Medical Sales Accelerator Zed Williamson and Clark Wiederhold

Sponsored by TrackableMed
After 22 years of teaching in England, Phil Gostling was ready for a new challenge and took the leap into medical sales. Hard? Yes. But his lessons are gold and his approach to the industry can teach even the most seasoned sales teams about the importance of learning and listening.
In this week’s episode, sponsored by TrackableMed, Phil shares how he found his new role as an EndoMech Sales Specialist at Ethicon. From taking advice from guests on previous episodes of this podcast to utilizing transferrable skills developed in teaching, his story will likely inspire others to follow his lead. We also explore the impact of being driven by purpose, how data has helped guide him in his first year, and how much more there is to sales than just selling.
Tune in to hear more about:
Aligning with purpose in everything you do How new challenges ignite a new learning muscle The value of individual and team reflections in sales How to effectively prepare for a career change into medical sales Utilizing transferrable skills to develop yourself and/or pivot Data-guided behavior and how this impacts your ability to focus Resources from this episode: 
Get the free MedTech Talk Tracks for Action Social Media: 
Connect with Phil on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Sponsored by TrackableMed
Did you know that sepsis is the leading cause of death, costs, and readmissions in hospitals nationwide? Additionally, the standard of care blood tests used to diagnose the infection in an average hospital is wrong 40% of the time. So, what’s being done to address this concerning data in the healthcare system?
We’re joined by Greg Bullington, CEO and Co-Founder of Magnolia Medical Technologies, to learn more about his mission to eliminate the misdiagnosis of sepsis. In the interview, Greg highlights the accuracy and immediacy of his team’s solution, which consistently reduces false positive sepsis tests by up to 90 percent. We also discuss how they’re moving away from gray areas of medicine, overcoming initial resistance in the market, and tactics to raise awareness and knowledge.
What we discuss in the episode:
The 17-year journey to changing the standard of care Overcoming the obstacle of abstract value propositions The challenges that arise when relying on peer-review studies to drive demand The benefits of doing your customer’s homework for them Moving away from gray areas of medicine Resources from this episode: 
Get the free MedTech Talk Tracks for Action Magnolia Medical Technologies Social Media:
Connect with Greg on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Sponsored by TrackableMed
It’s no secret that how you sell and who you sell to is critical for company growth, but how do you navigate variables outside of your control? Healthcare is seeing an increase in consolidation across the board, leaving little room for small to mid-sized companies to operate. In this week’s episode, sponsored by TrackableMed, we put the health ecosystem under the microscope to understand more about what’s happening.
Scott Becker, Partner at McGuireWoods and Founder of Becker’s Healthcare joins us to discuss the shifting customer landscape in the health ecosystem. We also talk about why it’s such a challenge for small to mid-sized companies to gain traction in this space, the effect consolidation has on the market, and the advantage of seemingly unlimited resources in building customer awareness.
Listen to this episode for more on:
How consolidation is erasing a portion of the customer landscape Why it’s difficult to replace or even compete with big companies The cost of getting your solution recognized in the market How to build credibility with larger customers Resources from this episode: 
Get the free MedTech Talk Tracks for Action McGuireWoods Becker’s Healthcare Podcast Social Media: 
Connect with Scott on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn  

Sponsored by TrackableMed
Salespeople spend valuable time on conversations that lead to dead ends because customers don’t feel confident making decisions. So how do you navigate a conversation with a buyer in a way that can help them avoid analysis paralysis or other forms of indecision?
Ted McKenna, an accomplished sales and customer experience researcher, founding partner of DCM Insights, and co-author of The Jolt Effect: How High Performers Overcome Customer Indecision joins us to share his expertise on the matter. In this episode, sponsored by TrackableMed, Ted gets tactical and specific about effectively harnessing trust and building confidence with everyone you talk to. We also discuss the power of cooperative overtalk, how to improve proactive guidance, and strategies for anticipating objections.
Tune in for more on:
Overcoming customer indecision Two playbooks for overcoming status quo How to get comfortable making recommendations Making customers feel like they’re not alone in the decision-making process Radical candor as a double-edged sword Resources from this episode: 
Get the free MedTech Talk Tracks for Action The Jolt Effect 10-Hour Sales Course Free Tools from the Book Matt Dixon’s Episode Social Media: 
Connect with Ted on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn  

Sponsored by TrackableMed
It’s no secret, there are a few things missing from the field of medical device. But how do we bridge the gap and connect all the items that sales reps deal with on a day-to-day basis? It starts by building awareness.
Erik Trattler, Director of Business Development at TrackableMed, joins us on this week’s episode to talk about what it takes to effectively raise awareness for all parties involved. We also explore the long-term benefits of an efficient marketing effort, how to ease the frustration that many surgeons are struggling with, and what it really means to add value.
Tune in for more on:
Why social media efforts are useless if you have the wrong message The many different facets that can assist surgeons to treat more patients Staggering statistics around ROI Understanding your clientele on a human level The extra tools you need to grow your practice Resources from this episode: 
Get the free MedTech Talk Tracks for Action Closing the Referral Loop Social Media: 
Connect with Erik on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Sponsored by TrackableMed
How often do we hear people say the customer is always right? While the idea behind the phrase goes a long way, do your customers really know what’s best for their practice? It seems like there’s a new product or solution every day. Physicians can’t be expected to know everything while they’re tirelessly doing what they trained their whole lives to do – save lives.
That’s where world-renowned researcher Brent Adamson comes in. He’s the co-author of bestselling books The Challenger Sale and The Challenger Customer, and joins us on this episode, sponsored by TrackableMed, to share how the role of salespeople continues to change. In the interview, we discuss how salespeople can close more deals simply by making it easier for the customers to understand all available options more clearly, the layers behind decision-making that impacts sales, and the dimensions of struggle that every customer struggles with.
Join us for more on:
How sales reps can differentiate themselves by providing more clarity How to provide customers with the confidence to make decisions Buying group alignment and how it impacts sales The dimensions of struggle for customers and how to overcome them Knowing a customer’s business better than they do Resources from this episode: 
Get the free MedTech Talk Tracks for Action Brent’s Breakdown Customer Value Community Challenger Sale Challenger Customer Social Media: 
Connect with Brent on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn