Explore every episode of the podcast Medical Sales Accelerator
| Title | Pub. Date | Duration | |
|---|---|---|---|
| From First Contact to Close: Mastering Medical Sales with Omar Khateeb | 16 Dec 2024 | 00:29:02 | |
Is cold outreach really as daunting in medical device sales as it seems? Omar Khateeb, a seasoned expert with over a decade in the industry, shatters common misconceptions and introduces powerful strategies for turning cold calls into fruitful relationships. In this insightful episode, Omar draws parallels between effective social media engagement and traditional sales tactics to reshape how we think about connecting with new prospects. In this week’s episode, sponsored by Physician Growth Accelerator, Omar Khateeb returns again to dive deep into the nuances of modern sales techniques. We discuss the art of transforming cold calls into warm opportunities using strategic communication and personalized engagement and provide actionable tactics for MedTech professionals. What we discuss in the episode:
Resources from this episode:
Social Media: | |||
| Leading the Charge in AI-Powered Medical Devices with Torrey Smith | 09 Dec 2024 | 00:25:28 | |
Imagine swallowing a robotic pill that can navigate your body and diagnose health issues without the need for invasive procedures. What if this tiny device could revolutionize medical diagnostics and treatment? This isn’t a scene from a sci-fi movie—it’s a reality brought to life by groundbreaking advances in medical technology. In this week’s episode, sponsored by Physician Growth Accelerator, we’re joined by Torrey Smith, co-founder and CEO of Endiatx, the innovators behind PillBot. Starting his career as an aerospace engineer, Smith was inspired by sci-fi classics to pivot his expertise to the medical field, where he’s focused on creating less invasive diagnostic tools. We explore Torrey's fascinating journey to developing medical devices that could one day operate autonomously inside the human body. The conversation dives deep into how Endiatx is blending advanced robotics with medical science to enhance patient care and potentially extend human life spans. Key Takeaways:
Resources from this episode: Social Media: | |||
| Mastering Mindset and Productivity: Insights from Trevor Crunelle | 05 Aug 2024 | 00:23:24 | |
We hear so much about seeking balance, but sometimes work or life demands more. So how do we prevent burnout and maintain high performance when balance doesn’t seem to be an option? Trevor Crunelle, a coach specializing in mindset and behavior change for driven leaders, suggests that “harmony” rather than “balance” might be the more achievable goal. In this week’s episode, sponsored by Alpha Sophia, Trevor explains that unlike balance, which implies equal distribution, harmony involves a more fluid and intentional arrangement of work and life commitments. He emphasizes the necessity of intentionality in scheduling and prioritizing tasks to create harmony between personal and professional life, debunking the myth that longer hours always equate to greater productivity. What we discuss in the episode:
Resources from this episode: Social Media: | |||
| Neurosurgeon Dr. Mohamed Draz on How Reps Can Balance Empathy with Expertise | 28 Jun 2022 | 00:30:56 | |
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:
Plus, we talk about how you can control a conversation while still remaining genuine. Resources from this episode: Social Media: | |||
| They’re Stealing from Your Territory with Digital Persuasion—the Rep of the Future Is Here | 20 Jun 2022 | 00:52:16 | |
Today’s medical device companies produce mind-blowing technology that would impress The Jetsons—so why does their marketing seem like it’s no more advanced than The Flintstones? That’s a question which still puzzles Omar Khateeb, founder of media company The State of MedTech. When he first joined the show for Episodes 13 and 14, Omar boldly predicted that the MedTech sales rep of the future would be doing 80% sales, 20% (or even 30%) marketing. With that prediction ringing truer by the day, Omar returns with one simple message: the MedTech marketing revolution is already happening with or without you, but not primarily in the form of paid social, email campaigns, or even SEO—it’s time to think organically. In this episode, you’ll learn:
Plus, we explore why “you will be paid in proportion to the difficulty of the problem you solve.” Resources from this episode: Social Media: | |||
| Selling from the ‘Press Box’: Coordinating Clinical, Strategic, & Economic Value Like a Coach | 14 Jun 2022 | 00:32:51 | |
Most reps feel comfortable facilitating the clinical sale, but when it comes to talkin’ business operations with their physician customers, they quickly turn from ‘go-getter’ to ‘procrastinator.’ So how do you address that elephant in the room and unlock deeper trust? Duston Harper has found success by broaching the business sale early and often, recognizing that today’s temporary discomfort plants the seeds for tomorrow's opportunities. Join us as the VP of business development at SnapNurse shares what it means to “sell from the press box” and attack the sale from all angles with confidence. In this episode, you’ll learn:
Plus, Duston shares his most practical tips for broaching difficult subjects with customers. Resources from this episode: Social Media: | |||
| Building a MedTech Army to Drive Commercialization and Capture the Market | 06 Jun 2022 | 00:29:14 | |
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:
Plus, we dig into the logistics of retaining and training a standing sales army. Resources from this episode: Social Media: | |||
| Investigating the Business Brain: Diving Deeper into Decision Science | 31 May 2022 | 00:34:51 | |
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:
Plus, we define the four quadrants of memory-making (and where your message should land). Resources from this episode: • Download the Behavior Change Blueprint
• Connect with Dr. Simon on LinkedIn | |||
| Neurosurgeon Dr. Betsy Grunch Helps You Level Up Your Conversational Finesse | 23 May 2022 | 00:27:57 | |
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:
Plus, we explore the importance of humanizing providers in your outreach. Resources from this episode:
Social Media: | |||
| Encore Episode: A Urologist's Advice to MedTech (Be Intentional, Steward Your Brand, and Enhance Workflows) | 16 May 2022 | 00:39:27 | |
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:
Resources from this episode: Social Media: | |||
| Encore Episode: Dr. Vinod Dasa Shares Advice Every MedTech Rep Needs to Hear | 11 May 2022 | 00:39:00 | |
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:
Plus, we dive into some MedTech sales do's and don’ts as told from the unique physician perspective. | |||
| No One Can Blaze the Trail for You: Dr. Scott Sigman’s Plea for MedTech to Think Differently | 02 May 2022 | 00:25:55 | |
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:
Plus, we explore laser therapy’s journey through red tape and skepticism to become a widely praised treatment option. Resources from this episode:
Social Media: | |||
| Leadership Anchored in Belief: A Blueprint for Building Morale and Protecting Culture | 25 Apr 2022 | 00:30:00 | |
“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:
Plus, we dig into examples of new leaders inheriting messes and turning them into triumphs. Resources from this episode: Social Media: | |||
| MedTech on the Rise: A Revolutionary Tool for Faster Recovery | 22 Jul 2024 | 00:27:29 | |
Imagine a patient struggling with post-operative recovery, and instead of accepting defeat, they speak up and change the course of recovery forever. That patient helped inspire Shehla Rooney to create a better solution. Today she is Co-Founder and CEO of GoKnee, a company designed to aid the recovery of knee replacement patients. In this week’s episode, sponsored by Alpha Sophia, we sat down with Shehla to learn more about her transition from an experienced physical therapist to a motivated business owner. The conversation showcases the practical challenges faced in healthcare and highlights how innovation can be driven by real-world patient interactions. We also explore how GoKnee has revolutionized post-operative care through a simple yet effective device. What we discuss in the episode:
Resources from this episode: Social Media: | |||
| The Pandora’s Box of Patient-Driven Testing: Why Diagnostics Will Never Be the Same | 18 Apr 2022 | 00:31:16 | |
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:
Plus, we explore the tricky business of “miniaturizing” everything while maximizing performance. Resources from this episode: | |||
| “Decision Science”: New Research on How Your Customers Interpret Risk and Frame Value | 11 Apr 2022 | 00:47:40 | |
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:
Plus, we dive into some of the many juicy contradictions of the human mind. | |||
| Lessons Learned in Driving Patient Engagement from TikTok Doctor Inna Husain | 04 Apr 2022 | 00:33:22 | |
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:
Plus, we talk about Dr. Husain’s TikTok doctor “haters,” and why she tries to reach even the most disillusioned patients. | |||
| Want to Be a Premier Revenue Driver? Stop Taking Orders and Start Taking Accountability | 28 Mar 2022 | 00:37:49 | |
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:
Plus, we explore ways to balance the dual responsibilities of sales and service more effectively. | |||
| How Soft Skills Make You Strong: Perfecting the Art of Storytelling to Close More Accounts | 21 Mar 2022 | 00:36:25 | |
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:
Plus, we dig into the neuroscience behind our brains’ inability to conceptualize the word 'don’t.' | |||
| Encore Episode: What Helps a Rep "Win Over" a Surgeon (It's Not What You Think) | 15 Mar 2022 | 00:38:14 | |
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:
Plus, we explore the advantage of pitching your most complex products first. | |||
| Physician Education: A Changing Landscape | 28 Feb 2022 | 00:38:36 | |
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:
Plus, we dig into COVID’s role in helping check egos and spur open channels of communication. | |||
| Are You a ‘Toxic’ Rep? Key Insights to Stop Hurting and Start Helping Private Practices | 21 Feb 2022 | 00:40:29 | |
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:
Plus, we explore why most reps tend to underestimate their ability to impact a practice. | |||
| A Surgeon’s Advice to MedTech: Be Intentional, Steward Your Brand, and Enhance Workflows | 15 Feb 2022 | 00:39:23 | |
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:
Plus, Dr. Brahmbhatt explains the issue with some reps’ unauthorized name-dropping habit. | |||
| Owning Your MedTech Career with Samuel Adeyinka | 07 Feb 2022 | 00:38:39 | |
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:
Plus, we explore the importance of drawing upon formative past experiences. | |||
| Dr. Mark McLaughlin on Overcoming Fear and Enhancing Physician Performance | 08 Jul 2024 | 00:21:41 | |
How often does fear prevent you from making decisions or taking action in high-stress environments? What if a deeper understanding of the brain could help your staff better navigate their roles and responsibilities within the practice? Dr. Mark McLaughlin joins us to offer a compelling framework to overcome fear and enhance performance. In this week’s episode, sponsored by Alpha Sophia, Dr. McLaughlin discusses his recent book, "Cognitive Dominance: A Brain Surgeon's Quest to Outthink Fear," which explores the dualistic nature of the brain—comparing the instinctual 'Brain 1.0' with the more rational 'Brain 2.0'—and how professionals can harness this understanding. We also investigate real-world applications of these insights, particularly in addressing the challenges faced by medical practitioners, such as burnout and systemic inefficiencies. What we discuss in the episode:
Resources from this episode:
Social Media: | |||
| Showing Physician Partners What’s Possible with Better Banking | 04 Feb 2022 | 00:30:50 | |
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:
Plus, we dig into why personal relationships—not balance sheets—should drive banking. | |||
| How to Be the Most Hirable Rep in the Room: Elevating Professionalism, Seizing Opportunity | 26 Jan 2022 | 00:34:25 | |
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:
Plus, we define the ‘curse of knowledge’—and why you need to break it to land a better role. | |||
| 6 Key Medical Sales Insights to Move the Needle in 2022 | 21 Jan 2022 | 00:13:12 | |
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:
Plus, we explore the modern rep’s responsibility to empower the patient. | |||
| Financial Independence for MedTech Reps: Putting Your Money to Work | 10 Jan 2022 | 00:38:55 | |
"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:
Plus, we explore how entrepreneurialism also tends to make people rich in unique human experiences.
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| Physician Accounting Fails: 3 Rules to Pass Along to Your Physician Customers | 03 Jan 2022 | 00:14:52 | |
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:
Plus, we explore popular misconceptions that unnecessarily complicate accounting for physicians. | |||
| Resetting Your Mindset for 2022: What Every Rep Should Know | 27 Dec 2021 | 00:23:55 | |
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:
Plus, we explore adopting what works—and discarding what doesn’t—from the mindsets of colleagues and competitors. | |||
| Helping Physicians in 2022: Give Them a Battle Plan for Better Managing Staff | 20 Dec 2021 | 00:12:13 | |
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:
Plus, we get explore how leaders—physicians or otherwise—can meaningfully address a lack of trust. | |||
| Shifts in MedTech Company Culture: Where to Make Concessions and Where to Draw the Line | 14 Dec 2021 | 00:40:04 | |
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:
Plus, we touch on the necessity of self-awareness when charting a career path. | |||
| Seeing What Others Miss: Techniques for More Authentic Communication | 06 Dec 2021 | 00:33:53 | |
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:
Plus, we talk about where (and when) you should be directing your eyes while speaking on Zoom calls. | |||
| Encore Episode: How to Position Yourself as a Partner vs a Sales Rep | 29 Nov 2021 | 00:36:15 | |
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:
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. | |||
| What Does the Future Hold for Surgical Robotics? Insights from an Industry Expert | 24 Jun 2024 | 00:44:51 | |
Imagine a world with consistently precise surgical outcomes. We see firsthand how combining tech and human skills can enhance processes and improve outcomes. So why wouldn’t we bring these capabilities to medical practices? In this week’s episode, sponsored by Alpha Sophia, CTO and Co-Founder of Galen Robotics, Dave Saunders, pulls back the curtain on the cutting-edge world of surgical robotics. He passionately articulates how modern surgical robots are not just about the hardware but are increasingly defined by the software and algorithms that drive them, creating opportunities for more precise and safer surgeries. What we discuss in the episode:
Resources from this episode: Social Media: | |||
| How to Package Your Talents and Land Your Next Big MedTech Opportunities | 22 Nov 2021 | 00:35:28 | |
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:
Plus, we explore the subtle ways recruiters sniff out half-hearted (or otherwise problematic) candidates. | |||
| Practical Tips for Retraining Your Brain, Overcoming Biases, and Cultivating a Growth Mindset | 15 Nov 2021 | 00:23:57 | |
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:
Plus, we explore why most people’s relationship with the word “If” is dangerous. | |||
| How to Cure “Commission Breath” with a Curious, Consultative Approach | 08 Nov 2021 | 00:30:12 | |
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 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. | |||
| How to Fuel a High-Performing Team with Accountability, Transparency, and Support | 01 Nov 2021 | 00:42:56 | |
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:
Plus, we explore how—and why—so many medical sales teams lean toward self-sabotage. | |||
| Connecting Reps Nationwide: The Lobby Medical Sales Network's Impact | 10 Jun 2024 | 00:21:10 | |
It’s no secret that networking is a powerful tool for creating connections, building credibility, and identifying new opportunities. But with so many professionals building networks, it can be easy to get lost in the vastness of platforms like LinkedIn. So how can we find the right network with ease? In this week’s episode, sponsored by Alpha Sophia, Kendy Elmore shares his journey from a high school science teacher to a medical sales rep, ultimately leading him to create a nationwide networking group for medical sales professionals. The Lobby Medical Sales Network aims to bridge the gaps in the industry by providing a universal platform for reps to connect, share resources, and advance their careers through in-person and virtual events. What we discuss in the episode:
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| How Top MedTech Companies Use Behavioral Science to Enhance Sales | 27 May 2024 | 00:35:17 | |
In an increasingly competitive field, medical sales leaders constantly seek tools and tactics to help them get ahead. So how can you optimize your team and elevate results? Mike Zani suggests focusing on the transformative power of behavioral science. In this week’s episode, sponsored by Alpha Sophia, we sat down with the CEO of The Predictive Index to learn more about how understanding behavioral assessments can revolutionize interactions with customers and enhance team dynamics within medical device companies. Zani highlights the Predictive Index tool's capability to reveal behavioral styles through a psychometric assessment and discusses its application beyond mere employee selection to improving customer relationships and sales strategies. We also explore the strategic use of behavioral insights in medical sales, emphasizing the practical benefits of "decoding" interpersonal interactions for more effective communication and negotiation. What we discuss in the episode:
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| Cultivating High-Performance Teams in MedTech with Kris Krustangel | 13 May 2024 | 00:33:03 | |
How many medical sales professionals worry more about how their presentation is received than the actual substance of their work? Why do performance aesthetics take precedence over genuine problem-solving and leadership effectiveness? Kris Krustangel, Vice President of Sales at Virtus Medical, delves into the transformative power of self-awareness and humility in medical sales. In this week’s episode sponsored by Alpha Sophia, Kris reveals how his journey underscores the nuanced balance between confidence and ego in the realm of medical sales. His experiences illuminate the challenges and growth opportunities within the industry, particularly how personal ego can obstruct genuine progress and leadership development. What we discuss in the episode:
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| Elevate Your Medical Sales Career: Strategies from a Seasoned Coach | 29 Apr 2024 | 00:27:50 | |
Dressing for success isn’t just a thing of the past. In fact, with the evolving landscape of the interview process, some tactics hold more weight than ever before. So how do you position yourself for career stability regardless of the transformations taking place around you? In this week’s episode, sponsored by Alpha Sophia, Angie Lambrou, a seasoned career coach and author of "Master the Medical Sales Interview," sheds light on common pitfalls that even experienced medical sales executives face during the interview process. She also reveals how inadequate preparation leaves many candidates missing out on opportunities and strategic job search techniques that bypass traditional routes like job boards and recruiters. What we discuss in the episode:
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| Inside iHLTH: Dr. Eva Imperial's Fight Against Hidden Healthcare Costs | 15 Apr 2024 | 00:28:28 | |
How often do you receive medical attention only to be blindsided by a huge invoice? Why does the issue only seem to exist in the medical space? And what can we do to promote transparency in the industry? In this week’s episode, sponsored by Alpha Sophia, Dr. Eva Imperial, CEO and founder of iHLTH, shares her motivation for starting an organization that brings transparent pricing to lab tests and allows patients to bypass the doctor's office for these services. Her story highlights a personal and professional journey towards making healthcare more accessible and affordable, challenging the status quo of opaque healthcare pricing and practices. What we discuss in the episode:
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| Breaking the Mold: How Grit and Resilience Transform Medical Sales Careers | 01 Apr 2024 | 00:33:52 | |
Burnout plagues us all at some point in our professional lives, but it’s not always easy to identify, or overcome. So how can you master your profession if you’re unable to master your own feelings? It requires grit and resilience. In this week’s episode, sponsored by Alpha Sophia, Danielle Cobo, a transformational speaker, bestselling author, and seasoned medical sales professional, shares invaluable insights on resilience, leadership, and overcoming adversity. With a career spanning 15 years in the competitive realm of medical sales, Danielle has not only excelled but also transformed her hardships into opportunities for profound personal and professional development. Through her journey, Danielle offers actionable strategies for dealing with burnout, embracing vulnerability, and setting the foundation for a fulfilling career in medical sales. Tune in for more on:
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| Encore: Challenger Sale Author, Brent Adamson, Talks Surgeon Buying Behavior | 25 Nov 2024 | 00:46:37 | |
Back by popular demand, Brent Adamson, the mind behind The Challenger Sale and The Challenger Customer, returns to our podcast for another encore. In this episode, sponsored by Physician Growth Accelerator, Brent continues to unravel the complexities of modern sales dynamics specifically tailored to the unique challenges faced by surgeons and medical practitioners. As physicians focus on patient care, the need for clear and concise information from sales reps becomes crucial. Brent delves into effective strategies that sales professionals can employ to not only enhance the decision-making process for surgeons but also to secure their trust and confidence in an increasingly competitive market. Join us for more on:
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| Building Digital Trust in MedTech: The MTV Approach | 18 Mar 2024 | 00:38:52 | |
In the dynamic world of MedTech, where innovation is the lifeblood of progress, Jay Pendleton, founder of MedTech Voice, offers a compelling perspective on the power of storytelling in building trust and driving success. In this week’s episode, sponsored by Alpha Sophia, Jay underscores the importance of authenticity and digital trust in a landscape inundated with content and information overload. We also learn about his journey from the corporate MedTech world to the realm of entrepreneurship, highlighting the pivotal role of storytelling in shaping brand identity and fostering connections. In the episode, we also discuss:
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| From Idea to Asset: How Patents Propel Medical Device Startups | 04 Mar 2024 | 00:23:38 | |
The long and tedious patent process has become an outdated source of delay for innovators across the globe. With today’s technology, you can protect your innovations faster than ever. So when should you pursue a patent? And how can startups thrive in this rapidly evolving space? In this week’s episode, sponsored by Alpha Sophia, Bao Tran, founder of PowerPatent Inc., joins us to explore the crucial role patents play in the medical device startup landscape. Dispelling common misconceptions, Bao emphasizes patents as assets rather than expenses, enabling startups to attract investors and safeguard their market presence. We also discuss how startups can efficiently navigate the patent process to ensure timely protection and competitive advantage by leveraging technology and strategic filing approaches. What we discuss in the episode:
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| Unconventional Wealth Building Strategies for MedTech Sales Reps: A Conversation with Lane Kawaoka | 26 Feb 2024 | 00:30:23 | |
We all strive for financial freedom, but are we approaching it the right way? What if the traditional path is no longer the most effective path? Lane Kawaoka, author of “The Wealth Elevator” asked himself these same questions before challenging the status quo. In this week’s episode, sponsored by Alpha Sophia, Kawaoka joins us to share his journey from the traditional path of a civil engineer to a savvy real estate investor and financial strategist. He challenges common beliefs about investments and taxes, offering eye-opening insights that defy conventional wisdom. Lane also discusses his approach, which involves leveraging alternative investments like rental real estate and syndications to create passive income streams that significantly reduce tax liabilities. What we discuss in the episode:
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