Featured Episodes

Cancer left undetected can swiftly evolve from a silent threat to a devastating diagnosis. But what if cancer could be detected and treated at its inception? Sumit Rai, CEO of Cancer Check Labs, is on a mission to dramatically increase survival rates.

Do you understand the financial complexities that challenge your medical clients every day? Unlock the secrets to mastering the obstacles your clients face and solidify your value in the competitive medical sales industry.

Mastering the art of conversation isn’t all about talking – it’s about truly listening. So how can you train your team to prioritize meaningful dialogue over unappealing monologues? Mike Esterday and Derek Roberts, co-authors of "Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance" join us to explore the depths of sales conversations.

Every relationship goes through stages, including the relationship between private practice physicians and private equity groups. So what are the red flags you should watch out for? What traits make for a good marriage? We explore the crossroads with Thomas Cunningham, Director of Business Development at Physician Growth Partners.

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.

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.

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 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.

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.

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?

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?

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 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.

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?

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.

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.

Driven leaders strive for excellence and require the same from their teams, but is demand for results void of open communication the most effective way forward? Or is there an approach that promotes organizational success alongside personal growth?

Sales and marketing are supposed to collaborate in the pursuit of a shared goal. But there are many tales of lacking respect in the industry. Salespeople grind daily only to have marketers change the narrative around how to close more deals. So how can MedTech companies unleash a more collaborative approach that generates more revenue?

Artificial intelligence has been around much longer than people realize. However, as early adoption meets mass adoption, why is the medical device industry still hesitant here? Perhaps the industry requires an outsider’s perspective to revolutionize how we operate.

Finding highly qualified candidates with impressive experience can be exciting for a growing practice. But hiring the wrong person can be costly. So how can MedTech companies optimize hiring practices to ensure alignment and success from start to finish?

What do physicians really think of medical device? We’ve discussed this very question and more with previous guest, Dr. Qasim Butt. He’s an interventional nephrologist, medical consultant & advisor, and founder of Your Kidneys Your Health.

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!

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.

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.

You don’t need a better product to close more deals. You need a better story. So how can you better craft your messaging to ignite interest in every client? CEO and founder of Oratium, Tim Pollard, emphasizes simplicity, customer-centricity, and the importance of building a message rooted in a real customer problem.

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?

Success often hinges on a delicate balance between technical prowess and mental fortitude. So how can we harness the untapped potential of the human mind to propel sales teams forward? Maintaining confidence without veering into cockiness becomes an important discipline.

Believe it or not, knowledge can be a curse when it comes to medical sales. If sales reps are leaning into clinical and product knowledge too much, it can take away from the connection their clientele often desire. So what can sales leaders do to help develop their teams for maximum impact?

Patients enter a black hole as soon as they leave their physician’s office. They’re expected to keep up with intense regimens and care for themselves as their doctors do. Unfortunately, this often leads to unnecessary medication errors, inaccurate data, and potentially harmful dosage increases. But what if there was a way to support patients beyond the clinic?

Physicians across the country continue to trudge through the difficulties of documentation. Most are still using legacy software that requires excessive time and effort. What if you could streamline the workflow and save dozens of hours along the way?

Think about it, the company that sells you your deodorant knows more about you than a medical device company. Why does that seem so backwards? But what if we told you there’s a tool available for medical device companies to gain valuable insights about 2.8 million healthcare practitioners?

What if you never had to worry about missing calls and losing sales, and sales STILL kept moving? It may be out of your comfort zone, but adopting inside sales tactics has been proven to accelerate growth and reduce costs. But how do you do that in an industry that is known for the power of face-to-face meetings and hands on demonstrations?

How many tests does it take to get product approval? The world may never know. But if you’re not consulting your human factors team until the last minute, you may be creating unnecessary roadblocks. And sometimes those roadblocks are hiding in plain sight.

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.

Did you know that sepsis is the leading cause of death, costs, and readmissions in hospitals nationwide? Additionally, the standard of care blood tests used to diagnose the infection in an average hospital is wrong 40% of the time. So, what’s being done to address this concerning data in the healthcare system?

It’s no secret that how you sell and who you sell to is critical for company growth, but how do you navigate variables outside of your control? Healthcare is seeing an increase in consolidation across the board, leaving little room for small to mid-sized companies to operate. In this week’s episode, sponsored by TrackableMed, we put the health ecosystem under the microscope to understand more about what’s happening.

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?

It’s no secret, there are a few things missing from the field of medical device. But how do we bridge the gap and connect all the items that sales reps deal with on a day-to-day basis? It starts by building awareness.

How often do we hear people say the customer is always right? While the idea behind the phrase goes a long way, do your customers really know what’s best for their practice? It seems like there’s a new product or solution every day. Physicians can’t be expected to know everything while they’re tirelessly doing what they trained their whole lives to do – save lives.

Is it possible to check all the boxes when it comes to delivering value? Patients value treatment and the overall experience, doctors value time and productivity, and office managers value organization and minimal disruptions. It can be a tall order.

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.

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.

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.

Some physicians seem to avoid medical device reps at all costs. Others seem open to conversations but may be skeptical of the intention behind them. And many don’t have the power to make a final decision anyway. So, what do physicians really think of medical device?

Is your team trained to recognize customer-first innovation? And how does that get reflected in the mission and everyday execution of your goals? David Carey unravels the process of creating a client-oriented mission statement to act as a north star for the entire company. He also sheds light on the importance of bringing the right people to a startup environment, how his diverse career path helped him land where he is today, and why it’s important to enter the arena as fast as you can.

At times, medical device sales can feel like a never-ending treadmill – when’s the last time you stopped and looked around? Are you truly living the life you want and making the impact you dreamt of making? Rebecca (Becca) Kinney, owner of Cypress Rise Inc. joins us to unravel how self-care and self-expression have helped her succeed in ways she never thought possible.

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.

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?

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.

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.

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.

Outside of competitions on the Food Network, would you ever give a baker a set of recipes and expect them to make a cake out of it? Of course not! Ironically, we see physicians forced to perform their jobs based on the perspective of implant manufacturers every day. Not only does that limit the professionals who know what’s best, but it’s a huge disservice to patients needing effective care.

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.

The Medical Device and MedTech world is changing, and not everyone is ready to change with it. But for those who see this and want to jump on board, it can be a challenge to navigate. So how do you adopt new strategies to stay ahead of the shift? Eric Anderson believes technology, specifically social media, is a key factor.

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.

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.

In a world of instant gratification, why is it so difficult to get in touch with your local medical device representative? RepSource founder Cheryl Halbert joins us to talk about the genesis of the virtual sales roster, making it easier to connect with local medical device sales representatives.

With her experience as a nurse, Aryn provides a unique perspective as she transitioned to medical device to sales, and then to device marketing. This episode hits on market agitation and how medical device professionals can work smarter, and dive into valuable tactics to find the right customers.

New ideas are the lifeblood of innovation. But too often ideas get stuck in silos. As a result, we get absorbed by tunnel vision that prevents us from exchanging ideas, feeding our curiosity, and accepting our failures.

Struggling to make sense of a mess of customer data in your sales process? Learn how sellers can reach more key decisions makers and arm themselves with the data that’s most useful when selling to each unique customer.

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.

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.

What separates people who accomplish great things from those who spin their wheels? Mindset. Rhonda Petit is a sales and mindset mentor and author of “The Spirit of Selling: Using Universal Laws for Sales Success”.

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.

Disarming social skills and commanding product expertise—Dr. Mohamed Draz rarely meets a rep with both. Join us as the senior clinical fellow in neurosurgery at NHS Scotland explains why the often-overlooked junior surgeon and support staff hold the key to a rep’s long-term success, and how reps can let their expertise shine by communicating with them more empathetically.

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.

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.

Accounting for small businesses is black and white—so why are your physician customers seemingly stuck in the grey zone? Join us as we discuss some of the eye-opening stats and accounting principles presented by Matt Garrett of TGG Accounting in the Growth-Driven Practice Series. In this episode, you’ll learn why “accrual accounting is the only accounting,” the shocking prevalence of small-business theft (plus the most effective ways to guard against it), and three rules to simplify accounting for practice owners.

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.

The referral network giveth, and the referral network taketh away! In this episode, you’ll learn 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.

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.

What if you always treated your MedTech business like a moonshot? As JFK famously said, “We choose to do these things not because they are easy, but because they are hard.” That’s the spirit behind Johnny Caffaro’s approach to business development: Sell your most complex product first, then back your way into the primary products. We caught up with the director of Sales for the West at United Orthopedic Corporation to explore the psychology behind this tactic. In this episode, you’ll learn what it means to be a technical asset in the OR, and why more reps should be willing to roll their sleeves up and get their hands dirty.

What happens when the voice of the customer falls on deaf ears? Patient care takes a hit—and F bombs echo throughout the OR. Dr. Aaron Ali, anesthesiologist and CEO of MedtoMarket, knows this pain all too well. He joined us to explain how his company assembles top medical talent and promising MedTech ventures together under one roof to improve outcomes. In this interview, Dr. Ali shares how the MedtoMarket MedTech incubator/BioSkills Lab sharpens surgeons and reps alike with advanced resources.

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.

Let’s talk MedTech with a twist, shall we? We spend a lot of time behind the microphone, interviewing guests from all areas of MedTech. But recently, we were invited onto the Project MedTech podcast hosted by one of our previous guests, Duane Mancini, the Business Development Director at Covance. In this interview, we break down the evolution of selling medical technology, share advice for building your commercial team, and highlight the biggest pitfalls to watch out for in our industry.

Do you know the difference between skill and talent? If you’re a hiring manager or an aspiring rep, you better find out quick. Our guests Barry Rogers and Kelly Clark of Relentless Recruiting explain why the key to finding your next sales superstar lies in studying the habits and mindset of your current top performers. Join us as we look beyond checkboxes and surface-level interview questions toward proven methods that help managers separate the strong-willed doers from the well-qualified talkers.

In this interview, we talk with Axonics Modulation Technologies VP Trent Campbell about how newcomers with a disruptive technology can focus on long-term strategic value to reshape market demand. Plus, we dig into what you can do to avoid status quo and navigate the market forces that push toward commoditization—the dreaded “race to the bottom.”

What’s the line between being aggressive with your quota and pushy with your customers? While there’s no real value in pushing products, customers will find value when you alert them to issues they don’t even see coming. Mace Horoff, creator of the Medical Sales Academy and 38-year frontline sales veteran, says it’s these insights that allow us to provide maximum value to our prospects.

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.

From a dental school drop-out, to a National Sales Manager of a multi-billion-dollar medical device company, Chip Helm has 30 years of experience in developing and maintaining long-term relationships to help drive success. In this episode, discover no-nonsense advice to bring humility and servanthood to your role in medical device sales.

Do you know how physicians are incentivized today? Or how many healthcare stakeholders are involved in MedTech decisions? A lot has changed in recent years, and if you really want to move the needle for your customers, you don’t want to miss this episode. Listen for a deep insider perspective from Dr. Vino Dasa, orthopedic surgeon and co-founder of Doc.Social, on how to really connect with physicians.

Jay Pendleton is the Director, Strategy and Talent for Medtronic Cranial & Spinal Technologies (CST). With more than a decade of experience in medical device sales, Jay digs into his innate ability to open doors with new clients, sharing tips and insights for reps to get past gatekeepers, develop new relationships, and break into new territories.

What can you learn by creating and sending thousands of 1-to-1 sales videos? A LOT. In this episode, we interview Thomas Buchanan, Account Executive at Modus, who has been leveraging video sales calls since 2017. Learn how he extends his influence in his prospect’s organizations and closes high dollar deals. Plus, tap into actionable advice for account execs and sales reps at all levels.

“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.

Like it or not, it’s time to adapt and master virtual selling. Research shows that your buyers now prefer it over face-to-face meetings, and Andy Springer, Chief Client Officer of the RAIN Group (and author of an Amazon bestseller on virtual selling) is here to give you actionable, research-based takeaways that promise to make you more comfortable and win more remote sales.

Can you attract more patients by using the right words? YES. Look at most medical marketing and you’ll see a lot of “we’ve been in business since 1997…” “Check out our latest surgical device…” and “Our new procedure is revolutionary.” This fails because it doesn’t connect with what really matters: The patient’s pain. In this episode, we dive into the neuroscience behind effective physician to patient messaging and provide tips you can share with your customers.

Back in the good old days of medical device commercialization, companies could focus on the regulatory aspect and let everything else fall into place. Today, the road to market is much more nuanced with pathways like reimbursement and clinical to consider. In this episode, chemist turned MedTech go-to-market guru, Duane Mancini, digs into the science behind everything that funnels into the commercialization structure.

You’ve got some sales tips, tricks, and techniques that often produce results, but are you really any different than your peers? MedTech sales is a highly competitive industry, and in order to find sustained success, you’ve got to stand out. In this episode, Founder and Director of Tenacity Sales Training, Michael Cheetham, will totally change your perspective on what it takes to thrive in sales— and rise above your competition.

Listen and learn why digital is absolutely the new channel of influence in MedTech sales, and get proven, real-world best practices to help you connect with prospects in ways you never thought possible.

In the first of a two-part episode, Omar Khateeb, a marketing leader in the Silicon Valley and the Director of Growth at Potrero Medical, challenges the MedTech sales industry to get out of its comfort zone and embrace the digital age to revolutionize customer interactions.

In this special episode, Zed and Clark tap into their years of experience to share 3 marketing essentials every medical practice should consider. Listen, then feel free to share the tangible content takeaways (referenced in the episode) with your network.

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.