MedX Podcast by Kolby Wood

Kolby Wood
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Podcast by Kolby Wood

  1. #103 - How To Win Deals Without A Strong Clinical Advantage

    08/08/2022

    #103 - How To Win Deals Without A Strong Clinical Advantage

    How do you win deals when you don’t have a significantly stronger clinical advantage with your product? Every decision about which product is used is going to come down to a handful of factors: 1. Clinical advantages/disadvantages 2. Ease of use for the surgeon and staff 3. Relationship(s) with the surgeon and staff 4. Contractual obligations 5. Financial acquisition options In a best-case scenario, your product or service has a strong clinical advantage over your competitors and you can focus heavily on those clinical advantages. Yes, you will still have to address the ease of use, your relationships, their contracts and how this deal will inevitably be done. But those clinical advantages will likely be the biggest factor why you may get that deal. On the other hand, when you cannot argue a significant clinical advantage over your competitors, your ability to outline the benefits you bring to the table in those other four areas are extremely important. As expected, you must make sure your offering checks the boxes for all of the clinical needs that are a minimum requirement. For example, in the arthroscopic and endoscopic video area (which is one area I am involved), our video equipment must check the boxes for: 4K image front-to-back, bi-directional integration capabilities with the facility EMR, multiple camera head types (integrated & c-mount), LED light source, heads-up display capabilities, wireless integration options, etc. While we can check those boxes, pretty much all of our competitors can check them to. Which leaves us with focusing on the other four areas above where we believe we can stand out from our competitors. This is why it’s so important to know your competitors’ product/service capabilities because, if you do have a significant clinical advantage, then you want to make sure every single person involved in using the product and involved in the decision making has an understanding of that clinical advantage. But if you don’t have a significant clinical advantage over your competitors or if they offer a clinical advantage that your system doesn’t have, then the majority of your time needs to be spent outlining the benefits your system has in the other areas listed above. _________ Medical Sales Training: https://medicalsalescertificationprogram.com/programs/ YouTube: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw? LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/ Instagram: https://www.instagram.com/medicalsalescertification/ Facebook: https://www.facebook.com/MedicalSalesCertificationProgram

    16 min
  2. #102 - Is It Better To Have Sales Experience or Clinical Knowledge

    06/28/2021

    #102 - Is It Better To Have Sales Experience or Clinical Knowledge

    I have said in the past that I would prefer to take somebody with clinical knowledge ahead of somebody with sales experience. The thinking was that the person with clinical knowledge would be able to add value in a shorter amount of time, and while providing some value, could learn the sales side of the business over time. I have changed my stance on this and I wanted to use a podcast episode to clarify my position. I hope you enjoy this episode! _________ Medical Sales Training: https://medicalsalescertificationprogram.com/programs/ YouTube: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw? LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/ Instagram: https://www.instagram.com/medicalsalescertification/ Facebook: https://www.facebook.com/MedicalSalesCertificationProgram

    21 min
  3. #101 - How To Get Hired Without The Perfect Resume

    10/26/2020

    #101 - How To Get Hired Without The Perfect Resume

    _________ Medical Sales Jobs: https://medicalsalescertificationprogram.com/jobs/ Post A Medical Sales Job: https://medicalsalescertificationprogram.com/post-a-job/ Medical Sales Training: https://medicalsalescertificationprogram.com/ YouTube: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw? LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/ Instagram: https://www.instagram.com/medicalsalescertification/ Facebook: https://www.facebook.com/MedicalSalesCertificationProgram

    15 min
  4. #100 - Politics And Competition In Medical Sales

    08/19/2020

    #100 - Politics And Competition In Medical Sales

    Do politics play a role in medical sales? Surely they do at some level, but my experience is that it's much less than other jobs and industries. For the most part, companies are promoting the most capable and competent individuals. The long-term success of the business is reliant upon it. _________ Medical Sales Jobs: https://medicalsalescertificationprogram.com/jobs/ Post A Medical Sales Job: https://medicalsalescertificationprogram.com/post-a-job/ Medical Sales Training: https://medicalsalescertificationprogram.com/ YouTube: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw? LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/ Instagram: https://www.instagram.com/medicalsalescertification/ Facebook: https://www.facebook.com/MedicalSalesCertificationProgram

    19 min
  5. #99 - How To Stand Out As An Associate Sales Rep (ASR)

    08/17/2020

    #99 - How To Stand Out As An Associate Sales Rep (ASR)

    Essentially, every Associate Sales Rep wants to eventually become a Territory Manager. You can make more money, advance your career, become more valuable for other positions down the road, etc. The question is how do you stand out? In this episode, I give you the best tips for standing out as an Associate Sales Rep. Medical Sales Jobs: https://medicalsalescertificationprogram.com/jobs/ Post A Medical Sales Job: https://medicalsalescertificationprogram.com/post-a-job/ Medical Sales Training: https://medicalsalescertificationprogram.com/ YouTube: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw? LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/ Instagram: https://www.instagram.com/medicalsalescertification/ Facebook: https://www.facebook.com/MedicalSalesCertificationProgram

    29 min
  6. #98 - Surgeon Interview: Dr. Grant Garrigues, MD

    08/05/2020

    #98 - Surgeon Interview: Dr. Grant Garrigues, MD

    Dr. Grant Garrigues, MD Associate Professor, Rush University, Director of Upper Extremity Research Website: www.DrGshoulder.com Office Phone: 312-432-2880 Follow Dr. Garrigues Here! Twitter: @Grant_Garrigues Facebook: https://www.facebook.com/GrantGarriguesMD/

    55 min
  7. #97 - Surgeon Interview: Dr Lucas Buchler, MD

    06/15/2020

    #97 - Surgeon Interview: Dr Lucas Buchler, MD

    Dr. Lucas Buchler, MD Clinic Location: 259 East Erie Street, 13th Floor Chicago, IL 60611 (312) 695-6800 Website: https://www.nm.org/doctors/1528301439/lucas-theodore-buchler-md Social Media: Twitter – https://twitter.com/LucasBuchlerMD Instagram – https://www.instagram.com/lucasbuchlermd/ LinkedIn – https://www.linkedin.com/in/lucasbuchler/ Facebook – https://www.facebook.com/drbuchler/

    51 min
  8. #96 - How To Sell The Best Product

    05/20/2020

    #96 - How To Sell The Best Product

    Medical Sales Training: https://medicalsalescertificationprogram.com/ YouTube: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw? LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/ Instagram: https://www.instagram.com/medicalsalescertification/ Facebook: https://www.facebook.com/MedicalSalesCertificationProgram

    26 min
See All (103)

4.9
out of 5
67 Ratings

About

Podcast by Kolby Wood

Information

  • Creator
    Kolby Wood
  • Years Active
    2018 - 2022
  • Episodes
    103
  • Rating
    Clean
  • Copyright
    © All rights reserved
  • Show Website
    MedX Podcast by Kolby Wood