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5,508 episodes · 33 shows
The Giant Facility Fostering ‘Top Gun’ Surgeons and Smarter MedTech Development
It’s great to have the backing of a key opinion leader, but do the folks in the trenches respect your product? Anesthesiologist Dr. Aaron Ali has witnessed scores of MedTech companies fail to design devices that take into account the needs of...
Challenge Everything: Why It Pays to View the Industry Through Fresh Eyes
Is your experience in the industry blinding you to new business? Experience doesn’t always translate to success, and it can create a ceiling of assumptions. It’s also something that full-line sales rep Jacob McLaughlin lacked when he entered...
Embracing Digital Health as a Force Multiplier
Is digital transformation in the MedTech space a threat to your business? Only if you hide from it, says Jim Surek, VP of sales at ExplORer Surgical and host of the Medical Sales Nation podcast. We sat down with the digital health advocate to discuss...
A Wealth-Building Wake-Up Call for the MedTech Industry
ESPPs, RSUs, strike prices—these flashy terms can have a major impact on your financial situation, but what do they really mean? This week, James Verzino, managing director of Northwestern Mutual Los Angeles, teams up with wealth advisor and former...
How to Spark Demand, Erase Fear, and Connect with Patients on a Human Level
Well, well, well… how the tables have turned! We spend a lot of time behind the microphone, interviewing guests from all areas of MedTech. But recently, we were invited onto the Project MedTech podcast, hosted by one of our previous guests, Duane...
Facing Failure Head On: A No-Excuses Guide to Making Headway in MedTech Sales
It’s Round 8 and you’ve only got two picks left... who’s making your roster? Jointline Health VP of Sales Dustin Poole teaches his team to focus on just 10 qualified accounts at a time by leading a “fantasy medical sales league” within their...
Flipping the Script: A New Approach to the MedTech Hiring Process
Are you looking for your next sales superstar or just a box checker who can say all the right things? Our guests Barry Rogers and Kelly Clark of Relentless Recruiting warn that far too many HR departments use limiting criteria that let real talent...
More Than “Just” a Rep: The Art of Carving Out a Legacy
How would your customers, colleagues, and competitors describe you? Are their descriptions close to how you’d describe yourself? Few reps in the prime of their career consider the impact they’re having—or failing to have—on the human beings...
Turning Grit into Gold: A Recruiter’s Analysis of the MedTech Job Market
What’s the ‘State of the Union’ for the MedTech jobs market? While it’s true that companies have more aggressive hiring goals than ever, today’s ideal candidate looks different than the pre-pandemic profile. To learn more, we sat down with...
How to Fight Status Quo in Your MedTech Sales Opportunities
Status quo—two small words that form massive barriers in sales. How do you dethrone a king-of-the-hill competitor when you know they’ll retaliate with price adjustments and sole-source contracts? Axonics Modulation Technologies VP Trent Campbell...
Relevance: The Key Sales Ingredient and Why Most Reps Miss It
What’s the line between being aggressive with your quota and pushy with your customers? Relevance. While there’s no real value in pushing products, customers will find value when you alert them to issues they don’t even see coming. Mace Horoff,...
Social Audio: How Platforms Like Clubhouse Are Taking MedTech by Storm
A rare neuromuscular diagnosis almost caused Henry Peck his sight. But a state-of-the-art surgery changed the trajectory of his life, and his vision for the industry has never been more clear. An engineer-turned-marketer, Henry Peck followed his...
The Underrated Soft Skills That Open Doors and Close Deals
From a dental school drop-out, to a National Sales Manager of a multi-billion-dollar medical device company, Chip Helm has worked tirelessly over the last thirty years to perfect the art of developing and maintaining long-term relationships to help...
Inside the Physician’s Mind: Dr. Vinod Dasa Shares Advice Every MedTech Rep Needs to Hear
It used to be a volume game. Today, though, doctors are incentivized much differently than they were a decade ago. As a result, MedTech sales reps must consider not just their physician’s needs and concerns, but the needs and concerns of dozens of...
Proven Tips for Breaking into New Territories and Developing Net New Accounts
Jay Pendleton is the Director, Strategy and Talent for Medtronic Cranial & Spinal Technologies (CST). He’s held various sales and leadership roles for the company, most recently the last 3 years as Zone Manager for the Western Strategic Spinal...
Having the Right Mind for Sales with Author Mark Hunter
Mark Hunter, CSP, “The Sales Hunter,” is recognized as one of the top 50 most influential sales and marketing leaders in the world. He is author of “A Mind for Sales” his other books include “High-Profit Prospecting” and...
Lessons from a Rep Who’s Created More Than 1,000 Video Sales Emails
Did you know that the average complex sale has 8 to 9 people involved in the sales process? Getting buy-in from each one, or even getting them all on the same zoom call can be a headache. How do you succeed and move the needle? In this episode, we...
Exec Perspective: A MedTech CEO’s Journey from Sales to C Suite
Pat Kothe started in the field as a sales rep. He’s worked in marketing. And today he’s President & CEO at EM Device Lab, and host of the Mastering Medical Device podcast. He knows a thing or two about not only the medical device industry, but...
Virtual Selling: How to Close More Deals Remotely with Andy Springer
Whether you like virtual selling or not, it’s time to adapt and master this sales strategy. Because even when you’re able to walk back into a healthcare facility for a sales call, there’s a good chance your buyers will prefer to keep it virtual....
Use Your Words: The Neuroscience Behind an Effective Patient Marketing Message
Words matter. Especially the ones private practice physicians use in their marketing. So then why do so many of them fail to connect emotionally with their patients? From websites to blogs to social media, their message is often focused on their...
Paving the Pathway to Commercialization: Advice for MedTech Startups
Let’s talk about the science behind medical device commercialization! A chemist by training, Duane Mancini is currently the Business Development Director at Covance and has worked for many years with med device startups to help them develop...
Free Your Mind and the Rest Will Follow: The Importance of Mental Health in Sales
Sales is a game of mental toughness – and nobody knows this better than Jeff Riseley, founder of the Sales Knowledge Group and Sales Health Alliance. While the sports industry has long recognized the importance of psychology and mental game, it’s...
How to Influence Shared Decision Making in the Exam Room
Jason Elmore is the Sr. Manager of Sales and Training Development at NeoTract. With extensive experience in med device startups as well as with the world’s largest medical device and pharmaceutical companies, he knows a thing or two about the...
Nailing the Need: How to Really Stand Out in MedTech Sales
Michael Cheetham has spent 25 years in medical sales…exceeding his lofty target goals every single year. Today, as the Founder and Director of Tenacity Sales Training, he’s transformed his immense success and passion for his craft into a program...