Medical Sales Accelerator

Sponsored by TrackableMed

Is it possible to check all the boxes when it comes to delivering value? Patients value treatment and the overall experience, doctors value time and productivity, and office managers value organization and minimal disruptions. It can be a tall order.

Matt Ghanem, Co-Founder and CEO of National Breathe Free Sinus & Allergy Centers, joins us on this episode, sponsored by TrackableMed, to share how he transitioned from medical sales to building a platform of practices across the country. We discuss how his perspective has changed since his days in sales, lessons he's learned along the way, and why their mission is about helping more than just the patients, but every person involved.

Tune in for more on:

• Discovering and overcoming complexities of insurance in healthcare
• Different ways of creating true value
• How to bring emotional intelligence to sales
• Grounding principles that help drive a successful organization

Resources from this episode:

• Get the free MedTech Talk Tracks for Action

Social Media:

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

Sponsored by TrackableMed

Doctors dedicate their lives to the health of others, making difficult decisions, and initiating tough conversations. Still, doctors are human and mistakes can happen. But what if they had a tool to help them review more data, scans, etc, prioritize patients, and get ahead of anomalies?

In this week's episode, sponsored by TrackableMed, Navid Alipour, Co-Founder and Managing Partner at Analytics Ventures, and Co-Founder of CureMatch and CureMetrix sits down with us to explore the rapidly growing world of Augmentative Intelligence. In the interview, Navid educates us on this unique combination of AI and other technologies and how it can be used as a tool to help doctors treat more patients, faster. We also discuss how tools like this can bring more balance to the entire industry and the importance of second opinions.

Listen for more on:

• Augmentative Intelligence as a workflow tool for doctors
• Detecting cancer up to 6 years earlier than doctors
• The law playing catch up with technology
• If technology is good or evil
• Democratizing technology to bring more care to community hospitals

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Dr. Razelle Kurzrock
• Follow CureMatch on Twitter

Social Media:

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

Sponsored by TrackableMed

What separates companies that innovate and grow, vs innovate and die? It comes down to feedback and the product lifecycle. And there are key ways you can improve the customer experience from day one that will help the dominoes fall in your direction.

In this week's episode, sponsored by TrackableMed, we're joined by Joseph Authement. He's the Western area VP of Echo Health and has been a medical device commercial leader for 20 years. In the interview, Joseph revisits mistakes he witnessed early in his career and how they served as valuable lessons moving forward. We also discuss the challenges salespeople face daily, the importance of discovery and re-discovery within your sales and marketing processes, and how to make every customer feel like their experience is tailor-made just for them.

Listen for more on:

• Learning from early adopters
• Using data to tap into customer mindsets
• The power of listening to every customer's pain points before sharing product benefits
• How to position past failures as lessons for the future
• Constantly updating your playbook to continue winning

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Barbarians to Bureaucrats
• Crossing the Chasm
• Zone to Win
• The Jolt Effect
• Challenger Sale

Social Media:

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

Sponsored by TrackableMed

Go behind the scenes of the American Urological Association Annual Meeting and discover why some physicians choose to embrace new technology and dive head first into learning despite their peers' reluctance to change.

In this week's episode, sponsored by TrackableMed, we revisit some of the most exciting tech booths from AUA with Dr. Garrett Pohlman, Urologist and host of the Prostate Health Podcast. Dr. Pohlman joined us in Chicago as we explored the technology and asked innovators to talk about their solutions. In the interview, we also discuss the value of direct-to-patient marketing, why it's important to have multiple tools to help patients with, and tactics to ensure patients return for another visit regardless of previous results.

What we discuss in the episode:

• AUA 2023 Highlights & Takeaways
• If flashy booths at conferences are worth the investment
• The impact of direct-to-consumer marketing
• Why Urologists need to have more than one tool in their toolset
• Effective strategies to keep patients active in seeking treatment

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Listen to the Prostate Health Podcast

Social Media:

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

Sponsored by TrackableMed

Why do people line up for one coffee shop when there's an empty one three blocks away? What draws people to a product so much that they're willing to sacrifice time out of their day to get their hands on it? How do you propel your product or service to legendary status? The answer may be more straightforward than you would have thought.

In this week's episode, sponsored by TrackableMed, Gair Maxwell, Author of Big Little Legends: How Everyday Leaders Build Irresistible Brands, outlines what all legends become known for: their story. We discuss what makes a compelling story, how to translate the success of the Mona Lisa into a medical device sales meeting, and why stories really sell.

Tune in to learn about:

• Why statistics alone aren't enough to make a sale
• Creating conversations to release oxytocin
• The 3 acts every story needs
• Storytelling as a part of human nature
• Examples of what a good story in medical device might look like

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Big Little Legends: How Everyday Leaders Build Irresistible Brands

Social Media:

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

Sponsored by TrackableMed

Did you know that 40-60% of the average sales pipeline stalls out due to not moving forward? Author of The Challenger Sale Matt Dixon calls these no-decision losses. And they plague sales teams the world over, which is why he's back with new research and a new book sharing what the best sellers do to overcome this problem.

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. In the interview, sponsored by TrackableMed, 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
• 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

Sponsored by TrackableMed

Some physicians seem to avoid medical device reps at all costs. Others seem open to conversations but may be skeptical of the intention behind them. And many don't have the power to make a final decision anyway. So, what do physicians really think of medical device?

In this week's episode, sponsored by TrackableMed, Dr. Qasim Butt, interventional nephrologist, medical consultant & advisor, and founder of Your Kidneys Your Health, joins us to reveal how medical device reps should approach the changing landscape. We cover blind spots that create skepticism in physicians, social media secrets that can help you level up your game, and how the human element is still most likely to create a connection that leads to a deal.

Join us for more on:

• How depth and storytelling can boost sales
• Why it's important to identify the right person to talk to in every office
• How to utilize social media to create more opportunities
• Making the most of a ten-minute conversation
• Taking the time to learn and understand how everything works

Resources from this episode:

• Get the free MedTech Talk Tracks for Action

Social Media:

• Connect with Dr. Qasim Butt on LinkedIn
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

Sponsored by TrackableMed

Is your team trained to recognize customer-first innovation? And how does that get reflected in the mission and everyday execution of your goals?

In this week's episode, sponsored by TrackableMed, David Carey, CCO at Pristine Surgical, unravels the process of creating a client-oriented mission statement to act as a north star for the entire company. He also sheds light on the importance of bringing the right people to a startup environment, how his diverse career path helped him land where he is today, and why it's important to enter the arena as fast as you can.

Listen to this episode for more on:

• Key components for creating balance in a startup environment
• How to look at customer challenges as a source of innovation
• The one phrase that may alert you to new product opportunities
• The unexpected pain point in technology adoption
• How a diverse career sets you up for leadership roles in the future
• Why you should always be prepared to learn more
• How stepping into the arena as fast as you can leads to the data you really need

Resources from this episode:

• Get the free MedTech Talk Tracks for Action

Social Media:

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

Sponsored by TrackableMed

At times, medical device sales can feel like a never-ending treadmill – when's the last time you stopped and looked around? Are you truly living the life you want and making the impact you dreamt of making?

In this week's episode, sponsored by TrackableMed, Rebecca (Becca) Kinney, owner of Cypress Rise Inc. joins us to unravel how self-care and self-expression have helped her succeed in ways she never thought possible. We discuss how diving inward can help expand your reach, why you need to consistently ask yourself the real questions to stay motivated, and the simplicity of the checklist to being awesome (spoiler, it doesn't exist).

Join us to hear more about:

• The value of self-awareness throughout each day
• How honest, unpolished LinkedIn posts connect you with an authentic audience
• The truth behind work-life balance
• How to identify if you're living in a life of "have-to's or just going through the motions (and how to avoid this!)
• The secret to being awesome and driving impact with your work as a medical device rep

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Subscribe to the Unraveled Newsletter

Social Media:

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

Sponsored by TrackableMed

Many physicians lack training and understanding of how to bring products to market. Similarly, many engineers and MBAs have no idea what it's like to be a physician. It's no wonder medical innovation encounters roadblocks. Dr. Keith Matheny, Vanderbilt-trained Otolaryngologist in community practice in North Dallas, emphasizing Rhinology & Sleep in adults and children, lives on both sides of this equation. In his work as Founder/Chairman/CEO of US ENT Partners and CO-Founder of Sleep Vigil, Dr. Matheny has learned to embody the collaboration and feedback necessary to launch and grow medical device companies while serving as a specialty provider.

In this episode, sponsored by TrackableMed, we dissect the world of medical device from both sides. We wrestle with the balance between business and patient care, where to find the finish line after FDA approval, and why solutions get "over-engineered" (and what to do about it).

Listen to learn:

• The disconnect of perspective between engineers and physicians
• Collaboration as a solution for fragmentation
• The importance of being able to receive critical feedback without defensiveness
• Why you must be tenacious and stick around long enough to see things pay off
• The role of collaboration and collective wisdom in building a solution that works
• The different faces of the end user and how that affects adoption

Resources from this episode:

• Get the free MedTech Talk Tracks for Action

Social Media:

• Connect with Dr. Matheny Here
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn