Medical Sales Accelerator (Zed Williamson)
Explorez tous les épisodes de Medical Sales Accelerator
| Date | Titre | Durée | |
|---|---|---|---|
| 05 Jun 2023 | Changing Cancer Detection and Treatment with Augmentative Intelligence | 00:28:20 | |
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:
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| 06 Dec 2021 | Seeing What Others Miss: Techniques for More Authentic Communication | 00:33:53 | |
Are your own mannerisms, body language, and tone working against you in high-stakes conversations? Almost certainly, says Shelly O’Donovan, communication expert and CEO of Authentic Influence Group. She’s coached scores of executives and sales teams in MedTech and Pharma on how to be more conscious of nonverbal communication, and we caught up with her to learn how MedTech reps can recognize dozens of subtle, largely subconscious behaviors to secure buy-in, preserve trust, and drive business. Join us as we discuss the prehistoric reason why you should never talk with your hands in your pockets, how learning to read micro-expressions will impact the questions you ask people, and simple ways you can practice ‘reading the room’ to better manage conversations. In this episode, you’ll learn:
Plus, we talk about where (and when) you should be directing your eyes while speaking on Zoom calls. | |||
| 09 Oct 2023 | Creating a Competitive Advantage by Addressing the Little Things | 00:34:00 | |
Sponsored by TrackableMed How many tests does it take to get product approval? The world may never know. But if you’re not consulting your human factors team until the last minute, you may be creating unnecessary roadblocks. And sometimes those roadblocks are hiding in plain sight. In this week’s episode, sponsored by TrackableMed, we met with Heidi Mehrzad, CEO and Founder of HFUX Research, a human factors consultancy specializing in medical device development. In the interview, Heidi reveals where most innovators miss the mark and how human factors could help them progress more efficiently. We also discuss the interaction between the user and the interface of the device and hear examples of how minor changes can impact the trajectory of an entire business. We also talk about:
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| 18 Sep 2023 | Mission to Zero: Eliminating Misdiagnosis of Sepsis with Greg Bullington | 00:32:59 | |
Sponsored by TrackableMed Did you know that sepsis is the leading cause of death, costs, and readmissions in hospitals nationwide? Additionally, the standard of care blood tests used to diagnose the infection in an average hospital is wrong 40% of the time. So, what’s being done to address this concerning data in the healthcare system? We’re joined by Greg Bullington, CEO and Co-Founder of Magnolia Medical Technologies, to learn more about his mission to eliminate the misdiagnosis of sepsis. In the interview, Greg highlights the accuracy and immediacy of his team’s solution, which consistently reduces false positive sepsis tests by up to 90 percent. We also discuss how they’re moving away from gray areas of medicine, overcoming initial resistance in the market, and tactics to raise awareness and knowledge. What we discuss in the episode:
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| 27 May 2024 | How Top MedTech Companies Use Behavioral Science to Enhance Sales | 00:35:17 | |
In an increasingly competitive field, medical sales leaders constantly seek tools and tactics to help them get ahead. So how can you optimize your team and elevate results? Mike Zani suggests focusing on the transformative power of behavioral science. In this week’s episode, sponsored by Alpha Sophia, we sat down with the CEO of The Predictive Index to learn more about how understanding behavioral assessments can revolutionize interactions with customers and enhance team dynamics within medical device companies. Zani highlights the Predictive Index tool's capability to reveal behavioral styles through a psychometric assessment and discusses its application beyond mere employee selection to improving customer relationships and sales strategies. We also explore the strategic use of behavioral insights in medical sales, emphasizing the practical benefits of "decoding" interpersonal interactions for more effective communication and negotiation. What we discuss in the episode:
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| 25 Apr 2022 | Leadership Anchored in Belief: A Blueprint for Building Morale and Protecting Culture | 00:30:00 | |
“Do as I say, not as I do” — this poor excuse for leadership doesn’t cut it when you’re asking soldiers to saddle up for a 20-mile road march with 60 pounds on their backs. It’s also an insidious morale-killer for any medical device sales team, and Larry Anderson knows a thing or two about leading in both worlds. In addition to being VP of commercial and strategic initiatives at BG Medical with 20 years of industry experience, he's a U.S. Army veteran captain in the 101st Airborne division. Join us as shares his process for divorcing ego from leadership, how to create a constructive environment for complaints, and why real leadership is always bigger than titles or job descriptions. In this episode, you’ll learn:
Plus, we dig into examples of new leaders inheriting messes and turning them into triumphs. Resources from this episode: Social Media: | |||
| 26 Oct 2021 | When Referrals Aren’t Enough: A Study in Taking Back Control of Patient Flow | 00:35:52 | |
We’re taught that referral networks are the lifeblood of private practices, but what happens when they’re not enough? Jeremiah Jorgensen, physical therapist and principal owner of Fyzical Therapy and Balance Centers in Lincoln, Nebraska, sat down with us to share his story. Like many specialty practices, Jeremiah found that his relationships with just a handful of referral sources had begun to completely define his business. Rather than continue at the mercy of others, he took back control of his patient flow, scaled strategically, and dodged a high-volume tidal wave after the pandemic hit. We discuss how practices can responsibly manage staff as they scale, what it takes to reach a patient population that isn’t already self-selected, and why “brand” should take a backseat in their growth-driven strategy. In this episode, you’ll learn: - Why specialty practices end up at the mercy of their referral partners in the first place - How to leverage social media algorithms to reach new audiences - How to help set realistic expectations for growth and avoid staff burnout - Why specific, experiential messaging trumps general “head-to toe” slogans -Why aligning with the right business partner—e.g., a savvy accountant—makes all the difference Plus, we explore the diminishing returns of community involvement as a marketing strategy. | |||
| 02 Oct 2023 | Putting a Stop to Wasted Resources: How Virtual Reality can Transform Physician Education | 00:33:42 | |
Sponsored by TrackableMed In a world of artificial intelligence and virtual reality, why does MedTech remain 5 years behind other industries when it comes to modern solutions? Part of the problem is accessibility. Sales reps are constantly traveling cross-country to meet with surgeons they may never hear from again. But what if there was a way to meet with more surgeons without wasting so many resources? Matt Wheeler is a visionary entrepreneur, highly skilled business associate, and proven sales leader with over 20 years of experience. As the Chief Revenue Officer at Immertec, he plays a pivotal role in driving revenue growth and guiding the organization toward success. In this episode, sponsored by TrackableMed, Matt sits down with us to talk about how Immertec’s virtual reality headset can bring 100 people to the same operating room. We discuss the value behind saving time and resources, the advantage of increased accessibility for practicing physicians, and how this distant learning experience actually leads to more in-person success. Join us for more about:
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| 25 Nov 2024 | Encore: Challenger Sale Author, Brent Adamson, Talks Surgeon Buying Behavior | 00:46:37 | |
Back by popular demand, Brent Adamson, the mind behind The Challenger Sale and The Challenger Customer, returns to our podcast for another encore. In this episode, sponsored by Physician Growth Accelerator, Brent continues to unravel the complexities of modern sales dynamics specifically tailored to the unique challenges faced by surgeons and medical practitioners. As physicians focus on patient care, the need for clear and concise information from sales reps becomes crucial. Brent delves into effective strategies that sales professionals can employ to not only enhance the decision-making process for surgeons but also to secure their trust and confidence in an increasingly competitive market. Join us for more on:
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| 15 Nov 2021 | Practical Tips for Retraining Your Brain, Overcoming Biases, and Cultivating a Growth Mindset | 00:23:57 | |
Are your brain’s hard-wired “survival shortcuts” hampering your success? It’s no secret that medical sales reps and sales team leaders have to endure rejection, redirection, misalignment, and countless external roadblocks—the chief culprit being other people’s behavior. But knowing what they can control saves them time, energy, and sanity. In this week’s special episode, we’re featuring TrackableMed CEO Zed Williamson’s recent guest appearance on the podcast “Your Best Day Yet,” hosted by Eric Guy of the Center for Victory. Eric and Zed discuss how little-known—yet deeply ingrained—psychological triggers can sabotage our opportunities and why it’s imperative to recognize our own biases. Join us to explore actionable ways you can start building habits that bring out the best in your brain. In this episode, you’ll learn:
Plus, we explore why most people’s relationship with the word “If” is dangerous. | |||
| 16 Sep 2024 | Becoming Indispensable: Financial Insights for Your Customers | 00:34:14 | |
Do you understand the financial complexities that challenge your medical clients every day? Unlock the secrets to mastering the obstacles your clients face and solidify your value in the competitive medical sales industry. In this week’s episode, sponsored by Alpha Sophia, we sat down with Justin Harvey, a seasoned advisor and strategist in financial planning specifically tailored for medical professionals to talk about the nuanced world of medical sales and financial strategy. Harvey, founder of APM Wealth and host of the APM Success podcast, shares invaluable insights on becoming indispensable to clients by deeply understanding their unique financial needs and challenges. We also explore solutions that go beyond the product, focusing instead on enhancing the financial and operational health of their clients’ practices. What we discuss in the episode:
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| 18 Oct 2021 | Powering Your MedTech Sales with Integrity, Optimism, and Accountability | 00:31:48 | |
Why do people make excuses for behaviors that hold them back from what they want most? Chip Helm believes that if you can’t list your guiding business principles on one hand, you’re overcomplicating your approach and making it harder to hold yourself accountable. The author, sales mentor, and 36-year industry veteran rejoins the show to hammer home the five core principles that have shaped his impressive career (sprinkling in a few “Chip-isms” along the way). Join us as we discuss a no-nonsense outlook on follow-up, hard truths about relationships, how to find true North in our personal and professional lives, and misconceptions about attitude. In this episode, you’ll learn: - Why follow-up is all about acknowledgement, not answers - The futility of trying to win arguments (i.e., being right with facts but wrong with relationship) - What it means to be a “shark” networker - How to solve this equation: Energy · X = Motivation Plus, we dig into the specific behavioral changes required to become a practical, potent optimist. | |||
| 05 Jul 2022 | Who's Going to Tell Docs Old-Fashioned Spine Procedures Are Dead? | 00:33:06 | |
"Old-fashioned spine surgery is dead—it just hasn't been told yet." That's a bold statement, but if anyone's qualified to make it, it's Dr. Hamid Abbasi. He's chief medical officer at Inspired Spine, a board-certified neurosurgeon, and an internationally recognized expert in minimally invasive spinal surgery. Dr. Abbasi is also one of the most experienced surgeons to perform the OBL lateral lumbar inner body fusion procedure, and the only surgeon currently performing minimally invasive thoracic inner body fusion. Join us as he explains how modern medicine’s tendency to “play it safe” can sometimes harm (or at least severely limit) patients, and what it will take for “game-changing” procedures to supplant outdated ones. In this episode, you’ll learn:
Plus, we explore MedTech’s role in spine’s patient-driven revolution Resources from this episode: Social Media: | |||
| 31 May 2022 | Investigating the Business Brain: Diving Deeper into Decision Science | 00:34:51 | |
Research reveals that only 10% of your message sticks in someone’s brain—so are you hammering home the point or burying the lede? You might want to ask cognitive scientist Dr. Carmen Simon, chief science officer at Corporate Visions and B2B Decision Labs who has developed a groundbreaking approach to creating memorable messages that are easy to process, hard to forget, and impossible to ignore. When she says humans are cognitively lazy by design, she means it as a compliment to efficient biology. Join us as Dr. Simon helps us investigate the ‘business brain,’ reminds us of the important distinction between ‘wanting’ and ‘liking,’ and shows us what ‘cognitive ease-infused’ content looks like. In this episode, you’ll learn:
Plus, we define the four quadrants of memory-making (and where your message should land). Resources from this episode: • Download the Behavior Change Blueprint
• Connect with Dr. Simon on LinkedIn | |||
| 22 May 2023 | On the Tech Frontier with Dr. Garrett Pohlman: Takeaways from the American Urological Association Annual Meeting | 00:44:53 | |
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:
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| 06 Mar 2023 | Scaling Access to Connections with David Moser | 00:36:15 | |
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:
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| 04 Feb 2022 | Showing Physician Partners What’s Possible with Better Banking | 00:30:50 | |
Should a father, husband, and physician charged with the care of critically ill patients have to ask "an adult" to co-sign on a $2,000 personal loan? Of course not. Yet that’s the message Michael Jerkins, MD, M.Ed, kept hearing from banks during his residency—and his frustrations became the fuel for co-founding Panacea Financial. We sat down with Michael to learn how his "bank built for doctors, by doctors" does things differently. Join us as we discuss the overlooked financial stresses of transitioning from med school to residency and beyond, financial options that can help junior partners buy into a practice, and smarter ways to consolidate student loan and credit card debt. In this episode, you’ll learn:
Plus, we dig into why personal relationships—not balance sheets—should drive banking. | |||
| 02 May 2022 | No One Can Blaze the Trail for You: Dr. Scott Sigman’s Plea for MedTech to Think Differently | 00:25:55 | |
Scrub sink time has been reduced, meeting attendance is probably 25% of what it used to be, and ROI at a booth is less attractive—so what are you doing differently? That question is not only relevant for reps, either—Dr. Scott Sigman is one of many providers pioneering a new approach with fascinating implications for MedTech. The opioid-sparing orthopaedic surgeon is host of the Ortho Show podcast and chief medical officer for OrthoLazer, whose proven laser therapy has zapped the status quo for pain relief treatment. Join us as Dr. Sigman offers real-life examples of how to organically plug into a KPO’s online ‘ecosystem’ and explains why OrthoLazer’s unique franchise ownership model may have some enterprising reps drooling. In this episode, you’ll learn:
Plus, we explore laser therapy’s journey through red tape and skepticism to become a widely praised treatment option. Resources from this episode:
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| 24 Jun 2024 | What Does the Future Hold for Surgical Robotics? Insights from an Industry Expert | 00:44:51 | |
Imagine a world with consistently precise surgical outcomes. We see firsthand how combining tech and human skills can enhance processes and improve outcomes. So why wouldn’t we bring these capabilities to medical practices? In this week’s episode, sponsored by Alpha Sophia, CTO and Co-Founder of Galen Robotics, Dave Saunders, pulls back the curtain on the cutting-edge world of surgical robotics. He passionately articulates how modern surgical robots are not just about the hardware but are increasingly defined by the software and algorithms that drive them, creating opportunities for more precise and safer surgeries. What we discuss in the episode:
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| 29 Aug 2022 | Breaking Down Silos in MedTech with Dr. Jawad Ali | 00:28:26 | |
What if every MedTech founder could get direct access to a group of physicians to ask questions, overcome obstacles, make connections, and help get their technology and therapies to market? Actually, what you’d get is someone like Dr. Jawad Ali! A practicing surgeon, MedTech leader, founder of Austin MedTech Connect, and Founding Partner of Vality Partners, Dr. Ali and his team help early stage MedTech companies with clinical validation, product development, trial design, and funding. They are a team of physicians united by a passion to advance the next wave of medical innovation. What we discuss in the episode:
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| 12 Jul 2022 | Encore Episode: Techniques for More Authentic Communication | 00:34:08 | |
Why does talking with your hands put people at ease? What is a ‘blocking behavior,’ and why is it usually a signal that you should ask more questions? Last year, we interviewed communications expert and Authentic Influence Group CEO Shelly O’Donovan about the power of body language, tone, and micro-expressions. That episode quickly rose to the top as one of the favorites among our listeners—and for good reason. Take a listen and learn how you can recognize dozens of subtle, largely subconscious human behaviors to secure buy-in, preserve trust, and ultimately drive business. In this episode, you’ll learn:
Plus, we talk about where (and when) you should be directing your eyes while speaking over Zoom calls. Resources from this episode: • Download the Behavior Change Blueprint
• Connect with Shelly on LinkedIn | |||
| 20 Mar 2023 | From Crossing the Chasm to Zone to Win with Geoffrey Moore | 00:30:31 | |
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:
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| 20 Sep 2021 | How to Implement “The Psychology of Persuasion” in Your MedTech Sales | 00:24:32 | |
What do sitcom laugh tracks and Hare Krishnas handing out flowers in the airport have to do with MedTech sales? Quite a lot, according to Robert Cialdini’s classic book, “Influence: The Psychology of Persuasion.” They’re all based on one or more of the six principles—or “weapons,” as Cialdini calls them—that we humans use to influence others. This week’s special book review episode is dedicated to exploring the MedTech connection to the first three principles of “Influence”: reciprocity, commitment and consistency, and social proof. Join us as we push beyond the abstract to show how reps can implement these proven psychological tactics in their daily dealings to greater effect. In this episode, you’ll learn:
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| 29 Nov 2021 | Encore Episode: How to Position Yourself as a Partner vs a Sales Rep | 00:36:15 | |
Can you put a price on perspective? Believe it or not, it’s the most important thing you have to offer a physician. That’s why this week we’re revisiting our chat with Amy Smith, director of marketing at Neuros Medical, to shine a light once again on the strategic advantages sales reps can realize through practice observation and candid communication. As Amy puts it, MedTech reps can only level up their relationships when they learn to identify and convey the unique blind spots that threaten each medical practice’s business operations. In one of our very first (and most popular) episodes, you’ll learn the importance of building a 360-degree knowledge base of each medical practice and its key role, what to look for when it comes to patient experience and the patient flow throughout a practice, and how to ultimately become the outside eyes and ears that most physicians never knew they needed. In this episode, you’ll learn:
Plus, we discuss why it’s so critical to dive deep into the complexities and truly understand how a medical practice operates as a business. | |||
| 15 May 2023 | Universal Principles for Creating Legends with Gair Maxwell | 00:41:11 | |
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:
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| 10 Apr 2023 | Making it Easier for Physicians to Adopt New Technology with Dr. Keith Matheny | 00:28:41 | |
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:
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| 11 Dec 2023 | Encore: Nothing Elevates Performance More Than Great Coaching | 00:41:00 | |
One of the first interviews we ever recorded remains relevant to sales leaders everywhere. Bill Eckstrom is a renowned keynote speaker, founder and CEO of EcSell Institute, and author of The Coaching Effect. He’s not just passionate about growth, he’s obsessed with it. In this episode, sponsored by Alpha Sophia, Bill joins us to discuss metric-based performance coaching and growth, strategies to supercharge your sales development, and how to understand, measure, and elevate the impact of your coaching. We also dig into the significance of cultural forces, social forces, and physical forces—and how the environments they create should influence our coaching styles. In this episode, you’ll learn:
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| 10 Aug 2021 | Case Study: How Market Agitation Can Yield Instant Results | 00:38:24 | |
What if you could get patients to call in so quickly that you can hear your ad still running in the background? It might sound like wishful thinking, but for one MedTech company, it became reality. In this episode, Corey Oldenhuis, one of our behind-the-scenes producers, joins us as a guest host to help break down the recent orthopaedic advertising program that generated dozens of net new appointments in a matter of days. We discuss how a market agitation playbook allowed the client to uncover a highly motivated patient population, secure surgeon buy-in, and use simple “old-school” platforms to unleash a new wave of demand. In this episode, you’ll learn:
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| 26 Jul 2022 | Why You Have to “Fire Yourself” to Light a New Fire & Conquer Your Next Quota | 00:29:58 | |
You crushed it last quarter—yet another quota calling for double-digit growth is already breathing down your neck, and it doesn't care about special circumstances. So how do you outdo yourself...again? Take heart, says 20-year medical sales veteran Frank Bailey. By reverse-engineering your sales goal and strategically "saving some for the sequel," you can rack up short-term wins and give your future self a head start. Join us as Frank explains the liberating process of “firing” (then “rehiring”) yourself to stay at the top of your game. In this episode, you’ll learn:
Plus, we explore ways to knock out your quota early and use the extra time to build up for next year. Resources from this episode: Social Media: | |||
| 18 Mar 2024 | Building Digital Trust in MedTech: The MTV Approach | 00:38:52 | |
In the dynamic world of MedTech, where innovation is the lifeblood of progress, Jay Pendleton, founder of MedTech Voice, offers a compelling perspective on the power of storytelling in building trust and driving success. In this week’s episode, sponsored by Alpha Sophia, Jay underscores the importance of authenticity and digital trust in a landscape inundated with content and information overload. We also learn about his journey from the corporate MedTech world to the realm of entrepreneurship, highlighting the pivotal role of storytelling in shaping brand identity and fostering connections. In the episode, we also discuss:
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| 30 Oct 2023 | Helping Physicians Get Their Time Back with DocBuddy | 00:28:56 | |
Physicians across the country continue to trudge through the difficulties of documentation. Most are still using legacy software that requires excessive time and effort. What if you could streamline the workflow and save dozens of hours along the way? Erik Sunset, VP of Marketing at DocBuddy, talks to us about how their improved documentation technology provides flexibility and efficiency. We also discuss the growing desire for better technology among physicians, the alarming truth behind burnout in the industry, and how past solutions are no longer viable options. Listen for more on:
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| 15 Feb 2022 | A Surgeon’s Advice to MedTech: Be Intentional, Steward Your Brand, and Enhance Workflows | 00:39:23 | |
Like most docs, urologic surgeon Dr. Jamin Brahmbhatt only takes reps as seriously as they present themselves. Walk into his office with wrinkled scrubs, little to no research on your competitors, and a callous attitude toward his staff, and you’ll get schooled—that is, if he agrees to see you at all. We welcomed Dr. Brahmbhatt to the show to share constructive critiques of today’s MedTech reps and explain what it takes for them to earn the title of ‘partner.’ Join us as we discuss the importance of first learning—then enhancing—an office’s workflow, who really makes key decisions in a practice, and why your poker face isn’t as impenetrable as you think.
In this episode, you’ll learn:
Plus, Dr. Brahmbhatt explains the issue with some reps’ unauthorized name-dropping habit. | |||
| 15 Nov 2022 | How silos impact innovation and the generation of new ideas | 00:26:28 | |
New ideas are the lifeblood of innovation. But too often ideas get stuck in silos. As a result, we get absorbed by tunnel vision that prevents us from exchanging ideas, feeding our curiosity, and accepting our failures. In this episode, we speak with Dr. Oshin Behl about strategic solutions healthcare organizations can use to improve every patient’s experience. We also discuss how boredom can fuel curiosity, the importance of accountability towards new ideas, and why ongoing research needs to remain a priority regardless of what we already know. Listen to learn:
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| 03 Jan 2022 | Physician Accounting Fails: 3 Rules to Pass Along to Your Physician Customers | 00:14:52 | |
Is your physician customer’s convoluted approach to accounting hurting your business? Perhaps. Without a healthy business behind the clinic, there’s frustratingly little you can do to help a doc treat more patients. As part of TrackableMed’s Growth-Driven Practice Series for 2021, Matt Garrett of TGG Accounting administered a dose of harsh truth to practice owners: Accounting for small businesses is black and white—stop overthinking it. As we discuss some of the eye-opening stats Matt presented, you’ll discover why “accrual accounting is the only accounting,” the shocking prevalence of small-business theft (plus the best ways to guard against it), and three hard-and-fast rules that simplify accounting across the board.
In this episode, you’ll learn:
Plus, we explore popular misconceptions that unnecessarily complicate accounting for physicians. | |||
| 13 Sep 2021 | How to Reignite a Fire in Your Sales Process With 3 Simple Values | 00:37:24 | |
Are you 100% bought in to the product you’re selling? If not, the world’s best poker face won’t help you; sooner or later, a lack of passion will show up in your numbers. Chase Isaacs, director of business development for Physician’s Weekly, believes the problem is that most reps are unable to move beyond conceptual knowledge of their product toward a deeper realization of its impact. Worse yet, they listen to respond but don’t listen to understand. We sat down with Chase to discuss how reps can develop a more mature sales process by self-evaluating their performance on three criteria: belief, listening, and care. In this episode, you’ll learn:
Plus, we explore how VR and other digital technologies are forcing reps to own value-based selling. Resources and links from the show: | |||
| 01 Apr 2024 | Breaking the Mold: How Grit and Resilience Transform Medical Sales Careers | 00:33:52 | |
Burnout plagues us all at some point in our professional lives, but it’s not always easy to identify, or overcome. So how can you master your profession if you’re unable to master your own feelings? It requires grit and resilience. In this week’s episode, sponsored by Alpha Sophia, Danielle Cobo, a transformational speaker, bestselling author, and seasoned medical sales professional, shares invaluable insights on resilience, leadership, and overcoming adversity. With a career spanning 15 years in the competitive realm of medical sales, Danielle has not only excelled but also transformed her hardships into opportunities for profound personal and professional development. Through her journey, Danielle offers actionable strategies for dealing with burnout, embracing vulnerability, and setting the foundation for a fulfilling career in medical sales. Tune in for more on:
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| 30 Sep 2024 | Unlocking the Secrets of Early Cancer Detection: A Conversation with Sumit Rai | 00:27:28 | |
Cancer left undetected can swiftly evolve from a silent threat to a devastating diagnosis. But what if cancer could be detected and treated at its inception? Sumit Rai, CEO of Cancer Check Labs, is on a mission to dramatically increase survival rates. In this week’s episode, sponsored by Physician Growth Accelerator, Sumit shares a compelling narrative that highlights both his personal journey into cancer detection technology and the revolutionary capabilities of his company's new cancer screening test. After losing his sister to cancer shortly after his exit from a successful venture in mobile advertising, Rai channeled his grief into a fervent quest to transform cancer diagnostics. His story is not just about loss but about leveraging technology to pioneer early cancer detection methods that boast a staggering potential to change survival outcomes. What we discuss in the episode:
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| 05 Dec 2022 | Market agitation techniques and resources with Aryn Peled | 00:27:31 | |
Resources, whether we recognize them or not, are all around us. But how do we ensure we’re utilizing them to reach optimal results? This week, we sat down with Aryn Peled, a strategic account executive at TrackableMed and former medical device rep and healthcare industry veteran. With her experience as a nurse, Aryn provides a unique perspective as she transitioned to medical device to sales, and then to device marketing. In this episode, we discuss how medical device professionals can work smarter (not harder) and dive into valuable tactics to help you find the right customers. Listen and learn about:
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| 27 Sep 2021 | What Helps a Rep “Win Over” a Surgeon (It’s Not What You Think) | 00:37:31 | |
So, you think medical sales is sexy? Prepare for a wake-up call. Johnny Caffaro, director of sales for the West at United Orthopedic Corporation, found out quickly that making a name for yourself in this industry takes more than the gift of gab and a firm handshake. Whether it’s intensive case planning weeks ahead of surgery, advising surgeons and scrub techs during procedures, or staying till 10 p.m. to clean your instruments, the logistics of medical sales are no joke. We sat down with him to discuss his success with a bold approach to business development: Selling your most complex product first, then backing your way into the primary products. Join us as we explore the psychology behind this tactic, how reps can become technical assets in the OR, and why competency is the best way to win over surgeons. In this episode, you’ll learn: - What MedTech companies are really looking for when they ask, “Are you a chameleon?” - Why you should care about making the scrub tech look like a hero - How to recalibrate your career if you’ve fallen into the complacency trap - Why everyone in a hospital—from administrators to custodians—is worth your time - Why smaller, “hungrier” distributorships are the best places to source talent Plus, we explore how to get the ‘status quo’ bias working in your favor. | |||
| 16 Oct 2023 | Are Inside Sales Right for Medical Device? | 00:23:10 | |
Sponsored by TrackableMed What if you never had to worry about missing calls and losing sales, and sales STILL kept moving? It may be out of your comfort zone, but adopting inside sales tactics has been proven to accelerate growth and reduce costs. But how do you do that in an industry that is known for the power of face-to-face meetings and hands-on demonstrations? In this week’s episode, sponsored by TrackableMed, we met with Charlie Tate, a Partner at Synchronized Sales, and learned about how he’s been able to transfer strategies from his tech background into healthcare. We explore how his inside teams can help outside sales reps keep momentum and the benefits of making phone calls that align with in-person efforts. Listen for more on:
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| 12 Dec 2022 | Making the Phone Ring with New Patient Appointments | 00:27:52 | |
Many physicians enter the field carrying an outdated assumption that there’s no need to advertise. You simply showcase your achievements, connect with your network, and eventually the work comes. But that model is broken. Our very own Zed Williamson recently joined Dr. Scott Sigman on The Ortho Show Podcast to talk all things patient demand. In this special episode, Zed shares tangible examples of what an ineffective advertising message looks and sounds like, the bias our brains entertain, and how many patients are candidates for the very procedures that are tied to medical device cases for your technology. Listen to hear Zed’s input on:
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| 14 Dec 2021 | Shifts in MedTech Company Culture: Where to Make Concessions and Where to Draw the Line | 00:40:04 | |
As a company grows and matures, how should its culture change? Some think it shouldn’t change at all… and MedTech market development specialist Michael Waidler thinks they’re half right. Michael is a President's Club winner and current area business director with Palette Life Sciences. And though the hustle-and-grind ethic of start-up culture courses through his veins, he understands change that is inevitable—and that every rep has a different threshold for it. Join us as we discuss what shifting company culture can reveal about you as a sales professional, how leaders can better prepare their teams for the realities of acquisition, and what a growth-driven culture looks like. In this episode, you’ll learn:
Plus, we touch on the necessity of self-awareness when charting a career path. | |||
| 28 Feb 2022 | Physician Education: A Changing Landscape | 00:38:36 | |
Odds are, your prospective customer is trapped in their own ‘healthcare bubble’—and your ‘in’ could be showing them a way out. Dr. Brian Cohen is an anesthesiologist and the co-founder and COO of CMEfy, a co-learning platform that’s incentivizing clinician collaboration. We sat down with him to hear how his platform is giving clinicians the keys to drive their continuing medical education while helping medical thought leaders monetize their insights. Join us to find out how MedTech reps can leverage this co-learning revolution to drive value for customers and get plugged into what clinicians on the ground care about most.
In this episode, you’ll learn:
Plus, we dig into COVID’s role in helping check egos and spur open channels of communication. | |||
| 01 Dec 2022 | Stop Trying to be the Sales Hero | 00:38:35 | |
Providing a solution doesn’t make you a hero. It makes you a guide. As such, it’s important to pave a consistent, repeatable pathway that people can trust and look forward to. In this episode, medical device industry veteran and fortune 500 business leader Mike Dugan joins us to share his insights about the importance of an effective sales process and how to get sales reps excited about putting it into practice. We also talk about catering to each salesperson's strengths, emotional triggers leading to sales, and how getting your existing customers involved in the evolution of your process goes a long way. Listen to learn more about:
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| 06 Nov 2023 | The Black Hole Beyond The Health Clinic: Helping Patients Take Better Care of Themselves | 00:27:12 | |
Patients enter a black hole as soon as they leave their physician’s office. They’re expected to keep up with intense regimens and care for themselves as their doctors do. Unfortunately, this often leads to unnecessary medication errors, inaccurate data, and potentially harmful dosage increases. But what if there was a way to support patients beyond the clinic? In this week’s episode, Charles Gellman, founder and CEO of HiDO Health joins us to discuss how AI assisted robotics is helping them reduce hospitalizations by 80%. We also discuss how this advanced technology is helping patients care for themselves, reduce medication errors, and receive extra support with ease. Sponsored by Alpha Sophia Tune in to hear more about:
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| 18 Dec 2023 | Encore: Why Hard Work Isn’t Enough and What Leaders Need to Do Instead | 00:37:49 | |
Working hard is essential for success. But it’s not a long-term solution for your leadership credibility. In fact, you may need to “unlearn” some behaviors and beliefs that got you to where you are today. About a year ago, we spoke with leadership coach and author Jeff Shannon about these very topics. In this encore episode, sponsored by Alpha Sophia, we tear down some challenges that every leader faces in identifying blind spots and establishing executive presence, along with discussing what needs to happen to get your team on board with new ideas and innovation. What we discuss in the episode:
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| 13 Feb 2023 | Identifying Innovation Killing Ideas in MedTech | 00:30:58 | |
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:
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| 11 Nov 2024 | Encore Episode: From Crossing the Chasm to Zone to Win with Geoffrey Moore | 00:30:05 | |
Is your tech enterprise stuck in internal battles while startups are disrupting the market? We’re bringing back one of our top episodes where Geoffrey Moore, renowned author and advisor, dives into the dynamics of startup and established tech enterprises. His insights are based on decades of consulting and are highlighted in his pivotal works, "Crossing the Chasm" and "Zone to Win." This episode remains highly relevant and popular for its deep dive into strategic company transformations and how businesses can effectively adapt and thrive in a rapidly evolving market. Geoffrey outlines the crucial strategies for maintaining momentum and the common pitfalls that even the most iconic companies can fall into. Revisit this insightful discussion, sponsored by Physician Growth Accelerator, and equip your enterprise with the knowledge to face both external threats and internal challenges head-on. Join us to learn more about:
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| 18 Apr 2022 | The Pandora’s Box of Patient-Driven Testing: Why Diagnostics Will Never Be the Same | 00:31:16 | |
Ever had to wait five days for a test result, only for it to reveal that (shocker) you need further testing? It didn’t take two years of COVID to see that diagnostics was ripe for disruption. Patients want on-site testing and OTC kits, and large market forces—namely Amazon and Wal-Mart—are now pushing the industry in that direction. Jeremy Stackawitz is the CEO of Senzo, a company helping reshape the industry with modern diagnostic systems that are fast, accurate, and mobile. Join us as he discusses toaster-sized devices capable of running a wide variety of different tests, the catch 22 of growing antibiotic resistance, the race to establish brand recognition among consumers, and more. In this episode, you’ll learn:
Plus, we explore the tricky business of “miniaturizing” everything while maximizing performance. Resources from this episode: | |||
| 26 Sep 2022 | Arming decision makers with the right data to close deals | 00:34:58 | |
Struggling to make sense of a mess of customer data in your sales process? At S2N Health (a strategic services and software provider to healthcare technology innovators), Director of Marketing Haley Wolosehn, and cofounder Amy Siegel want to fix this. S2N developed RepSignal, an AI-powered sales intelligence tool. Selling med tech devices is a complex process, but S2N believes it’s much easier when you can listen more effectively to your potential customers, ask better questions, and understand their specific pain points. In this episode, Amy and Haley share how RepSignal allows sellers to reach more key decisions makers and arm themselves with the data that’s most useful when selling to each unique customer. Listen to learn:
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| 09 Aug 2022 | The Powerful Simplicity of the ‘Inside Up’ Principle: Performance, Capacity, & Self-Reflection | 00:36:00 | |
Are you the tip of the spear? Or are you shuffling around in the complacent middle segment of MedTech that's being left behind? We're speaking with Brian Kerlin, founder and CEO of Optitude, a firm that helps first time founders, CEOs, and entrepreneurs build consistent, sustainable revenue growth from the inside up. Kerlin’s approach is simple: Everyone has the same 24 hours in a day and seven days a week; are you truly conscious of how you’re spending your time? Join us as we explore his ‘Inside Up’ principle, which encourages aspiring leaders to improve their performance by reevaluating their capacity. In this episode, you’ll learn:
Plus, we dig into what it means to be “disciplined in thought.” Resources from this episode: Social Media: | |||
| 26 Dec 2022 | Lessons Learned From Developing New Technology with Neteera’s Founder, Isaac Litman | 00:29:59 | |
Isn’t it ironic . . . we have vehicles that can drive themselves, and yet healthcare patients remain restricted by wires, patches, and tubes? Isaac Litman, CEO and founder of Neteera, recognized the arbitrage and decided to act on it. His company has developed a contactless heart and lung monitor that can measure vital signs from a distance, using a number of innovative data points. In this week’s episode, Isaac joins us to discuss his approach to bringing more advanced technology to healthcare. We also talk about the 8-year journey to bring a product to market, overcoming challenges, and the hunger for innovation in the industry. Listen for more on:
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| 21 Jan 2022 | 6 Key Medical Sales Insights to Move the Needle in 2022 | 00:13:12 | |
You’re out there grinding in the trenches—you don’t always have time to sift a show’s 60+ episodes to find the hardest-hitting sales insights. That’s why we condensed six pearls of medical sales wisdom across six different episodes to help you move the needle. The goal for 2022 is simple: listen, apply, improve. While some of these concepts may seem straightforward enough, putting them into practice and upping your game is anything but. Join us to hear a recap of discussions with Trent Campbell, Garrett Watson, Dustin Poole, Jacob McLaughlin, and Thomas Buchanan.
In this episode, you’ll learn:
Plus, we explore the modern rep’s responsibility to empower the patient. | |||
| 19 Jul 2021 | Leveraging Neuroscience to Become an Invaluable Physician Partner | 00:47:36 | |
Promise or pain—which is the stronger motivator? We know it’s the latter from decades of behavioral science. But Jonathan Burkett knew the answer long before many of his device rep competitors did. After an experiment gone right, he became an advocate for breaking down corporate silos and helping physician partners speak straight to patient pain points. Now, as director of MedTech market strategy for TrackableMed, he’s an architect of “win-win-win” scenarios: more patient access to life-changing therapies, more trust in the healthcare system, and more business for clients. In this interview, we discuss why he bought into the TrackableMed vision, how he stopped selling products and started revealing possibilities, and some of his best “out-of-the-box” solutions. In this episode, you’ll learn: - How to align sales and marketing through a focus on patient education - The humble origins of a big idea that led to the creation of TrackableMed - How Jonathan’s passion for marketing evolved over 30+ years in the industry - Why market agitation triggers loss aversion and faster utilization rates among physicians -Why the wisest reps never attack their competitors’ products Plus, we touch on the impact that patient education has made on the industry since the ‘90s. Resources and links from the show: | |||
| 29 May 2023 | Pushing vs Listening: How Each Affects Your Product Adoption | 00:43:08 | |
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:
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| 17 Jan 2023 | Breaking Through Healthcare’s Decision-Making Pyramid with Diana Hall | 00:31:28 | |
Are regulations and requirements preventing products, solutions, and treatments out of the hands of patients that really need them? Good providers want to improve patient care and try to use new products that can help, but they’re often restricted by the red tape in their own network. This, plus a culture amongst physicians that’s difficult to change, makes innovation in healthcare a massive challenge. We sat down with Diana Hall, President and CEO of ActivArmor, to learn more about her quest to breach the walls of the healthcare industry with her 3D printed casts. The 2022 Colorado Manufacturing Woman of the Year shares what inspired her to engineer a new and improved cast, the challenges she faces in getting the product to patients, and what steps to take to launch your innovative ideas. Listen for more on:
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| 30 Jan 2023 | Stupid Things the MedTech Industry Does with Omar Khateeb | 00:44:11 | |
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:
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| 27 Dec 2021 | Resetting Your Mindset for 2022: What Every Rep Should Know | 00:23:55 | |
It’s high time you let yourself suck at something new—in fact, it could be the best thing you do for your MedTech career in 2022. You’re probably familiar with the concept of fixed vs. growth mindsets as outlined in psychologist Carol Dweck’s landmark book “Mindset.” But mere surface knowledge of the daily tips, tricks, and techniques she popularized won’t revolutionize your career. In this special book review episode, we explain why most MedTech reps manage a growth mindset in some areas but fall into a fixed mindset where it really counts. Discover the problem with “problem territories,” why pointing fingers at marketing doesn’t make you a better sales rep, and how to combat your customers’ fixed mindsets.
In this episode, you’ll learn:
Plus, we explore adopting what works—and discarding what doesn’t—from the mindsets of colleagues and competitors. | |||
| 28 Dec 2023 | Encore: Why Sales Stall and How to Fight Back with Author of The Jolt Effect | 00:46:22 | |
It wasn’t long ago that Ted McKenna, an accomplished sales and customer experience researcher, founding partner of DCM Insights, and co-author of The Jolt Effect: How High Performers Overcome Customer Indecision joined us to talk about customer indecision. And the conversation remains one of the most viewed by our audience! In this encore episode, sponsored by Alpha Sophia, Ted gets tactical and specific about effectively harnessing trust and building confidence with everyone you talk to. We also discuss the power of cooperative overtalk, how to improve proactive guidance, and strategies for anticipating objections. Tune in for more on:
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| 26 Jul 2021 | Weaving Strategic Value into the DNA of Your Business | 00:48:00 | |
Is all the “strategic” selling you’ve been doing really just economic and clinical selling? If you’re not challenging your customers on their assumptions and identifying the real motives behind their goals, then congrats—you’re 90% of MedTech reps. Strategic value is the only way to differentiate yourself, but what does that look like to your physician partners? We sat down with award-winning rep Jonathan Lehmann, enterprise sales manager for the East at Ambry Genetics, to discuss how he highlights his customers’ blind spots, boldly leads them on a clear course for the future, and gives them the growth tools they didn’t even know they needed. In this episode, you’ll learn:
Plus, we explore the impact of routine journaling on both personal and professional development. Resources and links from the show: | |||
| 13 Nov 2023 | Coaching vs. Managing: A Paradigm Shift for Sales Leaders in MedTech | 00:29:54 | |
Believe it or not, knowledge can be a curse when it comes to medical sales. If sales reps are leaning into clinical and product knowledge too much, it can take away from the connection their clientele often desire. So what can sales leaders do to help develop their teams for maximum impact? In this week’s episode, sponsored by Alpha Sophia, we met with John Crowder, Vice President of Healthcare for Integrity Solutions. In our conversation, John highlights the importance of coaching and leadership skills and urges leaders to adopt a consultative approach. He also shares insights on the challenges faced by the industry, including the need to adapt to changing access dynamics and the critical role of continuous learning and development for both individuals and teams. What we discuss in the episode:
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| 22 Nov 2021 | How to Package Your Talents and Land Your Next Big MedTech Opportunities | 00:35:28 | |
On your best days, you feel like there’s nothing you couldn’t sell—so why are you still selling yourself short when new job opportunities arise? As president of Fallstaff Search, a recruitment firm that specializes in medical device sales, Hilary Trader never ceases to be amazed by how many qualified reps make easily avoidable blunders in the hiring process. All too often, reps unknowingly spoil their chance to graze in greener pastures when they turn away recruiters or don't take a proactive approach to career advancement. We caught up with Hilary to discuss how reps can better market themselves as a company’s plug-and-play option for overcoming immediate and future pain points, why it always pays to be brutally honest with recruiters, and what it means to confidently (and not cockily) play by “the rules of the game.” In this episode, you’ll learn:
Plus, we explore the subtle ways recruiters sniff out half-hearted (or otherwise problematic) candidates. | |||
| 22 Aug 2022 | Inside the Investor’s Mind with Joseph Mocanu | 00:25:32 | |
Wanting to make waves in the ocean of HealthTech? Learn about the criteria and paradigms investors like Joseph Mocanu, Managing Partner at Verge HealthTech Fund, uses to evaluate opportunities, navigate relationships, and drive innovation. Discover what separates good pitches from the bad, and why he subscribes to the core belief of “You can’t manage what you can’t measure.” Verge HealthTech Fund invests globally in seed stage healthcare technology startups relevant to emerging Asia that focus on disease prevention and management, digital therapies, and health system efficiency. In this episode we discuss:
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| 26 Feb 2024 | Unconventional Wealth Building Strategies for MedTech Sales Reps: A Conversation with Lane Kawaoka | 00:30:23 | |
We all strive for financial freedom, but are we approaching it the right way? What if the traditional path is no longer the most effective path? Lane Kawaoka, author of “The Wealth Elevator” asked himself these same questions before challenging the status quo. In this week’s episode, sponsored by Alpha Sophia, Kawaoka joins us to share his journey from the traditional path of a civil engineer to a savvy real estate investor and financial strategist. He challenges common beliefs about investments and taxes, offering eye-opening insights that defy conventional wisdom. Lane also discusses his approach, which involves leveraging alternative investments like rental real estate and syndications to create passive income streams that significantly reduce tax liabilities. What we discuss in the episode:
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| 21 Mar 2022 | How Soft Skills Make You Strong: Perfecting the Art of Storytelling to Close More Accounts | 00:36:25 | |
You’re dishing out indisputable data that proves you have a superior product—so why aren’t docs responding rationally to it? Stop spinning your wheels and start spinning yarns, says John Livesay, award-winning sales professional and author of “The Sale Is in the Tale.” We caught up with the “the Pitch Whisperer” himself to discuss how the most successful pitch artists in MedTech tell clear, concise, and compelling stories that their customers can repeat in that often-overlooked ‘meeting after the meeting.’ Join us to learn the four-part formula for translating stats into a captivating narrative that lets your customers’ frustrations and aspirations take center stage. In this episode, you’ll learn:
Plus, we dig into the neuroscience behind our brains’ inability to conceptualize the word 'don’t.' | |||
| 09 Nov 2022 | Using Tech to Shape More Powerful Device Demos | 00:29:44 | |
Virtual Reality (VR) headsets are all the rage these days, but they’ve found particular use in medical device demos — not just to increase sales, but to train surgeons more effectively on new tools. This week’s guest is Dave Howe, VP of Sales at Osso VR, a platform for virtual surgery training. Dave shares how VR demos are not only becoming a powerful sales tool, but are leading to longer-term adoption and utilization of technologies with proven patient impacts. We also get into a conversation about the understated importance of company culture in getting results, and how you can improve your culture, no matter the size. What we discuss in the episode:
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| 05 Aug 2024 | Mastering Mindset and Productivity: Insights from Trevor Crunelle | 00:23:24 | |
We hear so much about seeking balance, but sometimes work or life demands more. So how do we prevent burnout and maintain high performance when balance doesn’t seem to be an option? Trevor Crunelle, a coach specializing in mindset and behavior change for driven leaders, suggests that “harmony” rather than “balance” might be the more achievable goal. In this week’s episode, sponsored by Alpha Sophia, Trevor explains that unlike balance, which implies equal distribution, harmony involves a more fluid and intentional arrangement of work and life commitments. He emphasizes the necessity of intentionality in scheduling and prioritizing tasks to create harmony between personal and professional life, debunking the myth that longer hours always equate to greater productivity. What we discuss in the episode:
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| 03 Apr 2023 | The Proven Path to Career Advancement: Actionable Tips From Bret Barrie’s New Book | 00:38:00 | |
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:
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| 22 Jul 2024 | MedTech on the Rise: A Revolutionary Tool for Faster Recovery | 00:27:29 | |
Imagine a patient struggling with post-operative recovery, and instead of accepting defeat, they speak up and change the course of recovery forever. That patient helped inspire Shehla Rooney to create a better solution. Today she is Co-Founder and CEO of GoKnee, a company designed to aid the recovery of knee replacement patients. In this week’s episode, sponsored by Alpha Sophia, we sat down with Shehla to learn more about her transition from an experienced physical therapist to a motivated business owner. The conversation showcases the practical challenges faced in healthcare and highlights how innovation can be driven by real-world patient interactions. We also explore how GoKnee has revolutionized post-operative care through a simple yet effective device. What we discuss in the episode:
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| 01 Nov 2021 | How to Fuel a High-Performing Team with Accountability, Transparency, and Support | 00:42:56 | |
Are you inspiring people on your team, or are you just hoping they’ll stick around for another quarter? In his first MedTech job, Jeff Bajorek was given sample bags, brochures, and an obligatory pat on the back. But like most reps, what he really needed from his team was transparency and the guarantee of support. After several years as a top-performing rep, Jeff became a leading consultant helping companies identify blind spots in their sales processes and align their teams with a signature no-BS approach. He joins the show to discuss key differences between accountability and micromanagement, what it means to be a vulnerable leader, how start-ups can stop being at the mercy of “mercenaries,” and more. In this episode, you’ll learn:
Plus, we explore how—and why—so many medical sales teams lean toward self-sabotage. | |||
| 24 Apr 2023 | David Carey’s Advice for Driving Customer-First Innovation | 00:24:10 | |
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:
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| 19 Jun 2023 | From Medical Sales to CEO of National Breathe Free Sinus & Allergy Centers | 00:36:56 | |
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:
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| 02 Nov 2022 | Leading with Personal Conviction featuring BioTissue’s VP of Marketing | 00:25:18 | |
What if the impact of your company’s work was so contagious, you could sense it in every conversation? Tiffany Matthews, VP of Marketing for BioTissue says their shared conviction and values are simply one of the things that makes that possible. Yes, they’re doing life-changing work – but the belief is paramount. In this interview, we talk with Tiffany about these shared convictions, how this manifests itself in the company culture and mission, and how key behaviors become accountability beacons with real world impact. She even shares a few key stories that illustrate the power of physician belief in the OR. Listen to learn:
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| 19 Sep 2022 | How to Expand Your Influence and Attract Opportunities with Johnny Caffaro | 00:36:13 | |
If you’re scared to begin building your presence on LinkedIn, you’re not alone. But the time is now, says Johnny Caffaro. A master at brand building and consistency, Johnny has leveraged his medtech and sales expertise, industry presence, and personal brand pillars to generate more than 20,000 connections and dozens of deals and opportunities through social media. In this episode, Johnny shares his recipe for success and lessons he’s learned along the way, plus the importance of consistency for building your influence online. Listen to learn:
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| 31 Aug 2021 | Encore Episode: Relevance as a Key Sales Ingredient and Why Most Reps Miss It | 00:36:05 | |
Innovation can render existing products or procedures obsolete, but is poor positioning the real threat to your relevance in the market? We’re back in the archives this week to highlight Mace Horoff’s excellent take on why more reps need to understand the moment-to-moment relevance of their product. Mace is the creator of the Medical Sales Academy, a professional keynote speaker, and a 38-year frontline sales veteran. As the Academy’s lead medical sales expert, he helps sales managers think beyond quotas and coach their teams on product relevance—i.e., how their product solves the problems customers don’t even see coming. In this practical discussion, Mace explains why “pending” business is worse than no business at all, how to be aggressive with your quota without being pushy toward customers, and why understanding your own inherent value as a rep is the key to new opportunities. Resources and links from the show: | |||
| 02 Jan 2024 | Encore: The Challenger Sale and Jolt Effect with Matt Dixon | 00:46:33 | |
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. He’s also the guest on one of our most popular episodes! In this encore episode, sponsored by Alpha Sophia, 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:
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| 23 May 2022 | Neurosurgeon Dr. Betsy Grunch Helps You Level Up Your Conversational Finesse | 00:27:57 | |
It’s no secret surgeons don’t like being told what to do—so how do you get them to think that adopting a new approach was their idea? For a fresh perspective, we sat down with Dr. Betsy Grunch, a board-certified neurosurgeon who was recently named to Georgia Trend’s Top Doctors List for the third year in a row. Join us as Dr. Grunch shares why she’s glad to see the practice of “accosting [docs] at the scrub sink” fading, the real reasons why some of her colleagues shy away from paradigm-shifting procedures for SI joint pain, her ingenious use of social media, and the behaviors that separate cringeworthy reps from trustworthy partners. In this episode, you’ll learn:
Plus, we explore the importance of humanizing providers in your outreach. Resources from this episode:
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| 27 Nov 2023 | Decoding Competitors: A Guide to Anticipating MedTech Industry Moves | 00:34:01 | |
Dismissing competitor decisions is common ground for sales teams, especially when you focus on the advantages of your products. But, what if you could use the decisions of your competitors as a tool to predict their future moves and carve out a competitive advantage? In this week’s episode, sponsored by Alpha Sophia, we sat down with John Horn. He’s the CEO and founder of Gateway Competitive Insights and author of “Inside the Competitor’s Mindset.” During the conversation, John shares a four-step framework that encourages MedTech professionals to pay attention to competitor actions. He also emphasizes the power of cognitive empathy and strategic questioning to uncover critical insights, urging professionals to step out of their own perspectives. In this episode, we explore:
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| 17 Apr 2023 | Feeling like You’re on a Hamster Wheel? How to Find Purpose with Rebecca Kinney | 00:32:37 | |
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:
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| 28 Jun 2022 | Neurosurgeon Dr. Mohamed Draz on How Reps Can Balance Empathy with Expertise | 00:30:56 | |
People do business with people—but once you get through the door, you better know your product and be ready to field a variety of questions. Dr. Mohamed Draz, senior clinical fellow in neurosurgery at NHS Scotland, rarely sees reps who can balance disarming interpersonal skills with commanding expertise. Join us as Dr. Draz explains why the often-overlooked junior surgeon and support staff can hold the key to a rep’s long-term success, and how reps can let their expertise shine by communicating more empathetically. In this episode, you'll learn:
Plus, we talk about how you can control a conversation while still remaining genuine. Resources from this episode: Social Media: | |||
| 29 Apr 2024 | Elevate Your Medical Sales Career: Strategies from a Seasoned Coach | 00:27:50 | |
Dressing for success isn’t just a thing of the past. In fact, with the evolving landscape of the interview process, some tactics hold more weight than ever before. So how do you position yourself for career stability regardless of the transformations taking place around you? In this week’s episode, sponsored by Alpha Sophia, Angie Lambrou, a seasoned career coach and author of "Master the Medical Sales Interview," sheds light on common pitfalls that even experienced medical sales executives face during the interview process. She also reveals how inadequate preparation leaves many candidates missing out on opportunities and strategic job search techniques that bypass traditional routes like job boards and recruiters. What we discuss in the episode:
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| 19 Feb 2024 | Earning Trust and Rapport: The Power of Persuasion with Mark Wigginton | 00:28:46 | |
All paths lead to growth… if you can stop running from yourself. But what does it really take to stop searching and start living? Mark Wigginton, certified professional coach, sales strategy advisor, and founder of Focusing on Results unlocked his full potential when he decided to change his focus. In this week’s episode, sponsored by Alpha Sophia, Mark shares his story of transformation, from navigating career shifts to finding clarity and purpose by embracing his core values. He also touches on insights from his diverse career path, emphasizing the recurring importance of customer focus, rapport-building, and persuasive communication. Tune in for more on:
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| 08 May 2023 | The Challenger Sale and Jolt Effect with Matt Dixon | 00:47:12 | |
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:
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| 20 Feb 2023 | Divine Intervention: A Medical Device Reps Inspiring Journey to Leadership and Purpose | 00:28:39 | |
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:
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| 12 Aug 2022 | The Risk, Thrill, and Reward of Venturing Beyond a Cozy Base Salary | 00:47:07 | |
So there's W2 employment... And then there's self-employment. How do you make that jump? Our guest Jamie Tipton is the founder and principal of Clutch City Medical. His experience across a variety of organizations in the industry gives him perspective on working for the large strategics, early commercial stage startups, and small business ownership. According to Jamie, amazing things happen when you cut the safety net and walk out on the tightrope. Your professional partnerships reach new levels of depth, you see opportunities others don't, and you find out what you're truly made of. Join us as he recounts the magic of finally having an idea worth struggling for. In this episode, you’ll learn:
Plus, we discuss why having one or two committed people in your corner is all you need to build momentum. Resources from this episode: Social Media: | |||
| 02 Sep 2024 | The Art of the Question: What MedTech Sales Can Learn from Listening | 00:32:22 | |
Mastering the art of conversation isn’t all about talking – it’s about truly listening. So how can you train your team to prioritize meaningful dialogue over unappealing monologues? Mike Esterday and Derek Roberts, co-authors of "Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance" join us to explore the depths of sales conversations. In this week’s episode, sponsored by Alpha Sophia, Mike & Derek share compelling insights into the necessity of asking the right questions and truly listening to understand customers’ needs. We also discuss how modern sales techniques must pivot from talking at customers to engaging with them, using strategic questions to foster genuine connections and uncover real needs. What we discuss in the episode:
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| 11 Jan 2023 | Buying From Your Company is Harder Than You Think | 00:35:50 | |
In a world of instant gratification, why is it so difficult to get in touch with your local medical device representative? Whether you’re looking to have someone answer your questions or you want to make a purchase, finding the right information shouldn’t be an obstacle – it should be a simple step towards your solution. Cheryl Halbert, founder and CEO of RepSource, experienced that challenge regularly at the beginning of her medical device career. Instead of waiting around for a solution, she rolled up her sleeves and created it. In this week’s episode, Cheryl shares the pain points she’s witnessed on both the clinical and rep side, and how RepSource is addressing those problems. We also discuss the importance of immediate availability for customers, the challenges that hospital staff turnover rates can bring up, and how to avoid missed opportunities. Join us for more on:
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| 06 Sep 2021 | Encore Episode: How to Fight Status Quo in Your MedTech Sales Opportunities | 00:43:17 | |
How do you compete against a MedTech Goliath and maintain price integrity? We’re paying another visit to the archives this week so more industry underdogs can hear Trent Campbell’s killer advice. Prior to his role as VP for Axonic Modulation Technologies, Trent logged a decade of experience in numerous National and Corporate Accounts roles with medical device companies including Atrium Medical (acquired by Maquet/Getinge), Applied Medical, and Fisher & Paykel Healthcare. Trent knows that while status quo may be your competitor's greatest weapon—it’s also their biggest weakness. In this popular episode, he shares how new challengers with a disruptive technology can turn the tide by having a brave “clinical champion” in their corner and win with a focus on long-term value. If you've been searching for a strategy to reshape demand and avoid commoditization, this episode is for you! Resources and links from the show: | |||
| 10 Jan 2022 | Financial Independence for MedTech Reps: Putting Your Money to Work | 00:38:55 | |
"Honey, I crunched the numbers and... we don't need to work anymore." That's what Chris Larsen, a longtime investor and former medical device sales rep, told his wife some years ago. His secret? Hustling smarter, not harder. As Chris puts it, MedTech often attracts go-getters from working-class upbringings who aren't taught how to be rich—i.e., how to make their money work for them. We sat down with the founder and current manager of Next Level Income himself to learn how he managed to save 50% of his compensation and strategically structure his income. Join us as he maps out the journey to financial independence for the average MedTech rep and busts some money management myths.
In this episode, you’ll learn:
Plus, we explore how entrepreneurialism also tends to make people rich in unique human experiences.
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| 14 Jun 2022 | Selling from the ‘Press Box’: Coordinating Clinical, Strategic, & Economic Value Like a Coach | 00:32:51 | |
Most reps feel comfortable facilitating the clinical sale, but when it comes to talkin’ business operations with their physician customers, they quickly turn from ‘go-getter’ to ‘procrastinator.’ So how do you address that elephant in the room and unlock deeper trust? Duston Harper has found success by broaching the business sale early and often, recognizing that today’s temporary discomfort plants the seeds for tomorrow's opportunities. Join us as the VP of business development at SnapNurse shares what it means to “sell from the press box” and attack the sale from all angles with confidence. In this episode, you’ll learn:
Plus, Duston shares his most practical tips for broaching difficult subjects with customers. Resources from this episode: Social Media: | |||
| 12 Feb 2024 | An Army Veteran’s Powerful Leadership Advice | 00:31:34 | |
Driven leaders strive for excellence and require the same from their teams, but is demand for results void of open communication the most effective way forward? Or is there an approach that promotes organizational success alongside personal growth? In this episode, sponsored by Alpha Sophia, Jevon Wooden, an ICF-certified coach, business consultant, speaker, author, and army veteran, joins us to discuss the transformative power of empathy in leadership. Drawing parallels between military leadership and corporate environments, he emphasizes the need for leaders to listen, support, and create psychologically safe spaces for their teams to thrive. What we discuss in the episode:
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| 15 Apr 2024 | Inside iHLTH: Dr. Eva Imperial's Fight Against Hidden Healthcare Costs | 00:28:28 | |
How often do you receive medical attention only to be blindsided by a huge invoice? Why does the issue only seem to exist in the medical space? And what can we do to promote transparency in the industry? In this week’s episode, sponsored by Alpha Sophia, Dr. Eva Imperial, CEO and founder of iHLTH, shares her motivation for starting an organization that brings transparent pricing to lab tests and allows patients to bypass the doctor's office for these services. Her story highlights a personal and professional journey towards making healthcare more accessible and affordable, challenging the status quo of opaque healthcare pricing and practices. What we discuss in the episode:
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| 13 May 2024 | Cultivating High-Performance Teams in MedTech with Kris Krustangel | 00:33:03 | |
How many medical sales professionals worry more about how their presentation is received than the actual substance of their work? Why do performance aesthetics take precedence over genuine problem-solving and leadership effectiveness? Kris Krustangel, Vice President of Sales at Virtus Medical, delves into the transformative power of self-awareness and humility in medical sales. In this week’s episode sponsored by Alpha Sophia, Kris reveals how his journey underscores the nuanced balance between confidence and ego in the realm of medical sales. His experiences illuminate the challenges and growth opportunities within the industry, particularly how personal ego can obstruct genuine progress and leadership development. What we discuss in the episode:
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| 08 Nov 2021 | How to Cure “Commission Breath” with a Curious, Consultative Approach | 00:30:12 | |
If a physician chooses a competitor’s product over yours roughly 80% of the time, have they still earned your help? SPR Therapeutics Regional Sales Manager Mase Bowman always knew there was more to medical sales than carrying a bag and opening a box, but it wasn’t until he dared to take a more consultative approach that he discovered the only question worth asking: “What do I need to do so we can all win?” We invited him to share how he’s been implementing behavior change principles in the neuromodulation and interventional pain space, helping once-skeptical docs do more procedures. Discover why reps should work to uncover the dynamics of the C-suite in charge of value analysis, what it means to care for the end user, and when to do stuff that’s not necessarily in your (immediate) best interest.
In this episode, you’ll learn:
Why physicians fall back on what's comfortable, and how you can make sure they're properly trained
Plus, we explore how Mase was able to turn a year-long dialogue into new business. | |||
| 04 Oct 2021 | Building a Sales System and Becoming “Bulletproof” on the MedTech Battlefield | 00:47:06 | |
For the elite task forces that operate in the most dangerous places on earth, the difference between a process and a system isn’t semantic—it’s life or death. As former war correspondent Shawn Rhodes argues in his book “Bulletproof Selling,” processes are largely designed around individuals, making them harder to repeat, improve, and measure. Systems, however, are always designed around objectives. But that’s just one of several key distinctions that he believes most salespeople are missing. We caught up with Shawn to discuss how “systematized selling” helps senior and junior MedTech reps alike improve their pipelines, things companies can do to avoid being hamstrung by their own top talent and achieve consistent growth, and the importance of teaching customers “how to buy.” In this episode, you’ll learn:
Plus, we define the difference between an unhelpful gripe and a responsible complaint. | |||
| 05 Feb 2024 | MedTech Marketing Blunders: Tales from the Industry Trenches | 00:45:11 | |
Sales and marketing are supposed to collaborate in the pursuit of a shared goal. But there are many tales of lacking respect in the industry. Salespeople grind daily only to have marketers change the narrative around how to close more deals. So how can MedTech companies unleash a more collaborative approach that generates more revenue? In this week’s episode, sponsored by Alpha Sophia, Omar Khateeb returns for a third time to challenge the status quo in the MedTech industry. During the interview, we dissect the disconnect between sales and marketing and invite professionals to explore new strategies for commercialization and product adoption in the modern era. We also discuss the unique challenges of behavior change and the importance of setting realistic expectations. Tune in for more on:
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| 23 Jan 2023 | Pushing Organizations Out of Comfort to Achieve More Sales | 00:44:15 | |
Sponsored by TrackableMed How do you achieve high sales rates in markets around the world? Identify the ideal distributor in each country, drive up their engagement and competency through personalized training, and teach them the ins and outs of the systems you have in place. At the end of the day, holding everyone accountable builds confidence and drives results. In this week’s episode, sponsored by TrackableMed, we met with Zach Selch, Founder of Global Sales Mentor. In the interview, we learn more about how he’s found success selling medical device in 135 countries around the world. From the trade show lounge area to sending outsourced reps product information, Zach has mastered building an engaging community for sales professionals. Listen to this episode for more on:
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| 04 Sep 2023 | Founder of Becker’s Healthcare Talks Consolidation, Challenges and Growth | 00:30:28 | |
Sponsored by TrackableMed It’s no secret that how you sell and who you sell to is critical for company growth, but how do you navigate variables outside of your control? Healthcare is seeing an increase in consolidation across the board, leaving little room for small to mid-sized companies to operate. In this week’s episode, sponsored by TrackableMed, we put the health ecosystem under the microscope to understand more about what’s happening. Scott Becker, Partner at McGuireWoods and Founder of Becker’s Healthcare joins us to discuss the shifting customer landscape in the health ecosystem. We also talk about why it’s such a challenge for small to mid-sized companies to gain traction in this space, the effect consolidation has on the market, and the advantage of seemingly unlimited resources in building customer awareness. Listen to this episode for more on:
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| 27 Feb 2023 | The Death of Differentiation in Sales with Sanjeev Loomba | 00:46:14 | |
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:
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| 03 Oct 2022 | Physician-turned entrepreneur: The recipe for rescuing healthcare | 00:33:20 | |
Why do so few medical professionals start companies to address the problems that bother them in the industry? Preston Alexander says it has more to do with mindset than ability. Preston is a healthcare entrepreneur, helping doctors and nurses take more ownership of the business side of healthcare. He helps build companies to address the healthcare crisis in the US by making it more accessible and affordable, aiming to tackle the issues in a system he sees as unsustainable. In this episode, Preston shares the insight he’s gained working with medical experts, and why these people are much more capable than they think at starting successful medical companies. What we discuss in the episode:
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