Medical Sales Accelerato‪r‬ Zed Williamson and Clark Wiederhold

Like it or not, it’s time to adapt and master virtual selling. Research shows that your buyers now prefer it over face-to-face meetings, and Andy Springer, Chief Client Officer of the RAIN Group (and author of an Amazon bestseller on virtual selling) is here to give you actionable, research-based takeaways that promise to make you more comfortable and win more remote sales.

Can you attract more patients by using the right words? YES. Look at most medical marketing and you’ll see a lot of “we’ve been in business since 1997…” “Check out our latest surgical device…” and “Our new procedure is revolutionary.” This fails because it doesn’t connect with what really matters: The patient’s pain. In this episode, we dive into the neuroscience behind effective physician to patient messaging and provide tips you can share with your customers.

Back in the good old days of medical device commercialization, companies could focus on the regulatory aspect and let everything else fall into place. Today, the road to market is much more nuanced with pathways like reimbursement and clinical to consider. In this episode, chemist turned MedTech go-to-market guru, Duane Mancini, digs into the science behind everything that funnels into the commercialization structure.

Did you know more than 40% of salespeople struggle with mental health? Sure, we know how to influence the buyer, how to get in their heads…but what about our own heads? Sales mentor and founder of the Sales Health Alliance, Jeff Riseley, joins us in this episode bring the conversation out into the open, end the stigma, and share tips to help you better navigate stressful situations.

An educated patient is a motivated patient. They want to understand their pathway and be a part of shared decision making. In this episode, Jason Elmore, Sr. Manager of Sales and Training Development at NeoTract, will tell you why becoming an integral part of the clinical pathway is the golden ticket to MedTech sales.

You’ve got some sales tips, tricks, and techniques that often produce results, but are you really any different than your peers? MedTech sales is a highly competitive industry, and in order to find sustained success, you’ve got to stand out. In this episode, Founder and Director of Tenacity Sales Training, Michael Cheetham, will totally change your perspective on what it takes to thrive in sales— and rise above your competition.