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You think your data is impressive but is it actually landing or turning physicians off?

Lisa and Cindy sit down with Dr. Bill Dixon and Dr. Brian Brown, interventional cardiologists, to unpack what really happens when reps present clinical studies. From the mistakes that instantly kill credibility to the subtle strategies that build trust, this episode pulls back the curtain on how physicians think, filter, and decide.

If you’re leading with data, skipping the relationship, or pushing too hard you’re missing the mark. This is your playbook for becoming a clinically sharp, trusted partner in the room, not just another rep with a stack of papers.

Must-Hear Insights and Key Moments

• Why Most Reps Lose Physicians Immediately – Leading with data instead of connection shuts down interest before the conversation even starts.
• The Right Way to Introduce Clinical Data – Curiosity beats pushing. The best reps spark interest instead of forcing information.
• Understanding Trial Quality Matters – Not all studies are created equal knowing gold standard trials separates amateurs from pros.
• Relative vs Absolute Risk (And Why It Matters) – Physicians look beyond flashy percentages to real clinical impact.
• The “Number Needed to Treat” Game-Changer – One metric that can instantly elevate your credibility in conversations.
• How Physicians Actually Change Their Practice – It’s not just data it’s experience, trust, and seeing peers use it.
• The Worst Questions You Can Ask a Doctor – Certain phrases instantly damage your authority and relationship.
• Clinical > Sales Mindset – The reps who win are the ones who show up as clinical partners, not quota-driven sellers.
  
  

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A Team Dklutr production