Featured Episodes

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.

Are regulations and requirements preventing products, solutions, and treatments out of the hands of patients that really need them? Good providers want to improve patient care and try to use new products that can help, but they’re often restricted by the red tape in their own network. This, plus a culture amongst physicians that’s difficult to change, makes innovation in healthcare a massive challenge.

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.

We all operate in two types of mindsets: fixed vs growth, as outlined in psychologist Carol Dweck’s landmark book “Mindset.” With the new year on the horizon, there’s no better time to revisit the issue with “problem territories,” and reset your mindset!

Isn’t it ironic . . . we have vehicles that can drive themselves, and yet healthcare patients remain restricted by wires, patches, and tubes?

Could you find more success by focusing on 10% of your potential market? Robert Spomer, VP of sales at Intrinsic Therapeutics, says yes by channeling impact through the right surgeons, even if that means limiting where your resources go.

Many physicians enter the field carrying an outdated assumption that there’s no need to advertise. But that model is broken and it means you're leaving money and opportunity on the table.

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.

Providing a solution doesn’t make you a hero. It makes you a guide. As such, it’s important to pave a consistent, repeatable pathway that people can trust and look forward to.

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.

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.

Virtual Reality (VR) headsets are all the rage these days, but they’ve found particular use in medical device demos — not just to increase sales, but to train surgeons more effectively on new tools.

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.

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.

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

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

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

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.