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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
Resetting Your Mindset for 2022: What Every Rep Should Know
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...
Helping Physicians in 2022: Give Them a Battle Plan for Better Managing Staff
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 sharing communication techniques from that might...
Shifts in MedTech Company Culture: Where to Make Concessions and Where to Draw the Line
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...
Seeing What Others Miss: Techniques for More Authentic Communication
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...
Encore Episode: How to Position Yourself as a Partner vs a Sales Rep
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...
How to Package Your Talents and Land Your Next Big MedTech Opportunities
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,...
Practical Tips for Retraining Your Brain, Overcoming Biases, and Cultivating a Growth Mindset
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...
How to Cure “Commission Breath” with a Curious, Consultative Approach
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...
How to Fuel a High-Performing Team with Accountability, Transparency, and Support
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...
When Referrals Aren’t Enough: A Study in Taking Back Control of Patient Flow
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...
Powering Your MedTech Sales with Integrity, Optimism, and Accountability
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...
How to Implement the “Psychology of Persuasion” in Your MedTech Sales: Part 2
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 are familiar with at least a handful of these behavioral...
Building a Sales System and Becoming “Bulletproof” on the MedTech Battlefield
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...
What Helps a Rep “Win Over” a Surgeon (It’s Not What You Think)
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...
How to Implement “The Psychology of Persuasion” in Your MedTech Sales
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...
How to Reignite a Fire in Your Sales Process With 3 Simple Values
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,...
Encore Episode: How to Fight Status Quo in Your MedTech Sales Opportunities
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...
Encore Episode: Relevance as a Key Sales Ingredient and Why Most Reps Miss It
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...
Encore Episode: Agitating the Market to Outshine Your Competitors
We're diving into the archives again this week to highlight another popular value-packed episode. Every rep wants competitive advantages in the market, but the "old method" of selling and catering to physician customers won't help you recognize them....
Encore Episode: Breaking into New Territories and Developing Net New Accounts
This week, we're turning back the playlist and featuring one of the most popular episodes to date. Every sales professional in this field is interested in how they can break into new territories and develop net new accounts. Jay Pendleton's advice and...
Case Study: How Market Agitation Can Yield Instant Results
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...
Short-Term Pain, Long-Term Gain: The Bold Pursuit of the Brokerage Model
Your brain is wired for shortcuts—what’s the biggest one you take daily? Accepting the status quo! The pain of change often outweighs current frustrations, and the MedTech industry is no exception. Stu Brandon, a change agent for ASCdx, spent the...
Weaving Strategic Value into the DNA of Your Business
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...
Leveraging Neuroscience to Become an Invaluable Physician Partner
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...