Medical Sales Accelerator

Zed Williamson
  • 4.9 (84)
  • MARKETING
  • UPDATED BIMONTHLY

The Medical Sales Accelerator Podcast brings you insider tips and secrets to help you drive your sales. Featuring interviews with top-performing medical sales reps, president's club winners, and leaders in the medical device and MedTech industries. Hosted bi-weekly by Zed Williamson.

  1. JAN 12

    From Finger-Pointing to Revenue: Fixing the Sales–Marketing Rift

    In this episode of Medical Sales Accelerator, Zed Williamson sits down with Tamara Loehr, co-founder of EGS Enterprise Growth Systems and Concertina, to tackle one of the most expensive dysfunctions in medical sales: the ongoing war between sales and marketing. Tamara brings more than two decades of experience building, scaling, and exiting businesses to break down why this rift exists—and why it's completely solvable. Together, they unpack how vanity metrics, unclear ownership, and missing systems keep teams stuck in finger-pointing instead of driving revenue. You'll learn: Why sales and marketing must operate as one integrated system—not silos How an 8-step funnel creates accountability across both teams Why the second funnel (post-sale) matters more than new leads Why modern SEO, GEO, and video-first content shorten the sales cycle This conversation is a must-listen for medical device reps, sales leaders, marketers, and executives who are tired of blame games and ready to build a scalable, measurable growth engine that actually supports the field. Connect with Tamara: https://www.linkedin.com/in/tamaraloehr/  Enterprise Growth Systems: https://www.egrowthsystems.com/

    35 min
  2. Selling Innovation in a World of 'No': Lessons from Thrive Genetics

    12/08/2025

    Selling Innovation in a World of 'No': Lessons from Thrive Genetics

    In medical sales, innovation often collides head-on with resistance. Clinicians are busy, systems are rigid, workflows are sacred, and "no" becomes the default answer long before anyone fully understands the value you're bringing. In this episode, Zed Williamson sits down with James Piacentino, CEO and co-founder of Thrive Genetics, whose company combines genetic and behavioral data to proactively identify addiction risk and bring true precision to pain management. He breaks down why most innovations die at the door, how to find opportunity in objections, and why the most powerful fuel for sales success might just be… a well-explained "no." You'll learn: How genetic and behavioral insights are reshaping high-risk prescribing decisions Why clinicians often reject innovation and how to reframe the conversation The simple mistake startups make that shuts the door on adoption How James uses objections and "no's" as data, not deterrents The mindset shift that helps reps find the "white space" others overlook Whether you're selling a category-defining technology or trying to elevate the way you position your current product, this conversation will sharpen your approach to overcoming resistance and championing solutions that truly change patient care.

    27 min
  3. The Hidden Psychology of Physician Choice: What Really Influences Behavior

    11/10/2025

    The Hidden Psychology of Physician Choice: What Really Influences Behavior

    If logic and data were all it took to win physicians over, every superior device would dominate the market. But physicians—like all humans—make decisions shaped by perception, emotion, and cognitive shortcuts. In this episode of the Medical Sales Accelerator, Zed sits down with Howie Chan, founder of MedTech Brand Academy and host of The Legend Effect Podcast, to explore the unseen psychological drivers behind physician decision-making. They discuss why medtech teams often lead with data that doesn't change minds, and how to instead influence behavior through emotion, context, and brand strategy. What we discuss in the episode: Why physicians aren't purely rational—and what truly shapes their choices How perception and emotion can outweigh evidence in adoption How medtech brands can position themselves to influence behavior at scale MedTech Brand Academy: https://www.medtechbrandacademy.com/  Connect with Howie: https://www.linkedin.com/in/howiechaniam Connect with Zed: https://www.linkedin.com/in/zedwilliamson

    19 min
  4. Overcoming Reluctance: How to Stop Letting Fear Kill Your Sales

    10/27/2025

    Overcoming Reluctance: How to Stop Letting Fear Kill Your Sales

    Fear doesn't just hold you back—it kills opportunity. In this episode of the Medical Sales Accelerator Podcast, Zed sits down with Gerry Savage, founder of Four Pillars Consulting Group and author of The Four Pillars of Sales, to unpack one of the most common and costly issues in medical sales: call reluctance. Whether you're a new rep struggling to pick up the phone or a veteran who's grown too comfortable with existing accounts, this conversation will challenge the mindset that limits your growth—and show you how to replace it with confidence, consistency, and purpose. What we discuss in this episode:  How call reluctance silently kills sales growth Simple mindset shifts to turn fear into action Using the Four Pillars of Sales to build confidence and trust Connect with Gerry: https://www.linkedin.com/in/gerry-savage/  Check out Four Pillars Consulting Group: https://www.fourpillarsconsultinggroup.com/  Check out Gerry's Books:  The Four Pillars of Sales - https://a.co/d/1YJkwSp  The Janitor - https://a.co/d/6EhiAAW

    30 min
  5. Encore: Universal Principles for Creating Legends with Gair Maxwell

    09/29/2025

    Encore: Universal Principles for Creating Legends with Gair Maxwell

    It wasn't long ago that Gair Maxwell, author of Big Little Legends: How Everyday Leaders Build Irresistible Brands, joined us to talk about how stories (not stats) propel leaders, brands, and products to legendary status. And the conversation quickly became a listener favorite! In this encore episode, sponsored by Physician Growth Accelerator, Gair explains why storytelling is part of human nature, what makes a story compelling, and how sales professionals can harness story to cut through data overload and connect on a deeper level. Tune in for more on: Why statistics alone aren't enough to make a sale How to create conversations that release oxytocin The 3 acts every story needs Examples of compelling medical device stories that sell Resources from this episode:  Get the free MedTech Talk Tracks for Action Big Little Legends: How Everyday Leaders Build Irresistible Brands Social Media:  Connect with Gair on LinkedIn Connect with Zed on LinkedIn

    39 min
  6. The Walkaway Wealth Playbook for Competitive Reps

    09/15/2025

    The Walkaway Wealth Playbook for Competitive Reps

    Many MedTech reps equate high income with long-term freedom, but that assumption can leave you unprepared when the unexpected happens. Lifestyle changes, taxes, and territory shakeups can quickly erode even the strongest commission checks. In this episode, sponsored by Physician Growth Accelerator, we're joined by David Dedman, founder of Pulse Wealth and creator of the Walkaway Wealth Plan. He specializes in helping high performers translate today's earnings into tomorrow's flexibility. In this conversation, we unpack two of his five pillars of Walkaway Wealth and explore how early, strategic moves can reduce lifetime taxes, protect against uncertainty, and give you the option to step back (or step away) on your own terms. What we discuss in the episode: Why tax planning must be approached as a year-round strategy How to avoid lifestyle creep and build a meaningful cash reserve Reframing "exit planning" as creating options Resources from this episode:  Get the free MedTech Talk Tracks for Action Get David's Walkaway Wealth guide Book a no-obligation intro call Social Media: Connect with David on LinkedIn Connect with Zed on LinkedIn Visit the Pulse Wealth Website

    21 min
  7. What Top 1% Performers Do Differently (Without Realizing It)

    09/01/2025

    What Top 1% Performers Do Differently (Without Realizing It)

    Even the most driven professionals can find themselves stuck working harder but not moving forward. The culprit? Not market conditions, not product fit, but what bestselling author and executive coach Dr. Noah St. John calls head trash. In this episode, sponsored by Physician Growth Accelerator, Dr. St. John joins Zed Williamson to explore how subconscious limitations cap performance, even for top MedTech reps and leaders. With a track record of helping clients add over $3 billion in revenue, he reveals why traditional goal-setting isn't enough, how to identify the "yeah buts" that sabotage progress, and how to replace time-wasting habits with high-leverage actions. What we discuss in the episode: Why head trash is more than negative thinking—it's any limitation keeping you stuck. The hidden cost of doing $10/hour work as a $10K/hour performer Why humans avoid pain more than they pursue pleasure Real-world case studies where removing head trash unlocked exponential growth How MedTech professionals can recognize and address limitations in themselves and their customers Why a system-driven approach to success outperforms personality-driven motivation Resources from this episode:  Get the free MedTech Talk Tracks for Action Visit Dr. Noah's Website Subscribe to Dr. Noah's YouTube Channel Social Media:  Connect with Dr. Noah on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

    24 min
  8. When Clinics Can't Keep Up: The MedTech Bottleneck No One Talks About

    08/18/2025

    When Clinics Can't Keep Up: The MedTech Bottleneck No One Talks About

    Breaking into the medical device market is hard enough, but what happens when patient demand for your product far exceeds what clinics can deliver? For many MedTech companies, this bottleneck quietly stalls growth, even when the device works brilliantly and patients are eager to use it. In this week's episode, sponsored by Physician Growth Accelerator, we talk with Sahil Diwan, co-founder and CEO of SafKan Health, the company behind OtoSet, the world's first automated ear-cleaning headphones and the only FDA-cleared earwax removal device that works in just 30 seconds. Sahil reveals why most medical device companies don't do enough direct-to-consumer marketing, how patient education can unlock untapped market potential, and what it takes to turn an underutilized product into a growth phenomenon. What we discuss in the episode: The surprising scale of the earwax problem—and why it's often underserved How OtoSet went from early clinic adopters to viral social media sensation The capacity constraints that limit device utilization in provider settings Building a certified clinic network and launching company-owned centers Why going direct to the patient can create a powerful growth flywheel Lessons for MedTech leaders on marketing, patient education, and market access Resources from this episode:  Get the free MedTech Talk Tracks for Action Visit OtoSet Social Media:  Connect with Sahil on LinkedIn Connect with Zed on LinkedIn

    25 min
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4.9
out of 5
84 Ratings

About

The Medical Sales Accelerator Podcast brings you insider tips and secrets to help you drive your sales. Featuring interviews with top-performing medical sales reps, president's club winners, and leaders in the medical device and MedTech industries. Hosted bi-weekly by Zed Williamson.

Information

  • Creator
    Zed Williamson
  • Years Active
    2020 - 2026
  • Episodes
    150
  • Rating
    Clean
  • Copyright
    © TrackableMed
  • Show Website
    Medical Sales Accelerator