What if the way you’ve been selling is working against you, and your customer can feel it? In an industry built on outcomes, many MedTech reps still get caught up in pitching features, checking boxes, and pushing for yeses.

In this week’s episode, sponsored by Physician Growth Accelerator, sales coach, author, and founder of Kiinetics, Brendan McAdams shares how shifting from a sales-first mindset to a fit-first mindset changes everything. From running smarter discovery and setting up collaborative problem-solving to wrapping the call with radical clarity, he explains how trust is built not through persuasion, but through partnership. Whether you're in a startup or a Fortune 500, this episode will challenge how you think about selling—and give you practical tools to do it better.

What we discuss in the episode:

• Why thinking beyond the immediate buyer leads to better customer alignment
• How to run a sales call that builds trust instead of resistance
• The power of curiosity and collaborative problem-solving in MedTech
• Why wrapping up the call with clarity is essential
• The underrated art of “killing the deal” when it’s not the right fit
• Why premature selling can backfire and how to slow down for strategic success

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Get Brendan’s Book
• Physician Growth Accelerator

Social Media:

• Connect with Brendan on LinkedIn
• Connect with Zed on LinkedIn