Medical Sales Accelerator

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 by TrackableMed, we met with Zach Selch, Founder of Global Sales Mentor. In the interview, we learn more about how he's found success selling medical device in 135 countries around the world. From the trade show lounge area to sending outsourced reps product information, Zach has mastered building an engaging community for sales professionals.

Listen to this episode for more on:

• Dissecting markets on a country-by-country basis
• Monthly engagement programs
• The importance of supporting and nurturing your salespeople
• Lessons in the universal purchasing process
• Teaching people to run into the fire
• Getting reps to remember you

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Global Sales Mentor
• Global Sales Book
• Men Against Fire by Samuel Marshall

Social Media:

• Connect with Zach Selch
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

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.

We sat down with Diana Hall, President and CEO of ActivArmor, to learn more about her quest to breach the walls of the healthcare industry with her 3D printed casts. The 2022 Colorado Manufacturing Woman of the Year shares what inspired her to engineer a new and improved cast, the challenges she faces in getting the product to patients, and what steps to take to launch your innovative ideas.

Listen for more on:

• Advantages of 3D printed casts
• The 3 levels of the customer funnel
• Changing behavior by challenging the status quo
• The culture of physicians when it comes to MedTech innovation
• Conflicts of interest between decision makers in healthcare

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• ActivArmor

Social Media:

• Connect with Diana Hall
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

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 regularly at the beginning of her medical device career. Instead of waiting around for a solution, she rolled up her sleeves and created it.

In this week's episode, Cheryl shares the pain points she's witnessed on both the clinical and rep side, and how RepSource is addressing those problems. We also discuss the importance of immediate availability for customers, the challenges that hospital staff turnover rates can bring up, and how to avoid missed opportunities.

Join us for more on:

• The challenge of relying on a business card
• Making rep information more accessible to everyone
• Simplifying processes to get customers on the phone
• Instant gratification as a driving force
• Creating the path of least resistance in medical device sales

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• RepSource

Social Media:

• Connect with Cheryl Halbert
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

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 replaying one of our most popular conversations about the power of mindset, and knowing where you sit when the going gets tough.

With the new year on the horizon, there's no better time to revisit the issue with "problem territories," and reset your mindset!

In this episode, you'll learn:

• Why being your hardest critic causes you to miss more opportunities
• How to acknowledge failure in a healthier, more constructive way
• The reason we often seek comfort in our own faulty assumptions in social situations
• Practical steps for replacing self-deprecation with constructive questioning
• Why "smart" kids often grow up to be risk-averse adults

Plus, we discuss the value of adopting what works – and discarding what doesn't – from the mindsets of colleagues and competitors.

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Listen to "Mindset" on Audible
• Explore Mindset Research

Social Media:

• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

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 episode, Isaac joins us to discuss his approach to bringing more advanced technology to healthcare. We also talk about the 8-year journey to bring a product to market, overcoming challenges, and the hunger for innovation in the industry.

Listen for more on:

• The inevitable changes approaching healthcare in 2023 and beyond
• How the Neteera team is custom manufacturing radar technology
• The data points providers could leverage with this new technology and how that empowers healthcare decisions and point of care
• How Isaac and his team approach failure and persistence toward problem-solving
• How observing other industries can inspire you to take action in the healthcare space

Resources from this episode:

• Get the free MedTech Talk Tracks for Action

Social Media:

• Connect with Isaac Litman
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

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 technology can have in the operating room.

Listen and learn about:

• Limiting potential market to increase sales
• The two types of customers in medical device sales
• The benefits of passion in your work
• Questions that have answers vs those that don't
• How to choose the right surgeons to work with
• Creating markets vs competing for market shares

Resources from this episode:

• Get the free MedTech Talk Tracks for Action

Social Media:

• Connect with Robert Spomer
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

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 what an ineffective advertising message looks and sounds like, the bias our brains entertain, and how many patients are candidates for the very procedures that are tied to medical device cases for your technology.

Listen to hear Zed's input on:

• How predictability in the human brain works and why you should care
• Neuroscience and heuristics bias and how that drives action
• Using bias as a learning mechanism
• Why the right message can attract or deter patients
• How to design emotional vs data driven responses

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Episode 80: No One Can Blaze the Trail for You: Dr. Scott Sigman's Plea for MedTech to Think Differently

Social Media:

• Connect with Dr. Scott Sigman
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

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 then to device marketing. In this episode, we discuss how medical device professionals can work smarter (not harder) and dive into valuable tactics to help you find the right customers.

Listen and learn about:

• Market agitation tactics that will help change behavior
• Utilizing industry experts as resources in your sales approach
• Selling to the entire office, not just the physicians
• Utilizing a proactive approach to helping and educating your prospective customers
• How a medical background plays into sales roles in medical device marketing

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Connect with Aryn Peled on LinkedIn
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

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 into practice. We also talk about catering to each salesperson's strengths, emotional triggers leading to sales, and how getting your existing customers involved in the evolution of your process goes a long way.

Listen to learn more about:

• The sherpa mentality in sales and how to help your clients up the mountain
• Sales as a repeatable science
• Strategies for building an effective sales process to help every rep succeed
• How every customer actually buys the same (it's true!)
• How to utilize client feedback to improve your sales process
• Continuing vs Advancing in Sales

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Commonwealth Consulting
• The Perfect Close by James Muir

Social Media:

• Connect with Mike Dugan on LinkedIn
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

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, and of course, some of our favorite Thanksgiving dishes.

Listen to uncover:

• Why humans are so quick to become defensive or feel attacked
• How the autopilot brain works and ways to shift your perspective
• The science behind emotional responses
• The secret to engaging your prefrontal cortex
• Tactics to have a successful Black Friday experience
• Zed & Clark's Thanksgiving Favorites

Resources from this episode:

• Get the free MedTech Talk Tracks for Action

Social Media:

• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn