The Challenger Sale and Jolt Effect with Matt Dixon
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.
A Physician’s Perspective on Selling to Doctors with Dr. Qasim Butt
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?
David Carey’s Advice for Driving Customer-First Innovation
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.
Feeling like You’re on a Hamster Wheel? How to Find Purpose with Rebecca Kinney
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.
Making it Easier for Physicians to Adopt New Technology with Dr. Keith Matheny
Many physicians lack training and understanding of how to bring products to market. Similarly, many engineers and MBAs have no idea what it’s like to be a physician. It’s no wonder medical innovation encounters roadblocks. Dr. Keith Matheny, Vanderbilt-trained Otolaryngologist in community practice in North Dallas, emphasizing Rhinology & Sleep in adults and children, lives on both sides of this equation. In his work as Founder/Chairman/CEO of US ENT Partners and CO-Founder of Sleep Vigil, Dr. Matheny has learned to embody the collaboration and feedback necessary to launch and grow medical device companies while serving as a specialty provider.
The Proven Path to Career Advancement: Actionable Tips From Bret Barrie’s New Book
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.
Motion vs Action: Avoiding the Service Trap with Steven Cook
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?
From Crossing the Chasm to Zone to Win with Geoffrey Moore
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.
Fixing Healthcare from the Trenches with Dr. Alejandro Badia
Change becomes possible when messages are delivered from the trenches. Widespread knowledge of issues within an industry doesn’t mean they’re going to be addressed unless the ones directly observing what’s taking place can bring awareness to the public eye. Dr. Alejandro Badia, founder of OrthoNOW and Badia Hand to Shoulder Center and orthopedic hand surgeon, is using his voice to proactively disrupt the industry.
Scaling Access to Connections with David Moser
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.
The Death of Differentiation in Sales with Sanjeev Loomba
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.
Divine Intervention: A Medical Device Reps Inspiring Journey to Leadership and Purpose
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.
Identifying Innovation Killing Ideas in MedTech
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.
Change with the Times or Get Left Behind with Eric Anderson
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.
Stupid Things the MedTech Industry Does with Omar Khateeb
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.
Pushing Organizations Out of Comfort to Achieve More Sales
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.
Breaking Through Healthcare’s Decision-Making Pyramid with Diana Hall
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.
Buying From Your Company is Harder Than You Think
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.
Encore: The Leader’s Guide for Resetting Your Mindset for 2023
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!