MedX Podcast by Kolby Wood

How do you win deals when you don’t have a significantly stronger clinical advantage with your product?

Every decision about which product is used is going to come down to a handful of factors:

1. Clinical advantages/disadvantages

2. Ease of use for the surgeon and staff

3. Relationship(s) with the surgeon and staff

4. Contractual obligations

5. Financial acquisition options

In a best-case scenario, your product or service has a strong clinical advantage over your competitors and you can focus heavily on those clinical advantages. Yes, you will still have to address the ease of use, your relationships, their contracts and how this deal will inevitably be done. But those clinical advantages will likely be the biggest factor why you may get that deal.

On the other hand, when you cannot argue a significant clinical advantage over your competitors, your ability to outline the benefits you bring to the table in those other four areas are extremely important. As expected, you must make sure your offering checks the boxes for all of the clinical needs that are a minimum requirement. For example, in the arthroscopic and endoscopic video area (which is one area I am involved), our video equipment must check the boxes for: 4K image front-to-back, bi-directional integration capabilities with the facility EMR, multiple camera head types (integrated & c-mount), LED light source, heads-up display capabilities, wireless integration options, etc.

While we can check those boxes, pretty much all of our competitors can check them to. Which leaves us with focusing on the other four areas above where we believe we can stand out from our competitors.

This is why it’s so important to know your competitors’ product/service capabilities because, if you do have a significant clinical advantage, then you want to make sure every single person involved in using the product and involved in the decision making has an understanding of that clinical advantage. But if you don’t have a significant clinical advantage over your competitors or if they offer a clinical advantage that your system doesn’t have, then the majority of your time needs to be spent outlining the benefits your system has in the other areas listed above.

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Medical Sales Training:

https://medicalsalescertificationprogram.com/programs/

YouTube:

https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw?

LinkedIn:

https://www.linkedin.com/company/medical-sales-certification-program/

Instagram:

https://www.instagram.com/medicalsalescertification/

Facebook:

https://www.facebook.com/MedicalSalesCertificationProgram

I have said in the past that I would prefer to take somebody with clinical knowledge ahead of somebody with sales experience. The thinking was that the person with clinical knowledge would be able to add value in a shorter amount of time, and while providing some value, could learn the sales side of the business over time.

I have changed my stance on this and I wanted to use a podcast episode to clarify my position.

I hope you enjoy this episode!

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Medical Sales Training:

https://medicalsalescertificationprogram.com/programs/

YouTube:

https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw?

LinkedIn:

https://www.linkedin.com/company/medical-sales-certification-program/

Instagram:

https://www.instagram.com/medicalsalescertification/

Facebook:

https://www.facebook.com/MedicalSalesCertificationProgram

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Medical Sales Jobs:

https://medicalsalescertificationprogram.com/jobs/

Post A Medical Sales Job:

https://medicalsalescertificationprogram.com/post-a-job/

Medical Sales Training:

https://medicalsalescertificationprogram.com/

YouTube:

https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw?

LinkedIn:

https://www.linkedin.com/company/medical-sales-certification-program/

Instagram:

https://www.instagram.com/medicalsalescertification/

Facebook:

https://www.facebook.com/MedicalSalesCertificationProgram

Do politics play a role in medical sales? Surely they do at some level, but my experience is that it's much less than other jobs and industries.

For the most part, companies are promoting the most capable and competent individuals. The long-term success of the business is reliant upon it.

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Medical Sales Jobs:

https://medicalsalescertificationprogram.com/jobs/

Post A Medical Sales Job:

https://medicalsalescertificationprogram.com/post-a-job/

Medical Sales Training:

https://medicalsalescertificationprogram.com/

YouTube:

https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw?

LinkedIn:

https://www.linkedin.com/company/medical-sales-certification-program/

Instagram:

https://www.instagram.com/medicalsalescertification/

Facebook:

https://www.facebook.com/MedicalSalesCertificationProgram

Essentially, every Associate Sales Rep wants to eventually become a Territory Manager. You can make more money, advance your career, become more valuable for other positions down the road, etc.

The question is how do you stand out? In this episode, I give you the best tips for standing out as an Associate Sales Rep.

Medical Sales Jobs:

https://medicalsalescertificationprogram.com/jobs/

Post A Medical Sales Job:

https://medicalsalescertificationprogram.com/post-a-job/

Medical Sales Training:

https://medicalsalescertificationprogram.com/

YouTube:

https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw?

LinkedIn:

https://www.linkedin.com/company/medical-sales-certification-program/

Instagram:

https://www.instagram.com/medicalsalescertification/

Facebook:

https://www.facebook.com/MedicalSalesCertificationProgram

Dr. Grant Garrigues, MD

Associate Professor, Rush University, Director of Upper Extremity Research

Website: www.DrGshoulder.com

Office Phone: 312-432-2880

Follow Dr. Garrigues Here!

Twitter: @Grant_Garrigues

Facebook: https://www.facebook.com/GrantGarriguesMD/

Dr. Lucas Buchler, MD

Clinic Location:

259 East Erie Street, 13th Floor

Chicago, IL 60611

(312) 695-6800

Website:

https://www.nm.org/doctors/1528301439/lucas-theodore-buchler-md

Social Media:

Twitter – https://twitter.com/LucasBuchlerMD

Instagram – https://www.instagram.com/lucasbuchlermd/

LinkedIn – https://www.linkedin.com/in/lucasbuchler/

Facebook – https://www.facebook.com/drbuchler/

Medical Sales Training:

https://medicalsalescertificationprogram.com/

YouTube:

https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw?

LinkedIn:

https://www.linkedin.com/company/medical-sales-certification-program/

Instagram:

https://www.instagram.com/medicalsalescertification/

Facebook:

https://www.facebook.com/MedicalSalesCertificationProgram

Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/

YouTube:

https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw?

LinkedIn:

https://www.linkedin.com/company/medical-sales-certification-program/

Instagram:

https://www.instagram.com/medicalsalescertification/

Facebook:

https://www.facebook.com/MedicalSalesCertificationProgram

Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/

Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching

Subscribe To Our YouTube Channel: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw?

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