Medical Sales Accelerator

Monique Valcour is an Executive Coach and Management Professor. As a regular contributor to Harvard Business Review, she advises on leadership development, coaching, career and talent management—and she knows the importance of giving feedback to keep your team motivated.

In this episode, Monique shares profound insights that immediately transform giving feedback from an uncomfortable interaction to an empowering conversation that ensures your team is always reaching its potential.

In this episode, you’ll learn:

• The proper time to deliver feedback vs. letting a situation play out
• Why showing vulnerability when delivering feedback can be a good thing
• The importance of making an authentic connection when giving feedback
• The difference between coaching and mentoring and when MedTech leaders should use each method

Plus, we dig into the magic concept of “feed forward,” and how soliciting suggestions and advice for a behavioral change you’re trying to make in the future is beneficial to sales leaders and teams alike.

Resources and links from the show:

• Connect with Monique Valcour on LinkedIn
• Visit Monique’s website
• Connect with Clark Wiederhold on LinkedIn
• Connect with Zed Williamson on LinkedIn
• Anyone Can Learn to Be a Better Leader- Harvard Business Review article
• The Behavior Change Blueprint

Tim Frazee is an Area Director at Axonics Modulation Technologies—and a master motivator. His experience in building and leading teams across multiple specialties has given him valuable insight into understanding individual motivations. In this episode, he’ll share ways to identify what truly drives your employees—and how to use their strengths and motivations to develop a custom coaching plan that results in peak performance.

In this episode, you’ll learn:

• Why sales leaders must be comfortable not having complete control over their success
• The common motivations of MedTech sales teams
• Some individual motivations that should be seen as red flags
• How to stay on top of an individual’s shifting motivations
• Ways to use coaching to tap into an individual’s strengths and motivations

Plus, we take a look through the startup lens and share tips for balancing the team’s personal motivations with short-term business expectations and sustainable pipeline growth.

Resources and links from the show:

• Connect with Tim Frazee on LinkedIn
• Connect with Clark Wiederhold on LinkedIn
• Connect with Zed Williamson on LinkedIn
• The Behavior Change Blueprint
• The Platinum Rule
• Get Social with Axonics
  • LinkedIn
  • Facebook
  • Instagram
  • YouTube

Clark Wiederhold is the Chief Sales Officer at TrackableMed. With more than a decade of MedTech sales leadership experience, he’s seen his share of success and failure.

In this episode, Clark imparts indispensable wisdom to help you persevere in our unique and nuanced industry. Listen and learn as he rolls up his sleeves and shares the tactical maneuvers based on neuroscience that are proven to move customers to take action.

In this episode, you’ll learn:

• How “labelling” and “calibrated questions” can stimulate and energize your sales process
• The importance of giving the customer the ability to control what happens next
• Why even the most tenured sales reps sometimes overlook the obvious
• The word all salespeople need to strike from their vocabulary

Plus, we go through a real-life scenario where Clark coached a green rep how to walk into a clinic and walk out with an actionable commitment to a trial in a matter of minutes—without an appointment!

Resources and links from the show:

• Connect with Clark Weiderhold on LinkedIn
• Connect with Zed Williamson on LinkedIn
• The Behavior Change Blueprint
• Never Split the Difference: Negotiating As If Your Life Depended On It
• Get Social with TrackableMed
  • LinkedIn
  • Facebook
  • YouTube

Amy Smith is the Sr. Director of Marketing at Neuros Medical. Her years of MedTech experience have given her unique insights into practices, processes, and procedures that both help and hurt the patient experience, as well as the business side of the practice itself.

Listen as she explains how, by simply observing, you can go beyond “sales rep” and become a trusted partner—the outside eyes and ears that most physicians never knew they needed.

In this episode, you’ll learn:

• Proven strategies for practice observation and interaction that go far beyond the physician
• What to look for when it comes to patient experience and the patient flow throughout a practice
• How to address the elephant in the room and have uncomfortable conversations with physicians
• The importance of building a 360-degree knowledge base of each medical practice and its key role players

Plus, we discuss why it’s so critical to dive deep into the complexities and truly understand how a medical practice operates as a business.  

Resources and links from the show:

• Connect with Amy Smith on LinkedIn
• Keep up with Neuros Medical on LinkedIn
• Connect with Zed Williamson on LinkedIn
• Connect with Clark Weiderhold on LinkedIn
• The Behavior Change Blueprint

What’s it like on the inside? Carlos Calix is the Assistant Vice President of Business Development at Ochsner Health System. After spending many years on the commercial side of the device world, his current role from inside the hospital has given him a whole new perspective.

Hear how his sales style has changed and find out how you can overcome the obstacles of dealing with committees, purchasing agents, and professional buyers. 

In this episode, you’ll learn:

• How understanding the hospital’s process can increase your sales success
• The importance of aligning with the hospital’s departmental goals
• Why approaching an integrated health network today is different than several months ago
• Ways to avoid adversarial sales by sitting on the same side of the table as your customer
• How working with the supply chain can bring in the next generation of product

Plus, find out how you can take advantage of a free predictive index behavior assessment of your sales style to see where you might be misaligned.

Resources and links from the show:

• Connect with Carlos Calix on LinkedIn
• Connect with Zed Williamson on LinkedIn
• Connect with Clark Weiderhold on LinkedIn
• The Behavior Change Blueprint
• Socialize with Ochsner Health System
  • LinkedIn
  • Facebook
  • Twitter
  • Instagram
  • YouTube

Ben Bourterie is the Regional Sales Director at Aerin Medical and a seven-time president’s club winner. He’s spent his career creating markets for disruptive technologies in multiple specialties, and he’s here to tell us about the competitive advantages you can recognize when you incorporate practice development into your sales process.

If you’re ready to agitate the market, mobilize your team, and go deep with potential customers, this episode is a must-hear.

In this episode, you’ll learn:

• How practice development and value-based selling is poised to totally transform the MedTech community
• Why the “old method” of selling and catering to physician customers has to change
• Ways to find physicians who are willing to reinvest back into their practice
• The importance of future forecasting and predictability to crush growth expectations
• Why using market development as a selling style will outshine your competition every time

Plus, we’ll share some proven strategies to make your resources and procedures as simple and turnkey as possible for your customer.

Resources and links from the show:

• MedicalSalesAccelerator.com
• The Behavior Change Blueprint

Garrett Watson is a Sr. Sales Rep & National Sales Trainer at Stryker ENT. His list of accolades in the medical industry run long – but he’s as down-to-earth as it comes.

In this episode, we talk with Garrett about how he gets his mind set up for success – even during a year with a high degree of unpredictability and challenge. His message of “helping” and “bringing more value” is applicable industry-wide and has never been more relevant than it is now.

In this episode, you’ll learn:

• Why there’s not a better time to sell than right now, yes, during a pandemic
• How only thinking about the product/technology will limit you as a medical sales professional
• Ways you can reposition yourself and bring more value to your customer
• Why relationship-based sales is the biggest mistake you can make right now
• The importance of getting people uncomfortable with disruptive technology

Plus, we dig into why you don’t need to have all the answers as a sales rep, the importance of framing your customers’ mindsets, and much more. 

Resources and links from the show:

• MedicalSalesAccelerator.com
• The Behavior Change Blueprint

Brandon Caraway is the Vice President of Sales at Amniox Medical, joining us in this episode to share insights on the importance of leadership in our challenging times.

A lack of clarity and a drop in production are surefire ways to frustrate any medical sales leader – but they shouldn’t be show stoppers. Brandon gives us some good experiential wisdom about blasting through barriers and coming out the other side, stronger and more successful.

In this episode, you’ll learn:

• The most surprising aspect of our current market disruption
• What a hurricane can teach you about how to stay focused on your quota during a pandemic
• Why there’s no such thing as casting a wide net right now and what to do instead
• Ways to overcome lack of trust in your organization
• Why it’s more critical than ever for MedTech leaders to step back and focus on the fundamentals

Resources and links from the show:

• MedicalSalesAccelerator.com
• The Behavior Change Blueprint

If you care about growth of sales, achieving results through behavior change and neuroscience, and most importantly, better outcomes for more patients, this podcast is for you.

In this episode, you’ll meet the hosts, Zed Williamson and Clark Wiederhold, and learn more about what you can expect from the show – how we’re bringing you the best tips, insights, and those “little nuggets of wisdom” that you’ll get from a conversation with a pro, but likely won’t hear from the conference stage.

In this episode, you’ll discover:

• The story behind the show and why the industry needs it!
• What critical topics will be covered in future episodes
• What MedTech community experts we’ll be interviewing
• The type of actionable takeaways you can get and apply in conversations with customers to accelerate their use of your technology
• How you can become involved with the podcast and suggest future guests!

Plus, meet the hosts and learn more about their work in the MedTech industry. Episodes releasing weekly!

Resources and links from the show:

• MedicalSalesAccelerator.com
• The Behavior Change Blueprint