Medical Sales Accelerator

Sponsored by TrackableMed 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. Matt Dixon is the Founding Partner of DCM Insight...

Sponsored by TrackableMed 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? In this week's episode, sponsored by TrackableMed, Dr. Qasim Butt, interventional nephrologist, medical con...

Sponsored by TrackableMed Is your team trained to recognize customer-first innovation? And how does that get reflected in the mission and everyday execution of your goals? In this week's episode, sponsored by TrackableMed, David Carey, CCO at Pristine Surgical, 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...

Sponsored by TrackableMed 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? In this week's episode, sponsored by TrackableMed, Rebecca (Becca) Kinney, owner of Cypress Rise Inc. joins us to unravel how self-care and self-expression have helped...

Sponsored by TrackableMed 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, li...

Sponsored by TrackableMed 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. In this week's ep...

Sponsored by TrackableMed 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...

Sponsored by TrackableMed 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. In this week's episode, sponsored by TrackableMed, we had the opportunity to speak with author, speaker, and advisor Geoffrey Moore abo...

Sponsored by TrackableMed 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...

Sponsored by TrackableMed 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. In this week's episode, s...

Sponsored by TrackableMed 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....

Sponsored by TrackableMed 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 nee...

Sponsored by TrackableMed 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. But there's no initiative from big organizations to take a big leap towards red...

Sponsored by TrackableMed   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. In this week's episode, sponsored by Trackable...

Sponsored by TrackableMed 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.  In this week's episode, sponsored by TrackableMed, Omar Khateeb rejoins us to take a closer look at th...

Sponsored by TrackableMed 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. In this week's episode, sponsored...

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 chall...

In a world of instant gratification, why is it so difficult to get in touch with your local medical device representative? Whether you're looking to have someone answer your questions or you want to make a purchase, finding the right information shouldn't be an obstacle – it should be a simple step towards your solution. Cheryl Halbert, founder and CEO of RepSource, experienced that challenge regu...

It's high time you let yourself fail at something new – in fact, it could be the best thing you do for yourself in the coming year. We all operate in two types of mindsets: fixed vs growth, as outlined in psychologist Carol Dweck's landmark book "Mindset." But mere surface knowledge of the daily tips, tricks, and techniques she popularized won't revolutionize your career. In this episode, we're re...

Isn't it ironic . . . we have vehicles that can drive themselves, and yet healthcare patients remain restricted by wires, patches, and tubes? Isaac Litman, CEO and founder of Neteera, recognized the arbitrage and decided to act on it. His company has developed a contactless heart and lung monitor that can measure vital signs from a distance, using a number of innovative data points. In this week's...

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. In this week's episode, Robert shares why he's so passionate about medical device sales, how to identify the right surgeons to work with, and the impact technolog...

Many physicians enter the field carrying an outdated assumption that there's no need to advertise. You simply showcase your achievements, connect with your network, and eventually the work comes. But that model is broken. Our very own Zed Williamson recently joined Dr. Scott Sigman on The Ortho Show Podcast to talk all things patient demand. In this special episode, Zed shares tangible examples of...

Resources, whether we recognize them or not, are all around us. But how do we ensure we're utilizing them to reach optimal results? This week, we sat down with Aryn Peled, a strategic account executive at TrackableMed and former medical device rep and healthcare industry veteran. With her experience as a nurse, Aryn provides a unique perspective as she transitioned to medical device to sales, and...

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. In this episode, medical device industry veteran and fortune 500 business leader Mike Dugan joins us to share his insights about the importance of an effective sales process and how to get sales reps excited about putting it...

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. This episode explores a few mental hacks that can help you maintain a positive lens. We also discuss tactics for chilling out the Black Friday experience...