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Podcast episode about using behavioral science to enhance sales

How Top MedTech Companies Use Behavioral Science to Enhance Sales

May 27, 2024
Zed Williamson

In an increasingly competitive field, medical sales leaders constantly seek tools and tactics to help them get ahead. So how can you optimize your team and elevate results? Mike Zani suggests focusing on the transformative power of behavioral science.

In this week’s episode, sponsored by Alpha Sophia, we sat down with the CEO of The Predictive Index to learn more about how understanding behavioral assessments can revolutionize interactions with customers and enhance team dynamics within medical device companies. Zani highlights the Predictive Index tool's capability to reveal behavioral styles through a psychometric assessment and discusses its application beyond mere employee selection to improving customer relationships and sales strategies. We also explore the strategic use of behavioral insights in medical sales, emphasizing the practical benefits of "decoding" interpersonal interactions for more effective communication and negotiation.

What we discuss in the episode:

  • How sales teams can tailor their approaches to different customer profiles
  • How the Predictive Index approach aids in initial sales as well as cultivating long-term client relationships
  • The transformative power of behavioral science in medical sales
  • Insights on traits like dominance, extroversion, patience, and formality
  • Strategic ways to leverage behavioral insights


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