Motion vs Action: Avoiding the Service Trap with Steven Cook
So, you want to be a sales professional? It’s going to take a lot more than selling a product, getting paid, and calling it a day. It’s going above and beyond in every aspect of the role and facing an important fork in the road: Can you step out of your comfort zone, say no to business when it’s not the right fit, and establish leadership without stepping on anyone’s toes?
From Crossing the Chasm to Zone to Win with Geoffrey Moore
As a startup with disruptive tech…your enemies are on the outside. But what happens if you are an established enterprise…your battles are within. Too many enterprises end up losing momentum by running the wrong playbook at the wrong time.
Scaling Access to Connections with David Moser
Can we bring a door-to-door approach to the modern age? Building a relationship with office staff and learning how to navigate their space is still important, but we need to take our approach to the digital world. And instead of talking to a few people in the office, you can reach an infinite audience depending on what you do for yourself online.
The Death of Differentiation in Sales with Sanjeev Loomba
How could an industry that’s riddled with a lack of innovation possibly be ahead? There’s still a lot of room for improvement, but MedTech focuses more on value for the patient than differentiation. The focus is to provide the best possible solution for the ones that need it most. When you can consistently operate from that perspective, hitting a quota becomes secondary.
Identifying Innovation Killing Ideas in MedTech
Imagine if the entertainment industry never took a disruptive leap to completely redesign tech products. Television sets would weigh 600 pounds and you’d get maybe 20 channels. Now pivot to medical devices. Most infusion pumps in the market today were designed in the 1980s and were successful.
Stupid Things the MedTech Industry Does with Omar Khateeb
Still stalking physicians in hospital cafeterias? Does your company applaud you for being asked to leave? If so, take a step back and a glimpse forward. You’re not doing yourself any favors. Success in medical device sales needs something radically different these days.
Pushing Organizations Out of Comfort to Achieve More Sales
How do you achieve high sales rates in markets around the world? Identify the ideal distributor in each country, drive up their engagement and competency through personalized training, and teach them the ins and outs of the systems you have in place. At the end of the day, holding everyone accountable builds confidence and drives results.
How to Expand Your Influence and Attract Opportunities with Johnny Caffaro
If you’re scared to begin building your presence on LinkedIn, you’re not alone. In this episode, Johnny shares how he's leveraged his personal brand, expertise, and industry presence to open doors, close deals, and more.
Tips and techniques to avoid the default “No” in sales
Trying to gain access to a medical office or surgeon? Chances are, you may be going at it all wrong. In this episode, we learn how Jessica Zampedri, a consultant for orthopedic and spine surgeons, is approaching the challenge of access and how she’s building net new relationships in strategic ways.
The Shifting MedTech Market: Surviving Budget Cuts, Sudden Insurance Changes, & More
There are a lot of macroeconomic events unfolding right now, and they're affecting budgets at MedTech companies across the country. How are those budget changes impacting execution in the field? We've gotten multiple requests to discuss multiple concerns that are hitting the market. From navigating sudden insurance changes to hitting quotas with less resources at your disposal, we'll walk you through the minefield that is today's medical device sales market and focus on the proven tactics that will see you through turbulent times.
Encore Episode: Techniques for More Authentic Communication
We’re revisiting fascinating insights from communications expert and Authentic Influence Group CEO Shelly O’ Donovan, who coaches executives and sales teams on the power of body language, tone, and micro-expressions. Take a listen and learn how you can recognize dozens of subtle, largely subconscious human behaviors to secure buy-in, preserve trust, and ultimately drive business.
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