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From Finger-Pointing to Revenue: Fixing the Sales–Marketing Rift

Release Date: 01/12/2026

From Finger-Pointing to Revenue: Fixing the Sales–Marketing Rift

Medical Sales Accelerator

In this episode of Medical Sales Accelerator, Zed Williamson sits down with Tamara Loehr, co-founder of EGS Enterprise Growth Systems and Concertina, to tackle one of the most expensive dysfunctions in medical sales: the ongoing war between sales and marketing. Tamara brings more than two decades of experience building, scaling, and exiting businesses to break down why this rift exists—and why it’s completely solvable. Together, they unpack how vanity metrics, unclear ownership, and missing systems keep teams stuck in finger-pointing instead of driving revenue. You’ll learn: Why sales...

Selling Innovation in a World of ‘No’: Lessons from Thrive Genetics

Medical Sales Accelerator

In medical sales, innovation often collides head-on with resistance. Clinicians are busy, systems are rigid, workflows are sacred, and “no” becomes the default answer long before anyone fully understands the value you’re bringing. In this episode, Zed Williamson sits down with James Piacentino, CEO and co-founder of Thrive Genetics, whose company combines genetic and behavioral data to proactively identify addiction risk and bring true precision to pain management. He breaks down why most innovations die at the door, how to find opportunity in objections, and why the most powerful fuel...

The Hidden Psychology of Physician Choice: What Really Influences Behavior

Medical Sales Accelerator

If logic and data were all it took to win physicians over, every superior device would dominate the market. But physicians—like all humans—make decisions shaped by perception, emotion, and cognitive shortcuts. In this episode of the Medical Sales Accelerator, Zed sits down with Howie Chan, founder of MedTech Brand Academy and host of The Legend Effect Podcast, to explore the unseen psychological drivers behind physician decision-making. They discuss why medtech teams often lead with data that doesn’t change minds, and how to instead influence behavior through emotion, context, and brand...

Overcoming Reluctance: How to Stop Letting Fear Kill Your Sales

Medical Sales Accelerator

Fear doesn’t just hold you back—it kills opportunity. In this episode of the Medical Sales Accelerator Podcast, Zed sits down with Gerry Savage, founder of Four Pillars Consulting Group and author of The Four Pillars of Sales, to unpack one of the most common and costly issues in medical sales: call reluctance. Whether you’re a new rep struggling to pick up the phone or a veteran who’s grown too comfortable with existing accounts, this conversation will challenge the mindset that limits your growth—and show you how to replace it with confidence, consistency, and purpose. What we...

Encore: Universal Principles for Creating Legends with Gair Maxwell

Medical Sales Accelerator

It wasn’t long ago that Gair Maxwell, author of Big Little Legends: How Everyday Leaders Build Irresistible Brands, joined us to talk about how stories (not stats) propel leaders, brands, and products to legendary status. And the conversation quickly became a listener favorite! In this encore episode, sponsored by Physician Growth Accelerator, Gair explains why storytelling is part of human nature, what makes a story compelling, and how sales professionals can harness story to cut through data overload and connect on a deeper level. Tune in for more on: Why statistics alone aren’t...

The Walkaway Wealth Playbook for Competitive Reps

Medical Sales Accelerator

Many MedTech reps equate high income with long-term freedom, but that assumption can leave you unprepared when the unexpected happens. Lifestyle changes, taxes, and territory shakeups can quickly erode even the strongest commission checks. In this episode, sponsored by Physician Growth Accelerator, we’re joined by David Dedman, founder of Pulse Wealth and creator of the Walkaway Wealth Plan. He specializes in helping high performers translate today’s earnings into tomorrow’s flexibility. In this conversation, we unpack two of his five pillars of Walkaway Wealth and explore how early,...

What Top 1% Performers Do Differently (Without Realizing It)

Medical Sales Accelerator

Even the most driven professionals can find themselves stuck working harder but not moving forward. The culprit? Not market conditions, not product fit, but what bestselling author and executive coach Dr. Noah St. John calls head trash. In this episode, sponsored by Physician Growth Accelerator, Dr. St. John joins Zed Williamson to explore how subconscious limitations cap performance, even for top MedTech reps and leaders. With a track record of helping clients add over $3 billion in revenue, he reveals why traditional goal-setting isn’t enough, how to identify the “yeah buts” that...

When Clinics Can’t Keep Up: The MedTech Bottleneck No One Talks About

Medical Sales Accelerator

Breaking into the medical device market is hard enough, but what happens when patient demand for your product far exceeds what clinics can deliver? For many MedTech companies, this bottleneck quietly stalls growth, even when the device works brilliantly and patients are eager to use it. In this week’s episode, sponsored by Physician Growth Accelerator, we talk with Sahil Diwan, co-founder and CEO of SafKan Health, the company behind OtoSet, the world’s first automated ear-cleaning headphones and the only FDA-cleared earwax removal device that works in just 30 seconds. Sahil reveals why...

Stop Pitching, Start Diagnosing: MedTech Sales Reimagined

Medical Sales Accelerator

What if the way you’ve been selling is working against you, and your customer can feel it? In an industry built on outcomes, many MedTech reps still get caught up in pitching features, checking boxes, and pushing for yeses. In this week’s episode, sponsored by Physician Growth Accelerator, sales coach, author, and founder of Kiinetics, Brendan McAdams shares how shifting from a sales-first mindset to a fit-first mindset changes everything. From running smarter discovery and setting up collaborative problem-solving to wrapping the call with radical clarity, he explains how trust is...

Pivot or Perish with Bill Facteau

Medical Sales Accelerator

Credibility isn’t what you think it is — it’s not what you believe, it’s what your customers and colleagues experience. And in today’s high-stakes MedTech environment, skipping the small details or ignoring key feedback can quietly erode trust, stall deals, and block innovation. In this episode, sponsored by Physician Growth Accelerator, we talk with Bill Facteau, President and CEO of Earlens, about how credibility shapes every level of success, from individual sales calls to boardroom pivots. Bill shares lessons from leading multiple MedTech startups, why great products still...

More Episodes

Tamara brings more than two decades of experience building, scaling, and exiting businesses to break down why this rift exists—and why it’s completely solvable. Together, they unpack how vanity metrics, unclear ownership, and missing systems keep teams stuck in finger-pointing instead of driving revenue.

You’ll learn:

Why sales and marketing must operate as one integrated system—not silos
How an 8-step funnel creates accountability across both teams
Why the second funnel (post-sale) matters more than new leads
Why modern SEO, GEO, and video-first content shorten the sales cycle

This conversation is a must-listen for medical device reps, sales leaders, marketers, and executives who are tired of blame games and ready to build a scalable, measurable growth engine that actually supports the field.

Connect with Tamara: https://www.linkedin.com/in/tamaraloehr/

Enterprise Growth Systems: https://www.egrowthsystems.com/

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