Featured Episodes

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.

Sales reps think that the right combinations of words will unlock a physician’s trust; trusted partners know that the most persuasive act is listening. This week, we’re revisiting our chat with Amy Smith, director of marketing at Neuros Medical, to highlight the strategic advantages sales reps can realize through careful practice observation and candid communication. In this popular episode, you’ll learn how to analyze the business operations of a practice and give the uncomfortable feedback that physicians need to hear most.

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.

High-performance teams – you know them when you see them, but what actually makes them tick? Jeff Bajorek, a former ortho sales rep who helps companies identify blind spots in their sales processes through acclaimed workshops and training programs, joins us to dissect success. In this episode, you’ll learn 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.

The referral network giveth, and the referral network taketh away—welcome to the uncomfortable reality that many private practice owners find themselves in. Jeremiah Jorgensen, a physical therapist and principal owner of Fyzical Therapy and Balance Centers in Lincoln, Nebraska, joins us to discuss how he took back control of patient flow via a few strategic investments and savvy marketing. 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.

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.

U.S. Marines will tell you that systems—not processes—save lives on the battlefield, but what’s behind the key distinction there? We’re joined by Shawn Rhodes, former war correspondent and author of “Bulletproof Selling,” to discuss where sales processes break down and how MedTech reps can improve their pipelines with a more systematic approach to business. In this episode, you’ll learn how to systematize your team’s wisdom, teach your customers “how to buy,” and more

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’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.

Who’s more passionate: the rep who thinks they can sell everybody by simply talking more about all juicy the features and benefits on their sales sheet, or the rep who steps back, listens, and plays the long game? Based on his personal sales experience, Chase Isaacs—business development director for Physician’s Weekly—believes it’s the latter. In this episode, he shares how MedTech reps can fall back in love with what they do by self-evaluating their performance on three criteria: belief, listening, and care.

In this popular episode, Axonics Modulation Technologies VP Trent Campbell shares 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.”

How do you assert product relevance in the market? This, of course, is an evergreen question—one best answered by 38-year frontline sales veteran Mace Horoff. That’s why we’re back in the archives this week to highlight his practical advice on driving value by alerting customers to emerging issues and connecting your offer with the solution.

If the challenges of medical sales during COVID-19 have taught us anything, it’s that the value-based, practice-development approach is here to stay. Tune in to hear about it firsthand from Ben Bouterie, seven-time president’s club winner and Regional Sales Director at Aerin Medical. Learn how to position yourself as a trusted industry advisor versus a sales rep, and leverage this authority to gain trust and opportunities.

This week, we're turning back the playlist and featuring one of the most popular episodes to date. Digging into his ability to open doors with new clients, Jay Pendelton shares tips for medical device reps to get past gatekeepers, develop new relationships, and break into new territories. As Director of Strategy and Talent for Medtronic Cranial & Spinal Technologies (CST), Jay is responsible for driving market share growth and engaging key surgeon customers through differentiating technology.

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.

If you’re dissatisfied in the MedTech industry, you have two choices: grin and bear the BS, or take the risk of striking out on your own. Stu Brandon, change agent for ASCdx, chose short-term pain for long-term gain when he decided to become a medical device broker. Once restricted in who he could do business with, Stu has enjoyed freedom in the brokerage model—but does he recommend it for every rep? In this interview, we talk about the limitations of direct selling roles at large companies, which personality traits best fit the brokerage model, and how to crack open fear to find opportunity.

If you won’t challenge the physician on how they’re treating patients and show them what’s possible, who will? Our guest Jonathan Lehmann, enterprise sales manager for the East at Ambry Genetics, believes strategic value is defined by a rep’s unique responsibility to push from a place of care. In this interview, we discuss how to combine vulnerability with curiosity to take new ground, the meaning of “tactical courageousness,” and identifying the real motives behind your customers’ professed goals.

What’s the most powerful thing you can do as a rep? It’s not counting inventory and writing orders—it’s showing people that they don’t have to live with pain and dissatisfaction. TrackableMed Director of MedTech Market Strategy Jonathan Burkett took bold steps to build a career around connecting people in pain with the new therapies they need. In this interview, he explains how putting in the work to build a patient demand engine allows you to earn more trust and hit quotas like clockwork.

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.

What’s so bad about enhancing your skillset, streamlining workflow, and touching more patients globally? That’s what ExplORer Surgical’s VP of Sales Jim Surek wants MedTech reps to answer. In this week’s episode, he helps us unpack the umbrella term ‘digital health’ and explain why it’s time for the industry to start taking stabs at technologies that increase accessibility and scale.

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.

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.

After a successful start in SaaS and two failed independent ventures, Dustin Poole found himself with a newborn at home and a MedTech career that needed to get airborne ASAP. How did he gain traction without contacts or outbound sales experience? Relentless self-belief, a clear cadence, and no hesitation. In this interview, the Jointline Health VP of Sales shares his story and offers advice for guarding your time, blocking out emotions, and betting big on yourself.

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.

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.

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.

Mark Hunter, CSP, “The Sales Hunter,” is recognized as one of the top 50 most influential sales and marketing leaders in the world. Discover this sales expert’s top advice, based on his best-selling book, “A Mind for Sales”, exploring what top performers do to prepare for the week and how they handle issues thrown in their way.

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.

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.

An educated patient is a motivated patient. They want to understand their pathway and be a part of shared decision making. In this episode, Jason Elmore, Sr. Manager of Sales and Training Development at NeoTract, will tell you why becoming an integral part of the clinical pathway is the golden ticket to MedTech sales.

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.

What lies ahead in 2021 for the MedTech industry? Who better to tell us than Giovanni Lauricella, Mister MedTech himself! As the Global VP, MedTech, for the Mullings Group, he has the support of a MedTech network of over 30,000 global contacts and is here to share deep insider insights on how the industry shifted in 2020, and predictions for what we can expect in 2021.

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.

Find out how David Moser, an accomplished sales professional with more than a decade of experience in the medical space truly embraced the concept of social selling and found tremendous success in what’s sure to become an increasingly virtual world.

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.

Find out how to uncover individual motivations on your sales team and develop a custom coaching plan that uses personal strengths to drive peak performance.

It’s the deal that’s coming…that never comes. And it’s a common theme in MedTech sales. In this episode, TrackableMed’s Chief Sales Officer, Clark Wiederhold, shares the tactical maneuvers proven to keep an opportunity moving forward and compel customers to action.

Find out how careful waiting room observation combined with an in-depth understanding of the business side of a medical practice can take you beyond “sales rep” to trusted partner.

Ever stop to think about the hospital goals outside of your own? They are just as focused on their metrics as you are, working tirelessly to hit their numbers. But what if you were on the inside? In this episode, Carlos Calix, Assistant VP of Business Development at Ochsner Health System, shares secrets and lessons learned after he went from commercial MedTech sales to now being inside the hospital world.

Struggling to do more with less in these challenging times? In this episode, we talk with Brandon Caraway, Vice President of Sales at Amniox Medical. Learn about how to push past excuses (yes even during a pandemic) and position yourself as a team and industry leader, regardless of circumstances or the size of your quota.

Believe it or not, there isn’t a better time to sell in the MedTech industry than right now. In this episode, we talk with Garrett Watson, Sr. Sales Rep & National Sales Trainer at Stryker ENT, to find out why your success all comes down to mindset. Discover how you can bring more value to your customer than the product itself, why relationship-based sales is the biggest mistake you can make, and more.

If the challenges of medical sales during COVID-19 have taught us anything, it’s that the value-based, practice-development approach is here to stay. Tune in to hear about it firsthand from Ben Bouterie, seven-time president’s club winner and Regional Sales Director at Aerin Medical. Learn how to position yourself as a trusted industry advisor versus a sales rep, and leverage this authority to gain trust and opportunities.

This episode is all about the show – what you can expect, who are the hosts, what we’ll be talking about each week, and how you can be part of it! Learn how we’re positioned to bring you the best tips, insights, and those “little nuggets of wisdom” that you’ll get from a conversation with a medical sales pro, but likely won’t hear from the conference stage. Episodes releasing weekly!