54 episodes

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 weekly by Zed Williamson and Clark Wiederhold. Listen online, or find us on YouTube or the web!

Medical Sales Accelerator Zed Williamson and Clark Wiederhold

    • Business
    • 4.9 • 48 Ratings

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 weekly by Zed Williamson and Clark Wiederhold. Listen online, or find us on YouTube or the web!

    Powering Your MedTech Sales with Integrity, Optimism, and Accountability

    Powering Your MedTech Sales with Integrity, Optimism, and Accountability

    What do we fundamentally misunderstand about positive people and their healthy relationships? Sales mentor and 36-year MedTech pro Chip Helm wants to set the record straight: Optimism is a conscious decision made daily, and no one ever lacks time for someone else—they simply choose not to make it. In this episode, you’ll hear a no-nonsense outlook on sales follow-up, hard truths about relationships, how to find true North in our personal and professional lives, and misconceptions about attitude.

    • 31 min
    How to Implement the “Psychology of Persuasion” in Your MedTech Sales: Part 2

    How to Implement the “Psychology of Persuasion” in Your MedTech Sales: Part 2

    How valuable is your authority as a MedTech rep if anybody can access it at any time? MedTech reps should be concerned with granting partners access to their expertise and resources—not with being taken for granted. This week we’re picking up where we left off in Robert Cialdini’s classic book “Influence” to highlight its final three principles: liking, authority, and scarcity. In this episode, you’ll learn how to take a stronger position in your sales conversations and guard your resources.

    • 24 min
    Building a Sales System and Becoming “Bulletproof” on the MedTech Battlefield

    Building a Sales System and Becoming “Bulletproof” on the MedTech Battlefield

    U.S. Marines will tell you that systems—not processes—save lives on the battlefield, but what’s behind the key distinction there? We’re joined by Shawn Rhodes, former war correspondent and author of “Bulletproof Selling,” to discuss where sales processes break down and how MedTech reps can improve their pipelines with a more systematic approach to business. In this episode, you’ll learn how to systematize your team's wisdom, teach customers “how to buy,” and more.

    • 47 min
    What Helps a Rep “Win Over” a Surgeon (It’s Not What You Think)

    What Helps a Rep “Win Over” a Surgeon (It’s Not What You Think)

    What if you always treated your MedTech business like a moonshot? As JFK famously said, “We choose to do these things not because they are easy, but because they are hard.” That’s the spirit behind Johnny Caffaro’s approach to business development: Sell your most complex product first, then back your way into the primary products. We caught up with the director of Sales for the West at United Orthopedic Corporation to explore the psychology behind this and what it means to be a technical asset in th

    • 37 min
    How to Implement “The Psychology of Persuasion” in Your MedTech Sales

    How to Implement “The Psychology of Persuasion” in Your MedTech Sales

    What separates interesting info from transformative knowledge? Understanding how key concepts graph on to your daily grind can be difficult without practical, industry-relevant examples. That’s why we’re taking a deep dive into Robert Cialdini’s best-seller, “Influence: The Psychology of Persuasion,” to highlight the MedTech connection to three of its six principles. In this episode, you’ll learn how to harness reciprocity, call out customers on their commitments, and leverage social proof.

    • 24 min
    How to Reignite a Fire in Your Sales Process With 3 Simple Values

    How to Reignite a Fire in Your Sales Process With 3 Simple Values

    Who’s more passionate: the rep who thinks they can sell everybody by talking more about all juicy the features and benefits on their sales sheet, or the rep who steps back, listens, and plays the long game? Based on his personal sales experience, Chase Isaacs—business development director for Physician’s Weekly—believes it’s the latter. In this episode, he shares how MedTech reps can fall back in love with what they do by self-evaluating their performance on three criteria: belief, listening, and

    • 37 min

Customer Reviews

4.9 out of 5
48 Ratings

48 Ratings

Motay10 ,

Road Warrior

Phenomenal content! The topics discussed are relevant and actionable. Keep up the great work, Zed and Clark and thank you for sharing your expertise.

CHWinner ,

Exciting topics

I’m so excited to listen to these podcasts. Relevant info in a specific industry with the ability to hear how others continue to succeed with our ever changing landscapes. Zed and his team understand the market drivers that connect patients with innovative technology.

MMCsales ,

Awesome info

Great content and info to increase sales! Zed and Clark provide valuable insight on overcoming challenges and meeting your goals!

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