Find us on your favorite podcast platform!
How to Reignite a Fire in Your Sales Process With 3 Simple Values

How to Reignite a Fire in Your Sales Process With 3 Simple Values

September 13, 2021
Clark Wiederhold

Are you 100% bought in to the product you’re selling?

If not, the world’s best poker face won’t help you; sooner or later, a lack of passion will show up in your numbers. Chase Isaacs, director of business development for Physician’s Weekly, believes the problem is that most reps are unable to move beyond conceptual knowledge of their product toward a deeper realization of its impact.

Worse yet, they listen to respond but don’t listen to understand. We sat down with Chase to discuss how reps can develop a more mature sales process (and gain physician trust) by self-evaluating their performance on three criteria: belief, listening, and care.

In this episode, you’ll learn:

  • What it means to bear responsibility of a partner providing solutions vs. just a sales rep
  • Why words are very rarely where the meaning lies (and how to bridge“language barriers”)
  • When highly polished elevator pitches do more harm than good
  • Why thinking MedTech sales is a “numbers game” usually leads to burnout

Plus, we explore how VR and other digital technologies are forcing reps to own value-based selling.

You may also enjoy: How an Early Stage MedTech Company Increased Case Volume by 79% and Generated 6,762 Appointments


Get top advice delivered right to your inbox or mobile phone

Join the Medical Sales Accelerator List! We'll send you an email and/or text each week with a direct link to the newest episode, along with exclusive resources, proven tips, and industry updates!

Resources from the show:

Have you gotten a copy of our free book?

If you're looking for an easy-to-read summary of the top takeaways and advice from podcast guests, you're in luck. Simply request a copy of our free book and we'll send it right to you.

Yes, I'd like a copy!

Social Media:

The Medical Sales Accelerator Podcast