Medical Sales Accelerator

What separates people who accomplish great things from those who spin their wheels? Mindset. Rhonda Petit is a sales and mindset mentor and author of "The Spirit of Selling: Using Universal Laws for Sales Success". She's worked with hundreds of sales professionals to help them harness the power of psychology and mindset to level up their career and drive extraordinary results. This is a must-listen for every sales pro and leader.

What we discuss in the episode:

• Why every sales pro needs to be a master at decision making
• Programming from our childhood that may be holding us back as adults
• What an iPhone upgrade can teach you about your own beliefs
• How to get really clear on what you want and how to get it
• The power of recency and how to snap out of negativity

Resources from this episode:

• Rhonda's Book: The Spirit of Selling
• Spirit of Selling Website
• Rhonda's website: com
• Get the free MedTech Talk Tracks
• Virtual Spirit of Selling Tool kit

What if every MedTech founder could get direct access to a group of physicians to ask questions, overcome obstacles, make connections, and help get their technology and therapies to market? Actually, what you'd get is someone like Dr. Jawad Ali!

A practicing surgeon, MedTech leader, founder of Austin MedTech Connect, and Founding Partner of Vality Partners, Dr. Ali and his team help early stage MedTech companies with clinical validation, product development, trial design, and funding. They are a team of physicians united by a passion to advance the next wave of medical innovation.

What we discuss in the episode:

• Why he's so excited about digital surgery and the trends in this area
• The current challenge with bringing a new technology to clinical trial
• Why early collaboration beats solo development every time
• Virtual and licensing challenges that still impede surgeon adoption of new technology
• How they're breaking down silos in MedTech development through Austin MedTech Connect
• What it looks like to get help with bringing a product to market

Resources from this episode:

• Vality Partners
• Austin MedTech Connect
• Download the Behavior Change Blueprint

Social Media:

• Connect with Dr. Jawad Ali on LinkedIn
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

Wanting to make waves in the ocean of HealthTech? Learn about the criteria and paradigms investors like Joseph Mocanu, Managing Partner at Verge HealthTech Fund, uses to evaluate opportunities, navigate relationships, and drive innovation.

Discover what separates good pitches from the bad, and why he subscribes to the core belief of "You can't manage what you can't measure."

Verge HealthTech Fund invests globally in seed stage healthcare technology startups relevant to emerging Asia that focus on disease prevention and management, digital therapies, and health system efficiency.

In this episode we discuss:

• Advice for founders looking for investment partners (1:51)
• The importance of relationship building for investor relations
• Making an investment deck that stands out from the noise
• The need for investors to add value and help
• What it means to confer trust from another person
• How belief in the mission, people, and culture impacts company success
• The importance of simply asking for the information you want

Resources from this episode:

• Download the Behavior Change Blueprint

Social Media:

• Connect with Joseph Mocanu on LinkedIn
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

So there's W2 employment... And then there's self-employment. How do you make that jump? Our guest Jamie Tipton is the founder and principal of Clutch City Medical. His experience across a variety of organizations in the industry gives him perspective on working for the large strategics, early commercial stage startups, and small business ownership. According to Jamie, amazing things happen when you cut the safety net and walk out on the tightrope. Your professional partnerships reach new levels of depth, you see opportunities others don't, and you find out what you're truly made of. Join us as he recounts the magic of finally having an idea worth struggling for.

In this episode, you'll learn:

• Why helping integrate a new therapy into a practice is 70% of the job
• How to spot and avoid the dreaded "B.S. Yes"
• Exciting opportunities in the interventional pain space
• The necessity of partnering with a competent business advisor

Plus, we discuss why having one or two committed people in your corner is all you need to build momentum.

Resources from this episode:

• Download the Behavior Change Blueprint

Social Media:

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

Are you the tip of the spear? Or are you shuffling around in the complacent middle segment of MedTech that's being left behind? We're speaking with Brian Kerlin, founder and CEO of Optitude, a firm that helps first time founders, CEOs, and entrepreneurs build consistent, sustainable revenue growth from the inside up. Kerlin's approach is simple: Everyone has the same 24 hours in a day and seven days a week; are you truly conscious of how you're spending your time? Join us as we explore his 'Inside Up' principle, which encourages aspiring leaders to improve their performance by reevaluating their capacity.

In this episode, you'll learn:

• Practical steps you can take to move out of your 'complacency bubble'
• How to be more reflective (i.e., zoom out and reassess your core processes)
• What it means to "create intention" for each day
• Insights from Hal Elrod's "The Miracle Morning"

Plus, we dig into what it means to be "disciplined in thought."

Resources from this episode:

• Download the Behavior Change Blueprint

Social Media:

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

There are a lot of macroeconomic events unfolding right now, and they're affecting budgets at MedTech companies across the country. How are those budget changes impacting execution in the field? We've gotten several requests to discuss multiple concerns that are hitting the market—questions like, "What if budget cuts mean I'm no longer able to do lunches?" From navigating sudden insurance changes to hitting quotas with less resources at your disposal, we'll walk you through the minefield that is today's medical device sales market and focus on the proven tactics that will see you through turbulent times.

In this episode, you'll learn:

• How to stop being paralyzed by 'what if's and start building what's next
• The power of being transparent with providers about budget cuts (i.e., no more free lunches)
• Simple mindset exercises to help you avoid the trap of victimhood
• How to tactfully remind providers of what's at stake and ask: "Can you afford not to try this?"

Plus, we explore other ways to do more with less and come out on top.

Resources from this episode:

• Download the Behavior Change Blueprint

Social Media:

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

You crushed it last quarter—yet another quota calling for double-digit growth is already breathing down your neck, and it doesn't care about special circumstances. So how do you outdo yourself...again? Take heart, says 20-year medical sales veteran Frank Bailey. By reverse-engineering your sales goal and strategically "saving some for the sequel," you can rack up short-term wins and give your future self a head start. Join us as Frank explains the liberating process of "firing" (then "rehiring") yourself to stay at the top of your game.

In this episode, you'll learn:

• Why complexity is the enemy of execution
• How to break down even the loftiest quota into bite-sized 'buckets'
• The power of a simple mantra: "Protect the patient, protect the doctor, protect the company"
• How to add personal touches without overcommunicating

Plus, we explore ways to knock out your quota early and use the extra time to build up for next year.

Resources from this episode:

• Download the Behavior Change Blueprint

Social Media:

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

If you're not directly providing value to physicians, then you're directly adding to their stress level. Don't believe us? We interviewed Dr. Sandra Weitz (aka "The Practice Building MD") in early 2022 to take you inside the decision-making process of a private practice and ASC owner. That episode continues to sit at the top of the charts for good reason. Join us as she offers example after example of why a focus on positive patient outcomes will create sustainable, long-term business for reps.

In this episode, you'll learn:

• Why reps should know how each doc defines "value add" differently
• What it means to resist the 'short-term win' and avoid resentment
• Why Apple never produces boastful commercials
• How to go beyond the brochure (free samples, indigent programs, etc.)

Plus, we explore why most reps tend to underestimate their ability to impact a practice.

Resources from this episode:

• Download the Behavior Change Blueprint • Check Out Dr. Weitz's Website • Explore Dr. Weitz's Podcast

Social media:

• Connect with Dr. Weitz on LinkedIn • Connect with Zed on LinkedIn • Connect with Clark on LinkedIn

Why does talking with your hands put people at ease? What is a 'blocking behavior,' and why is it usually a signal that you should ask more questions? Last year, we interviewed communications expert and Authentic Influence Group CEO Shelly O'Donovan about the power of body language, tone, and micro-expressions. That episode quickly rose to the top as one of the favorites among our listeners—and for good reason. Take a listen and learn how you can recognize dozens of subtle, largely subconscious human behaviors to secure buy-in, preserve trust, and ultimately drive business.

In this episode, you'll learn:

• How to wean yourself off 'blocking behaviors' that can stunt dialogue
• What your suprasternal notch is, and how it releases hormones that help you calm down
• Why handshakes are worth at least 3 hours of quality facetime
• How your smart phone can inhibit an in-person conversation—even when you're not using it

Plus, we talk about where (and when) you should be directing your eyes while speaking over Zoom calls.

Resources from this episode:

• Download the Behavior Change Blueprint • Check Out Authentic Influence Group • Study Ekman's 'Micro Expressions'

Social Media:

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

"Old-fashioned spine surgery is dead—it just hasn't been told yet." That's a bold statement, but if anyone's qualified to make it, it's Dr. Hamid Abbasi. He's chief medical officer at Inspired Spine, a board-certified neurosurgeon, and an internationally recognized expert in minimally invasive spinal surgery. Dr. Abbasi is also one of the most experienced surgeons to perform the OBL lateral lumbar inner body fusion procedure, and the only surgeon currently performing minimally invasive thoracic inner body fusion. Join us as he explains how modern medicine's tendency to "play it safe" can sometimes harm (or at least severely limit) patients, and what it will take for "game-changing" procedures to supplant outdated ones.

In this episode, you'll learn:

• Stats proving Dr. Abbasi's claim that "having a spine problem is part of being human"
• Why Dr. Abbasi likens the discs in our spines to tires on a car
• Lessons from one of Dr. Abbasi's hero, Nobel Prize-winner Barry Marshall
• The type of red tape that's most restrictive to innovative surgeons in 2022

Plus, we explore MedTech's role in spine's patient-driven revolution

Resources from this episode:

• Download the Behavior Change Blueprint
• Visit inspiredspine.com

Social Media:

• Connect with Dr. Abbasi on LinkedIn
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn