Device Nation Podcast

Today we travel to the UK and take a trip through time with Dr. Martin Pickford!  Great conversation with him as we talk about the formation of the UK registry, the history of orthopedics, robotic technology and what makes a good rep.  We open up the segment talking about our VOICE....how does it make people feel?  We utilize info on the voice from a book you need to read! 

https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805

Amazing book, more to come from this resource!

This episode we talk about resilience, commitment and what's it like to be a device rep in the beautiful, rugged state of Alaska.  For fun we discuss one of the greatest April Fools jokes ever played by a Sitka resident.   Click to read more about this positively epic prank!

hoaxes.org/af_database/permalink/the_eruption_of_mount_edgecumbe/

I talked with a truly bad-to-the-bone Vietnam-era LRRP and get perspective on managing the challenges of the present!  We have a great conversation with orthopedic surgeon (and entrepreneur), Dr. Jim Hundley, creator of orthopaediclist.com.

Coronavirus effects in our industry...how do we respond as individuals and leaders?  Are we transactional or transformative?  We talk with Ryan Harris, medical device sales recruiter at:

https://harrismedicalconsultants.com/

How to get into device, what keeps us there, and how to pivot later in life!

Today we talk about the current elective-case desert we find ourselves in.   We can't change it, so what should we be doing (or NOT doing)?  No interviews today, just thoughts that I hope will help as we usher in a new week.  Be strong, be smart, be positive, but most of all....BE SAFE!

Elective cases cancelled...What now?  Free legal advice as  we talk to Non-Compete Attorney Andy Arnold about these documents you will have to sign if you want to work in this sector.  We give both sides and know you will get something from it....great conversation!

On todays episode we conclude the 3 primary components of the relational side of this business and have a conversation with Dr. Wayne Paprosky.   We talk about his life, his career and his advice for medical device reps!

"Relationship Selling:  Ready, "SET", Go!
*Subordination
*Empathy
*Time

This week we talk about the "E"....empathy.   How does this relate to our territory and our interactions with our customers?  Interested in the cardiac rhythm space?  Our interview segment is with 30-year pacemaker veteran Jimmy Winbourne of Boston Scientific.  You will learn about how to get into the space and what you'll find once you get there.   I thoroughly enjoyed this conversation!

"Relationship selling"-Practical considerations.  How to fertilize the relational plant and bring value.  We talk about Joint Replacement with Dr. Matt Barber....ASC's, custom implants and robotics!

Relationship selling-What does that even mean?  Helpful tips on how to navigate those waters!  We talk about OR etiquette with Julia Greenspan...former scrub tech, now Stryker trauma rep in the Bay area.