Unconventional Wealth Building Strategies for MedTech Sales Reps: A Conversation with Lane Kawaoka
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.
Earning Trust and Rapport: The Power of Persuasion with Mark Wigginton
All paths lead to growth… if you can stop running from yourself. But what does it really take to stop searching and start living? Mark Wigginton, certified professional coach, sales strategy advisor, and founder of Focusing on Results unlocked his full potential when he decided to change his focus.
Encore: The Challenger Sale and Jolt Effect with Matt Dixon
Matt Dixon is the Founding Partner of DCM Insights, and co-author of four of the most important sales and customer experience books of the past twenty years, including The Challenger Sale and his latest book, The JOLT Effect: How High Performers Overcome Customer Indecision. He’s also the guest on one of our most popular episodes!
Encore: Why Sales Stall and How to Fight Back with Author of The Jolt Effect
It wasn’t long ago that Ted McKenna, an accomplished sales and customer experience researcher, founding partner of DCM Insights, and co-author of The Jolt Effect: How HighPerformers Overcome Customer Indecision joined us to talk about customer indecision.
Encore: Nothing Elevates Performance More Than Great Coaching
One of the first interviews we ever recorded remains relevant to sales leaders everywhere. Bill Eckstrom is a renowned keynote speaker, founder and CEO of EcSell Institute, and author of The Coaching Effect. He’s not just passionate about growth, he’s obsessed with it.
Decoding Competitors: A Guide to Anticipating MedTech Industry Moves
Dismissing competitor decisions is common ground for sales teams, especially when you focus on the advantages of your products. But, what if you could use the decisions of your competitors as a tool to predict their future moves and carve out a competitive advantage?
Why Sales Stall and How to Fight Back with Author of The Jolt Effect
Salespeople spend valuable time on conversations that lead to dead ends because customers don’t feel confident making decisions. So how do you navigate a conversation with a buyer in a way that can help them avoid analysis paralysis or other forms of indecision?
Pushing vs Listening: How Each Affects Your Product Adoption
What separates companies that innovate and grow, vs innovate and die? It comes down to feedback and the product lifecycle. And there are key ways you can improve the customer experience from day one that will help the dominoes fall in your direction.
Universal Principles for Creating Legends with Gair Maxwell
Why do people line up for one coffee shop when there’s an empty one three blocks away? What draws people to a product so much that they’re willing to sacrifice time out of their day to get their hands on it? How do you propel your product or service to legendary status? The answer may be more straightforward than you would have thought.
The Challenger Sale and Jolt Effect with Matt Dixon
Did you know that 40-60% of the average sales pipeline stalls out due to not moving forward? Author of The Challenger Sale Matt Dixon calls these no-decision losses. And they plague sales teams the world over, which is why he’s back with new research and a new book sharing what the best sellers do to overcome this problem.
The Proven Path to Career Advancement: Actionable Tips From Bret Barrie’s New Book
When is the last time you participated in a dress rehearsal? Let us rephrase that. When is the last time you dressed for the role you wanted, took actionable steps to showcase your ability to perform in that role, and gathered valuable feedback from the ones calling the shots? If you’re seeking career advancement, there are tactics to help you get there.
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.
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.
Encore: The Leader’s Guide for Resetting Your Mindset for 2023
We all operate in two types of mindsets: fixed vs growth, as outlined in psychologist Carol Dweck’s landmark book “Mindset.” With the new year on the horizon, there’s no better time to revisit the issue with “problem territories,” and reset your mindset!
Resetting Your Mindset for 2022: What Every Rep Should Know
You may operate with a growth mindset in some areas, but are you reverting to a fixed mindset where it counts most in your business? In our review of psychologist Carol Dweck’s landmark book “Mindset,” you’ll learn the problem with “problem territories,” why pointing fingers at marketing doesn’t make you a better sales rep, the necessity of letting yourself suck at something new, and the reason talented kids often grow up to be risk-averse adults.
How to Implement the “Psychology of Persuasion” in Your MedTech Sales: Part 2
How valuable is your authority as a MedTech rep if anybody can access it at any time? MedTech reps should be concerned with granting partners access to their expertise and resources—not with being taken for granted. This week we’re picking up where we left off in Robert Cialdini’s classic book “Influence” and highlighting the MedTech connection to its final three principles: liking, authority, and scarcity. In this episode, you’ll learn how to take a stronger position in your sales conversations and strategically guard your resources.
How to Implement “The Psychology of Persuasion” in Your MedTech Sales
What’s the difference between interesting info and transformative knowledge? Grasping concepts in the abstract is one thing, but understanding how they graph on to your daily grind can be difficult without practical, industry-relevant examples. That’s why we’re taking a deep dive into Robert Cialdini’s beloved best-seller, “Influence: The Psychology of Persuasion,” to highlight the MedTech connection to three of its six core principles. In this episode, you’ll learn how to use the power of reciprocity, call out customers on their commitments, and properly leverage social proof for greater impact.