Medical Sales Accelerator

Matt Dixon is the Founding Partner of DCM Insights, and co-author of four of the most important sales and customer experience books of the past twenty years, including The Challenger Sale and his latest book, The JOLT Effect: How High Performers Overcome Customer Indecision. He's also the guest on one of our most popular episodes!

In this encore episode, sponsored by Alpha Sophia, Matt breaks down concepts from his books, reveals how fear of failure is a sidekick to status quo bias, and how FOMO is a valuable sales tactic for some and a scare tactic for others. We also discuss the overwhelming number of sales lost to no decision and attempt to understand the reasons behind it.

In this episode, we also discuss:

• The 3 ways to revisit the status quo objection
• The Pain of Same vs The Pain of Change
• Error of Omission vs Error of Co-mission
• How FOMO tactics actually backfire in certain cases
• The two drivers of no-decision losses
• Shifting from a salesperson to a buyer's agent

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Alpha Sophia
• The Jolt Effect: How High Performers Overcome Customer Indecision
• The Challenger Sale

Social Media:

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

It wasn't long ago that Ted McKenna, an accomplished sales and customer experience researcher, founding partner of DCM Insights, and co-author of The Jolt Effect: How High Performers Overcome Customer Indecision joined us to talk about customer indecision.

And the conversation remains one of the most viewed by our audience! In this encore episode, sponsored by Alpha Sophia, Ted gets tactical and specific about effectively harnessing trust and building confidence with everyone you talk to. We also discuss the power of cooperative overtalk, how to improve proactive guidance, and strategies for anticipating objections.

Tune in for more on:

• Overcoming customer indecision
• Two playbooks for overcoming status quo
• How to get comfortable making recommendations
• Making customers feel like they're not alone in the decision-making process
• Radical candor as a double-edged sword

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Alpha Sophia
• The Jolt Effect
• 10-Hour Sales Course
• Free Tools From The Book
• Matt Dixon's Episode

Social Media:

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

Working hard is essential for success. But it's not a long-term solution for your leadership credibility. In fact, you may need to "unlearn" some behaviors and beliefs that got you to where you are today. About a year ago, we spoke with leadership coach and author Jeff Shannon about these very topics.

In this encore episode, sponsored by Alpha Sophia, we tear down some challenges that every leader faces in identifying blind spots and establishing executive presence, along with discussing what needs to happen to get your team on board with new ideas and innovation.

What we discuss in the episode:

• Why the best leaders know how to reduce friction and do this regularly
• The concept of unlearning and why it's so essential for MedTech leaders and managers
• Why you should not be treating everyone the same (it's not what you think)
• Signs that may suggest that you may lack executive presence and what to do about it
• How to resist the urge to "fly the plane" and instead coach others, even if they fail in the process

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Alpha Sophia
• Visit Jeff's Website

Social Media:

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

One of the first interviews we ever recorded remains relevant to sales leaders everywhere. 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, sponsored by Alpha Sophia, Bill joins us to discuss metric-based performance coaching and growth, strategies to supercharge your sales development, and how to understand, measure, and elevate the impact of your coaching. We also dig into the significance of cultural forces, social forces, and physical forces—and how the environments they create should influence our coaching styles.

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 and help your team reach peak performance
• 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 a "growth mindset"

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Alpha Sophia
• Visit Bill's website
• The Coaching Effect: What Great Leaders Do to Increase Sales, Enhance Performance, and Sustain
• The Behavior Change Blueprint
• The Growth-Driven Practice Series

Social Media:

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

You don't need a better product to close more deals. You need a better story. So how can you better craft your messaging to ignite interest in every client? CEO and founder of Oratium, Tim Pollard, emphasizes simplicity, customer-centricity, and the importance of building a message rooted in a real customer problem.

In this week's episode, sponsored by Alpha Sophia, Tim joins us to discuss the significance of storytelling and visualization in making messages memorable and compelling. The conversation covers a practical "Jenga test" to help teams scrutinize their messages, the value of conversational agility in adapting messages to different contexts, and 7 hallmarks of effective messaging.

In this episode, we also cover:

• 3 mistakes MedTech companies make in messaging
• How to shift from product-centric to story-centric strategies
• Tools and trainings that are available to help refine messaging
• The impact of Zoom fatigue on sales in the virtual world

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Alpha Sophia
• Oratium

Social Media:

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

Dismissing competitor decisions is common ground for sales teams, especially when you focus on the advantages of your products. But, what if you could use the decisions of your competitors as a tool to predict their future moves and carve out a competitive advantage?

In this week's episode, sponsored by Alpha Sophia, we sat down with John Horn. He's the CEO and founder of Gateway Competitive Insights and author of "Inside the Competitor's Mindset." During the conversation, John shares a four-step framework that encourages MedTech professionals to pay attention to competitor actions. He also emphasizes the power of cognitive empathy and strategic questioning to uncover critical insights, urging professionals to step out of their own perspectives.

In this episode, we explore:

• A fresh perspective on competitive intelligence and decision-making
• Actionable insights and a roadmap for predicting competitors' moves
• The concept of "war games" or mock negotiations as a tactic for fostering a deeper understanding of competitor behaviors
• The pitfalls of presuming answers and the importance of maintaining an open mindset
• The importance of cognitive empathy and strategic questioning

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Alpha Sophia
• Gateway Competitive Insights
• Inside the Competitor's Mindset

Social Media:

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

Success often hinges on a delicate balance between technical prowess and mental fortitude. So how can we harness the untapped potential of the human mind to propel sales teams forward? Maintaining confidence without veering into cockiness becomes an important discipline.

In this week's episode, sponsored by Alpha Sophia, we're joined by leadership coach, Matt Phillips to discuss the inner workings of the mind. Matt provides practical advice for sales leaders on coaching their teams through challenges, encourages a positive mindset, and offers strategies for finding solutions rather than dwelling on problems.

What we discuss in the episode:

• Valuable perspectives on the psychology of success in sales
• How RAS plays a pivotal role in filtering information and shaping our conscious focus
• How to navigate challenges with a positive mindset
• Why coaching is a two-way street that requires reciprocated effort

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Alpha Sophia
• Matt Phillips Coaching
• Matt Phillips Podcast

Social Media:

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

Believe it or not, knowledge can be a curse when it comes to medical sales. If sales reps are leaning into clinical and product knowledge too much, it can take away from the connection their clientele often desire. So what can sales leaders do to help develop their teams for maximum impact?

In this week's episode, sponsored by Alpha Sophia, we met with John Crowder, Vice President of Healthcare for Integrity Solutions. In our conversation, John highlights the importance of coaching and leadership skills and urges leaders to adopt a consultative approach. He also shares insights on the challenges faced by the industry, including the need to adapt to changing access dynamics and the critical role of continuous learning and development for both individuals and teams.

What we discuss in the episode:

• The number one challenge faced by medical sales teams
• How to effectively understand and develop each team member individually
• The value that continuous learners bring to a sales team
• The negative impact of exclusively knowledge-based learning
• How to drive consistent improvement over time

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Alpha Sophia
• Integrity Solutions

Social Media:

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

Patients enter a black hole as soon as they leave their physician's office. They're expected to keep up with intense regimens and care for themselves as their doctors do. Unfortunately, this often leads to unnecessary medication errors, inaccurate data, and potentially harmful dosage increases. But what if there was a way to support patients beyond the clinic?

In this week's episode, Charles Gellman, founder and CEO of HiDO Health joins us to discuss how AI assisted robotics is helping them reduce hospitalizations by 80%. We also discuss how this advanced technology is helping patients care for themselves, reduce medication errors, and receive extra support with ease.

Sponsored by Alpha Sophia

Tune in to hear more about:

• AI-assisted robotics
• Reducing unnecessary medication errors with patients
• Real-world success stories of patients helping themselves
• Reducing hospitalizations and increased dosages

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Alpha Sophia
• HiDO Health Stories
• Visit HiDO Health

Social Media:

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

Physicians across the country continue to trudge through the difficulties of documentation. Most are still using legacy software that requires excessive time and effort. What if you could streamline the workflow and save dozens of hours along the way?

Erik Sunset, VP of Marketing at DocBuddy, talks to us about how their improved documentation technology provides flexibility and efficiency. We also discuss the growing desire for better technology among physicians, the alarming truth behind burnout in the industry, and how past solutions are no longer viable options.

Listen for more on:

• The growing need for better technology in healthcare
• Addressing physician burnout and providing flexible solutions
• Using technology to streamline workflows and accelerate documentation with voice command
• How physicians are increasingly demanding their time back

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• DocBuddy
• Email Erik for More Information

Social Media:

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