Featured Episodes

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.

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.

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.

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!