Medical Sales Accelerator

Think about it, the company that sells you your deodorant knows more about you than a medical device company. Why does that seem so backwards? But what if we told you there's a tool available for medical device companies to gain valuable insights about 2.8 million healthcare practitioners?

In this episode, sponsored by TrackableMed, Founder and CEO of Alpha Sophia, Paul-Lukas Hoffschmidt, joins us to share how he's accelerating product adoption across the industry. We discuss how to use data to create more targeted opportunities, facilitate more meaningful discussions, and separate from crowded ecosystems.

Join us to learn more about:

• The different types of data and how to get the most out of them
• Understanding the personalities you're targeting and being able to craft marketing and sales campaigns around that information
• A tool that helps you identify high-conversion opportunities before traveling
• Helping innovators grow faster
• How client feedback can act as a community to promote success

Resources from this episode:

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

Social Media:

• Connect with Paul-Lukas on LinkedIn
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

Sponsored by TrackableMed

What if you never had to worry about missing calls and losing sales, and sales STILL kept moving? It may be out of your comfort zone, but adopting inside sales tactics has been proven to accelerate growth and reduce costs. But how do you do that in an industry that is known for the power of face-to-face meetings and hands-on demonstrations?

In this week's episode, sponsored by TrackableMed, we met with Charlie Tate, a Partner at Synchronized Sales, and learned about how he's been able to transfer strategies from his tech background into healthcare. We explore how his inside teams can help outside sales reps keep momentum and the benefits of making phone calls that align with in-person efforts.

Listen for more on:

• Bringing inside sales to healthcare
• Maintaining full compliance with every client
• The benefits of moving sales along over the phone
• Keeping outside sales reps from being bogged down
• How working in this role can prepare you for a career in medical sales

Resources from this episode:

• Get the free MedTech Talk Tracks for Action

Social Media:

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

Sponsored by TrackableMed

How many tests does it take to get product approval? The world may never know. But if you're not consulting your human factors team until the last minute, you may be creating unnecessary roadblocks. And sometimes those roadblocks are hiding in plain sight.

In this week's episode, sponsored by TrackableMed, we met with Heidi Mehrzad, CEO and Founder of HFUX Research, a human factors consultancy specializing in medical device development. In the interview, Heidi reveals where most innovators miss the mark and how human factors could help them progress more efficiently. We also discuss the interaction between the user and the interface of the device and hear examples of how minor changes can impact the trajectory of an entire business.

We also talk about:

• The many different types of interfaces in medical device
• How the 80/20 rule can help marketing and sales teams maintain direction
• Human factors teams as the advocate for patients
• How transfer knowledge often leads to misused products
• Why it's important to talk to everyone involved with product adoption, not just the surgeons

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• HFUX Research

Social Media:

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

Sponsored by TrackableMed

In a world of artificial intelligence and virtual reality, why does MedTech remain 5 years behind other industries when it comes to modern solutions? Part of the problem is accessibility. Sales reps are constantly traveling cross-country to meet with surgeons they may never hear from again. But what if there was a way to meet with more surgeons without wasting so many resources?

Matt Wheeler is a visionary entrepreneur, highly skilled business associate, and proven sales leader with over 20 years of experience. As the Chief Revenue Officer at Immertec, he plays a pivotal role in driving revenue growth and guiding the organization toward success. In this episode, sponsored by TrackableMed, Matt sits down with us to talk about how Immertec's virtual reality headset can bring 100 people to the same operating room. We discuss the value behind saving time and resources, the advantage of increased accessibility for practicing physicians, and how this distant learning experience actually leads to more in-person success.

Join us for more about:

• Improving the learning experience by taking surgeons out of the operating room instead of the other way around
• Increasing conversion rates with early-stage education
• Accelerating the number of people you can get into your early-stage funnel
• How this technology can benefit sales, marketing, R&D in addition to surgeons

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Immertec

Social Media:

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

Sponsored by TrackableMed

After 22 years of teaching in England, Phil Gostling was ready for a new challenge and took the leap into medical sales. Hard? Yes. But his lessons are gold and his approach to the industry can teach even the most seasoned sales teams about the importance of learning and listening.

In this week's episode, sponsored by TrackableMed, Phil shares how he found his new role as an EndoMech Sales Specialist at Ethicon. From taking advice from guests on previous episodes of this podcast to utilizing transferrable skills developed in teaching, his story will likely inspire others to follow his lead. We also explore the impact of being driven by purpose, how data has helped guide him in his first year, and how much more there is to sales than just selling.

Tune in to hear more about:

• Aligning with purpose in everything you do
• How new challenges ignite a new learning muscle
• The value of individual and team reflections in sales
• How to effectively prepare for a career change into medical sales
• Utilizing transferrable skills to develop yourself and/or pivot
• Data-guided behavior and how this impacts your ability to focus

Resources from this episode:

• Get the free MedTech Talk Tracks for Action

Social Media:

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

Sponsored by TrackableMed

Did you know that sepsis is the leading cause of death, costs, and readmissions in hospitals nationwide? Additionally, the standard of care blood tests used to diagnose the infection in an average hospital is wrong 40% of the time. So, what's being done to address this concerning data in the healthcare system?

We're joined by Greg Bullington, CEO and Co-Founder of Magnolia Medical Technologies, to learn more about his mission to eliminate the misdiagnosis of sepsis. In the interview, Greg highlights the accuracy and immediacy of his team's solution, which consistently reduces false positive sepsis tests by up to 90 percent. We also discuss how they're moving away from gray areas of medicine, overcoming initial resistance in the market, and tactics to raise awareness and knowledge.

What we discuss in the episode:

• The 17-year journey to changing the standard of care
• Overcoming the obstacle of abstract value propositions
• The challenges that arise when relying on peer-review studies to drive demand
• The benefits of doing your customer's homework for them
• Moving away from gray areas of medicine

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Magnolia Medical Technologies

Social Media:

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

Sponsored by TrackableMed

It's no secret that how you sell and who you sell to is critical for company growth, but how do you navigate variables outside of your control? Healthcare is seeing an increase in consolidation across the board, leaving little room for small to mid-sized companies to operate. In this week's episode, sponsored by TrackableMed, we put the health ecosystem under the microscope to understand more about what's happening.

Scott Becker, Partner at McGuireWoods and Founder of Becker's Healthcare joins us to discuss the shifting customer landscape in the health ecosystem. We also talk about why it's such a challenge for small to mid-sized companies to gain traction in this space, the effect consolidation has on the market, and the advantage of seemingly unlimited resources in building customer awareness.

Listen to this episode for more on:

• How consolidation is erasing a portion of the customer landscape
• Why it's difficult to replace or even compete with big companies
• The cost of getting your solution recognized in the market
• How to build credibility with larger customers

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• McGuireWoods
• Becker's Healthcare Podcast

Social Media:

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

Sponsored by TrackableMed

Salespeople spend valuable time on conversations that lead to dead ends because customers don't feel confident making decisions. So how do you navigate a conversation with a buyer in a way that can help them avoid analysis paralysis or other forms of indecision?

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 joins us to share his expertise on the matter. In this episode, sponsored by TrackableMed, 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
• 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

Sponsored by TrackableMed

It's no secret, there are a few things missing from the field of medical device. But how do we bridge the gap and connect all the items that sales reps deal with on a day-to-day basis? It starts by building awareness.

Erik Trattler, Director of Business Development at TrackableMed, joins us on this week's episode to talk about what it takes to effectively raise awareness for all parties involved. We also explore the long-term benefits of an efficient marketing effort, how to ease the frustration that many surgeons are struggling with, and what it really means to add value.

Tune in for more on:

• Why social media efforts are useless if you have the wrong message
• The many different facets that can assist surgeons to treat more patients
• Staggering statistics around ROI
• Understanding your clientele on a human level
• The extra tools you need to grow your practice

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Closing the Referral Loop

Social Media:

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

Sponsored by TrackableMed

How often do we hear people say the customer is always right? While the idea behind the phrase goes a long way, do your customers really know what's best for their practice? It seems like there's a new product or solution every day. Physicians can't be expected to know everything while they're tirelessly doing what they trained their whole lives to do – save lives.

That's where world-renowned researcher Brent Adamson comes in. He's the co-author of bestselling books The Challenger Sale and The Challenger Customer, and joins us on this episode, sponsored by TrackableMed, to share how the role of salespeople continues to change. In the interview, we discuss how salespeople can close more deals simply by making it easier for the customers to understand all available options more clearly, the layers behind decision-making that impacts sales, and the dimensions of struggle that every customer struggles with.

Join us for more on:

• How sales reps can differentiate themselves by providing more clarity
• How to provide customers with the confidence to make decisions
• Buying group alignment and how it impacts sales
• The dimensions of struggle for customers and how to overcome them
• Knowing a customer's business better than they do

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Brent's Breakdown
• Customer Value Community
• Challenger Sale
• Challenger Customer

Social Media:

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