Medical Sales Accelerator

Sales is a game of mental toughness – and nobody knows this better than Jeff Riseley, founder of the Sales Knowledge Group and Sales Health Alliance. While the sports industry has long recognized the importance of psychology and mental game, it’s often overlooked in sales (though more than 40% of us struggle with mental health). How do we best manage our mental health in a profession riddled with ups and downs? Jeff is here to bring the conversation out into the open, end the stigma, and share tips to help you sleep better and feel less anxious and more confident during your next pitch.

In this episode, you’ll learn:

• How to make your work more meaningful through a process called “job crafting”
• Ways to overcome anxiety and stress to remain focused, composed, and confident
• The two types of empathy and how each can make you a better MedTech sales professional
• Exercises, routines, and strategies to sustain a healthy mental state

Plus, we dive into what really goes into finding your purpose and how creating “your personal why” can help you achieve balance, and ultimately, professional success.

Resources and links from the show:

• Connect with Jeff Riseley on LinkedIn
• Connect with Clark Wiederhold on LinkedIn
• Connect with Zed Williamson on LinkedIn
• The Growth-Driven Practice Series
• The Behavior Change Blueprint
• Sales Health Alliance

Jason Elmore is the Sr. Manager of Sales and Training Development at NeoTract. With extensive experience in med device startups as well as with the world’s largest medical device and pharmaceutical companies, he knows a thing or two about the patient journey. In this episode, Jason enlightens us on the increasingly popular concept of shared decision making in medicine — and tells us how becoming a key player in the patient’s clinical pathway is one of the best things a MedTech sales rep can do.

In this episode, you’ll learn:

• Why the patient should have a hand in selecting their treatment pathway
• How to make your medical professional customers “teachers” so they can better interact with their patients
• The importance of tracking and celebrating your results
• Why you’re missing an opportunity if you haven’t rethought and adjusted your value proposition for the COVID environment

Plus, we create a diagnostic tool to show MedTech reps what to look for when assessing the clinical pathway.

Resources and links from the show:

• Connect with Jason Elmore on LinkedIn
• Connect with Clark Wiederhold on LinkedIn
• Connect with Zed Williamson on LinkedIn
• The Growth-Driven Practice Series
• The Behavior Change Blueprint
• Elite Execution: Disciplines & Insights for Extraordinary Salespeople by Jason Elmore

Michael Cheetham has spent 25 years in medical sales…exceeding his lofty target goals every single year. Today, as the Founder and Director of Tenacity Sales Training, he’s transformed his immense success and passion for his craft into a program that helps professionals in medical sales separate themselves from the pack. Determined to revolutionize medical sales training, he’s come to this episode prepared to share some unique concepts that will totally change your perspective on what it takes to succeed in sales— and rise above your competition.

In this episode, you’ll learn:

• How to build trust and “earn the right” to have buying conversations
• The personal qualities you should lean into if you really want to stand out
• Why customer knowledge can be more important than product knowledge
• The importance of understanding the true driving needs of your customers
• Questions to ask clinicians during the sales process, and questions to avoid

Plus, we dig into some of the sales behaviors that frustrate your customers and offer tips and advice to adjust and improve your tactics.

Resources and links from the show:

• Connect with Michael Cheetham on LinkedIn
• Connect with Clark Wiederhold on LinkedIn
• Connect with Zed Williamson on LinkedIn
• The Behavior Change Blueprint

Giovanni Lauricella (aka Mister MedTech) is the Global VP, Med Tech, for the Mullings Group. He's performed over 5,000 hires for 600 clients, assisted in raising over 30 million in capital for startups — just during COVID-19 — and has the support of a MedTech network of over 30,000 global contacts. In this episode, he shares a myriad of deep insider insights on how the industry was forced to shift and pivot as a result of the pandemic, and predictions for MedTech organizations and their sales teams in 2021.

In this episode, you’ll learn:

• How MedTech sales talent acquisition has changed since the onset of COVID-19
• What sales professionals can do to adjust and stay relevant when faced with adversity
• How the heightened awareness for the healthcare industry is transforming MedTech
• Ways MedTech reps and leaders can make sure they’re the top choice for recruiters in 2021

Plus, we take a look at the shifts in investment flow within the MedTech industry and discuss potential effects in the year to come, from R&D up to commercial.

Resources and links from the show:
• Connect with Giovanni Lauricella on LinkedIn
• Follow #MisterMedTech on LinkedIn
• Connect with Clark Wiederhold on LinkedIn
• Connect with Zed Williamson on LinkedIn
• The Behavior Change Blueprint

Omar Khateeb is a marketing leader in Silicon Valley, currently the Director of Growth at Potrero Medical. Well-known for his strategies using consumer psychology across various digital mediums, he’s back for Part 2 to double down on his challenge to MedTech leaders to get out of their comfort zones and embrace the digital age. Listen and learn why digital is absolutely the new channel of influence in MedTech sales, and get proven, real-world best practices to help you connect with prospects in ways you never thought possible.  

In this episode, you’ll learn:

• How to get out of our own way as MedTech reps and change our selling behavior
• Tips to reach physicians on social media at different times in their “digital adoption curve”
• Why there should be no timeframe to measure against your goals and expectations for social selling
• How “thinking like a scientist and acting like an artist” will help you master new ways of selling

Plus, we share something all young MedTech professionals coming out of college need to know (hint: get familiar with content marketing).

Resources and links from the show:

• Connect with Omar Khateeb on LinkedIn
• Connect with Clark Wiederhold on LinkedIn
• Connect with Zed Williamson on LinkedIn
• Episode 13: The Death of Traditional MedTech Sales and What’s Next: Part 1 with Omar Khateeb

Omar Khateeb is a marketing leader in the Silicon Valley, currently the Director of Growth at Potrero Medical. He’s well-known for his strategies using consumer psychology across various digital mediums to guide healthcare companies in adapting to newly connected markets. In the first of a two-part episode, Omar challenges MedTech leaders to get out of their comfort zones and embrace the digital age to revolutionize customer interactions.

In this episode, you’ll learn:

• How to create a digital version of yourself that will help you drive sales 24/7/365
• A proven, step-by-step process for developing an online relationship with physicians
• Where and how to effectively engage with physicians on social media
• How to use social media to create a phycological bias of developing reciprocity with your prospects
• Why we’re thinking about sales goals the wrong way, and should instead focus on “systems” of habits and activity

Plus, we discuss why customer acquisition cost (CAC) is becoming more important in MedTech sales, and tell you ways to drastically lower that cost by building relationships online.

Resources and links from the show:
Connect with Omar Khateeb on LinkedIn

Connect with Clark Wiederhold on LinkedIn

Connect with Zed Williamson on LinkedIn

Sometimes we get too caught up in the selling aspect of our jobs and forget we should also be a resource to our customers. One of the biggest opportunities to serve in this way is to help them effectively market their medical practice and increase patient demand.

In this special episode, Zed and Clark tap into their years of experience to share 3 marketing essentials every medical practice should consider. Listen, then feel free to share the tangible content takeaways (referenced in the episode) with your network.

In this episode, you’ll get some solid tips to share with your specialty physician network that address:

• Why specialty medical practices need a website, and the key elements to make it patient-focused
• The types of emails physicians should send for maximum patient engagement
• The types of emails physicians should never send (because they horrify patients)

Plus, insights and advice you can share with medical practices to help them get more positive patient reviews — and manage the negative ones.

Growth Driven Practice Series:
https://www.trackablemed.com/growth-driven-practice-series

Specialty Practice Webinar:
https://growthdrivenpractice.webinarninja.com/live-webinars/638677/register

Healthcare Marketing Guide:
https://zc.vg/sf/7bVox

Get the best of the MedTech industry insights in this action-packed episode. Zed and Clark share the top takeaways from our first 10 episodes in this “best of” compilation! Listen to the most compelling and actionable snippets, anecdotes, and advice in one neatly packaged episode.

From top-performing sales reps to president’s club winners to a Harvard Business Review contributor and national keynote speaker, the powerhouse guest list will leave you humbled, empowered, and charged to strengthen your sales and leadership skills

Enjoy a variety of topics that address your most pressing challenges and discover:

• What to look for when it comes to patient experience and the patient flow throughout a practice
• How to find new customers and build meaningful relationships with social media
• How a MedTech sales rep became a 7-time President’s Club winner by thinking big and using market agitation
• Why nothing elevates MedTech sales performance like great coaching
• Ways to work in lockstep with hospitals so their goals and objectives always remain front and center

Plus, we share some of our most popular soundbites on the power of cross-functional collaboration, proven ways to restructure your customer conversations, and more!

Resources and links from the show:

• Connect with Clark Wiederhold on LinkedIn
• Connect with Zed Williamson on LinkedIn
• The Behavior Change Blueprint

David Moser is a Transplant Specialist at Natera, and he knows better than most how to adapt when you can no longer access customers in the traditional manner.

When the pandemic tightened its grip in Spring 2020, we all had to adjust our approach. But David went next-level with his “pivot.”

Find out how an accomplished sales professional with more than a decade of experience in the medical space truly embraced the concept of social selling and found tremendous success in what’s sure to become an increasingly virtual world.

In this episode, you’ll learn:

• Proven techniques for virtual selling in the MedTech industry
• How to find new customers and build meaningful relationships…digitally
• Pitfalls to avoid when selling through email, LinkedIn, and Twitter
• Why social media is a goldmine for MedTech conversations with key decision-makers

Plus, if you’re interested in upping your social selling game but not sure how or where to begin, we compiled an actionable and sequential to-do list to get you started.

Resources and links from the show:

• Connect with David Moser on LinkedIn
• Connect with Clark Wiederhold on LinkedIn
• Connect with Zed Williamson on LinkedIn
• The Behavior Change Blueprint

Bill Eckstrom is a renowned keynote speaker, founder and CEO of EcSell Institute, and author of The Coaching Effect. He’s not just passionate about growth, he’s obsessed with it.

In this episode, we’re thrilled to welcome Bill—the world’s foremost authority in metric-based performance coaching and growth, who’s here to supercharge your sales development and help you understand, measure, and elevate the impact of your coaching. 

In this episode, you’ll learn:

• About the concept of “growth rings” and how they create environments that promote or hinder growth
• The four coaching activities that always pay off
• How to effectively split your coaching between high and low achievers
• Why different types of MedTech sales reps and leaders should all have their own definition of “growth”

Plus, we dig into the significance of cultural forces, social forces, and physical forces—and how the environments they create should influence our coaching styles.

Resources and links from the show:

• Connect with Bill Eckstrom on LinkedIn
• Visit Bill’s website
• The Coaching Effect: What Great Leaders Do to Increase Sales, Enhance Performance, and Sustain
• Connect with Clark Wiederhold on LinkedIn
• Connect with Zed Williamson on LinkedIn
• The Behavior Change Blueprint