inevitable—and that every rep has a different threshold for it. Join us as we discuss what shifting company culture can reveal about you as a sales professional, how leaders can better prepare their teams for the realities of acquisition, and what a growth-driven culture looks like. In this episode, you’ll learn: What it means to be folded into—and not steamrolled by—a larger organization How a team’s transition from “nothing to lose” to “everything to lose” impacts a rep’s mindset Why change isn’t scary at all (so long as your company has the right stop gaps in place) Warning signs that your culture might be changing for the worse How to use the Predictive Index to find appropriate fits as you scale (or start from scratch) Plus, we touch on the necessity of self-awareness when charting a career path.
40:0414/12/2021
Seeing What Others Miss: Techniques for More Authentic Communication
Are your own mannerisms, body language, and tone working against you in high-stakes conversations? Almost certainly, says Shelly O’Donovan, communication expert and CEO of Authentic Influence Group. She’s coached scores of executives and sales teams in MedTech and Pharma on how to be more conscious of nonverbal communication, and we caught up with her to learn how MedTech reps can recognize dozens of subtle, largely subconscious behaviors to secure buy-in, preserve trust, and drive business. Join us as we discuss the prehistoric reason why you should never talk with your hands in your pockets, how learning to read micro-expressions will impact the questions you ask people, and simple ways you can practice ‘reading the room’ to better manage conversations. 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 face time Why your phone calls go better when you’re looking at the person’s profile picture 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 on Zoom calls.
33:5306/12/2021
Encore Episode: How to Position Yourself as a Partner vs a Sales Rep
Can you put a price on perspective? Believe it or not, it’s the most important thing you have to offer a physician. That’s why this week we’re revisiting our chat with Amy Smith, director of marketing at Neuros Medical, to shine a light once again on the strategic advantages sales reps can realize through practice observation and candid communication. As Amy puts it, MedTech reps can only level up their relationships when they learn to identify and convey the unique blind spots that threaten each medical practice’s business operations. In one of our very first (and most popular) episodes, you’ll learn the importance of building a 360-degree knowledge base of each medical practice and its key role, what to look for when it comes to patient experience and the patient flow throughout a practice, and how to ultimately become the outside eyes and ears that most physicians never knew they needed. In this episode, you’ll learn: Proven strategies for practice observation How to share uncomfortable feedback with your physician clients Why you’re never as persuasive as when you commit to active listening The power of shadowing each team member in a medical practice for a day Plus, we discuss why it’s so critical to dive deep into the complexities and truly understand how a medical practice operates as a business.
36:1529/11/2021
How to Package Your Talents and Land Your Next Big MedTech Opportunities
On your best days, you feel like there’s nothing you couldn’t sell—so why are you still selling yourself short when new job opportunities arise? As president of Fallstaff Search, a recruitment firm that specializes in medical device sales, Hilary Trader never ceases to be amazed by how many qualified reps make easily avoidable blunders in the hiring process. All too often, reps unknowingly spoil their chance to graze in greener pastures when they turn away recruiters or don't take a proactive approach to career advancement. We caught up with Hilary to discuss how reps can better market themselves as a company’s plug-and-play option for overcoming immediate and future pain points, why it always pays to be brutally honest with recruiters, and what it means to confidently (and not cockily) play by “the rules of the game.” In this episode, you’ll learn: Why you should leave humility for first dates and dinner parties The kind of research and outreach you should be doing after the first interview The importance of itemizing call points in your resume so you're searchable in a database How to stop psychologically guarding yourself and make a strong ask for the job The kinds of questions you should be asking MedTech hiring managers Plus, we explore the subtle ways recruiters sniff out half-hearted (or otherwise problematic) candidates.
35:2822/11/2021
Practical Tips for Retraining Your Brain, Overcoming Biases, and Cultivating a Growth Mindset
Are your brain’s hard-wired “survival shortcuts” hampering your success? It’s no secret that medical sales reps and sales team leaders have to endure rejection, redirection, misalignment, and countless external roadblocks—the chief culprit being other people’s behavior. But knowing what they can control saves them time, energy, and sanity. In this week’s special episode, we’re featuring TrackableMed CEO Zed Williamson’s recent guest appearance on the podcast “Your Best Day Yet,” hosted by Eric Guy of the Center for Victory. Eric and Zed discuss how little-known—yet deeply ingrained—psychological triggers can sabotage our opportunities and why it’s imperative to recognize our own biases. Join us to explore actionable ways you can start building habits that bring out the best in your brain. In this episode, you’ll learn: Why communication means taking ownership not of what you say, but what others hear you saying Why the human brain is built for shortcuts, and how those shortcuts can sometimes hurt us Why you don’t have to stifle or repress your emotions to control them The evolutionary origins of negativity bias and confirmation bias How neurological “shortcuts” help us—and hurt us—in our modern daily lives The power of applying the word “Why” to yourself—and not others Plus, we explore why most people’s relationship with the word “If” is dangerous.
23:5715/11/2021
How to Cure “Commission Breath” with a Curious, Consultative Approach
If a physician chooses a competitor’s product over yours roughly 80% of the time, have they still earned your help? SPR Therapeutics Regional Sales Manager Mase Bowman always knew there was more to medical sales than carrying a bag and opening a box, but it wasn’t until he dared to take a more consultative approach that he discovered the only question worth asking: “What do I need to do so we can all win?” We invited him to share how he’s been implementing behavior change principles in the neuromodulation and interventional pain space, helping once-skeptical docs do more procedures. Discover why reps should work to uncover the dynamics of the C-suite in charge of value analysis, what it means to care for the end user, and when to do stuff that’s not necessarily in your (immediate) best interest. In this episode, you’ll learn: Why the greatest professional sin is a lack of a curiosity The post-meeting technique for keeping yourself honest How to mask your “commission breath” in conversations Simple ways to make better use of your “windshield time” How to build sturdier relationships with the mantra of “slow is fast” Why physicians fall back on what's comfortable, and how you can make sure they're properly trained Plus, we explore how Mase was able to turn a year-long dialogue into new business.
30:1208/11/2021
How to Fuel a High-Performing Team with Accountability, Transparency, and Support
Are you inspiring people on your team, or are you just hoping they’ll stick around for another quarter? In his first MedTech job, Jeff Bajorek was given sample bags, brochures, and an obligatory pat on the back. But like most reps, what he really needed from his team was transparency and the guarantee of support. After several years as a top-performing rep, Jeff became a leading consultant helping companies identify blind spots in their sales processes and align their teams with a signature no-BS approach. He joins the show to discuss key differences between accountability and micromanagement, what it means to be a vulnerable leader, how start-ups can stop being at the mercy of “mercenaries,” and more. In this episode, you’ll learn: Why praising solid performance matters just as much as critiquing poor performance What it means to view your entire team as an extension of yourself (aka “you at scale”) When performance improvement plans (PIPs) can work as originally intended Why not enough companies are taking a disruptive stance in their go-to-market strategies What monkeys, typewriters, and Shakespeare have to do with your trusted rep’s rough patch Plus, we explore how—and why—so many medical sales teams lean toward self-sabotage.
42:5601/11/2021
When Referrals Aren’t Enough: A Study in Taking Back Control of Patient Flow
We’re taught that referral networks are the lifeblood of private practices, but what happens when they’re not enough? Jeremiah Jorgensen, physical therapist and principal owner of Fyzical Therapy and Balance Centers in Lincoln, Nebraska, sat down with us to share his story. Like many specialty practices, Jeremiah found that his relationships with just a handful of referral sources had begun to completely define his business. Rather than continue at the mercy of others, he took back control of his patient flow, scaled strategically, and dodged a high-volume tidal wave after the pandemic hit. We discuss how practices can responsibly manage staff as they scale, what it takes to reach a patient population that isn’t already self-selected, and why “brand” should take a backseat in their growth-driven strategy. In this episode, you’ll learn: - Why specialty practices end up at the mercy of their referral partners in the first place - How to leverage social media algorithms to reach new audiences - How to help set realistic expectations for growth and avoid staff burnout - Why specific, experiential messaging trumps general “head-to toe” slogans -Why aligning with the right business partner—e.g., a savvy accountant—makes all the difference Plus, we explore the diminishing returns of community involvement as a marketing strategy.
35:5226/10/2021
Powering Your MedTech Sales with Integrity, Optimism, and Accountability
Why do people make excuses for behaviors that hold them back from what they want most? Chip Helm believes that if you can’t list your guiding business principles on one hand, you’re overcomplicating your approach and making it harder to hold yourself accountable. The author, sales mentor, and 36-year industry veteran rejoins the show to hammer home the five core principles that have shaped his impressive career (sprinkling in a few “Chip-isms” along the way). Join us as we discuss a no-nonsense outlook on follow-up, hard truths about relationships, how to find true North in our personal and professional lives, and misconceptions about attitude. In this episode, you’ll learn: - Why follow-up is all about acknowledgement, not answers - The futility of trying to win arguments (i.e., being right with facts but wrong with relationship) - What it means to be a “shark” networker - How to solve this equation: Energy · X = Motivation Plus, we dig into the specific behavioral changes required to become a practical, potent optimist.
31:4818/10/2021
How to Implement the “Psychology of Persuasion” in Your MedTech Sales: Part 2
From the sales that coax consumers to fill their carts to the hostage negotiation tactics that save lives, the psychology of persuasion dominates our world. Though most medical device sales reps are familiar with at least a handful of these behavioral triggers, surprisingly few know how to weave them into their sales approach. This week, we’re picking up where we left off in Robert Cialdini’s best-seller, “Influence: The Psychology of Persuasion,” to show how reps can more effectively wield the final three “weapons” of influence: liking, authority, and scarcity. Join us as we bring pages of wisdom to life in everyday medical device sales scenarios and discuss how reps can better position themselves in sales conversations. In this episode, you’ll learn: - How to challenge the status quo and still be likable - Why you should be aware of key differences in your physician partners’ personalities - Why pointing out all the patients who shouldn’t use your therapy is a smart play - How to better implement—and gatekeep—your team’s resources and expertise Plus, we touch on the famous scientific studies that demonstrated the power of these principles.
24:3511/10/2021
Building a Sales System and Becoming “Bulletproof” on the MedTech Battlefield
For the elite task forces that operate in the most dangerous places on earth, the difference between a process and a system isn’t semantic—it’s life or death. As former war correspondent Shawn Rhodes argues in his book “Bulletproof Selling,” processes are largely designed around individuals, making them harder to repeat, improve, and measure. Systems, however, are always designed around objectives. But that’s just one of several key distinctions that he believes most salespeople are missing. We caught up with Shawn to discuss how “systematized selling” helps senior and junior MedTech reps alike improve their pipelines, things companies can do to avoid being hamstrung by their own top talent and achieve consistent growth, and the importance of teaching customers “how to buy.” In this episode, you’ll learn: Why buying a CRM and shoving it down every team member’s throat isn’t a “system” How to incentivize your top performers to systematize their wisdom What it means to understand “commander’s intent” Why the best systems are “T.R.I.M.” systems The power of using Drift and Loom videos as a sale call follow-ups Plus, we define the difference between an unhelpful gripe and a responsible complaint.
47:0604/10/2021
What Helps a Rep “Win Over” a Surgeon (It’s Not What You Think)
So, you think medical sales is sexy? Prepare for a wake-up call. Johnny Caffaro, director of sales for the West at United Orthopedic Corporation, found out quickly that making a name for yourself in this industry takes more than the gift of gab and a firm handshake. Whether it’s intensive case planning weeks ahead of surgery, advising surgeons and scrub techs during procedures, or staying till 10 p.m. to clean your instruments, the logistics of medical sales are no joke. We sat down with him to discuss his success with a bold approach to business development: Selling your most complex product first, then backing your way into the primary products. Join us as we explore the psychology behind this tactic, how reps can become technical assets in the OR, and why competency is the best way to win over surgeons. In this episode, you’ll learn: - What MedTech companies are really looking for when they ask, “Are you a chameleon?” - Why you should care about making the scrub tech look like a hero - How to recalibrate your career if you’ve fallen into the complacency trap - Why everyone in a hospital—from administrators to custodians—is worth your time - Why smaller, “hungrier” distributorships are the best places to source talent Plus, we explore how to get the ‘status quo’ bias working in your favor.
37:3127/09/2021
How to Implement “The Psychology of Persuasion” in Your MedTech Sales
What do sitcom laugh tracks and Hare Krishnas handing out flowers in the airport have to do with MedTech sales? Quite a lot, according to Robert Cialdini’s classic book, “Influence: The Psychology of Persuasion.” They’re all based on one or more of the six principles—or “weapons,” as Cialdini calls them—that we humans use to influence others. This week’s special book review episode is dedicated to exploring the MedTech connection to the first three principles of “Influence”: reciprocity, commitment and consistency, and social proof. Join us as we push beyond the abstract to show how reps can implement these proven psychological tactics in their daily dealings to greater effect. In this episode, you’ll learn: How simple social experiments revealed fascinating patterns in the human psyche Why you should always be asking your customers to “keep tabs on your stuff” How overzealous attempts to use social proof can backfire What it means to start out as a giver as opposed to a taker Why some physicians may respect—but not follow —KOLs in academia
24:3220/09/2021
How to Reignite a Fire in Your Sales Process With 3 Simple Values
Are you 100% bought in to the product you’re selling? If not, the world’s best poker face won’t help you; sooner or later, a lack of passion will show up in your numbers. Chase Isaacs, director of business development for Physician’s Weekly, believes the problem is that most reps are unable to move beyond conceptual knowledge of their product toward a deeper realization of its impact. Worse yet, they listen to respond but don’t listen to understand. We sat down with Chase to discuss how reps can develop a more mature sales process by self-evaluating their performance on three criteria: belief, listening, and care. In this episode, you’ll learn: What it means to bear responsibility for providing solutions Why words are very rarely where the meaning lies (and how to bridge “language barriers”) When highly polished elevator pitches do more harm than good Why thinking MedTech sales is a “numbers game” usually leads to burnout Plus, we explore how VR and other digital technologies are forcing reps to own value-based selling. Resources and links from the show: Connect with Chase on LinkedIn Explore Physician’s Weekly The Behavior Change Blueprint Connect with Zed Williamson on LinkedIn Connect with Clark Wiederhold on LinkedIn The Growth-Driven Practice Series Get your copy of Move the Needle
37:2413/09/2021
Encore Episode: How to Fight Status Quo in Your MedTech Sales Opportunities
How do you compete against a MedTech Goliath and maintain price integrity? We’re paying another visit to the archives this week so more industry underdogs can hear Trent Campbell’s killer advice. Prior to his role as VP for Axonic Modulation Technologies, Trent logged a decade of experience in numerous National and Corporate Accounts roles with medical device companies including Atrium Medical (acquired by Maquet/Getinge), Applied Medical, and Fisher & Paykel Healthcare. Trent knows that while status quo may be your competitor's greatest weapon—it’s also their biggest weakness. In this popular episode, he shares how new challengers with a disruptive technology can turn the tide by having a brave “clinical champion” in their corner and win with a focus on long-term value. If you've been searching for a strategy to reshape demand and avoid commoditization, this episode is for you! Resources and links from the show: Connect With Trent Campbell on LinkedIn Explore Axonics Modulation Technologies The Behavior Change Blueprint Connect with Zed Williamson on LinkedIn Connect with Clark Wiederhold on LinkedIn Sign up for our bi-weekly newsletter Sign up for the Growth-Driven Practice Series
43:1706/09/2021
Encore Episode: Relevance as a Key Sales Ingredient and Why Most Reps Miss It
Innovation can render existing products or procedures obsolete, but is poor positioning the real threat to your relevance in the market? We’re back in the archives this week to highlight Mace Horoff’s excellent take on why more reps need to understand the moment-to-moment relevance of their product. Mace is the creator of the Medical Sales Academy, a professional keynote speaker, and a 38-year frontline sales veteran. As the Academy’s lead medical sales expert, he helps sales managers think beyond quotas and coach their teams on product relevance—i.e., how their product solves the problems customers don’t even see coming. In this practical discussion, Mace explains why “pending” business is worse than no business at all, how to be aggressive with your quota without being pushy toward customers, and why understanding your own inherent value as a rep is the key to new opportunities. Resources and links from the show: Connect with Mace Horoff on LinkedIn Check out the Med Sales Academy The Behavior Change Blueprint Connect with Zed Williamson on LinkedIn Connect with Clark Wiederhold on LinkedIn
36:0531/08/2021
Encore Episode: Agitating the Market to Outshine Your Competitors
We're diving into the archives again this week to highlight another popular value-packed episode. Every rep wants competitive advantages in the market, but the "old method" of selling and catering to physician customers won't help you recognize them. Ben Bouterie's approach is a great example of how to unlock opportunities through practice development and value-based selling. Ben is the regional sales director at Aerin Medical. As a 7-time President's Club winner, he's spent his career creating markets for disruptive technologies in multiple specialties. In this interview, he shares practical ways to position yourself as a trusted industry advisor versus a sales rep, and leverage this authority to gain trust and opportunities. Ben's lessons on agitating the market and simplifying solutions for your customers are worth playing on repeat. If you're trying to dodge the downward spiral of commoditization and crush growth expectations, then this episode is for you!
27:0623/08/2021
Encore Episode: Breaking into New Territories and Developing Net New Accounts
This week, we're turning back the playlist and featuring one of the most popular episodes to date. Every sales professional in this field is interested in how they can break into new territories and develop net new accounts. Jay Pendleton's advice and conversation is the perfect answer for this challenge. Director of Strategy and Talent for Medtronic Cranial & Spinal Technologies (CST), Jay's held various sales and leadership roles for the company, most recently the last 3 years as Zone Manager for the Western Strategic Spinal Technology team — responsible for driving market share growth and engaging key surgeon customers through differentiating technology (i.e. OLIF, Titan, Medicrea) with sales reps and district managers for the Rocky Mountain Texas & Pacific Regions. Digging into his innate ability to open doors with new clients, Jay shares tips and insights for medical device reps to get past gatekeepers, develop new relationships, and break into new territories. If you’ve been listening to the podcast and you’re wanting an episode that’s super tactical for new business development, you don’t want to miss this one!
44:5716/08/2021
Case Study: How Market Agitation Can Yield Instant Results
What if you could get patients to call in so quickly that you can hear your ad still running in the background? It might sound like wishful thinking, but for one MedTech company, it became reality. In this episode, Corey Oldenhuis, one of our behind-the-scenes producers, joins us as a guest host to help break down the recent orthopaedic advertising program that generated dozens of net new appointments in a matter of days. We discuss how a market agitation playbook allowed the client to uncover a highly motivated patient population, secure surgeon buy-in, and use simple “old-school” platforms to unleash a new wave of demand. In this episode, you’ll learn: How to get patients to drive physician interest What it means to put empathy at the center of your messaging Why the message always trumps the medium How brand obsession often stunts MedTech companies’ strategy The power of knowing what not to track during a campaign How patient education empowers your sales team Resources and links from the show: Book Your Free Consultation at the AAOS 2021 Annual Meeting The Behavior Change Blueprint Connect with Zed Williamson on LinkedIn Connect with Clark Wiederhold on LinkedIn
38:2410/08/2021
Short-Term Pain, Long-Term Gain: The Bold Pursuit of the Brokerage Model
Your brain is wired for shortcuts—what’s the biggest one you take daily? Accepting the status quo! The pain of change often outweighs current frustrations, and the MedTech industry is no exception. Stu Brandon, a change agent for ASCdx, spent the first 21 years of his career giving his best to a large orthopaedic company. But when the juice stopped being worth the squeeze, he embraced the unknowns and carved his own path. Now, as a medical device broker, he helps both geographically exclusive and non-exclusive companies deliver ASC solutions. We sat down with Stu to discuss why so many 1099 reps act like W2 employees, how they can take back freedom and work with people they like, and why their influence is only as strong as their ability to have candid conversations. In this episode, you’ll learn: Where along your career path it makes sense to suffer short-term pain for long-term gain Why Company X would ever prefer a rep to sell Company Y’s product to their account The blind spots that can accompany a direct selling role at a large company The personality traits best-suited for the brokerage model How to test whether your best relationships would follow you to a different company Plus, we dig into the psychological underpinnings of why we’re often our own barriers to growth. Resources and links from the show: Connect with Stu on LinkedIn The Behavior Change Blueprint Connect with Zed Williamson on LinkedIn Connect with Clark Wiederhold on LinkedIn The Growth-Driven Practice Series
37:4002/08/2021
Weaving Strategic Value into the DNA of Your Business
Is all the “strategic” selling you’ve been doing really just economic and clinical selling? If you’re not challenging your customers on their assumptions and identifying the real motives behind their goals, then congrats—you’re 90% of MedTech reps. Strategic value is the only way to differentiate yourself, but what does that look like to your physician partners? We sat down with award-winning rep Jonathan Lehmann, enterprise sales manager for the East at Ambry Genetics, to discuss how he highlights his customers’ blind spots, boldly leads them on a clear course for the future, and gives them the growth tools they didn’t even know they needed. In this episode, you’ll learn: How to combine vulnerability with curiosity to take new ground What it means to use collusion in a positive manner The value of using “tactical courageousness” to identify your customer’s boundaries Habits that help you conquer imposter syndrome Plus, we explore the impact of routine journaling on both personal and professional development. Resources and links from the show: Connect with Jonathan Lehmann on LinkedIn The Behavior Change Blueprint Connect with Zed Williamson on LinkedIn Connect with Clark Wiederhold on LinkedIn The Growth-Driven Practice Series The Waterproof Notepad for Your Shower Thoughts
48:0026/07/2021
Leveraging Neuroscience to Become an Invaluable Physician Partner
Promise or pain—which is the stronger motivator? We know it’s the latter from decades of behavioral science. But Jonathan Burkett knew the answer long before many of his device rep competitors did. After an experiment gone right, he became an advocate for breaking down corporate silos and helping physician partners speak straight to patient pain points. Now, as director of MedTech market strategy for TrackableMed, he’s an architect of “win-win-win” scenarios: more patient access to life-changing therapies, more trust in the healthcare system, and more business for clients. In this interview, we discuss why he bought into the TrackableMed vision, how he stopped selling products and started revealing possibilities, and some of his best “out-of-the-box” solutions. In this episode, you’ll learn: - How to align sales and marketing through a focus on patient education - The humble origins of a big idea that led to the creation of TrackableMed - How Jonathan’s passion for marketing evolved over 30+ years in the industry - Why market agitation triggers loss aversion and faster utilization rates among physicians -Why the wisest reps never attack their competitors’ products Plus, we touch on the impact that patient education has made on the industry since the ‘90s. Resources and links from the show: Connect with Jonathan Burkett on LinkedIn The Behavior Change Blueprint Connect with Zed Williamson on LinkedIn Connect with Clark Wiederhold on LinkedIn The Growth-Driven Practice Series
47:3619/07/2021
The Giant Facility Fostering ‘Top Gun’ Surgeons and Smarter MedTech Development
It’s great to have the backing of a key opinion leader, but do the folks in the trenches respect your product? Anesthesiologist Dr. Aaron Ali has witnessed scores of MedTech companies fail to design devices that take into account the needs of everyone in the operating room. The problem? Not enough access to the voice of the customer. That’s why Dr. Ali co-founded MedtoMarket with a mission to collect a multitude of valuable perspectives under one roof. We sat down with him to discuss the spirit behind MedtoMarket’s massive facility for co-working, consulting, and advanced medical training. In this episode, you’ll learn: How MedTech companies can tap into the “360° perspective” of an operating room The limitations of developing devices on university campuses Why every physician needs more than humdrum conferences to further their education How stronger collaboration between startups and practicing physicians improves patient care Plus, we look at ways to step back from bureaucracy and get a more holistic view of customers. Resources and links from the show: Connect with Dr. Ali on LinkedIn Check Out MedtoMarket The Behavior Change Blueprint Connect with Zed Williamson on LinkedIn Connect with Clark Wiederhold on LinkedIn The Growth-Driven Practice Series
40:5512/07/2021
Challenge Everything: Why It Pays to View the Industry Through Fresh Eyes
Is your experience in the industry blinding you to new business? Experience doesn’t always translate to success, and it can create a ceiling of assumptions. It’s also something that full-line sales rep Jacob McLaughlin lacked when he entered medical devices sales. The former personal trainer took over an underperforming territory and began forging successful relationships, despite a barrage of insults and pushback. We sat down with him to discuss how he’s restoring broken trust through active listening, his process for handling negativity, and the power of taking nothing for granted. In this episode, you’ll learn: How to strategically bring negative labels to the forefront of your conversations The power of responding to criticism with empathy—not prepackaged data How to use a doc’s precious 30 seconds to identify unaddressed pain points The differences between a “growth mindset” and a “fixed mindset” Why it’s helpful to treat the failings of a previous rep as your own Plus, we explore the principles of “extreme ownership” and how they can repair broken bridges. Resources and links from the show: Connect with Jacob on LinkedIn Check Out Jacob’s YouTube channel Listen to the “New to Medical Device Sales” podcast Read “Extreme Ownership” by Jocko Willink Read “Mindset” by Carol Dweck The Behavior Change Blueprint Connect with Zed Williamson on LinkedIn Connect with Clark Wiederhold on LinkedIn The Growth-Driven Practice Series
41:2705/07/2021
Embracing Digital Health as a Force Multiplier
Is digital transformation in the MedTech space a threat to your business? Only if you hide from it, says Jim Surek, VP of sales at ExplORer Surgical and host of the Medical Sales Nation podcast. We sat down with the digital health advocate to discuss how early adopters of new technologies are primed to capture market share, why so many reps are afraid to rock the boat, and a few things to watch out for as expectations shift. In this episode, you’ll learn: - How digital health redefines the relationship between reps and clinical specialists - Why younger doctors aren’t interested in grabbing dinner with you - The aspects of device sales that will never be digitized -Why seeing 50 cases in two weeks could be the new expectation for reps Plus, we explore how digital technologies eliminate “hiding places” in the sales process. Resources and links from the show: Connect with Jim on LinkedIn Check Out the Medical Sales Nation Podcast The Behavior Change Blueprint Connect with Zed Williamson on LinkedIn Connect with Clark Wiederhold on LinkedIn The Growth-Driven Practice Series
42:0428/06/2021