Mental tricks to avoid conflict on Thanksgiving weekend
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.
Leading with Personal Conviction featuring BioTissue’s VP of Marketing
What if the impact of your company’s work was so contagious, you could sense it in every conversation? Tiffany Matthews, VP of Marketing for BioTissue says their shared conviction and values are simply one of the things that makes that possible.
Hacking Human Behavior: Why Med Device Marketing Needs to Change
Every human has the same problem – regardless of how progressive our world is, our brain still processes life through the lens of survival. And this means we encounter hundreds of biases every day that impact not only our own behavior, but the behavior and actions of our customers.
Why hard work isn’t enough and what leaders need to do instead
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.”
Physician-turned Entrepreneur: The recipe for rescuing healthcare
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.
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.
Breaking Down Silos in MedTech with Dr. Jawad Ali
What if every MedTech founder could get direct access to a group of physicians to ask questions, overcome obstacles, make connections, and help get their technology and therapies to market? Actually, what you’d get is someone like Dr. Jawad Ali!
Inside the Investor’s Mind with Joseph Mocanu
Wanting to make waves in the ocean of HealthTech? Learn about the criteria and paradigms investors like Joseph Mocanu, Managing use to evaluate opportunities. Discover what separates good pitches from the bad, and why he subscribes to a core mantra about measurement.
The Risk, Thrill, and Reward of Venturing Beyond a Cozy Base Salary
You've got W2 employment working for the strategics or for an early-stage commercial startup... And then you've got self-employment. Amazing things can happen when you cut the safety net and walk out on the tightrope. According to Jamie Tipton, your professional partnerships reach new levels of depth, you see opportunities others don't, and you find out what you're truly made of. Join us as the founder and principal of Clutch City Medical recounts the magic of finally having an idea worth struggling for.
The Powerful Simplicity of the ‘Inside Up’ Principle: Performance, Capacity, & Self-Reflection
Are you the tip of the spear? Or are you shuffling around in the complacent middle segment of MedTech that's being left behind? Brian Kerlin, founder and CEO of Optitude, poses a simple yet transformative question to all of his clients: Everyone has the same 24 hours in a day and seven days a week; are you truly conscious of how you’re spending your time? Join us as we explore his ‘Inside Up’ principle, which encourages aspiring leaders to improve their performance by reevaluating their capacity.
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.
Why You Have to “Fire Yourself” to Light a New Fire & Conquer Your Next Quota
You've hardly had a chance to savor last quarter's success, and you're already staring down another quota calling for double-digit growth. Sure, that's sales — but does it have to feel like an endless hamster wheel? Thankfully, no, says 20-year medical sales veteran Frank Bailey. Join us as he explains the art of starting with the end in mind and “saving something for the sequel.”
Encore Episode: Are You a ‘Toxic’ Rep? Key Insights to Stop Hurting and Start Helping Private Practices
We interviewed Dr. Sandra Weitz (aka “The Practice Building MD”) in early 2022 to take you inside the decision-making process of a private practice and ASC owner. That episode continues to sit at the top of the charts for good reason; join us as she offers example after example of why a focus on positive patient outcomes will create sustainable, long-term business for reps.
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.
Who's Going to Tell Docs Old-Fashioned Spine Procedures Are Dead?
"Old-fashioned spine surgery is dead—it just hasn't been told yet." World-renown expert in minimally invasive spinal surgery Dr. Hamid Abassi explains why spine is 30 years behind other medical disciplines when it comes to innovation and transformation, and what MedTech can do to help change that.
Neurosurgeon Dr. Mohamed Draz on How Reps Can Balance Empathy with Expertise
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.
They’re Stealing from Your Territory with Digital Persuasion—the Rep of the Future Is Here
Today’s medical device companies produce mind-blowing technology that would impress The Jetsons—so why does their marketing seem like it’s no more advanced than the The Flintstones? Omar Khateeb is back to explain why the most successful MedTech reps will be those who spend 80% of their time on sales and the other 20% (perhaps even 30%) on marketing. The MedTech marketing revolution is already happening, but not primarily in the form of paid media and email campaigns.
Selling from the ‘Press Box’: Coordinating Clinical, Strategic, & Economic Value Like a Coach
How do you step out of your comfort zone (i.e., the clinical sale) and broach the elephant in the room (i.e., the business sale)? The key, as demonstrated by SnapNurse’s VP of Business Development, Duston Harper, is to do so early and often—no matter how stressful it may feel. In this episode, you’ll learn the subtle yet important difference between worry and stress and get an empowering new perspective on how to nail the business sale.
Building a MedTech Army to Drive Commercialization and Capture the Market
What does it take to turn a doctor’s chicken-scratch idea into a fully fleshed medical device company poised to capture the market? Join us as Jason Sherer, chief operating officer for the head-turning MedTech incubator Vita Group, explains how his team leverages their entrepreneurial chemistry to do just that in record time—and often for one-fifth the cost.
Investigating the Business Brain: Diving Deeper into Decision Science
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.
Neurosurgeon Dr. Betsy Grunch Helps You Level Up Your Conversational Finesse
You could be the smartest rep in the room capable of doing a case by yourself, but it doesn’t mean jack if you can’t effectively communicate with your customers. Do you know for certain whether they’re perceiving your behavior as trustworthy… or cringeworthy? Board-certified neurosurgeon Dr. Betsy Grunch dishes what her peers really think about common MedTech approaches, the tendency of providers to pick a lane and stay in it, and practical insights for how you can plant the seeds of behavior change.
Encore Episode: A Urologist's Advice to MedTech (Be Intentional, Steward Your Brand, and Enhance Workflows)
We're going back to the archives again—this time, for some constructive criticism from a top urologic surgeon. Join us as Dr. Jamin Brahmbhatt discusses the importance of first learning (then enhancing) an office’s workflow, who really makes key decisions in a practice, and why your poker face isn’t as impenetrable as you think.
Encore Episode: Dr. Vinod Dasa Shares Advice Every MedTech Rep Needs to Hear
Our conversation with Dr. Vinod Dasa remains one of our most popular through 80 episodes so far—and for good reason. In just 35 minutes, the orthopaedic surgeon and co-founder of Doc Social paints a crystal-clear picture of the healthcare industry's accelerated shift toward value-based care, perfectly hitting on how MedTech reps should be evolving alongside it.
No One Can Blaze the Trail for You: Dr. Scott Sigman’s Plea for MedTech to Think Differently
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.
Leadership Anchored in Belief: A Blueprint for Building Morale and Protecting Culture
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.
The Pandora’s Box of Patient-Driven Testing: Why Diagnostics Will Never Be the Same
You can’t trade performance for convenience—it’s the fundamental reality that has hamstrung diagnostics for decades. But now, companies like Senzo are breaking the mold and capturing new markets with modern diagnostics systems that are fast, accurate, and mobile. In this episode, Senzo CEO Jeremy Stackawitz shares key observations on an industry that’s venturing beyond the central lab and into the world of on-site and at-home testing—and competition with giants like Amazon and Wal-Mart.
“Decision Science”: New Research on How Your Customers Interpret Risk and Frame Value
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.”
Lessons Learned in Driving Patient Engagement from TikTok Doctor Inna Husain
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.
Want to Be a Premier Revenue Driver? Stop Taking Orders and Start Taking Accountability
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.
How Soft Skills Make You Strong: Perfecting the Art of Storytelling to Close More Accounts
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.’
Encore Episode: What Helps a Rep "Win Over" a Surgeon (It's Not What You Think)
How and when should you leverage technical knowledge of your product? If you're looking to develop or sharpen that kind of professional discretion, then you'll want to revisit our 50th episode featuring Johnny Caffaro, who's now the senior manager of global downstream marketing for hip at Stryker. Johnny’s journey from a green go-getter to a trusted OR asset is an important and timeless reminder: business development takes work, and it ain’t always pretty. Do it right, though, and you’ll open up countless opportunities for yourself over time.
Physician Education: A Changing Landscape
The golden age of clinician-to-clinician learning is dawning, and the savviest MedTech reps are already capitalizing on it. We sat down with Dr. Brian Cohen, anesthesiologist and the co-founder and COO of CMEfy, a co-learning platform that incentivizes clinician collaboration. In this episode, you’ll hear how these tools are giving docs the keys to drive their continuing medical education and helping medical thought leaders monetize their insights.
Are You a ‘Toxic’ Rep? Key Insights to Stop Hurting and Start Helping Private Practices
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.
A Surgeon’s Advice to MedTech: Be Intentional, Steward Your Brand, and Enhance Workflows
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.
Owning Your MedTech Career with Samuel Adeyinka
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.
Showing Physician Partners What’s Possible with Better Banking
Your customer expects innovative, consultative solutions from MedTech— so why do they settle for archaic and arbitrary banking practices? We sat down with Michael Jerkins, MD, M.Ed, to learn how his "bank built for doctors, by doctors" does things differently. Join us as we discuss the financial stresses of transitioning from med school to residency and beyond, options that can help junior partners buy into a practice, smarter ways to consolidate debt, and why future earnings potential always matters.
How to Be the Most Hirable Rep in the Room: Elevating Professionalism, Seizing Opportunity
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.
6 Key Medical Sales Insights to Move the Needle in 2022
You’re out there grinding in the trenches—you don’t always have time to sift 60+ episodes of a show to find the hardest-hitting sales insights. That’s why we condensed six pearls of medical sales wisdom across six different episodes to help you move the needle. The goal for 2022 is simple: listen, apply, improve. Join us for a recap of discussions with Trent Campbell, Garrett Watson, Dustin Poole, Jacob McLaughlin, and Thomas Buchanan.
Financial Independence for MedTech Reps: Putting Your Money to Work
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.
Physician Accounting Fails: 3 Rules to Pass Along to Your Physician Customers
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.
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.
Helping Physicians in 2022: Give Them a Battle Plan for Better Managing Staff
A high IQ and 10+ years of advanced schooling can’t save your physician partner from being a crappy communicator. Worse yet, their lack of ‘conversational capacity’ may be alienating staff and hurting their practice’s bottom line. In this episode, you’ll learn why leading consultant and author Craig Weber created the conversational capacity framework, some actionable tips to master its three elements (Self-awareness, Mentality, and Skillset), and why sharing it with practice owners may just be your strongest competitive advantage yet.
Shifts in MedTech Company Culture: Where to Make Concessions and Where to Draw the Line
Is your company’s culture a catalyst for growth or a runaway train careening toward a cliff? Michael Waidler, area business director with Palette Life Sciences, joins the show to discuss MedTech company lifecycles and how reps can contribute to, prepare for, and take advantage of key cultural shifts. In this episode, you’ll learn why culture is the cornerstone of everything we do (for better or worse), how leaders can better prepare their teams for the realities of acquisition, and what a growth-driven culture looks like in practice.
Seeing What Others Miss: Techniques for More Authentic Communication
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.
Encore Episode: How to Position Yourself as a Partner vs a Sales Rep
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.
How to Package Your Talents and Land Your Next Big MedTech Opportunity
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.”
Practical Tips for Retraining Your Brain, Overcoming Biases, and Cultivating a Growth Mindset
“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.
How to Cure “Commission Breath” with a Curious, Consultative Approach
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.
How to Fuel a High-Performing Team with Accountability, Transparency, and Support
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.
When Referrals Aren’t Enough: A Study in Taking Back Control of Patient Flow
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.
Powering Your MedTech Sales with Integrity, Optimism, and Accountability
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 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.
Building a Sales System and Becoming “Bulletproof” on the MedTech Battlefield
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 Helps a Rep "Win Over" a Surgeon (It's Not What You Think)
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.
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.
How to Reignite a Fire in Your Sales Process With 3 Simple Values
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.
Encore Episode: How to Fight Status Quo in Your MedTech Sales Opportunities
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.”
Encore Episode: Relevance as a Key Sales Ingredient and Why Most Reps Miss It
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.
Encore Episode: Agitating the Market to Outshine Your Competitors
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.
Encore Episode: Breaking into New Territories and Developing Net New Accounts
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.
Case Study: How Market Agitation Can Yield Instant Results
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.
Short-Term Pain, Long-Term Gain: The Bold Pursuit of the Brokerage Model
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.
Weaving Strategic Value into the DNA of Your Business
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.
Leveraging Neuroscience to Become an Invaluable Physician Partner
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.
The Giant Facility Fostering ‘Top Gun’ Surgeons and Smarter MedTech Development
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.
Challenge Everything: Why It Pays to View the Industry Through Fresh Eyes
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.
Embracing Digital Health as a Force Multiplier
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.
A Wealth-Building Wake-Up Call for the MedTech Industry
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 to Spark Demand, Erase Fear, and Connect with Patients on a Human Level
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.
Facing Failure Head On: A No-Excuses Guide to Making Headway in MedTech Sales
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.
Flipping the Script: A New Approach to the MedTech Hiring Process
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.
More Than “Just” a Rep: The Art of Carving Out a Legacy
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.
Turning Grit into Gold: A Recruiter’s Analysis of the MedTech Job Market
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.
How to Fight Status Quo in Your MedTech Sales Opportunities
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.”
Relevance: The Key Sales Ingredient and Why Most Reps Miss It
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.
Social Audio: How platforms like Clubhouse Are Taking MedTech by Storm
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.
The Underrated Soft Skills That Open Doors and Close Deals
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.
Inside the Physician’s Mind: Dr. Vinod Dasa Shares Advice Every MedTech Rep Needs to Hear
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.
Proven Tips for Breaking into New Territories and Developing Net New Accounts
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.
Having the Right Mind for Sales with Author Mark Hunter
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.
Lessons From A Rep Who’s Created More Than 1,000 Video Sales Emails
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.
Exec Perspective: A MedTech CEO’s Journey from Sales to C Suite
“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.
Virtual Selling: How to Close More Deals Remotely with Andy Springer
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.
Use Your Words: The Neuroscience Behind an Effective Patient Marketing Message
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.
Paving the Pathway to Commercialization: Advice for MedTech Startups
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.
The Untold Benefits of Positive Mental Health in Sales
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.
How to Influence Shared Decision Making in the Exam Room
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.
Nailing the Need: How to Really Stand Out in 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.
Mullings Group Global VP of MedTech Tells us What to Expect in 2021
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.
The Death of Traditional MedTech Sales and What’s Next: Part 1 with Omar Khateeb
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.
Attracting Patients 101: Marketing Tips to Share with Your Physician Network
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.
The Lightning Round: Top Takeaways from the Last 10 Episodes
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.
How to Use LinkedIn and Twitter to Crush Your MedTech Sales
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.
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