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One search box across the whole catalog, titles and show notes alike. It earns its keep when you half-remember a case, a device or a name and want the conversation it came up in.
5,508 episodes · 33 shows
Encore: Challenger Sale Author, Brent Adamson, Talks Surgeon Buying Behavior
Physicians can’t be expected to know everything while they’re tirelessly doing what they trained their whole lives to do – save lives. That’s where world-renowned researcher Brent Adamson, co-author of bestselling books The Challenger Sale and...
Encore: The Challenger Sale and Jolt Effect with Matt Dixon
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...
Encore: Why Sales Stall and How to Fight Back with Author of The Jolt Effect
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...
Encore: Why Hard Work Isn’t Enough and What Leaders Need to Do Instead
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...
Encore: Nothing Elevates Performance More Than Great Coaching
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,...
7 Hallmarks of a MedTech Sales Message That Converts
You don’t need a better product to close more deals. You need a better story. So how can you better craft your messaging to ignite interest in every client? CEO and founder of Oratium, Tim Pollard, emphasizes simplicity, customer-centricity, and the...
Decoding Competitors: A Guide to Anticipating MedTech Industry Moves
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...
MedTech Leaders: How to Propel Forward and Break Mental Barriers
Success often hinges on a delicate balance between technical prowess and mental fortitude. So how can we harness the untapped potential of the human mind to propel sales teams forward? Maintaining confidence without veering into cockiness becomes an...
Coaching vs. Managing: A Paradigm Shift for Sales Leaders in MedTech
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...
The Black Hole Beyond The Health Clinic: Helping Patients Take Better Care of Themselves
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...
Helping Physicians Get Their Time Back with DocBuddy
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?...
All the Market Data with None of the BS
Think about it, the company that sells you your deodorant knows more about you than a medical device company. Why does that seem so backwards? But what if we told you there’s a tool available for medical device companies to gain valuable insights...
Are Inside Sales Right for Medical Device?
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....
Creating a Competitive Advantage by Addressing the Little Things
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...
Putting a Stop to Wasted Resources: How Virtual Reality can Transform Physician Education
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...
A Guide to Career Change for Listeners Everywhere
Sponsored by TrackableMed After 22 years of teaching in England, Phil Gostling was ready for a new challenge and took the leap into medical sales. Hard? Yes. But his lessons are gold and his approach to the industry can teach even the most seasoned...
Mission to Zero: Eliminating Misdiagnosis of Sepsis with Greg Bullington
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...
Founder of Becker’s Healthcare Talks Consolidation, Challenges and Growth
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...
Why Sales Stall and How to Fight Back with Author of The Jolt Effect
Sponsored by TrackableMed Salespeople spend valuable time on conversations that lead to dead ends because customers don’t feel confident making decisions. So how do you navigate a conversation with a buyer in a way that can help them avoid...
Landing New Cases: The Missing Link for Medical Device
Sponsored by TrackableMed It’s no secret, there are a few things missing from the field of medical device. But how do we bridge the gap and connect all the items that sales reps deal with on a day-to-day basis? It starts by building awareness. ...
Challenger Sale Author, Brent Adamson, Talks Surgeon Buying Behavior
Sponsored by TrackableMed How often do we hear people say the customer is always right? While the idea behind the phrase goes a long way, do your customers really know what’s best for their practice? It seems like there’s a new product or...
From Medical Sales to CEO of Nationwide Sinus and Allergy Centers
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...
Changing Cancer Detection and Treatment with Augmentative Intelligence
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...
Pushing vs Listening: How Each Affects Your Product Adoption
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...