Podcasts by Medical Sales Accelerator

Divine Intervention: A Medical Device Reps Inspiring Journey to Leadership and Purpose from 2023-02-20T11:00

Sponsored by TrackableMed

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Identifying Innovation Killing Ideas in MedTech from 2023-02-13T11:00

Sponsored by TrackableMed

Imagine if the entertainment industry neve...

Change with the Times or Get Left Behind with Eric Anderson from 2023-02-06T11:00

Sponsored by TrackableMed 

The Medical Device and MedTech world is changing, and not everyone is ready to change with it. But for those who see this and want to jump on ...

Stupid Things the MedTech Industry Does with Omar Khateeb from 2023-01-30T20:30

Sponsored by TrackableMed

Still stalking physicians in hospital cafeterias? Does your company applaud you f...

Pushing Organizations Out of Comfort to Achieve More Sales from 2023-01-23T11:00

Sponsored by TrackableMed

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Breaking Through Healthcare’s Decision-Making Pyramid with Diana Hall from 2023-01-17T18:30

Are regulations and requirements preventing products, solutions, and treatments out of the hands of patients that really need them? Good providers want to improve...

Buying From Your Company is Harder Than You Think from 2023-01-11T14:16

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 ...

Encore: The Leader’s Guide for Resetting Your Mindset for 2023 from 2023-01-02T11:00

It’s high time you let yourself fail at something new – in fact, it could be the best thing you do for yourself in the coming year.

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Lessons Learned From Developing New Technology with Neteera’s Founder, Isaac Litman from 2022-12-26T11:00

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 an...

Intensity in Your Why: How Barricaid is Channeling Their Impact for Growth from 2022-12-19T15:39

Could you find more success by focusing on 10% of your potential market?

Robert Spomer, VP of sales at Intrinsic The...

Making the Phone Ring with New Patient Appointments from 2022-12-12T11:00

Many physicians enter the field carrying an outdated assumption that there’s no need to advertise. You simply showcase your achievements, connect with your networ...

Market agitation techniques and resources with Aryn Peled from 2022-12-05T11:00

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 acc...

Stop Trying to be the Sales Hero from 2022-12-01T14:15

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 loo...

Mental tricks to avoid conflict on Thanksgiving weekend from 2022-11-21T11:00

Painful attacks swarm our minds, and that can be especially true in the chaos of holiday travel. As we prepare for the long weekend among family and friends, it’s easy to become riddled with neg...

How silos impact innovation and the generation of new ideas from 2022-11-15T11:00

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 ...

Using Tech to Shape More Powerful Device Demos from 2022-11-09T11:00

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 to...

Leading with Personal Conviction featuring BioTissue’s VP of Marketing from 2022-11-02T10:00

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...

Hacking Human Behavior: Why Med Device Marketing Needs to Change from 2022-10-24T10:00

Every human has the same problem–regardless of how progressive our world is, our brain still processes life through the lens of survival. And this means we encounter hundreds of biases every day...

Why Hard Work Isn’t Enough and What Leaders Need to do Instead from 2022-10-17T10:00

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 ...

Mentorship in medical device success featuring Mad Device Rep from 2022-10-10T10:00

While he’s known for roasting daily absurdities of rep life, Mad Device Rep is a must-follow on social and a wealth of knowledge about life in the medical device sales industry.

Learn why...

Physician-turned entrepreneur: The recipe for rescuing healthcare from 2022-10-03T10:00

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 i...

Arming decision makers with the right data to close deals from 2022-09-26T10:14:15

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 Mark...

How to Expand Your Influence and Attract Opportunities with Johnny Caffaro from 2022-09-19T21:29:46

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 ...

Tips and techniques to avoid the default “No” in sales from 2022-09-12T10:30:44

Trying to gain access to a medical office or surgeon? Chances are, you're doing it wrong...or just like everyone else. And that's not good. In this episode, we learn how Jessica Zampedri, a cons...

Is your subconscious behavior holding you back? from 2022-09-05T10:40:43

What separates people who accomplish great things from those who spin their wheels? Mindset. Rhonda Petit is a sales and mindset mentor and author of “The Spirit of Selling: Using Universal Laws...

Breaking Down Silos in MedTech with Dr. Jawad Ali from 2022-08-29T19:31:52

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? Actu...

Inside the Investor’s Mind with Joseph Mocanu from 2022-08-22T20:28:23

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, ...

The Risk, Thrill, and Reward of Venturing Beyond a Cozy Base Salary from 2022-08-12T19:52:35

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 varie...

The Powerful Simplicity of the ‘Inside Up’ Principle: Performance, Capacity,&Self-Reflection from 2022-08-09T17:02:07

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 f...

The Shifting MedTech Market: Surviving Budget Cuts, Sudden Insurance Changes,&More from 2022-08-03T19:30:44

There are a lot of macroeconomic events unfolding right now, and they're affecting budgets at MedTech companies across the country. How are those budget changes impacting execution in the field?...

Why You Have to “Fire Yourself” to Light a New Fire&Conquer Your Next Quota from 2022-07-26T00:56:19

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.....

Encore Episode: Are You a ‘Toxic’ Rep? Key Insights to Stop Hurting and Start Helping Private Practices from 2022-07-19T15:40:59

If you’re not directly providing value to physicians, then you’re directly adding to their stress level. Don’t believe us? We interviewed Dr. Sandra Weitz (aka “The Practice Building MD”) in ear...

Encore Episode: Techniques for More Authentic Communication from 2022-07-12T15:09:08

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 ex...

Who's Going to Tell Docs Old-Fashioned Spine Procedures Are Dead? from 2022-07-05T12:45:28

"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 S...

Neurosurgeon Dr. Mohamed Draz on How Reps Can Balance Empathy with Expertise from 2022-06-28T14:33:40

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 neurosurg...

They’re Stealing from Your Territory with Digital Persuasion—the Rep of the Future Is Here from 2022-06-20T13:12:34

Today’s medical device companies produce mind-blowing technology that would impress The Jetsons—so why does their marketing seem like it’s no more advanced than The Flintstones? That’s a questio...

Selling from the ‘Press Box’: Coordinating Clinical, Strategic,&Economic Value Like a Coach from 2022-06-14T09:50:21

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.’ S...

Building a MedTech Army to Drive Commercialization and Capture the Market from 2022-06-06T13:00:17

You’ve built a dream team of uniquely skilled sales pros, and you just executed a flawless exit—now it’s time to break-up the band, right? Jason Scherer and company took a different path and kep...

Investigating the Business Brain: Diving Deeper into Decision Science from 2022-05-31T09:50:11

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, chie...

Neurosurgeon Dr. Betsy Grunch Helps You Level Up Your Conversational Finesse from 2022-05-23T09:50:37

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...

Encore Episode: A Urologist's Advice to MedTech (Be Intentional, Steward Your Brand, and Enhance Workflows) from 2022-05-16T13:01:12

We're going back to the archives again—this time, for some constructive criticism from a top urologic surgeon. Would someone like Dr. Jamin Brahmbhatt see you as a competent partner... or a pest...

Encore Episode: Dr. Vinod Dasa Shares Advice Every MedTech Rep Needs to Hear from 2022-05-11T15:04:40

Our conversation with Dr. Vinod Dasa remains one of our most popular through 80 episodes so far—and for good reason. In just 35 minutes, the orthopaedic surgeon and co-founder of Doc Social pain...

No One Can Blaze the Trail for You: Dr. Scott Sigman’s Plea for MedTech to Think Differently from 2022-05-02T10:30:50

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 on...

Leadership Anchored in Belief: A Blueprint for Building Morale and Protecting Culture from 2022-04-25T10:59:44

“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 m...

The Pandora’s Box of Patient-Driven Testing: Why Diagnostics Will Never Be the Same from 2022-04-18T12:14:38

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 disru...

“Decision Science”: New Research on How Your Customers Interpret Risk and Frame Value from 2022-04-11T12:07:30

You may be doing a lot of things right—but you’ll never achieve consistent success unless you grasp the neuroscience behind why some of your tactics work better than others. Tim Riesterer is chi...

Lessons Learned in Driving Patient Engagement from TikTok Doctor Inna Husain from 2022-04-04T09:21:42

Docs can dismiss today’s hottest social media apps all they want—but Dr. Inna Husain’s authentic online presence has patients scrolling, liking, and sharing their way into her office. In additio...

Want to Be a Premier Revenue Driver? Stop Taking Orders and Start Taking Accountability from 2022-03-28T16:11:14

Are you a revenue driver or just an order taker? More importantly, do you understand the distinction? Francisco Martinez didn’t really know—let alone care—when he fell into a medical sales role ...

How Soft Skills Make You Strong: Perfecting the Art of Storytelling to Close More Accounts from 2022-03-21T13:41:54

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...

Encore Episode: What Helps a Rep "Win Over" a Surgeon (It's Not What You Think) from 2022-03-15T09:31:46

There’s no doubt about it—you better know the nuances of your product and fully understand the frustrations of the people you call on. What’s more, you need to know how and when to leverage thos...

Physician Education: A Changing Landscape from 2022-02-28T13:50:58

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 o...

Are You a ‘Toxic’ Rep? Key Insights to Stop Hurting and Start Helping Private Practices from 2022-02-21T10:45:18

If you’re not directly providing value to physicians, then you’re directly adding to their stress levels. Don’t believe us? We invited Dr. Sandra Weitz to take you inside the decision-making pro...

A Surgeon’s Advice to MedTech: Be Intentional, Steward Your Brand, and Enhance Workflows from 2022-02-15T13:55:41

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 competitor...

Owning Your MedTech Career with Samuel Adeyinka from 2022-02-07T18:45:59

Selective language is everything in sales—so why are you so careless with your self-talk? Some may think personalized coaching offers little more than woo-woo terminology and fuzzy feel...

Showing Physician Partners What’s Possible with Better Banking from 2022-02-04T10:30:27

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 Michae...

How to Be the Most Hirable Rep in the Room: Elevating Professionalism, Seizing Opportunity from 2022-01-26T20:52:30

What does it take to get noticed by the biggest names in MedTech in 2022? Whether you’re after compensation that’s commensurate with your skillset or simply crave a more adventurous role, you’ll...

6 Key Medical Sales Insights to Move the Needle in 2022 from 2022-01-21T15:36:08

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...

Financial Independence for MedTech Reps: Putting Your Money to Work from 2022-01-10T12:52:24

"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. Hi...

Physician Accounting Fails: 3 Rules to Pass Along to Your Physician Customers from 2022-01-03T10:30

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 h...

Resetting Your Mindset for 2022: What Every Rep Should Know from 2021-12-27T10:30

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 mi...

Helping Physicians in 2022: Give Them a Battle Plan for Better Managing Staff from 2021-12-20T10:30

Is your physician partner lacking what's known as ‘conversational capacity’? If so, they may be alienating staff, botching the patient experience, and hurting their bottom line. This week, we're...

Shifts in MedTech Company Culture: Where to Make Concessions and Where to Draw the Line from 2021-12-14T14:09:03

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...

Seeing What Others Miss: Techniques for More Authentic Communication from 2021-12-06T13:16:11

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 Gr...

Encore Episode: How to Position Yourself as a Partner vs a Sales Rep from 2021-11-29T10:30

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 mar...

How to Package Your Talents and Land Your Next Big MedTech Opportunities from 2021-11-22T10:30

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 f...

Practical Tips for Retraining Your Brain, Overcoming Biases, and Cultivating a Growth Mindset from 2021-11-15T16:36:52

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 co...

How to Cure “Commission Breath” with a Curious, Consultative Approach from 2021-11-08T11:00

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...

How to Fuel a High-Performing Team with Accountability, Transparency, and Support from 2021-11-01T10:00

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...

When Referrals Aren’t Enough: A Study in Taking Back Control of Patient Flow from 2021-10-26T09:30

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 Therap...

Powering Your MedTech Sales with Integrity, Optimism, and Accountability from 2021-10-18T10:00

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 overcomplica...

How to Implement the “Psychology of Persuasion” in Your MedTech Sales: Part 2 from 2021-10-11T12:30

From the sales that coax consumers to fill their carts to the hostage negotiation tactics that save lives, the psychology of persuasion dominates our world. Though most medical device sales reps...

Building a Sales System and Becoming “Bulletproof” on the MedTech Battlefield from 2021-10-04T10:00

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 ...

What Helps a Rep “Win Over” a Surgeon (It’s Not What You Think) from 2021-09-27T10:00

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 yoursel...

How to Implement “The Psychology of Persuasion” in Your MedTech Sales from 2021-09-20T17:00

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 Psycholo...

How to Reignite a Fire in Your Sales Process With 3 Simple Values from 2021-09-13T18:23:20

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 ...

Encore Episode: How to Fight Status Quo in Your MedTech Sales Opportunities from 2021-09-06T10:00

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...

Encore Episode: Relevance as a Key Sales Ingredient and Why Most Reps Miss It from 2021-08-31T15:45:24

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 H...

Encore Episode: Agitating the Market to Outshine Your Competitors from 2021-08-23T10:00