Featured Episodes

After 22 years of teaching in England, Phil Gostling was ready for a new challenge and took the leap into medical sales. Hard? Yes. But his lessons are gold and his approach to the industry can teach even the most seasoned sales teams about the importance of learning and listening.

Painful attacks swarm our minds, and that can be especially true in the chaos of holiday travel. As we prepare for the long weekend among family and friends, it’s easy to become riddled with negativity bias delivered to us by the autopilot brain.

Working hard is essential for success. But it’s not a long-term solution for your leadership credibility. In fact, you may need to “unlearn”some behaviors and beliefs that got you to where you are today. Leadership coach and author Jeff Shannon digs deep into these very topics in his book:“Hard Work is Not Enough.”

Everyone's favorite Mad Device Rep discusses some of the problematic mindsets reps have around learning, and how this might be holding you back. Plus, learn why coaches and mentors are a must-have for sales success.

Why do so few medical professionals start companies to address the problems that bother them in the industry? Learn why ability and know-how isn't the key thing holding physicians back, and how they can shift into the entrepreneur seat.

When cognitive neuroscientist Dr. Carmen Simon says humans are cognitively lazy by design, she means it as a compliment to efficient biology. Join us as the chief science officer at Corporate Visions and B2B Decision Labs helps us investigate the ‘business brain’ and shows us how to create ‘cognitive ease-infused’ sales content.

By definition, there can be no instruction manual for thinking outside of the box—but we all know it when we see it. And lately, the creativity Dr. Scott Sigman has seen from some reps has him feeling hopeful. The opioid-sparing orthopaedic surgeon is no stranger to innovation himself; he’s the chief medical officer for OrthoLazer, a company whose proven laser therapy and unique franchise model is zapping the status quo for pain relief treatment. In this episode, Dr. Sigman offers real-life examples of how reps can organically plug into KPOs’ online ‘ecosystem’ and lean into the entrepreneurial spirit.

If you’re asking your team to march through muck and mire toward your company’s goal, are your boots the first pair on that path? Join us as Larry Anderson, VP of commercial and strategic initiatives at BG Medical and U.S. Army veteran captain in the 101st Airborne division, shares practical insights on what is—and what isn’t—exceptional leadership. Learn how to divorce ego from your leadership, create a constructive environment for complaints, and build lasting morale.

What if you could get 10 percentage points back from all those no-decision deals simply by turning your ‘Why Us’ story into a ‘Why Change’ story? Tim Riesterer has seen it happen in the wild. He’s chief visionary at B2B Decision Labs, which conducts thought-provoking experiments to understand how humans conceptualize risk, frame value, and make decisions. In this episode, you’ll learn how to use precise language to bypass peoples’ risk-averse biology and why “value only lives in contrast.”

When you hear ‘viral on social media,’ you probably imagine some random nugget of time-tanking brain candy. But what if that content was a board-certified medical professional addressing real patient pain points in a fun, authentic way? Join us as we chat with Dr. Inna Husain, a Northwestern- and Harvard-trained ENT with a fellowship in laryngology whose pioneering use of platforms like TikTok is making waves in the medical field. In this episode, you’ll learn the do’s, don’ts, and surprising capabilities of social media as a means of patient engagement.

Francisco Martinez will be the first to admit that when he initially started in medical sales, necessity—not integrity—was the driver of his career. Today, he’s a sales coach, trainer, and productivity enthusiast on a mission to dignify selling and help high achievers go beyond transactions. Join us as we explore his 180-degree mindset shift, tap into the power of humility, discuss the industry’s growing need for hard truths and clear motives, and more.

Don't just give customers fact sheets—give them aha moments by telling a gripping story that casts them as the main character. Our guest John Livesay, award-winning sales professional and author of “The Sale Is in the Tale,” specializes in turning case studies into case stories. Even surgeons and hospital administrators base purchasing decisions on emotional responses, and he argues reps don’t tug hard enough on heartstrings. Join us to learn how you can drive more sales with clear, concise, and compelling stories that your customers can remember and repeat in the ‘meeting after the meeting.’

If you don’t actively make a doctor’s life easier, then you automatically become another thing that they dread, says Dr. Sandra Weitz. In this episode, the host of The Private Medical Practice Academy podcast walks you through the decision-making process of a private practice and ASC owner. Learn from the good, the bad, and the ugly of her experiences with MedTech and find out if you’re a 'toxic' rep.

What kinds of MedTech rep behaviors and approaches make doctors cringe? Join us as urologic surgeon Dr. Jamin Brahmbhatt shares constructive critiques of the industry as well as insights on how reps can first learn—then enhance—an office’s workflow.

Try as we might to pretend that our professional and personal lives are perfectly separate, there’s no denying these two ships have—and will always have—the same captain. That means the limiting beliefs that hold you back personally are likely manifesting professionally. Samuel Adeyinka, founder of the full-service media and training company “Evolve Your Success,” joins the show to discuss why all professional achievement is anchored in personal growth.

Not sure you’re really in the right specialty? Tired of battling the status quo in a company that promised you the moon? It’s time to get inside the minds of today’s MedTech hiring managers. We sat down with premier MedTech recruiter David Bagga 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 managers never want to see, and some deal-breaking social media faux pas to avoid.

As a med device sales rep, you hustle hard to make what you make—so why aren't you putting that money to work for you? This week, we’re joined by Chris Larsen, a longtime investor, former medical device sales rep, and founder of Next Level Income. Join us as he explains how almost anyone in the industry can begin implementing the not-so-secret money management strategies of the ultra-rich to achieve financial freedom.

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.

Sure, someone might nod along with what you’re saying and vocalize agreement, but could you recognize the exact moment you started to lose them in your conversation? Shelly O’Donovan, CEO of Authentic Influence Group, joins the show to explain how MedTech reps can gain a competitive advantage simply by recognizing dozens of largely subconscious indicators. In this episode, you’ll discover why learning to read ‘micro-expressions’ can have a major impact on your relationships, and how other forms of subtle, authentic communication help you unlock the deep trust that drives business.

MedTech recruiter Hilary Trader’s message is loud and clear: Stop acting like you’re on a first date or at a dinner party when interviewing for jobs. You need to set humility aside and sell yourself like a product—close hard and fast, or don’t bother showing up. In this week’s episode, you’ll learn how you can better market yourself 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.”

“Why”—when we use this word to question others, it can easily be perceived as an attack or judgment. But when we apply it to ourselves to better understand our own behaviors, it’s the start of personal growth. 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 opportunities and the importance of recognizing our own biases. Join us to explore actionable ways you can start building habits that bring out the best in your brain.

What’s the fastest way to cure “commission breath”? Tracking the progress of your true end users and realizing this job is much, much bigger than you. SPR Therapeutics’ regional sales manager Mase Bowman joins the show to share how keeps himself humble yet hungry in the neuromodulation and interventional pain space, helping docs do more procedures with creative solutions. In this episode, learn why reps should work to uncover the dynamics of the C-suite in charge of value analysis, why the greatest professional sin is a lack of a curiosity, and some powerful examples of lead nurturing.

What do we fundamentally misunderstand about positive people and their healthy relationships? Sales mentor and 36-year MedTech pro Chip Helm wants to set the record straight: Optimism is a conscious decision made daily, and no one ever lacks time for someone else—they simply choose not to make it. In this episode, you’ll hear a no-nonsense outlook on sales follow-up, hard truths about relationships, how to find true North in our personal and professional lives, and misconceptions about attitude.

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.

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.

What if the market for your solution is a million times larger than you think it is? And one simple message could trigger an avalanche of new demand… In this episode, Corey Oldenhuis, one of our behind-the-scenes producers, joins us as a guest host to help break down a recent orthopaedic advertising program that generated dozens of appointments in a matter of days. Learn what they did, the role of empathy in driving key outcomes, and how to agitate the market through patient education.

Is it fair to be judged by the mistakes of a previous rep? Of course not, but breakout rep Jacob McLaughlin says it doesn’t matter—we have to own past mistakes and empathize with doctors when they say, “This machine sucks.” In this interview, the former personal trainer shares how he entered an underperforming territory with zero medical device sales experience, battled negativity, and reestablished trust where veteran reps thought it was impossible.

Money talks, but not everyone can make sense of money-speak. In this episode, private wealth advisor Daniel Rooney and Managing Director of Northwestern Mutual Los Angeles James Verzino help us cut through a jungle of terms to reveal core wealth-building principles that need to be on every rep’s radar. Learn how to interpret the value of potential employer compensation packages, diversify your savings and investments, and treat yourself as an invaluable asset through every phase of your plan.

How does a surgeon put their pants on? One leg at a time, just like you. Author and long-time rep Peta Sitcheff reminds us that medical professionals are still emotionally driven buyers. They’re numb to numbers and need someone who can speak to the stressors that keep them up at night. In this interview, learn why reflecting on your legacy each day will transform your approach to human connections for the better.

How can you position yourself as someone who reduces risk for their potential employer? Jordan Chase of Chase MedSearch says that’s the question you need to be asking in today’s cautiously optimistic MedTech jobs market. We sat down with him to discuss practical ways you can differentiate yourself with tech-savvy, C-suite selling, and good old-fashioned hustle.

Is our physical voice the key to curating deeper relationships online? On the social audio platform Clubhouse, engineer-turned-marketer has already built a 50,000+ community called the MedTech Club. In this interview, we talk to Henry about his unique patient journey, background in emerging healthcare technologies, and passion for creating authentic engagement via social audio platforms.

“Get deep in your function. Reach out to others in the organization. Then look up and out at the bigger picture.” Sage advice from President and CEO of EM Device Lab, Pat Kothe, who joins us in this episode to share pearls of wisdom from his years climbing the ranks in the med device industry. You might be surprised to learn how much more fulfilling your career as a MedTech sales rep can be by simply breaking down organizational barriers and working in lockstep with your colleagues.

Did you know more than 40% of salespeople struggle with mental health? Sure, we know how to influence the buyer, how to get in their heads…but what about our own heads? Sales mentor and founder of the Sales Health Alliance, Jeff Riseley, joins us in this episode bring the conversation out into the open, end the stigma, and share tips to help you better navigate stressful situations.

Get the best of the MedTech industry insights in this action-packed episode If you’re looking to get into The Medical Sales Accelerator Podcast but not sure where to start, this “best-of” compilation will get you up to speed with the first 10 episodes.

Bill Eckstrom is a renowned keynote speaker, founder and CEO of EcSell Institute, and author of The Coaching Effect. As the world’s foremost authority in metric-based performance coaching and growth, he’s here to help you understand, measure, and elevate the impact of your coaching.‍

Find out how to transform giving feedback from an uncomfortable interaction to an empowering conversation that motivates and inspires your MedTech sales team.