Medical Sales Accelerator
The Medical Sales Accelerator Podcast brings you insider tips and secrets to help you drive your sales. Featuring interviews with top-performing medical sales reps, president’s club winners, and leaders in the medical device and MedTech industries. Hosted bi-weekly by Zed Williamson.
info_outline
Why Your Medical Device Isn't Selling: Insights from Chris Hanna
04/14/2025
Why Your Medical Device Isn't Selling: Insights from Chris Hanna
Breaking into the medical device market is more complex than just having an innovative product. The real challenge lies in understanding and navigating the intricate business landscape of healthcare. That’s why we’re diving into the crucial aspects of medical device commercialization, uncovering the common misconceptions that many innovators face, such as the idea that a great product will automatically find its market. In this week’s episode, sponsored by Physician Growth Accelerator, we sat down with Chris Hanna, founder and CEO of Walnut Hill Medical, who brings his extensive experience in guiding medical device companies through the commercialization process in the United States. Chris sheds light on the importance of aligning product development with market needs, crafting effective business strategies, and partnering strategically with healthcare providers. We discuss the critical elements that determine whether a medical device will succeed or falter in the competitive healthcare market. What we discuss in the episode: The importance of viewing healthcare as a business and understanding its financial dynamics Strategies for medical device companies to effectively commercialize their innovations The role of comprehensive business planning in securing investment and market entry Insights into the collaboration between engineers, healthcare professionals, and business developers to ensure product viability The impact of regulatory and reimbursement challenges on the commercial success of medical devices Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/36075365
info_outline
Compliance as a Catalyst: Enhancing MedTech Sales and Operations
03/31/2025
Compliance as a Catalyst: Enhancing MedTech Sales and Operations
Navigating the maze of compliance in medical device sales often feels like an uphill battle, with stringent regulations frequently seen as barriers to innovation and market growth. However, when compliance is strategically aligned with sales and marketing efforts, it can transform from a hurdle to a powerful enabler of success. In this week’s episode, sponsored by Physician Growth Accelerator, we’re joined by Aryn Peled, Managing Director at Trackable Med. Aryn discusses her experiences and strategies for turning compliance into a competitive advantage. She also sheds light on effective ways to collaborate with compliance teams, ensuring that both safety and business objectives are met. What we discuss in the episode: Understanding compliance as a protective measure that can be aligned with business growth Strategies for MedTech professionals to collaborate effectively with compliance departments The importance of breaking down silos within organizations to enhance communication and cooperation Practical tips for transforming compliance challenges into opportunities for innovation Real-world examples of successful compliance integration that supports both patient safety and business objectives Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/35909860
info_outline
Transforming Medical Practices with James Gavigan and Rectangle Health
03/17/2025
Transforming Medical Practices with James Gavigan and Rectangle Health
Have you ever thought about the ways technology could simplify the complexities of managing a medical practice? What if there was a way to streamline administrative tasks, freeing up more time for patient care? With the evolution of healthcare technology, this scenario is rapidly becoming a reality. In this week’s episode, sponsored by Physician Growth Accelerator, we are joined by James Gavigan from Rectangle Health. We explore how their innovative solutions are transforming mundane, time-consuming tasks into efficient processes that enhance practice operations and patient experiences. James shares insights into how tackling payment processing, HIPAA compliance, and staffing inefficiencies can profoundly affect a practice's effectiveness and profitability. What we discuss in the episode: How Rectangle Health's solutions are designed to enhance operational efficiency and patient satisfaction in medical practices The challenges medical practices face with traditional administrative systems and how technology provides a smarter way forward Real-world examples of how practices have transformed their operations through the integration of advanced technological solutions Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/35537635
info_outline
Boosting MedTech Sales by Improving Practice Operations
03/03/2025
Boosting MedTech Sales by Improving Practice Operations
What if the biggest obstacle to your medical sales isn't the market or the competition, but internal inefficiencies within medical practices themselves? Discover how addressing these challenges can unlock unprecedented growth in medical device sales. In this week’s episode, sponsored by Physician Growth Accelerator, Managing Director, Erik Trattler, dives into how medical device reps can extend their influence beyond traditional sales roles by facilitating improvements in practice management. We also explore invaluable insights gained from his extensive experience in both medical device sales and as a consultant focused on operational efficiency. Join us as we explore actionable strategies that help medical practices streamline their operations, thus creating a more conducive environment for adopting new medical technologies and enhancing patient care. What we discuss in the episode: Identifying and overcoming the unseen operational barriers that can stagnate medical device sales. The crucial role of medical device reps in consulting on practice efficiency. How optimizing practice operations can lead to increased adoption of new medical technologies and better patient outcomes. Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/35506460
info_outline
The Art of Value Analysis: Winning Strategies with Mark Copeland
02/17/2025
The Art of Value Analysis: Winning Strategies with Mark Copeland
What if the biggest barrier to medical device sales wasn't about the device itself, but how it's presented to the gatekeepers of healthcare facilities? Mastering the maze of hospital value analysis can mean the difference between rejection and success. This episode unveils the strategies that turn daunting hospital approval challenges into victories for medical device sales professionals. In this week’s episode, sponsored by Physician Growth Accelerator, we welcome Mark Copeland, known as the Value Analysis Whisperer. Mark shares his expert insights on streamlining the complex value analysis process that many in medical device sales encounter. Discover actionable strategies and innovative approaches to align medical products with the strategic needs of hospitals and ASCs, ensuring better outcomes for both providers and patients. Join us as we explore how to excel in the intricate world of healthcare systems’ value analysis. What we discuss in the episode: Strategies for navigating the complex value analysis process in hospitals Tips for aligning medical products with the strategic needs of healthcare facilities Turning the value analysis process from a stumbling block into a stepping stone Real-life success stories from sales professionals who mastered the value analysis challenge Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/35272985
info_outline
Beyond Sci-Fi: The Healing Power of Non-Thermal Lasers
02/03/2025
Beyond Sci-Fi: The Healing Power of Non-Thermal Lasers
Ever wondered if the fantastic lasers of sci-fi could turn into medical marvels in real life? What if lasers could actually be the key to advancing medical care and reducing reliance on invasive treatments or addictive medications? This intriguing possibility is closer to reality than you might think. In this week’s episode, sponsored by Physician Growth Accelerator, we speak with Joseph Zapolsky III, International Sales Director at Erchonia Corporation, a pioneer in non-thermal laser technology. We discuss how these innovative lasers are revolutionizing treatment approaches across various medical fields, the science behind non-thermal lasers, their applications in treating chronic pain and facilitating post-surgical recovery, and how they're helping shift medical practices towards more sustainable and patient-friendly methods. What we discuss in the episode: How Erchonia's lasers promote healing through a photochemical reaction, enhancing cellular energy and microcirculation without heat The significant role these lasers can play in reducing dependence on opioids by providing effective pain relief and enhancing post-surgical recovery How these lasers integrate into medical practices seamlessly Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/34714905
info_outline
Implantable Insights: How Medical Devices are Talking Back
01/20/2025
Implantable Insights: How Medical Devices are Talking Back
Imagine a world where the medical devices implanted in the body could communicate with doctors, providing vital data that could change the course of treatment and recovery. As technology advances, this scenario is becoming a reality. This breakthrough in medical technology not only promises enhanced patient outcomes but also pioneers a new approach to postoperative care, where data leads the way. In this week’s episode, sponsored by Physician Growth Accelerator, we welcome Bill Hunter, President and CEO of Canary Medical, to discuss how his team is pioneering the transformation of medical devices into data-communicating tools. Bill shares insights on the development of smart implants that offer real-time feedback to both healthcare providers and patients, drastically altering expectations and outcomes in medical treatments. Join us as we explore the innovations driving this change and the future possibilities of implant technology. What we discuss in the episode: How implantable devices are being designed to communicate health data The impact of real-time data feedback from implants on post-operative care Future directions for smart implants in medical technology Case studies demonstrating the effectiveness of data-driven patient care Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/34714695
info_outline
Brain Training for Breakthrough Sales Performance
01/06/2025
Brain Training for Breakthrough Sales Performance
Imagine transforming your sales effectiveness, not by learning new selling techniques, but by reshaping your mind. In the competitive world of medical device sales, where every edge counts, could the key to breakthrough success lie within our own brains? In this week’s episode, Sponsored by Physician Growth Accelerator, Dr. Jerry Teplitz, an expert in neuroplasticity and the bestselling author of "Switched On Selling," delves into how brain performance can dramatically enhance sales effectiveness. We explore the revolutionary concept of brain re-education and revisit compelling stories and research that demonstrate how these techniques have propelled sales professionals from mediocrity to excellence without traditional sales training. What we discuss in the episode: How brain re-education can significantly improve sales performance. The foundational principles of Dr. Teplitz’s "Switched On Selling" program and its impact on sales professionals. Real-life transformations in sales teams who have applied these neuroscience-based techniques. Practical steps to implement brain performance strategies for immediate results in sales scenarios. Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/34701665
info_outline
From First Contact to Close: Mastering Medical Sales with Omar Khateeb
12/16/2024
From First Contact to Close: Mastering Medical Sales with Omar Khateeb
Is cold outreach really as daunting in medical device sales as it seems? Omar Khateeb, a seasoned expert with over a decade in the industry, shatters common misconceptions and introduces powerful strategies for turning cold calls into fruitful relationships. In this insightful episode, Omar draws parallels between effective social media engagement and traditional sales tactics to reshape how we think about connecting with new prospects. In this week’s episode, sponsored by Physician Growth Accelerator, Omar Khateeb returns again to dive deep into the nuances of modern sales techniques. We discuss the art of transforming cold calls into warm opportunities using strategic communication and personalized engagement and provide actionable tactics for MedTech professionals. What we discuss in the episode: Rethinking cold outreach: It's not just possible, but necessary for growth in medical sales. Effective communication: How to craft email subject lines and content that engage and convert. The role of perseverance and personalization in building relationships with potential clients. Utilizing social media as a strategic tool for brand building and lead generation in the med tech sector Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/34398305
info_outline
Leading the Charge in AI-Powered Medical Devices with Torrey Smith
12/09/2024
Leading the Charge in AI-Powered Medical Devices with Torrey Smith
Imagine swallowing a robotic pill that can navigate your body and diagnose health issues without the need for invasive procedures. What if this tiny device could revolutionize medical diagnostics and treatment? This isn’t a scene from a sci-fi movie—it’s a reality brought to life by groundbreaking advances in medical technology. In this week’s episode, sponsored by Physician Growth Accelerator, we’re joined by Torrey Smith, co-founder and CEO of Endiatx, the innovators behind PillBot. Starting his career as an aerospace engineer, Smith was inspired by sci-fi classics to pivot his expertise to the medical field, where he’s focused on creating less invasive diagnostic tools. We explore Torrey's fascinating journey to developing medical devices that could one day operate autonomously inside the human body. The conversation dives deep into how Endiatx is blending advanced robotics with medical science to enhance patient care and potentially extend human life spans. Key Takeaways: The transformative potential of PillBot in making gastrointestinal diagnostics more accessible and less invasive Insights into the future of medical robotics, including the ambition to develop rice grain-sized microsurgeons for complex procedures The role of AI and advanced robotics in evolving the landscape of medical treatments and diagnostics The challenges and breakthroughs in transitioning from aerospace engineering to medical technology innovation Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/34305840
info_outline
Encore: Challenger Sale Author, Brent Adamson, Talks Surgeon Buying Behavior
11/25/2024
Encore: Challenger Sale Author, Brent Adamson, Talks Surgeon Buying Behavior
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: Tailoring sales approaches to meet the sophisticated needs of medical professionals The critical role of transparency and simplicity in medical sales Strategies for aligning with buying groups to streamline purchasing decisions Overcoming common obstacles that healthcare providers face during the buying process Empowering sales reps with deeper knowledge of their customers’ operations and challenges Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/34114581
info_outline
Encore Episode: From Crossing the Chasm to Zone to Win with Geoffrey Moore
11/11/2024
Encore Episode: From Crossing the Chasm to Zone to Win with Geoffrey Moore
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: Metrics for success in each of the 4 zones How to effectively move from the incubation zone to the transformation zone Challenges to overcome in the transformation zone Common mistakes iconic tech companies made before their downfall The role of acquisition in scaled transformation Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/33852877
info_outline
Harnessing Neuroscience to Drive MedTech Team Performance
10/28/2024
Harnessing Neuroscience to Drive MedTech Team Performance
How frequently do you consider the underlying psychology that drives your team's dynamics and overall performance? What if you could tap into this deeper understanding to not only foresee potential issues but also to foster a more collaborative and innovative environment? Exploring these aspects of business psychology might be the key to unlocking higher efficiency and effectiveness within your team. In this week’s episode, sponsored by the Physician Growth Accelerator, Rhiannon Gallagher, a seasoned business psychologist, delves into the intricacies of business psychology and team optimization. We discuss the critical role of communication in making team interactions more effective and how different psychological safety levels within a team can dramatically influence its success. We also explore how individual team members' primal responses to certain stimuli can affect team cohesion and productivity. What we discuss in the episode: The often overlooked discipline of business psychology The practical application of psychological insights in medical sales scenarios How to engage various parts of the brain during sales pitches to maximize impact How to ensure messages are received as intended Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/33599512
info_outline
Beyond the Band-Aid: Proactive Strategies for Medical Sales Success
10/14/2024
Beyond the Band-Aid: Proactive Strategies for Medical Sales Success
How often does your team address a problem with an immediate yet short-lived remedy? How much time, money, and energy could be saved if you came up with a permanent solution? These proactive approaches are often overlooked, but likely the most efficient way to enhance your operation. In this week’s episode, sponsored by Physician Growth Accelerator, we met with John and Jim Zelem from Utilization Management University to explore the critical distinction between preventative strategies and constant corrections in medical practice management. We also discuss how medical sales representatives can transcend traditional sales roles by fostering deeper, value-based relationships with their clients through sharing actionable insights and resources. What we discuss in the episode: Practical tips on transforming challenges into opportunities for growth Systemic issues within healthcare practices The benefits of shifting from reactionary measures to sustainable preventative solutions Driving meaningful change in medical sales and healthcare practice management Tips on transforming challenges into opportunities for growth Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/33408997
info_outline
Unlocking the Secrets of Early Cancer Detection: A Conversation with Sumit Rai
09/30/2024
Unlocking the Secrets of Early Cancer Detection: A Conversation with Sumit Rai
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: The science behind the test, which processes an unprecedented volume of blood to detect CTCs How Cancer Check Labs’ approach differs from liquid biopsies The opportunity for a new era of proactive healthcare Bridging the gap between current medical practice and cutting-edge technology How integrating comprehensive diagnostic technologies could drastically reduce cancer mortality and reshape the landscape of cancer care Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/32989452
info_outline
Becoming Indispensable: Financial Insights for Your Customers
09/16/2024
Becoming Indispensable: Financial Insights for Your Customers
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: The complex financial landscape medical professionals navigate The critical need for specialty-specific financial advice Various strategies to optimize tax returns through loss harvesting How to secure a financially safe future beyond your practice Advice aimed at helping medical professionals manage wealth effectively Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/32904137
info_outline
The Art of the Question: What MedTech Sales Can Learn from Listening
09/02/2024
The Art of the Question: What MedTech Sales Can Learn from Listening
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: How AI and digital tools impact the evolution of sales The role of sales as more than just a conveyor of information, but as a critical thinker who provides value The power of active listening and thoughtful questioning Tactics to enhance your sales approach The profound impact of human skills in an increasingly automated world Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/32799157
info_outline
Strategic Partnerships in Healthcare with Thomas Cunningham
08/19/2024
Strategic Partnerships in Healthcare with Thomas Cunningham
Every relationship goes through stages, including the relationship between private practice physicians and private equity groups. So what are the red flags you should watch out for? What traits make for a good marriage? We explore the crossroads with Thomas Cunningham, Director of Business Development at Physician Growth Partners. In this week’s episode, sponsored by Alpha Sophia, Cunningham dives deep into the pressing challenges faced by private practice physicians amidst the onslaught of inquiries from private equity groups. We explore the dilemmas physicians grapple with, such as whether to sell their practices to hospitals or private equity and how to maintain their autonomy in the increasingly complex healthcare landscape. We also discuss how the landscape of private practice has evolved to necessitate new strategies for sustainability and success. What we discuss in the episode: The critical importance of a growth mindset for physicians considering partnerships Navigating the complexities of healthcare business dynamics Maintaining clinical governance while exploring financial partnerships Strategic responses to the changing healthcare environment How decisions affect patient care and physician independence Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/32595182
info_outline
Mastering Mindset and Productivity: Insights from Trevor Crunelle
08/05/2024
Mastering Mindset and Productivity: Insights from Trevor Crunelle
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: Practical strategies for achieving work-life harmony How the urgent-important matrix, or Eisenhower matrix, helps individuals prioritize tasks effectively Insights on how most professionals find themselves overwhelmed by a multitude of lesser, non-urgent activities that consume their time and energy Steps to gain clarity and focus so you can work more effectively and find time for personal pursuits to enrich your life Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/32364512
info_outline
MedTech on the Rise: A Revolutionary Tool for Faster Recovery
07/22/2024
MedTech on the Rise: A Revolutionary Tool for Faster Recovery
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: The intersection of patient care, innovation, and entrepreneurial insight in the medical field Patient-centered solutions that streamline and enhance recovery processes The psychological impact of surgery on patients The importance of addressing individual patient needs The nuances of patient compliance in post-operative recovery programs Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/32156157
info_outline
Dr. Mark McLaughlin on Overcoming Fear and Enhancing Physician Performance
07/08/2024
Dr. Mark McLaughlin on Overcoming Fear and Enhancing Physician Performance
How often does fear prevent you from making decisions or taking action in high-stress environments? What if a deeper understanding of the brain could help your staff better navigate their roles and responsibilities within the practice? Dr. Mark McLaughlin joins us to offer a compelling framework to overcome fear and enhance performance. In this week’s episode, sponsored by Alpha Sophia, Dr. McLaughlin discusses his recent book, "Cognitive Dominance: A Brain Surgeon's Quest to Outthink Fear," which explores the dualistic nature of the brain—comparing the instinctual 'Brain 1.0' with the more rational 'Brain 2.0'—and how professionals can harness this understanding. We also investigate real-world applications of these insights, particularly in addressing the challenges faced by medical practitioners, such as burnout and systemic inefficiencies. What we discuss in the episode: A framework for overcoming fear to enhance performance The importance of introspection and strategic thinking to foster professional growth and improve patient care Proactive approaches to personal and professional hurdles Why it’s important to rethink how medical professionals engage with their work The need for continual learning and adaptation in the pursuit of excellence in healthcare Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/31743272
info_outline
What Does the Future Hold for Surgical Robotics? Insights from an Industry Expert
06/24/2024
What Does the Future Hold for Surgical Robotics? Insights from an Industry Expert
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: The exciting potential of cooperatively controlled robots How robots working in tandem with surgeons can optimize surgical processes and ensure minimal invasiveness How the blend of human expertise and robotic precision promises significant advancements that could make complex surgeries more accessible and efficient Regulatory challenges and the future trajectory of robotics in medicine Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/31743232
info_outline
Connecting Reps Nationwide: The Lobby Medical Sales Network's Impact
06/10/2024
Connecting Reps Nationwide: The Lobby Medical Sales Network's Impact
It’s no secret that networking is a powerful tool for creating connections, building credibility, and identifying new opportunities. But with so many professionals building networks, it can be easy to get lost in the vastness of platforms like LinkedIn. So how can we find the right network with ease? In this week’s episode, sponsored by Alpha Sophia, Kendy Elmore shares his journey from a high school science teacher to a medical sales rep, ultimately leading him to create a nationwide networking group for medical sales professionals. The Lobby Medical Sales Network aims to bridge the gaps in the industry by providing a universal platform for reps to connect, share resources, and advance their careers through in-person and virtual events. What we discuss in the episode: The significance of creating a supportive community where reps can learn from each other, access educational resources, and find career opportunities The profound impact the network has already had on its members The importance of connection and mutual support in driving the industry forward Exploring new avenues for career growth Opportunities to enhance your networking experience Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/31481342
info_outline
How Top MedTech Companies Use Behavioral Science to Enhance Sales
05/27/2024
How Top MedTech Companies Use Behavioral Science to Enhance Sales
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: How sales teams can tailor their approaches to different customer profiles How the Predictive Index approach aids in initial sales as well as cultivating long-term client relationships The transformative power of behavioral science in medical sales Insights on traits like dominance, extroversion, patience, and formality Strategic ways to leverage behavioral insights Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/31356182
info_outline
Cultivating High-Performance Teams in MedTech with Kris Krustangel
05/13/2024
Cultivating High-Performance Teams in MedTech with Kris Krustangel
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: The practical application of stoic philosophy in modern business practices How the pressures of leadership can lead to a disconnection from core operational goals Why introspection and self-awareness are crucial to evolve beyond surface-level achievements The value of candid feedback from colleagues and how that can inspire transformation Prioritizing genuine problem-solving and leadership effectiveness over performance aesthetics Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/31194067
info_outline
Elevate Your Medical Sales Career: Strategies from a Seasoned Coach
04/29/2024
Elevate Your Medical Sales Career: Strategies from a Seasoned Coach
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: A proactive approach to the job hunt where candidates target specific companies Enhancing your chances of securing a job by directly engaging with hiring managers to establish connections The importance of personal branding and networking to maintain readiness for unexpected opportunities Interview mishaps that cost top candidates jobs Finding clarity and motivation outside of work to propel your career forward Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/30986528
info_outline
Inside iHLTH: Dr. Eva Imperial's Fight Against Hidden Healthcare Costs
04/15/2024
Inside iHLTH: Dr. Eva Imperial's Fight Against Hidden Healthcare Costs
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: The negative ripple effects on patient care and the healthcare system due to high costs The importance of transparent pricing in healthcare Navigating the complexities of healthcare costs Solutions and innovations to make lab testing more accessible How professionals can advocate for patient affordability Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/30769653
info_outline
Breaking the Mold: How Grit and Resilience Transform Medical Sales Careers
04/01/2024
Breaking the Mold: How Grit and Resilience Transform Medical Sales Careers
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: Strategies for overcoming burnout The positive impact of resilience and self-reflection on career growth and development Actionable tips for turning life’s challenges into stepping stones for success How vulnerability strengthens leadership Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/30601163
info_outline
Building Digital Trust in MedTech: The MTV Approach
03/18/2024
Building Digital Trust in MedTech: The MTV Approach
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: Bridging the gap between business and medicine through authentic narratives Empowering MedTech professionals to navigate the complexities of the industry with clarity and purpose Helping physicians humanize their brand Assisting MedTech companies in crafting compelling stories A roadmap for driving tangible outcomes in an ever-evolving MedTech ecosystem Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/30361758
info_outline
From Idea to Asset: How Patents Propel Medical Device Startups
03/04/2024
From Idea to Asset: How Patents Propel Medical Device Startups
The long and tedious patent process has become an outdated source of delay for innovators across the globe. With today’s technology, you can protect your innovations faster than ever. So when should you pursue a patent? And how can startups thrive in this rapidly evolving space? In this week’s episode, sponsored by Alpha Sophia, Bao Tran, founder of PowerPatent Inc., joins us to explore the crucial role patents play in the medical device startup landscape. Dispelling common misconceptions, Bao emphasizes patents as assets rather than expenses, enabling startups to attract investors and safeguard their market presence. We also discuss how startups can efficiently navigate the patent process to ensure timely protection and competitive advantage by leveraging technology and strategic filing approaches. What we discuss in the episode: The pivotal role of patents in driving innovation and success The significance of patenting seemingly straightforward innovations The indispensable value of strategic patent management Actionable insights for MedTech entrepreneurs and innovators Understanding the nuances of patent strategy in a rapidly evolving industry Resources from this episode: Social Media:
/episode/index/show/medicalsalesaccelerator/id/30191918