Medical Sales Accelerator

Sponsored by TrackableMed

When is the last time you participated in a dress rehearsal? Let us rephrase that. When is the last time you dressed for the role you wanted, took actionable steps to showcase your ability to perform in that role, and gathered valuable feedback from the ones calling the shots? If you're seeking career advancement, there are tactics to help you get there.

In this week's episode, sponsored by TrackableMed, Bret Barrie joins us with his roadmap to success, "Promoted: The Proven Path to Career Advancement." We break down concepts from the book to offer listeners actionable advice on topics like what to do after you didn't get the promotion you wanted, how to show that you have what it takes to lead, and what it really means to be off self and on purpose.

We also talk about:

• Specific steps you can take to get the promotion you're looking for
• How to navigate difficult conversations with leadership
• Why it's important to be aware of how others see you in the workplace
• The value behind proposing solutions rather than pointing out issues
• Creating a positive culture for every member of a team

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Promoted: The Proven Path to Career Advancement
• The Selling Edge: How to Reach the Top in Any Sales Industry
• bretbarrie.com

Social Media:

• Connect with Bret on LinkedIn
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

Sponsored by TrackableMed

So, you want to be a sales professional? It's going to take a lot more than selling a product, getting paid, and calling it a day. It's going above and beyond in every aspect of the role and facing an important fork in the road: Can you step out of your comfort zone, say no to business when it's not the right fit, and establish leadership without stepping on anyone's toes?

In this week's episode, sponsored by TrackableMed, Steven Cook, Director of Sales-Southeast for Acumed, sits down with us to unravel what it really takes to make it to the big leagues of sales. He shares three keys to his formula for success in medical sales, the importance of being able to keep your composure in the face of the fire, and how to plan your path for a breakthrough by stepping out of your comfort zone.

In this episode, we also discuss:

• Motion vs action in a sales environment
• Learning how to say no to the wrong customers
• Avoiding the service trap of medical sales
• The impact of teamwork on the sales process
• How to be a true sales professional

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Weekly Activity Scorecard
• Career Opportunities with Acumed

Social Media:

• Connect with Steven on LinkedIn
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

Sponsored by TrackableMed

As a startup with disruptive tech…your enemies are on the outside. But what happens if you are an established enterprise…your battles are within. Too many enterprises end up losing momentum by running the wrong playbook at the wrong time.

In this week's episode, sponsored by TrackableMed, we had the opportunity to speak with author, speaker, and advisor Geoffrey Moore about his experience working with startup companies and established tech enterprises. He discusses topics from two of his books, "Crossing the Chasm" and "Zone to Win," and highlights some of the biggest mistakes companies make and where breakthroughs can occur. We also explore the importance of balance within an enterprise, how to counter existential threats against your business, and the true value of momentum.

Join us to learn more about:

• Metrics for success in each of the 4 zones
• How to effectively move from the incubation zone to the transformation zone
• Challenges to overcome in the transformation zone
• Common mistakes iconic tech companies made before their downfall
• The role of acquisition in scaled transformation

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Crossing the Chasm
• Zone to Win

Social Media:

• Connect with Geoffrey on LinkedIn
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

Sponsored by TrackableMed

Change becomes possible when messages are delivered from the trenches. Widespread knowledge of issues within an industry doesn't mean they're going to be addressed unless the ones directly observing what's taking place can bring awareness to the public eye. Dr. Alejandro Badia, founder of OrthoNOW and Badia Hand to Shoulder Center and orthopedic hand surgeon, is using his voice to proactively disrupt the industry.

In this week's episode, sponsored by TrackableMed, Dr. Badia, who also hosts the Fixing Healthcare from the Trenches podcast, joins us to dive into the industry challenges he's witnessed on the front lines. Explore the roadblocks created by health insurance that impacts patients as well as physicians. We also discuss the importance of collaboration as a vehicle for change.

Join us for more on:

• Steps healthcare professionals can take to claim control
• Social media as a tool for creating dialogue
• Taking initiative to educate patients on what's really going on
• How to proactively address issues in healthcare
• How a little bit of time and a lot of interest can make a big difference

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• OrthoNOW
• Badia Hand to Shoulder Center
• Fixing Healthcare… From the Trenches Podcast
• Healthcare From The Trenches: An Insider Account of the Complex Barriers of U.S. Healthcare from the Providers and Patients' Perspective

Social Media:

• Connect with Dr. Badia on LinkedIn
• Follow Dr. Badia on Instagram
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

Sponsored by TrackableMed

Can we bring a door-to-door approach to the modern age? Building a relationship with office staff and learning how to navigate their space is still important, but we need to take our approach to the digital world. And instead of talking to a few people in the office, you can reach an infinite audience depending on what you do for yourself online.

In this week's episode, sponsored by TrackableMed, David Moser, VP of Growth at imaware, returns to break down why social media is a valuable tool for your set. We also examine the difference between candidates that resist change and those that are on board with it, key actions to amplify sales, and the commitment required for building an audience.

Listen for more on:

• Sales tactics beyond door-to-door
• The long game of digital sales
• Skillsets required for sales today
• How AI can be used to help you build confidence and create content
• The benefits that can come from sharing your knowledge

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• How to Use LinkedIn and Twitter to Crush Your MedTech Sales

Social Media:

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

Sponsored by TrackableMed

How could an industry that's riddled with a lack of innovation possibly be ahead? There's still a lot of room for improvement, but MedTech focuses more on value for the patient than differentiation. The focus is to provide the best possible solution for the ones that need it most. When you can consistently operate from that perspective, hitting a quota becomes secondary.

In this week's episode, sponsored by TrackableMed, Sanjeev Loomba sits down to share insights from over 30 years of experience leading global corporations and transforming organizations. We learn about topics he discusses in his book, "The Ninth Gear," including the two spheres people fall into during sales conversations, the difference between entrepreneurship and valuepreneurship, and why so many of us fall into the trap of doing more and achieving less.

Join us to hear more about:

• How operating in the me-sphere invites fear
• The benefits of operating from the you-sphere
• The death of differentiation in sales
• What valuepreneurship really is and how to assess it in your workplace
• Presenting products and services as a human first, then a scientist

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• The Ninth Gear by Sanjeev Loomba
• The 5 Minute Valuepreneurship Challenge
• The 4-Hour Workweek by Timothy Ferriss

Social Media:

• Connect with Sanjeev on LinkedIn
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

Sponsored by TrackableMed

Outside of competitions on the Food Network, would you ever give a baker a set of recipes and expect them to make a cake out of it? Of course not! Ironically, we see physicians forced to perform their jobs based on the perspective of implant manufacturers every day. Not only does that limit the professionals who know what's best, but it's a huge disservice to patients needing effective care.

In this week's episode, sponsored by TrackableMed, we met with Alyssa Huffman, CEO of ALLUMIN8, to talk more about the need for perspective in medical device. We also discuss how expanding that perspective invites us to see the benefits of innovation, giving physicians the power to create their own recipe, and the value of appreciating every step of the journey.

Join us for more on:

• Putting the patient first, no matter what
• The blood, sweat, and tears that go into sales and distribution
• The blind spots in how the economic landscape has changed
• How your true purpose will always find you

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• ALLUMIN8

Social Media:

• Connect with Alyssa on LinkedIn
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

Sponsored by TrackableMed

Imagine if the entertainment industry never took a disruptive leap to completely redesign tech products. Television sets would weigh 600 pounds and you'd get maybe 20 channels. Now pivot to medical devices. Most infusion pumps in the market today were designed in the 1980s and were successful. But there's no initiative from big organizations to take a big leap towards redesign and improvement. Innovation is dying.

In this week's episode, sponsored by TrackableMed, Jeffrey Carlisle, CEO of Pneuma Systems, joins us to share his perspective on innovation in MedTech. We also discuss how technology contributes to the shortage of nurses, the importance of understanding the customer's experience, and one simple step everyone can take to invite innovation into their organization.

Tune in for more on:

• Innovation killing ideas
• The necessity for disruptive leaps in the industry
• The staff shortage in hospitals and the problems connected to it
• Providing whatever the customer needs
• The complexities of medical device in our modern healthcare system

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Pneuma Systems
• We Love Innovation: So Long as It's Nothing New
• The Goal by Eliiyahu Goldratt

Social Media:

• Connect with Jeffrey on LinkedIn
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

Sponsored by TrackableMed

The Medical Device and MedTech world is changing, and not everyone is ready to change with it. But for those who see this and want to jump on board, it can be a challenge to navigate. So how do you adopt new strategies to stay ahead of the shift? Eric Anderson believes technology, specifically social media, is a key factor.

In this week's episode, sponsored by TrackableMed, Eric joins us to talk about the evolution of relationships in sales and how platforms like LinkedIn are not just important, but mission critical. We also discuss the power of building a personal brand, how social media really does supercharge in-person interactions, and strategies to help medical device professionals effectively change with the times.

In this episode we also talk about:

• The power of personalized content
• The changes on the service side of MedTech
• Why we're waiting for innovation in MedTech and what to do about it
• Social media as a valuable tool for building relationships and attracting leads
• The impact talent from other industries could have

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Medical Sales RX
• Ortho Idea Podcast

Social Media:

• Connect with Eric Anderson
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn

Sponsored by TrackableMed

Still stalking physicians in hospital cafeterias? Does your company applaud you for being asked to leave? If so, take a step back and a glimpse forward. You're not doing yourself any favors. Success in medical device sales needs something radically different these days.

In this week's episode, sponsored by TrackableMed, Omar Khateeb rejoins us to take a closer look at the trends that frustrate him most in the industry. While he's invited leaders to embrace the digital age, he's back to remind us that the MedTech revolution is already happening whether you're on board or not. Learn how he's coaching reps on LinkedIn and helping them take professional development into their own hands.

>> He even gives you the first step with 75% off his LinkedIn Profile Upgrade Course if you use the code: trackablemed

Listen for more on:

• Adopting technology in medical device sales
• Macroeconomic factors at play in terms of how buyers buy
• Inspiring action through learning
• Investing in the thing you spend the most time on
• The real reason someone takes a meeting with you

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Upgrade Your LinkedIn (Use Code – trackablemed for 75% off)
• Join Omar's Masterclass
• Episode 13 with Omar
• Episode 14 with Omar
• Episode 87 with Omar

Social Media:

• Connect with Omar on LinkedIn
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn