Featured Episodes

How many medical sales professionals worry more about how their presentation is received than the actual substance of their work? Why do performance aesthetics take precedence over genuine problem-solving and leadership effectiveness? Kris Krustangel, Vice President of Sales at Virtus Medical, delves into the transformative power of self-awareness and humility in medical sales.

How often do you receive medical attention only to be blindsided by a huge invoice? Why does the issue only seem to exist in the medical space? And what can we do to promote transparency in the industry?

In the dynamic world of MedTech, where innovation is the lifeblood of progress, Jay Pendleton, founder of MedTech Voice, offers a compelling perspective on the power of storytelling in building trust and driving success.

The long and tedious patent process has become an outdated source of delay for innovators across the globe. With today’s technology, you can protect your innovations faster than ever. So when should you pursue a patent? And how can startups thrive in this rapidly evolving space?

Sales and marketing are supposed to collaborate in the pursuit of a shared goal. But there are many tales of lacking respect in the industry. Salespeople grind daily only to have marketers change the narrative around how to close more deals. So how can MedTech companies unleash a more collaborative approach that generates more revenue?

Artificial intelligence has been around much longer than people realize. However, as early adoption meets mass adoption, why is the medical device industry still hesitant here? Perhaps the industry requires an outsider’s perspective to revolutionize how we operate.

What do physicians really think of medical device? We’ve discussed this very question and more with previous guest, Dr. Qasim Butt. He’s an interventional nephrologist, medical consultant & advisor, and founder of Your Kidneys Your Health.

Dismissing competitor decisions is common ground for sales teams, especially when you focus on the advantages of your products. But, what if you could use the decisions of your competitors as a tool to predict their future moves and carve out a competitive advantage?

Believe it or not, knowledge can be a curse when it comes to medical sales. If sales reps are leaning into clinical and product knowledge too much, it can take away from the connection their clientele often desire. So what can sales leaders do to help develop their teams for maximum impact?

Patients enter a black hole as soon as they leave their physician’s office. They’re expected to keep up with intense regimens and care for themselves as their doctors do. Unfortunately, this often leads to unnecessary medication errors, inaccurate data, and potentially harmful dosage increases. But what if there was a way to support patients beyond the clinic?

Physicians across the country continue to trudge through the difficulties of documentation. Most are still using legacy software that requires excessive time and effort. What if you could streamline the workflow and save dozens of hours along the way?

Think about it, the company that sells you your deodorant knows more about you than a medical device company. Why does that seem so backwards? But what if we told you there’s a tool available for medical device companies to gain valuable insights about 2.8 million healthcare practitioners?

How many tests does it take to get product approval? The world may never know. But if you’re not consulting your human factors team until the last minute, you may be creating unnecessary roadblocks. And sometimes those roadblocks are hiding in plain sight.

In a world of artificial intelligence and virtual reality, why does MedTech remain 5 years behind other industries when it comes to modern solutions? Part of the problem is accessibility. Sales reps are constantly traveling cross-country to meet with surgeons they may never hear from again. But what if there was a way to meet with more surgeons without wasting so many resources?

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.

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?

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.

Is it possible to check all the boxes when it comes to delivering value? Patients value treatment and the overall experience, doctors value time and productivity, and office managers value organization and minimal disruptions. It can be a tall order.

Doctors dedicate their lives to the health of others, making difficult decisions, and initiating tough conversations. Still, doctors are human and mistakes can happen. But what if they had a tool to help them review more data, scans, etc, prioritize patients, and get ahead of anomalies?

What separates companies that innovate and grow, vs innovate and die? It comes down to feedback and the product lifecycle. And there are key ways you can improve the customer experience from day one that will help the dominoes fall in your direction.

Go behind the scenes of the American Urological Association Annual Meeting and discover why some physicians choose to embrace new technology and dive head first into learning despite their peers’ reluctance to change.

Some physicians seem to avoid medical device reps at all costs. Others seem open to conversations but may be skeptical of the intention behind them. And many don’t have the power to make a final decision anyway. So, what do physicians really think of medical device?

Is your team trained to recognize customer-first innovation? And how does that get reflected in the mission and everyday execution of your goals? David Carey unravels the process of creating a client-oriented mission statement to act as a north star for the entire company. He also sheds light on the importance of bringing the right people to a startup environment, how his diverse career path helped him land where he is today, and why it’s important to enter the arena as fast as you can.

Many physicians lack training and understanding of how to bring products to market. Similarly, many engineers and MBAs have no idea what it’s like to be a physician. It’s no wonder medical innovation encounters roadblocks. Dr. Keith Matheny, Vanderbilt-trained Otolaryngologist in community practice in North Dallas, emphasizing Rhinology & Sleep in adults and children, lives on both sides of this equation. In his work as Founder/Chairman/CEO of US ENT Partners and CO-Founder of Sleep Vigil, Dr. Matheny has learned to embody the collaboration and feedback necessary to launch and grow medical device companies while serving as a specialty provider.

So, you want to be a sales professional? It’s going to take a lot more than selling a product, getting paid, and calling it a day. It’s going above and beyond in every aspect of the role and facing an important fork in the road: Can you step out of your comfort zone, say no to business when it’s not the right fit, and establish leadership without stepping on anyone’s toes?

Outside of competitions on the Food Network, would you ever give a baker a set of recipes and expect them to make a cake out of it? Of course not! Ironically, we see physicians forced to perform their jobs based on the perspective of implant manufacturers every day. Not only does that limit the professionals who know what’s best, but it’s a huge disservice to patients needing effective care.

Imagine if the entertainment industry never took a disruptive leap to completely redesign tech products. Television sets would weigh 600 pounds and you’d get maybe 20 channels. Now pivot to medical devices. Most infusion pumps in the market today were designed in the 1980s and were successful.

The Medical Device and MedTech world is changing, and not everyone is ready to change with it. But for those who see this and want to jump on board, it can be a challenge to navigate. So how do you adopt new strategies to stay ahead of the shift? Eric Anderson believes technology, specifically social media, is a key factor.

Still stalking physicians in hospital cafeterias? Does your company applaud you for being asked to leave? If so, take a step back and a glimpse forward. You’re not doing yourself any favors. Success in medical device sales needs something radically different these days.

Are regulations and requirements preventing products, solutions, and treatments out of the hands of patients that really need them? Good providers want to improve patient care and try to use new products that can help, but they’re often restricted by the red tape in their own network. This, plus a culture amongst physicians that’s difficult to change, makes innovation in healthcare a massive challenge.

In a world of instant gratification, why is it so difficult to get in touch with your local medical device representative? RepSource founder Cheryl Halbert joins us to talk about the genesis of the virtual sales roster, making it easier to connect with local medical device sales representatives.

We all operate in two types of mindsets: fixed vs growth, as outlined in psychologist Carol Dweck’s landmark book “Mindset.” With the new year on the horizon, there’s no better time to revisit the issue with “problem territories,” and reset your mindset!

Isn’t it ironic . . . we have vehicles that can drive themselves, and yet healthcare patients remain restricted by wires, patches, and tubes?

Could you find more success by focusing on 10% of your potential market? Robert Spomer, VP of sales at Intrinsic Therapeutics, says yes by channeling impact through the right surgeons, even if that means limiting where your resources go.

With her experience as a nurse, Aryn provides a unique perspective as she transitioned to medical device to sales, and then to device marketing. This episode hits on market agitation and how medical device professionals can work smarter, and dive into valuable tactics to find the right customers.

New ideas are the lifeblood of innovation. But too often ideas get stuck in silos. As a result, we get absorbed by tunnel vision that prevents us from exchanging ideas, feeding our curiosity, and accepting our failures.

Virtual Reality (VR) headsets are all the rage these days, but they’ve found particular use in medical device demos — not just to increase sales, but to train surgeons more effectively on new tools.

What if the impact of your company’s work was so contagious, you could sense it in every conversation? Tiffany Matthews, VP of Marketing for BioTissue says their shared conviction and values are simply one of the things that makes that possible.

Every human has the same problem – regardless of how progressive our world is, our brain still processes life through the lens of survival. And this means we encounter hundreds of biases every day that impact not only our own behavior, but the behavior and actions of our customers.

Everyone's favorite Mad Device Rep discusses some of the problematic mindsets reps have around learning, and how this might be holding you back. Plus, learn why coaches and mentors are a must-have for sales success.

Why do so few medical professionals start companies to address the problems that bother them in the industry? Learn why ability and know-how isn't the key thing holding physicians back, and how they can shift into the entrepreneur seat.

What if every MedTech founder could get direct access to a group of physicians to ask questions, overcome obstacles, make connections, and help get their technology and therapies to market? Actually, what you’d get is someone like Dr. Jawad Ali!

Wanting to make waves in the ocean of HealthTech? Learn about the criteria and paradigms investors like Joseph Mocanu, Managing use to evaluate opportunities. Discover what separates good pitches from the bad, and why he subscribes to a core mantra about measurement.

There are a lot of macroeconomic events unfolding right now, and they're affecting budgets at MedTech companies across the country. How are those budget changes impacting execution in the field? We've gotten multiple requests to discuss multiple concerns that are hitting the market. From navigating sudden insurance changes to hitting quotas with less resources at your disposal, we'll walk you through the minefield that is today's medical device sales market and focus on the proven tactics that will see you through turbulent times.

By definition, there can be no instruction manual for thinking outside of the box—but we all know it when we see it. And lately, the creativity Dr. Scott Sigman has seen from some reps has him feeling hopeful. The opioid-sparing orthopaedic surgeon is no stranger to innovation himself; he’s the chief medical officer for OrthoLazer, a company whose proven laser therapy and unique franchise model is zapping the status quo for pain relief treatment. In this episode, Dr. Sigman offers real-life examples of how reps can organically plug into KPOs’ online ‘ecosystem’ and lean into the entrepreneurial spirit.

If you’re asking your team to march through muck and mire toward your company’s goal, are your boots the first pair on that path? Join us as Larry Anderson, VP of commercial and strategic initiatives at BG Medical and U.S. Army veteran captain in the 101st Airborne division, shares practical insights on what is—and what isn’t—exceptional leadership. Learn how to divorce ego from your leadership, create a constructive environment for complaints, and build lasting morale.

You can’t trade performance for convenience—it’s the fundamental reality that has hamstrung diagnostics for decades. But now, companies like Senzo are breaking the mold and capturing new markets with modern diagnostics systems that are fast, accurate, and mobile. In this episode, Senzo CEO Jeremy Stackawitz shares key observations on an industry that’s venturing beyond the central lab and into the world of on-site and at-home testing—and competition with giants like Amazon and Wal-Mart.

What if you could get 10 percentage points back from all those no-decision deals simply by turning your ‘Why Us’ story into a ‘Why Change’ story? Tim Riesterer has seen it happen in the wild. He’s chief visionary at B2B Decision Labs, which conducts thought-provoking experiments to understand how humans conceptualize risk, frame value, and make decisions. In this episode, you’ll learn how to use precise language to bypass peoples’ risk-averse biology and why “value only lives in contrast.”

Francisco Martinez will be the first to admit that when he initially started in medical sales, necessity—not integrity—was the driver of his career. Today, he’s a sales coach, trainer, and productivity enthusiast on a mission to dignify selling and help high achievers go beyond transactions. Join us as we explore his 180-degree mindset shift, tap into the power of humility, discuss the industry’s growing need for hard truths and clear motives, and more.

Don't just give customers fact sheets—give them aha moments by telling a gripping story that casts them as the main character. Our guest John Livesay, award-winning sales professional and author of “The Sale Is in the Tale,” specializes in turning case studies into case stories. Even surgeons and hospital administrators base purchasing decisions on emotional responses, and he argues reps don’t tug hard enough on heartstrings. Join us to learn how you can drive more sales with clear, concise, and compelling stories that your customers can remember and repeat in the ‘meeting after the meeting.’

The golden age of clinician-to-clinician learning is dawning, and the savviest MedTech reps are already capitalizing on it. We sat down with Dr. Brian Cohen, anesthesiologist and the co-founder and COO of CMEfy, a co-learning platform that incentivizes clinician collaboration. In this episode, you’ll hear how these tools are giving docs the keys to drive their continuing medical education and helping medical thought leaders monetize their insights.

If you don’t actively make a doctor’s life easier, then you automatically become another thing that they dread, says Dr. Sandra Weitz. In this episode, the host of The Private Medical Practice Academy podcast walks you through the decision-making process of a private practice and ASC owner. Learn from the good, the bad, and the ugly of her experiences with MedTech and find out if you’re a 'toxic' rep.

What kinds of MedTech rep behaviors and approaches make doctors cringe? Join us as urologic surgeon Dr. Jamin Brahmbhatt shares constructive critiques of the industry as well as insights on how reps can first learn—then enhance—an office’s workflow.

Try as we might to pretend that our professional and personal lives are perfectly separate, there’s no denying these two ships have—and will always have—the same captain. That means the limiting beliefs that hold you back personally are likely manifesting professionally. Samuel Adeyinka, founder of the full-service media and training company “Evolve Your Success,” joins the show to discuss why all professional achievement is anchored in personal growth.

Not sure you’re really in the right specialty? Tired of battling the status quo in a company that promised you the moon? It’s time to get inside the minds of today’s MedTech hiring managers. We sat down with premier MedTech recruiter David Bagga to find the pulse of the job market and discuss pandemic-era trends. Join us as we explore the surprising reason why start-ups are the most requested placement among candidates right now, the kind of candidate that today’s managers never want to see, and some deal-breaking social media faux pas to avoid.

As a med device sales rep, you hustle hard to make what you make—so why aren't you putting that money to work for you? This week, we’re joined by Chris Larsen, a longtime investor, former medical device sales rep, and founder of Next Level Income. Join us as he explains how almost anyone in the industry can begin implementing the not-so-secret money management strategies of the ultra-rich to achieve financial freedom.

A high IQ and 10+ years of advanced schooling can’t save your physician partner from being a crappy communicator. Worse yet, their lack of ‘conversational capacity’ may be alienating staff and hurting their practice’s bottom line. In this episode, you’ll learn why leading consultant and author Craig Weber created the conversational capacity framework, some actionable tips to master its three elements (Self-awareness, Mentality, and Skillset), and why sharing it with practice owners may just be your strongest competitive advantage yet.

Is your company’s culture a catalyst for growth or a runaway train careening toward a cliff? Michael Waidler, area business director with Palette Life Sciences, joins the show to discuss MedTech company lifecycles and how reps can contribute to, prepare for, and take advantage of key cultural shifts. In this episode, you’ll learn why culture is the cornerstone of everything we do (for better or worse), how leaders can better prepare their teams for the realities of acquisition, and what a growth-driven culture looks like in practice.

Sure, someone might nod along with what you’re saying and vocalize agreement, but could you recognize the exact moment you started to lose them in your conversation? Shelly O’Donovan, CEO of Authentic Influence Group, joins the show to explain how MedTech reps can gain a competitive advantage simply by recognizing dozens of largely subconscious indicators. In this episode, you’ll discover why learning to read ‘micro-expressions’ can have a major impact on your relationships, and how other forms of subtle, authentic communication help you unlock the deep trust that drives business.

MedTech recruiter Hilary Trader’s message is loud and clear: Stop acting like you’re on a first date or at a dinner party when interviewing for jobs. You need to set humility aside and sell yourself like a product—close hard and fast, or don’t bother showing up. In this week’s episode, you’ll learn how you can better market yourself as a company’s plug-and-play option for overcoming immediate and future pain points, why it always pays to be brutally honest with recruiters, and what it means to confidently (and not cockily) play by “the rules of the game.”

What’s the fastest way to cure “commission breath”? Tracking the progress of your true end users and realizing this job is much, much bigger than you. SPR Therapeutics’ regional sales manager Mase Bowman joins the show to share how keeps himself humble yet hungry in the neuromodulation and interventional pain space, helping docs do more procedures with creative solutions. In this episode, learn why reps should work to uncover the dynamics of the C-suite in charge of value analysis, why the greatest professional sin is a lack of a curiosity, and some powerful examples of lead nurturing.

High-performance teams – you know them when you see them, but what actually makes them tick? Jeff Bajorek, a former ortho sales rep who helps companies identify blind spots in their sales processes through acclaimed workshops and training programs, joins us to dissect success. In this episode, you’ll learn key differences between accountability and micromanagement, what it means to be a vulnerable leader, how start-ups can stop being at the mercy of “mercenaries,” and more.

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.

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 your customers “how to buy,” and more

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 tactic. In this episode, you’ll learn what it means to be a technical asset in the OR, and why more reps should be willing to roll their sleeves up and get their hands dirty.

Who’s more passionate: the rep who thinks they can sell everybody by simply 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 care.

What if the market for your solution is a million times larger than you think it is? And one simple message could trigger an avalanche of new demand… In this episode, Corey Oldenhuis, one of our behind-the-scenes producers, joins us as a guest host to help break down a recent orthopaedic advertising program that generated dozens of appointments in a matter of days. Learn what they did, the role of empathy in driving key outcomes, and how to agitate the market through patient education.

If you’re dissatisfied in the MedTech industry, you have two choices: grin and bear the BS, or take the risk of striking out on your own. Stu Brandon, change agent for ASCdx, chose short-term pain for long-term gain when he decided to become a medical device broker. Once restricted in who he could do business with, Stu has enjoyed freedom in the brokerage model—but does he recommend it for every rep? In this interview, we talk about the limitations of direct selling roles at large companies, which personality traits best fit the brokerage model, and how to crack open fear to find opportunity.

If you won’t challenge the physician on how they’re treating patients and show them what’s possible, who will? Our guest Jonathan Lehmann, enterprise sales manager for the East at Ambry Genetics, believes strategic value is defined by a rep’s unique responsibility to push from a place of care. In this interview, we discuss how to combine vulnerability with curiosity to take new ground, the meaning of “tactical courageousness,” and identifying the real motives behind your customers’ professed goals.

What’s the most powerful thing you can do as a rep? It’s not counting inventory and writing orders—it’s showing people that they don’t have to live with pain and dissatisfaction. TrackableMed Director of MedTech Market Strategy Jonathan Burkett took bold steps to build a career around connecting people in pain with the new therapies they need. In this interview, he explains how putting in the work to build a patient demand engine allows you to earn more trust and hit quotas like clockwork.

What happens when the voice of the customer falls on deaf ears? Patient care takes a hit—and F bombs echo throughout the OR. Dr. Aaron Ali, anesthesiologist and CEO of MedtoMarket, knows this pain all too well. He joined us to explain how his company assembles top medical talent and promising MedTech ventures together under one roof to improve outcomes. In this interview, Dr. Ali shares how the MedtoMarket MedTech incubator/BioSkills Lab sharpens surgeons and reps alike with advanced resources.

Is it fair to be judged by the mistakes of a previous rep? Of course not, but breakout rep Jacob McLaughlin says it doesn’t matter—we have to own past mistakes and empathize with doctors when they say, “This machine sucks.” In this interview, the former personal trainer shares how he entered an underperforming territory with zero medical device sales experience, battled negativity, and reestablished trust where veteran reps thought it was impossible.

What’s so bad about enhancing your skillset, streamlining workflow, and touching more patients globally? That’s what ExplORer Surgical’s VP of Sales Jim Surek wants MedTech reps to answer. In this week’s episode, he helps us unpack the umbrella term ‘digital health’ and explain why it’s time for the industry to start taking stabs at technologies that increase accessibility and scale.

Money talks, but not everyone can make sense of money-speak. In this episode, private wealth advisor Daniel Rooney and Managing Director of Northwestern Mutual Los Angeles James Verzino help us cut through a jungle of terms to reveal core wealth-building principles that need to be on every rep’s radar. Learn how to interpret the value of potential employer compensation packages, diversify your savings and investments, and treat yourself as an invaluable asset through every phase of your plan.

Let’s talk MedTech with a twist, shall we? We spend a lot of time behind the microphone, interviewing guests from all areas of MedTech. But recently, we were invited onto the Project MedTech podcast hosted by one of our previous guests, Duane Mancini, the Business Development Director at Covance. In this interview, we break down the evolution of selling medical technology, share advice for building your commercial team, and highlight the biggest pitfalls to watch out for in our industry.

After a successful start in SaaS and two failed independent ventures, Dustin Poole found himself with a newborn at home and a MedTech career that needed to get airborne ASAP. How did he gain traction without contacts or outbound sales experience? Relentless self-belief, a clear cadence, and no hesitation. In this interview, the Jointline Health VP of Sales shares his story and offers advice for guarding your time, blocking out emotions, and betting big on yourself.

Do you know the difference between skill and talent? If you’re a hiring manager or an aspiring rep, you better find out quick. Our guests Barry Rogers and Kelly Clark of Relentless Recruiting explain why the key to finding your next sales superstar lies in studying the habits and mindset of your current top performers. Join us as we look beyond checkboxes and surface-level interview questions toward proven methods that help managers separate the strong-willed doers from the well-qualified talkers.

How does a surgeon put their pants on? One leg at a time, just like you. Author and long-time rep Peta Sitcheff reminds us that medical professionals are still emotionally driven buyers. They’re numb to numbers and need someone who can speak to the stressors that keep them up at night. In this interview, learn why reflecting on your legacy each day will transform your approach to human connections for the better.

How can you position yourself as someone who reduces risk for their potential employer? Jordan Chase of Chase MedSearch says that’s the question you need to be asking in today’s cautiously optimistic MedTech jobs market. We sat down with him to discuss practical ways you can differentiate yourself with tech-savvy, C-suite selling, and good old-fashioned hustle.

In this interview, we talk with Axonics Modulation Technologies VP Trent Campbell about how newcomers with a disruptive technology can focus on long-term strategic value to reshape market demand. Plus, we dig into what you can do to avoid status quo and navigate the market forces that push toward commoditization—the dreaded “race to the bottom.”

What’s the line between being aggressive with your quota and pushy with your customers? While there’s no real value in pushing products, customers will find value when you alert them to issues they don’t even see coming. Mace Horoff, creator of the Medical Sales Academy and 38-year frontline sales veteran, says it’s these insights that allow us to provide maximum value to our prospects.

Is our physical voice the key to curating deeper relationships online? On the social audio platform Clubhouse, engineer-turned-marketer has already built a 50,000+ community called the MedTech Club. In this interview, we talk to Henry about his unique patient journey, background in emerging healthcare technologies, and passion for creating authentic engagement via social audio platforms.

Do you know how physicians are incentivized today? Or how many healthcare stakeholders are involved in MedTech decisions? A lot has changed in recent years, and if you really want to move the needle for your customers, you don’t want to miss this episode. Listen for a deep insider perspective from Dr. Vino Dasa, orthopedic surgeon and co-founder of Doc.Social, on how to really connect with physicians.

Jay Pendleton is the Director, Strategy and Talent for Medtronic Cranial & Spinal Technologies (CST). With more than a decade of experience in medical device sales, Jay digs into his innate ability to open doors with new clients, sharing tips and insights for reps to get past gatekeepers, develop new relationships, and break into new territories.

Mark Hunter, CSP, “The Sales Hunter,” is recognized as one of the top 50 most influential sales and marketing leaders in the world. Discover this sales expert’s top advice, based on his best-selling book, “A Mind for Sales”, exploring what top performers do to prepare for the week and how they handle issues thrown in their way.

What can you learn by creating and sending thousands of 1-to-1 sales videos? A LOT. In this episode, we interview Thomas Buchanan, Account Executive at Modus, who has been leveraging video sales calls since 2017. Learn how he extends his influence in his prospect’s organizations and closes high dollar deals. Plus, tap into actionable advice for account execs and sales reps at all levels.

“Get deep in your function. Reach out to others in the organization. Then look up and out at the bigger picture.” Sage advice from President and CEO of EM Device Lab, Pat Kothe, who joins us in this episode to share pearls of wisdom from his years climbing the ranks in the med device industry. You might be surprised to learn how much more fulfilling your career as a MedTech sales rep can be by simply breaking down organizational barriers and working in lockstep with your colleagues.

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.

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.

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.

What lies ahead in 2021 for the MedTech industry? Who better to tell us than Giovanni Lauricella, Mister MedTech himself! As the Global VP, MedTech, for the Mullings Group, he has the support of a MedTech network of over 30,000 global contacts and is here to share deep insider insights on how the industry shifted in 2020, and predictions for what we can expect in 2021.

Listen and learn why digital is absolutely the new channel of influence in MedTech sales, and get proven, real-world best practices to help you connect with prospects in ways you never thought possible.

In the first of a two-part episode, Omar Khateeb, a marketing leader in the Silicon Valley and the Director of Growth at Potrero Medical, challenges the MedTech sales industry to get out of its comfort zone and embrace the digital age to revolutionize customer interactions.

Get the best of the MedTech industry insights in this action-packed episode If you’re looking to get into The Medical Sales Accelerator Podcast but not sure where to start, this “best-of” compilation will get you up to speed with the first 10 episodes.

Find out how David Moser, an accomplished sales professional with more than a decade of experience in the medical space truly embraced the concept of social selling and found tremendous success in what’s sure to become an increasingly virtual world.

Find out how to uncover individual motivations on your sales team and develop a custom coaching plan that uses personal strengths to drive peak performance.

It’s the deal that’s coming…that never comes. And it’s a common theme in MedTech sales. In this episode, TrackableMed’s Chief Sales Officer, Clark Wiederhold, shares the tactical maneuvers proven to keep an opportunity moving forward and compel customers to action.

Find out how careful waiting room observation combined with an in-depth understanding of the business side of a medical practice can take you beyond “sales rep” to trusted partner.

Ever stop to think about the hospital goals outside of your own? They are just as focused on their metrics as you are, working tirelessly to hit their numbers. But what if you were on the inside? In this episode, Carlos Calix, Assistant VP of Business Development at Ochsner Health System, shares secrets and lessons learned after he went from commercial MedTech sales to now being inside the hospital world.