Shows
Medical Sales AcceleratorSelling Innovation in a World of 'No': Lessons from Thrive GeneticsIn 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 we...
2025-12-0827 min
The Physician Growth AcceleratorProtecting Your Practice from Growing Insurance GamesInsurance companies are evolving faster than most private practices realize — and not in your favor. The system is quietly shifting the burden onto physicians, creating financial strain and administrative chaos behind the scenes. In this episode, Zed Williamson speaks with Olga Khabinskay, Director of Operations at WCH Service Bureau and board member of the Healthcare Business Management Association, to pull back the curtain on what's really happening inside the insurance ecosystem — and what practices can do to protect themselves. If you feel like you're constantly battling insurance with no end in sight, this episode reframes the...
2025-11-1221 min
Medical Sales AcceleratorThe Hidden Psychology of Physician Choice: What Really Influences BehaviorIf 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 disc...
2025-11-1019 min
Medical Sales AcceleratorWhat 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...
2025-09-0123 min
The Physician Growth AcceleratorThe Hidden Barriers Between Patients and Treatment Patients don't always seek treatment as soon as they should—why? The answer isn't procrastination or cost. Many patients slowly fade into their symptoms, adjusting to discomfort until something forces them to act. But when they finally reach out to your practice, the experience they have can either guide them toward care or push them further away. In this episode of Physician Growth Accelerator, Zed Williamson uncovers the hidden barriers that keep patients from moving forward with treatment and reveals how private practices unknowingly create friction in the patient journey. You'll learn: Why patients de...
2025-03-1216 min
The Physician Growth AcceleratorENCORE: Breaking Free from Medical Practice Struggles - A Proactive MindsetStill tired of the constant struggles in your medical practice? Can't escape feeling like something else is "out of your control" and needs attention? Remember, running and leading a private medical practice does not have to be this way. Back by popular demand, join Zed Williamson in this encore episode of the Physician Growth Accelerator podcast as he shares insights on regaining control of your medical practice by embracing a proactive mindset. Gain valuable strategies to take control of your practice and overcome common challenges. It's time to move from reacting to situations to owning the outcomes.
2025-02-1914 min
The Physician Growth AcceleratorOptimizing Practice Efficiency with Catherine Otis and DoctorConnectIn this episode of the Physician Growth Accelerator podcast, host Zed Williamson is joined by Catherine Otis, Director at DoctorConnect, to uncover how private practices can leverage automation to improve efficiency, patient communication, and overall practice growth. Learn actionable strategies to enhance the patient experience, optimize your practice workflows, and create a more sustainable and profitable future for your practice. Resources from this episode: DoctorConnect: https://www.doctorconnect.net/ Request a Practice Assessment Review: https://www.physiciangrowthaccelerator.com/connect Take the Vitals Diagnostic: https://www.physiciangrowthaccelerator.com/vitals-diagnostic Sponsored by TrackableMed
2024-12-1119 min
The Physician Growth AcceleratorWhy Physicians Need to Protect Their Income: A Conversation with Dr. Jimmy TurnerIn this episode of the Physician Growth Accelerator podcast, host Zed Williamson welcomes Dr. Jimmy Turner, practicing anesthesiologist and founder of Money Meets Medicine, to discuss a critical topic for physician business owners: disability insurance. Dr. Turner shares his personal journey into personal finance, why protecting your income is the most important financial step for physicians and the common mistakes doctors make when it comes to securing their financial future. Tune in to learn how to avoid financial pitfalls and safeguard your practice. Resources from this episode: The Physician Philosopher: https://thephysicianphilosopher.com/ Connect w...
2024-10-2320 min
The Physician Growth AcceleratorWhat's Wrong With My Website? A Private Practice StoryHave you ever wondered? "Does my website do anything for me?". If so, you aren't alone. In this Private Practice Story, Zed discusses a practice that had a beautiful website, but it was alienating 80% of potential patients. Request a Practice Assessment Review: https://www.physiciangrowthaccelerator.com/connect Take the Vitals Diagnostic: https://www.physiciangrowthaccelerator.com/vitals-diagnostic Sponsored by TrackableMed
2024-06-2503 min
Medical Sales AcceleratorWhat Does the Future Hold for Surgical Robotics? Insights from an Industry Expert Imagine a world with consistently precise surgical outcomes. We see firsthand how combining tech and human skills can enhance processes and improve outcomes. So why wouldn't we bring these capabilities to medical practices? In this week's episode, sponsored by Alpha Sophia, CTO and Co-Founder of Galen Robotics, Dave Saunders, pulls back the curtain on the cutting-edge world of surgical robotics. He passionately articulates how modern surgical robots are not just about the hardware but are increasingly defined by the software and algorithms that drive them, creating opportunities for more precise and safer surgeries. What we...
2024-06-2444 min
The Physician Growth AcceleratorThe Key to Unlocking Freedom in Your Medical PracticeIs what you are experiencing today "what you want"? If you aren't sure - this episode of the Physician Growth Accelerator Podcast is for you. Zed dives into the concept of freedom within your medical practice by breaking down systems, diagnosing constraints, and prescribing actionable solutions. He explains the shift that allows you to reclaim control and drive your practice toward your true goals. Listen to uncover… How to pinpoint and remove the most significant barriers hindering your practice's growth. Discover a simple question that can unlock deeper, more meaningful goals. The mindset shift that...
2024-06-1910 min
The Physician Growth AcceleratorLeadership and Vision in Medicine: Dr. Caleb Masterson's ApproachIn this episode of The Physician Growth Accelerator podcast, host Zed Williamson welcomes Dr. Caleb Masterson, founder of Provider Autonomy and ENT Center of Alabama. Dr. Masterson dives into his challenges in transitioning from medical training to practice ownership, revealing the strategies and foundation he created to overcome these hurdles. If you are looking for actionable ways to create a better medical practice environment - this episode is for you. Listen to uncover: The importance of having a mission, vision, and clear practice values Key pillars to achieving long-term practice success Ways to ensure a...
2024-06-1227 min
Medical Sales AcceleratorConnecting Reps Nationwide: The Lobby Medical Sales Network's Impact It's no secret that networking is a powerful tool for creating connections, building credibility, and identifying new opportunities. But with so many professionals building networks, it can be easy to get lost in the vastness of platforms like LinkedIn. So how can we find the right network with ease? In this week's episode, sponsored by Alpha Sophia, Kendy Elmore shares his journey from a high school science teacher to a medical sales rep, ultimately leading him to create a nationwide networking group for medical sales professionals. The Lobby Medical Sales Network aims to bridge the gaps in...
2024-06-1021 min
The Physician Growth AcceleratorFrom Frustration to Growth: How to Diagnose and Fix Practice IssuesImagine telling a patient not to go through with a blood test to uncover what is limiting their health? You would never do that. And at the same time thousands of private practices operate without understanding the health of their business. In this episode of the Physician Growth Accelerator, Zed dives into the vital systems that drive your medical practice's success and explores how identifying and addressing constraints can unlock your practice's true potential. Listen to uncover: How to pinpoint and measure critical metrics affecting your practice's health. The impact of missed phone calls...
2024-06-0509 min
The Physician Growth AcceleratorThe Culture Cure: Diagnosing and Revitalizing Your Medical PracticeAll private medical practices have a culture. The question is - did you create yours on purpose or was your created from the system you are operating? Many physicians feel like drama, gossip, and frequent bad days are just a part of running a business. On this episode of the Physician Growth Accelerator Zed discusses how owning your culture can create a completely different outcome. Listen to uncover: The importance culture plays in the health of your practice Why your team needs to know their "why" Your role in defining the culture of your pr...
2024-05-2911 min
The Physician Growth AcceleratorCognitive Dominance: Dr. Mark McLaughlin's Guide to Outthinking Obstacles.In this episode of the Physician Growth Accelerator podcast, Zed welcomes Dr. Mark McLaughlin, a renowned neurosurgeon and author of "Cognitive Dominance: A Brain Surgeon's Quest to Out-Think Fear." Don't miss this conversation as Dr. McLaughlin shares his experiences and the philosophies that have shaped his approach to both neurosurgery and life, providing valuable insights for physicians looking to elevate their practice and personal growth. Listen to uncover… Techniques to dismantle fear and renew passion for your profession How cognitive dominance can improve quick and effective decision-making Ways to tweak medical practice systems for bet...
2024-05-2220 min
The Physician Growth AcceleratorThe Key to Transforming Satisfied Patients into Practice AmbassadorsFor some doctors, reviews come easy. For others, one bad review could put your entire practice at risk. Either way - potential patients are looking. In this episode of the Physician Growth Accelerator Podcast, Zed dives into the Influencer Vital. Are you leveraging the impact that reviews and referrals can have on your practice? If you aren't sure - then this episode is for you. Listen to Uncover: The importance of measuring the Influencer Vital A simple way to increase positive reviews The impact "community" has on patient decisions Sponsored by TrackableMed ...
2024-05-1511 min
The Physician Growth AcceleratorWhy Do Patients Avoid Treatment? And Tips to Overcome…Do you ever have patients who don't make it to treatment, despite being the perfect fit? Why do patients in pain hesitate to take the steps needed to make a change? In this episode of The Physician Growth Accelerator, Zed discusses the Reflection Vital and how you can improve it in your practice. The Reflection Vital is the period in time when treatment has been suggested, but not yet occurred for a patient. It is a pivotal part of the patient journey and perfecting it is imperative to practice success. Listen to uncover… How an u...
2024-05-0811 min
The Physician Growth AcceleratorThe Silent Revenue Killer: Your Patient's In-Office ExperienceWhy do patients in pain choose not to move forward with treatment? You know they would greatly benefit but you still find yourself with drop-offs. In this episode of The Physician Growth Accelerator Podcast, Zed discusses the Experience Vital and how it can be silently wasting revenue opportunities in your practice. If you want to help more patients finally experience treatment - this episode is for you. Listen to uncover: How your belief around patient communication may be limiting your business The variables that can be causing an unhealthy Experience Vital The measurement to det...
2024-04-1711 min
Medical Sales AcceleratorInside iHLTH: Dr. Eva Imperial's Fight Against Hidden Healthcare Costs 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 this week's episode, sponsored by Alpha Sophia, Dr. Eva Imperial, CEO and founder of iHLTH, shares her motivation for starting an organization that brings transparent pricing to lab tests and allows patients to bypass the doctor's office for these services. Her story highlights a personal and professional journey towards making healthcare more accessible and affordable, challenging the status...
2024-04-1528 min
The Physician Growth AcceleratorThe Scary Truth About No-Shows: How Does Your Practice Compare?Do you have no-shows, reschedules, or cancelations in your medical practice? Why does this happen? In this episode of the Physician Growth Accelerator Podcast, Zed discusses the Bias Vital and the impact an unhealthy vital can have on your business. If you feel like you don't have control over minimizing no-shows in your practice - this episode is for you. Listen to uncover: Ways constraint theory is affecting your practice The simple reason no-show rate jumps to 60% How you can combat bias to increase appointment attendance Sponsored by TrackableMed
2024-04-1012 min
The Physician Growth AcceleratorThe Influence Stress Has on Your ENT Practice's SuccessHow does your stress impact your medical practice? How is your medical practice influencing your stress? On this episode of The Physician Growth Accelerator podcast, Zed reveals key insights from our recent 100 ENT Physician Survey. The survey revealed the primary stress levels among Otolaryngologists and the difference in the problems physicians with debilitating vs. healthy stress have. Listen to uncover: Understanding the direct correlation between stress levels and office dynamics. Strategies for identifying and addressing the root causes of stress within your practice. Practical tips for transforming the way you think about challenges and ob...
2024-04-0310 min
The Physician Growth AcceleratorYou are Missing Out on New Patients (and what YOU can do about it)The ability for your practice to reliably and systematically convert a patient in need to an appointment is a direct measure of the capacity of success you can achieve. It is an often overlooked reason for practice struggles. In this episode of The Physician Growth Accelerator Podcast, Zed dives into the Conversion Vital and how it is the most common area medical practices lose the most opportunity. Listen to uncover: What percentage of patients do you miss out on The scary industry conversion statistic holding practices back The first steps to determining if your C...
2024-03-2712 min
The Physician Growth AcceleratorA Physician's Guide to Data-Driven Business Diagnosis and ActionHow does your practice leverage data? Does it feel like you are going down a rabbit hole or truly uncovering the problem you want to solve? In this episode of The Physician Growth Accelerator, Zed talks about the unintended consequences of being too reactionary with data and a new approach that can shift your efforts to being far more productive. Listen to uncover… The importance of a "problem statement" guiding data collection One forward-thinking question that will help narrow decisions Weighing the consequences of making decisions based on data Sponsored by TrackableMed
2024-03-2012 min
The Physician Growth AcceleratorAncient Wisdom for the Modern Physician's MindsetHow does your mindset affect daily life? The truth is your mindset influences every aspect of your life. At work, at home, and beyond. In this episode of The Physician Growth Accelerator Podcast, Zed uncovers how we unintentionally end up on cruise control, going down a path we never intended to, simply because we allow our behavior to be driven by the external, not the internal. Listen to uncover… How to reverse perspectives for positivity The power stoic philosophy can bring to life today Awareness of how inputs and constraint affect your behavior Sp...
2024-03-1507 min
The Physician Growth AcceleratorHow to Love the Uphill Battle in Business and LifeDo you ever find yourself dreading "uphill" moments? In this episode of The Physician Growth Accelerator Podcast, Zed talks about his perspective on the "uphill" moments and how he recognized a difference between those who embrace them and those who avoid them. Listen to uncover… How our brain protects itself from difficult moments Ways you can redefine uphill moments The importance of (sometimes) thinking like a teenager Sponsored by TrackableMed
2024-03-0810 min
The Physician Growth AcceleratorFrom Plateau to Peak: Transforming Your Medical Practice Have you experienced a "Growth Plateau"? Even when you invest in new technology or a new team member you never seem to make it to the next level. In this episode of The Physician Growth Accelerator, Zed explores why private medical practices often hit growth plateaus and key insights on how to overcome them. Listen to uncover… Understanding the concept of "Tragedy of the Commons" Identifying when limited information may be impacting decisions How your mindset impacts your practice's growth Sponsored by TrackableMed
2024-03-0112 min
The Physician Growth AcceleratorLetting Go to Grow: Hire, Fire, and Retain the Right EmployeesWould you confidently rehire all of your team members today? For many business owners, the answer is no, but that doesn't always lead to swift action. In this episode, Zed dives into the common dilemma of holding onto staff for too long and the repercussions this can have on the overall health of the business. Listen to uncover… Strategies for effective communication and setting clear expectations to avoid surprises in performance. Practical methods to evaluate whether current staff members are the right fit Insights on creating and maintaining behavioral standards Sponsored by TrackableMed
2024-02-2309 min
The Physician Growth AcceleratorHow to Stop the Spread of Low PerformanceWhy does low performance happen? There are reasons why our brains allow for lower performance as time goes on. Join Zed as he walks through proven techniques for setting standards that will have your team performing at their peak. Listen to uncover… The concept of 'drift to low performance' and how it manifests in your practice Strategies for setting specific, measurable standards Techniques to shift focus from negative biases to recognizing positive performance spikes Sponsored by TrackableMed
2024-02-1609 min
The Physician Growth AcceleratorBuilding a High-Performing ENT Team: Staffing Strategies That Drive RevenueSpecialty Spotlight! In this episode of The Physician Growth Accelerator Podcast Zed leverages his experience of working with hundreds of ENT practices. From culture to leadership, Zed covers several topics that can help you transform your otolaryngology team into a high-performing staff that drives revenue for your business. Listen to Uncover: Uncover misconceptions about patient volume Steps to defining your practice culture A new perspective on complaints Sponsored by TrackableMed
2024-02-1318 min
The Physician Growth AcceleratorWasted Time: Overcome Repeat ProblemsDo you feel like the same problems happen over and over again in your practice? In this episode of the "Physician Growth Accelerator" podcast, host Zed Williamson dives deep into the recurring problems that plague private medical practices. Zed guides listeners through a methodical approach to diagnosing and addressing the root causes of practice inefficiencies. Listen to uncover: Understanding the 'Five Whys' technique to uncover the underlying reasons behind persistent problems in your practice Strategies to empower your staff and create a proactive problem-solving culture How to apply the principles of patient care to bu...
2024-02-0910 min
Medical Sales AcceleratorMedTech Marketing Blunders: Tales from the Industry Trenches 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? In this week's episode, sponsored by Alpha Sophia, Omar Khateeb returns for a third time to challenge the status quo in the MedTech industry. During the interview, we dissect the disconnect between sales and marketing and invite professionals to explore new strategies...
2024-02-0545 min
The Physician Growth AcceleratorHow to STOP Drama in Your PracticeThe most common staff based issue among medical practices is in-office drama. Most Physicians feel it is unavoidable, this is simply not true. In this episode of the "Physician Growth Accelerator," Zed Williamson challenges the notion that such issues are just an inevitable part of the workplace, arguing instead that they are symptoms of deeper systemic problems. He urges listeners to recognize how allowing these negative behaviors can hinder the practice's ability to work cohesively and deliver optimal patient care. Listen to uncover… The real cost of unchecked office drama and gossip on team dy...
2024-02-0213 min
Medical Sales AcceleratorUnlocking Growth: The Digital Marketing Revolution in MedTech 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. In this week's episode, sponsored by Alpha Sophia, cofounder and CEO of Cite Medical Solutions, Ethan Drower, joins us to share his journey from software engineering to addressing regulatory issues in the device world. We also talk about the untapped opportunities for AI in improving sales effectiveness, the industry's reluctance to embrace new technologies, and the challenges faced by...
2024-01-2932 min
The Physician Growth AcceleratorReasons Patients Avoid Treatment. Tips to Uncovering Patient BiasYou have seen it before: a patient who would highly benefit from the treatment solution you offered does not get treated. Why? For physicians, the decision of treatment is a logical one. For patients, it's all about emotion. In this episode of the Physician Growth Accelerator Podcast, Zed discusses the biases behind why patients stay in pain rather than get treatment and how you, as a physician, can help your patients overcome them. Listen to uncover… How ambiguity effect can hinder patient decision-making Ways to combat negativity bias in patient perceptions Tips for navigating ment...
2024-01-2612 min
The Physician Growth AcceleratorOvercome Reimbursement Challenges: Mastering Your Practice's EconomicsDo you feel like you are at the whim of shifting reimbursements? You can't just change your prices when reimbursements decline. Many physicians feel like this is something they just have to deal with. On this episode of the Physician Growth Accelerator Podcast, Zed discusses how you can take back control of your schedule and reduce the painful impact of declining reimbursements. Listen to uncover… Strategic ways to design your schedule that delivers better care and business health The hidden culprit keeping patients from seeking you How many physicians are wasting money on current adv...
2024-01-1916 min
Medical Sales AcceleratorEncore: A Physician's Perspective on Selling to Doctors with Dr. Qasim Butt 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. In this encore episode, sponsored by Alpha Sophia, Dr. Butt reveals how medical device reps should approach the changing landscape. We also cover blind spots that create skepticism in physicians, social media secrets that can help you level up your game, and how the human element is still most likely to create a connection that leads to a deal. Join...
2024-01-1532 min
The Physician Growth AcceleratorUnderstanding Capacity and Expansion in Medical PracticesMedical practice growth is not always as simple as adding a new location. Often, adding a new location can actually hinder the growth of your medical practice by creating unintended constraints. How do you make sure you make the right decision? In this episode of the Physician Growth Accelerator Podcast, Zed walks through key data points you need to understand before making the decision to expand. Discover how to make growth decisions that are not just about expanding, but about truly enhancing your practice's success. Listen to uncover... Why adding more locations is not...
2024-01-1211 min
The Physician Growth AcceleratorShifting Perspectives: Mastering Physician-to-Patient CommunicationHumans do not make decisions logically. For patients, this is especially true. How many times have you been in a situation where you know the treatment you are suggesting to a patient would change their life-but they do not immediately do it? Why? They are making decisions emotionally. Often, physicians are stuck in a logical state of communication. In this episode of the Physician Growth Accelerator Podcast, Zed dives into how emotions significantly impact patient choices. He challenges the traditional views of patient-practice interactions, highlighting the importance of understanding and adapting to the emotional needs and biases...
2024-01-0511 min
Medical Sales AcceleratorEncore: The Challenger Sale and Jolt Effect with Matt Dixon Matt Dixon is the Founding Partner of DCM Insights, and co-author of four of the most important sales and customer experience books of the past twenty years, including The Challenger Sale and his latest book, The JOLT Effect: How High Performers Overcome Customer Indecision. He's also the guest on one of our most popular episodes! In this encore episode, sponsored by Alpha Sophia, Matt breaks down concepts from his books, reveals how fear of failure is a sidekick to status quo bias, and how FOMO is a valuable sales tactic for some and a scare tactic for...
2024-01-0246 min
The Physician Growth AcceleratorThe Key to Creating Peak Performance in Your Medical and Office StaffDo you have employees that don't "carry their weight"? You may believe that is just the way things are...maybe you think you must accept it as a reality. The truth is you can get more out of all of your employees in a way that benefits you, your business, and the employees themselves. The tough reality: the current state of your team is likely a direct reflection of your leadership. Within that reality lies the opportunity to change the system you are currently frustrated by. Join Zed on the Physician Growth Accelerator Podcast to...
2023-12-2911 min
Medical Sales AcceleratorEncore: Why Sales Stall and How to Fight Back with Author of The Jolt Effect It wasn't long ago that 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 joined us to talk about customer indecision. And the conversation remains one of the most viewed by our audience! In this encore episode, sponsored by Alpha Sophia, 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...
2023-12-2846 min
The Physician Growth AcceleratorMastering Online Reviews: A Guide for Medical PracticesWhether or not we agree with it, patients make decisions on the physicians they choose based on online reviews. These reviews, often underestimated, can significantly impact your practice's growth and public perception. If your reviews are not positive, it can feel difficult to overcome. The truth is, there are simple things you can put in place to overcome this frustrating situation. Join Zed Williamson on this episode of the Physician Growth Accelerator if your practice could benefit from taking control of your online presence. Listen to uncover... The psychology behind patient feedback Simple tips...
2023-12-2218 min
Medical Sales AcceleratorEncore: Why Hard Work Isn't Enough and What Leaders Need to Do Instead Working hard is essential for success. But it's not a long-term solution for your leadership credibility. In fact, you may need to "unlearn" some behaviors and beliefs that got you to where you are today. About a year ago, we spoke with leadership coach and author Jeff Shannon about these very topics. In this encore episode, sponsored by Alpha Sophia, we tear down some challenges that every leader faces in identifying blind spots and establishing executive presence, along with discussing what needs to happen to get your team on board with new ideas and innovation. ...
2023-12-1837 min
The Physician Growth AcceleratorNavigating Tough Decisions: Handle Staffing Changes With ConfidenceAs an independent medical practice owner, your goal has been to create a thriving and growing business environment where patients and staff find success. However, as your practice evolves, you may encounter dilemmas, including staff members who once served crucial roles but now pose limitations. Sometimes, what got you here won't get you there. Join Zed Williamson on this episode of the Physician Growth Accelerator Podcast as he helps private practice physicians navigate tough staffing decisions in their practice with confidence. Listen to uncover… The importance of owning the decisions required for your practice's evolut...
2023-12-1514 min
The Physician Growth AcceleratorThe Psychology of Appointment Attendance: Tips for Less No-ShowsAppointment no-shows and cancellations are major frustrations among private practice physicians. The worst part is - it is likely much worse than you realize and the impact they have on your business is huge. Often, there is a belief that this is something you just have to "deal" with. This is not true. Join Zed Williamson on the Physician Growth Accelerator Podcast as he redefines the status quo around no-shows and cancellations. Listen to uncover… The patient perspective How your practice is likely creating no-shows Ways you can create an outcome that reduces risk
2023-12-0816 min
Medical Sales Accelerator7 Hallmarks of a MedTech Sales Message That Converts You don't need a better product to close more deals. You need a better story. So how can you better craft your messaging to ignite interest in every client? CEO and founder of Oratium, Tim Pollard, emphasizes simplicity, customer-centricity, and the importance of building a message rooted in a real customer problem. In this week's episode, sponsored by Alpha Sophia, Tim joins us to discuss the significance of storytelling and visualization in making messages memorable and compelling. The conversation covers a practical "Jenga test" to help teams scrutinize their messages, the value of conversational agility in adapting...
2023-12-0450 min
The Physician Growth AcceleratorBeyond the White Coat: Embracing Your Role as a Physician Business LeaderAs a physician, when you think of your role in your private medical practice - the answer might seem pretty clear. The truth is if your answer is just focused on patients and not leading your business, that is likely a sign of ineffective leadership. It's time to embrace the impact that you have on your organization and become a more effective leader. Join Zed Williamson in this thought-provoking episode as we delve into the world of physician leadership. Listen to uncover... How to catch habits of an ineffective leader The true impact physicians...
2023-12-0110 min
The Physician Growth AcceleratorThe Expansion Dilemma: When to Add New Locations and When to Hold BackAre you considering the next steps for growing your private medical practice? Maybe expanding locations seems like a reasonable path. Many physicians believe that the way to increase capacity is to open a new location. For some, this may be true. For many others, this is a costly misunderstanding of capacity and constraint. Join Zed Williamson on the Physician Growth Accelerator podcast as he gives critical insight into strategically expanding your medical practice. Listen to uncover... Signs you should or should not expand How to recognize bias when deciding to expand Hidden unused capacity i...
2023-11-2411 min
Medical Sales AcceleratorMedTech Leaders: How to Propel Forward and Break Mental Barriers Success often hinges on a delicate balance between technical prowess and mental fortitude. So how can we harness the untapped potential of the human mind to propel sales teams forward? Maintaining confidence without veering into cockiness becomes an important discipline. In this week's episode, sponsored by Alpha Sophia, we're joined by leadership coach, Matt Phillips to discuss the inner workings of the mind. Matt provides practical advice for sales leaders on coaching their teams through challenges, encourages a positive mindset, and offers strategies for finding solutions rather than dwelling on problems. What we discuss in...
2023-11-2037 min
The Physician Growth AcceleratorBreaking Free from Medical Practice Struggles: A Proactive MindsetAre you tired of the constant struggles in your medical practice? Every time you turn around, does it feel like there is something else "out of your control" that needs your attention? Running and leading a private medical practice does not have to be this way. Join Zed Williamson on the Physician Growth Accelerator podcast as he shares insights on regaining control of your medical practice by embracing a proactive mindset. Gain valuable strategies to take control of your practice and overcome common challenges. It's time to move from reacting to situations to owning the outcomes.
2023-11-1714 min
Medical Sales AcceleratorCoaching vs. Managing: A Paradigm Shift for Sales Leaders in MedTech 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? In this week's episode, sponsored by Alpha Sophia, we met with John Crowder, Vice President of Healthcare for Integrity Solutions. In our conversation, John highlights the importance of coaching and leadership skills and urges leaders to adopt a consultative approach. He also shares insights on...
2023-11-1329 min
The Physician Growth AcceleratorThe Capture Vital: Why Your Front Desk Can Make or Break Your PracticeDo your patients get left on hold or wait more than 5 days for an appointment? If so, you're likely wondering why your conversion rates are declining. By making small changes to your scheduling and staff communication tactics, you can tailor your approach to your ideal patient and significantly improve conversions. In this week's episode, Zed discusses the capture vital. He breaks down simple techniques that make a big difference, reveals how patients react to their experiences and provides valuable feedback on how to approach every call. What we discuss in the episode: How the...
2023-11-1015 min
The Physician Growth AcceleratorA Step-by-Step Guide for Hiring Talent at Your Medical Practice Are you seeking top talent for your medical practice, but can't seem to find the right candidate? Physicians everywhere struggle with hiring. But what if a few small changes to your process could help you attract the right people? In this episode, Zed unveils a groundbreaking approach to transforming your hiring process. He draws parallels between human behavior and business systems. He also shares a powerful interviewing strategy that uncovers candidates' true natures and helps you align their expectations with your practice's reality. Learn how to optimize your hiring process, grow your medical practice, and...
2023-11-0318 min
The Physician Growth AcceleratorThe Shocking Truth About Missed Calls in Medical Practices How many calls does your practice receive each day? How many of those calls are actually answered? You may be surprised to learn that an average of 42% of calls to medical offices during working hours are missed. So how can we take this information, make adjustments, and transform the experience to improve patient engagement? In this week's episode, Zed sheds light on how technology and human behavior intersect to shape patient experiences. He also discusses how phone systems are designed to benefit businesses rather than patients and the negative biases that healthcare offices need to overcome.
2023-10-2716 min
The Physician Growth AcceleratorIntroducing the Physician Growth Accelerator Podcast What if you could create predictable growth for your medical practice? In this podcast, learn from Zed Williamson, a medical practice growth consultant who's studied human behavior across 500+ practices in the last two decades, as he breaks down your practice vitals into systems – helping you better identify what's restricting your growth and how to fix it. Designed for practice owners and physicians who want actionable advice to drive healthy growth in their private medical practice.
2023-10-1301 min
Medical Sales AcceleratorWhy Sales Stall and How to Fight Back with Author of The Jolt Effect 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...
2023-08-2847 minMedical Sales AcceleratorThe Challenger Sale and Jolt Effect with Matt Dixon Sponsored by TrackableMed Did you know that 40-60% of the average sales pipeline stalls out due to not moving forward? Author of The Challenger Sale Matt Dixon calls these no-decision losses. And they plague sales teams the world over, which is why he's back with new research and a new book sharing what the best sellers do to overcome this problem. Matt Dixon is the Founding Partner of DCM Insights, and co-author of four of the most important sales and customer experience books of the past twenty years, including The Challenger Sale and his latest...
2023-05-0847 minMedical Sales AcceleratorDavid Carey's Advice for Driving Customer-First InnovationSponsored by TrackableMed Is your team trained to recognize customer-first innovation? And how does that get reflected in the mission and everyday execution of your goals? In this week's episode, sponsored by TrackableMed, David Carey, CCO at Pristine Surgical, 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...
2023-04-2424 minMedical Sales AcceleratorDivine Intervention: A Medical Device Reps Inspiring Journey to Leadership and PurposeSponsored by TrackableMed 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. In this week's episode, sponsored by TrackableMed, we met with Alyssa Huffman, CEO of ALLUMIN8, to talk more about the need for perspective...
2023-02-2028 minMedical Sales AcceleratorIdentifying Innovation Killing Ideas in MedTechSponsored by TrackableMed 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. But there's no initiative from big organizations to take a big leap towards redesign and improvement. Innovation is dying. In this week's episode, sponsored by TrackableMed, Jeffrey Carlisle, CEO of Pneuma Systems, joins us to share his perspective on innovation in MedTech. We also discuss how technology...
2023-02-1330 minMedical Sales AcceleratorChange with the Times or Get Left Behind with Eric AndersonSponsored by TrackableMed 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. In this week's episode, sponsored by TrackableMed, Eric joins us to talk about the evolution of relationships in sales and how platforms like LinkedIn are not just important, but mission critical. We a...
2023-02-0632 minMedical Sales AcceleratorStupid Things the MedTech Industry Does with Omar KhateebSponsored by TrackableMed 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. In this week's episode, sponsored by TrackableMed, Omar Khateeb rejoins us to take a closer look at the trends that frustrate him most in the industry. While he's invited leaders to embrace the digital age, he's back to remind us that the MedTech revolution is already happening whether you're o...
2023-01-3044 minMedical Sales AcceleratorPushing Organizations Out of Comfort to Achieve More SalesSponsored by TrackableMed How do you achieve high sales rates in markets around the world? Identify the ideal distributor in each country, drive up their engagement and competency through personalized training, and teach them the ins and outs of the systems you have in place. At the end of the day, holding everyone accountable builds confidence and drives results. In this week's episode, sponsored by TrackableMed, we met with Zach Selch, Founder of Global Sales Mentor. In the interview, we learn more about how he's found success selling medical device in 135 countries around the world...
2023-01-2344 minMedical Sales AcceleratorBreaking Through Healthcare's Decision-Making Pyramid with Diana HallAre 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. We sat down with Diana Hall, President and CEO of ActivArmor, to learn more about her quest to breach the walls of the healthcare industry with her 3D printed casts. The 2022 Colorado Manufacturing...
2023-01-1731 minMedical Sales AcceleratorBuying From Your Company is Harder Than You ThinkIn a world of instant gratification, why is it so difficult to get in touch with your local medical device representative? Whether you're looking to have someone answer your questions or you want to make a purchase, finding the right information shouldn't be an obstacle – it should be a simple step towards your solution. Cheryl Halbert, founder and CEO of RepSource, experienced that challenge regularly at the beginning of her medical device career. Instead of waiting around for a solution, she rolled up her sleeves and created it. In this week's episode, Cheryl shares the pain points sh...
2023-01-1135 minMedical Sales AcceleratorEncore: The Leader's Guide for Resetting Your Mindset for 2023It's high time you let yourself fail at something new – in fact, it could be the best thing you do for yourself in the coming year. We all operate in two types of mindsets: fixed vs growth, as outlined in psychologist Carol Dweck's landmark book "Mindset." But mere surface knowledge of the daily tips, tricks, and techniques she popularized won't revolutionize your career. In this episode, we're replaying one of our most popular conversations about the power of mindset, and knowing where you sit when the going gets tough. With the new year on the ho...
2023-01-0224 minMedical Sales AcceleratorLessons Learned From Developing New Technology with Neteera's Founder, Isaac LitmanIsn't it ironic . . . we have vehicles that can drive themselves, and yet healthcare patients remain restricted by wires, patches, and tubes? Isaac Litman, CEO and founder of Neteera, recognized the arbitrage and decided to act on it. His company has developed a contactless heart and lung monitor that can measure vital signs from a distance, using a number of innovative data points. In this week's episode, Isaac joins us to discuss his approach to bringing more advanced technology to healthcare. We also talk about the 8-year journey to bring a product to market, overcoming challenges, and the...
2022-12-2629 minMedical Sales AcceleratorIntensity in Your Why: How Barricaid is Channeling Their Impact for GrowthCould 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. In this week's episode, Robert shares why he's so passionate about medical device sales, how to identify the right surgeons to work with, and the impact technology can have in the operating room. Listen and learn about: Limiting potential market to increase sales The two types of customers in medical device sales The benefits of passion...
2022-12-1930 minMedical Sales AcceleratorMaking the Phone Ring with New Patient AppointmentsMany physicians enter the field carrying an outdated assumption that there's no need to advertise. You simply showcase your achievements, connect with your network, and eventually the work comes. But that model is broken. Our very own Zed Williamson recently joined Dr. Scott Sigman on The Ortho Show Podcast to talk all things patient demand. In this special episode, Zed shares tangible examples of what an ineffective advertising message looks and sounds like, the bias our brains entertain, and how many patients are candidates for the very procedures that are tied to medical device cases for your...
2022-12-1227 minMedical Sales AcceleratorMarket agitation techniques and resources with Aryn PeledResources, whether we recognize them or not, are all around us. But how do we ensure we're utilizing them to reach optimal results? This week, we sat down with Aryn Peled, a strategic account executive at TrackableMed and former medical device rep and healthcare industry veteran. With her experience as a nurse, Aryn provides a unique perspective as she transitioned to medical device to sales, and then to device marketing. In this episode, we discuss how medical device professionals can work smarter (not harder) and dive into valuable tactics to help you find the right customers.
2022-12-0527 minMedical Sales AcceleratorStop Trying to be the Sales HeroProviding a solution doesn't make you a hero. It makes you a guide. As such, it's important to pave a consistent, repeatable pathway that people can trust and look forward to. In this episode, medical device industry veteran and fortune 500 business leader Mike Dugan joins us to share his insights about the importance of an effective sales process and how to get sales reps excited about putting it into practice. We also talk about catering to each salesperson's strengths, emotional triggers leading to sales, and how getting your existing customers involved in the evolution of your process goes a...
2022-12-0138 minMedical Sales AcceleratorMental tricks to avoid conflict on Thanksgiving weekendPainful attacks swarm our minds, and that can be especially true in the chaos of holiday travel. As we prepare for the long weekend among family and friends, it's easy to become riddled with negativity bias delivered to us by the autopilot brain. This episode explores a few mental hacks that can help you maintain a positive lens. We also discuss tactics for chilling out the Black Friday experience, and of course, some of our favorite Thanksgiving dishes. Listen to uncover: Why humans are so quick to become defensive or feel attacked How the...
2022-11-2122 minMedical Sales AcceleratorHow silos impact innovation and the generation of new ideasNew 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. In this episode, we speak with Dr. Oshin Behl about strategic solutions healthcare organizations can use to improve every patient's experience. We also discuss how boredom can fuel curiosity, the importance of accountability towards new ideas, and why ongoing research needs to remain a priority regardless of what we already know. Listen to learn: Why there are...
2022-11-1526 minMedical Sales AcceleratorUsing Tech to Shape More Powerful Device DemosVirtual 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. This week's guest is Dave Howe, VP of Sales at Osso VR, a platform for virtual surgery training. Dave shares how VR demos are not only becoming a powerful sales tool, but are leading to longer-term adoption and utilization of technologies with proven patient impacts. We also get into a conversation about the understated importance of company culture in getting results, and ho...
2022-11-0929 minMedical Sales AcceleratorHacking Human Behavior: Why Med Device Marketing Needs to ChangeEvery 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. In this episode we turn the mic to interview host Zed Williamson, founder of TrackableMed, about these biases andhow they impact Med Device marketing, sales, and ultimately revenue growth. Learn these human "autopilot" settings interfere with patient and surgeon decisions and how you can change that. Listen to...
2022-10-2441 minMedical Sales AcceleratorWhy Hard Work Isn't Enough and What Leaders Need to Do InsteadWorking hard is essential for success. But it's not a long-term solution for your leadership credibility. In fact, you may need to "unlearn" some behaviors and beliefs that got you to where you are today. Leadership coach and author Jeff Shannon digs deep into these very topics in his book: "Hard Work is Not Enough." In our interview with Jeff, we tear down some challenges that every leader faces in identifying blind spots and establishing executive presence, along with discussing what needs to happen to get your team on board with new ideas and innovation. ...
2022-10-1737 minMedical Sales AcceleratorMentorship in medical device success featuring Mad Device RepWhile he's known for roasting daily absurdities of rep life, Mad Device Rep is a must-follow on social and a wealth of knowledge about life in the medical device sales industry. Learn why he says that working with a good mentor is one of the best things you'll ever do for you career (and your own personal development). Plus, discover the power of his global digital community and providing helpful, curated content for medical device sales professionals. Beyond mentorship, this social savvy rep also dishes on the importance of humility in your expertise and the...
2022-10-1024 minMedical Sales AcceleratorPhysician-turned entrepreneur: The recipe for rescuing healthcareWhy do so few medical professionals start companies to address the problems that bother them in the industry? Preston Alexander says it has more to do with mindset than ability. Preston is a healthcare entrepreneur, helping doctors and nurses take more ownership of the business side of healthcare. He helps build companies to address the healthcare crisis in the US by making it more accessible and affordable, aiming to tackle the issues in a system he sees as unsustainable. In this episode, Preston shares the insight he's gained working with medical experts, and why these...
2022-10-0333 minMedical Sales AcceleratorArming decision makers with the right data to close dealsStruggling to make sense of a mess of customer data in your sales process? At S2N Health (a strategic services and software provider to healthcare technology innovators), Director of Marketing Haley Wolosehn, and cofounder Amy Siegel want to fix this. S2N developed RepSignal, an AI-powered sales intelligence tool. Selling med tech devices is a complex process, but S2N believes it's much easier when you can listen more effectively to your potential customers, ask better questions, and understand their specific pain points. In this episode, Amy and Haley share how RepSignal allows sellers...
2022-09-2634 minMedical Sales AcceleratorHow to Expand Your Influence and Attract Opportunities with Johnny CaffaroIf you're scared to begin building your presence on LinkedIn, you're not alone. But the time is now, says Johnny Caffaro. A master at brand building and consistency, Johnny has leveraged his medtech and sales expertise, industry presence, and personal brand pillars to generate more than 20,000 connections and dozens of deals and opportunities through social media. In this episode, Johnny shares his recipe for success and lessons he's learned along the way, plus the importance of consistency for building your influence online. Listen to learn: Why it's so scary to put yourself out there...
2022-09-1936 minMedical Sales AcceleratorTips and techniques to avoid the default "No" in salesTrying to gain access to a medical office or surgeon? Chances are, you're doing it wrong...or just like everyone else. And that's not good. In this episode, we learn how Jessica Zampedri, a consultant for orthopedic and spine surgeons, is approaching the challenge of access and how she's building net new relationships in strategic ways. Jessica shares how she's standing out from the other MedTech sales clutter, how to use personalized videos, and why the dreaded imposter syndrome will stop you dead in your tracks. What we discuss in the episode: How we ma...
2022-09-1235 minMedical Sales AcceleratorBreaking Down Silos in MedTech with Dr. Jawad AliWhat 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! A practicing surgeon, MedTech leader, founder of Austin MedTech Connect, and Founding Partner of Vality Partners, Dr. Ali and his team help early stage MedTech companies with clinical validation, product development, trial design, and funding. They are a team of physicians united by a passion to advance the next wave of medical innovation. What we...
2022-08-2928 minMedical Sales AcceleratorInside the Investor's Mind with Joseph MocanuWanting to make waves in the ocean of HealthTech? Learn about the criteria and paradigms investors like Joseph Mocanu, Managing Partner at Verge HealthTech Fund, uses to evaluate opportunities, navigate relationships, and drive innovation. Discover what separates good pitches from the bad, and why he subscribes to the core belief of "You can't manage what you can't measure." Verge HealthTech Fund invests globally in seed stage healthcare technology startups relevant to emerging Asia that focus on disease prevention and management, digital therapies, and health system efficiency. In this episode we discuss: Advice...
2022-08-2225 min
Medical Sales AcceleratorThe Risk, Thrill, and Reward of Venturing Beyond a Cozy Base SalarySo there's W2 employment... And then there's self-employment. How do you make that jump? Our guest Jamie Tipton is the founder and principal of Clutch City Medical. His experience across a variety of organizations in the industry gives him perspective on working for the large strategics, early commercial stage startups, and small business ownership. According to Jamie, amazing things happen when you cut the safety net and walk out on the tightrope. Your professional partnerships reach new levels of depth, you see opportunities others don't, and you find out what you're truly made of. Join us as he recounts...
2022-08-1247 minMedical Sales AcceleratorThe Powerful Simplicity of the 'Inside Up' Principle: Performance, Capacity, & Self-ReflectionAre you the tip of the spear? Or are you shuffling around in the complacent middle segment of MedTech that's being left behind? We're speaking with Brian Kerlin, founder and CEO of Optitude, a firm that helps first time founders, CEOs, and entrepreneurs build consistent, sustainable revenue growth from the inside up. Kerlin's approach is simple: Everyone has the same 24 hours in a day and seven days a week; are you truly conscious of how you're spending your time? Join us as we explore his 'Inside Up' principle, which encourages aspiring leaders to improve their performance by reevaluating their...
2022-08-0936 minMedical Sales AcceleratorThe Shifting MedTech Market: Surviving Budget Cuts, Sudden Insurance Changes, & MoreThere 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 several requests to discuss multiple concerns that are hitting the market—questions like, "What if budget cuts mean I'm no longer able to do lunches?" 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. In...
2022-08-0322 minMedical Sales AcceleratorWhy You Have to "Fire Yourself" to Light a New Fire & Conquer Your Next QuotaYou crushed it last quarter—yet another quota calling for double-digit growth is already breathing down your neck, and it doesn't care about special circumstances. So how do you outdo yourself...again? Take heart, says 20-year medical sales veteran Frank Bailey. By reverse-engineering your sales goal and strategically "saving some for the sequel," you can rack up short-term wins and give your future self a head start. Join us as Frank explains the liberating process of "firing" (then "rehiring") yourself to stay at the top of your game. In this episode, you'll learn: Why complexity is th...
2022-07-2629 minMedical Sales AcceleratorEncore Episode: Are You a 'Toxic' Rep? Key Insights to Stop Hurting and Start Helping Private PracticesIf you're not directly providing value to physicians, then you're directly adding to their stress level. Don't believe us? We interviewed Dr. Sandra Weitz (aka "The Practice Building MD") in early 2022 to take you inside the decision-making process of a private practice and ASC owner. That episode continues to sit at the top of the charts for good reason. Join us as she offers example after example of why a focus on positive patient outcomes will create sustainable, long-term business for reps. In this episode, you'll learn: Why reps should know how each doc defines "value ad...
2022-07-1940 minMedical Sales AcceleratorEncore Episode: Techniques for More Authentic CommunicationWhy does talking with your hands put people at ease? What is a 'blocking behavior,' and why is it usually a signal that you should ask more questions? Last year, we interviewed communications expert and Authentic Influence Group CEO Shelly O'Donovan about the power of body language, tone, and micro-expressions. That episode quickly rose to the top as one of the favorites among our listeners—and for good reason. Take a listen and learn how you can recognize dozens of subtle, largely subconscious human behaviors to secure buy-in, preserve trust, and ultimately drive business. In this ep...
2022-07-1234 minMedical Sales AcceleratorWho's Going to Tell Docs Old-Fashioned Spine Procedures Are Dead?"Old-fashioned spine surgery is dead—it just hasn't been told yet." That's a bold statement, but if anyone's qualified to make it, it's Dr. Hamid Abbasi. He's chief medical officer at Inspired Spine, a board-certified neurosurgeon, and an internationally recognized expert in minimally invasive spinal surgery. Dr. Abbasi is also one of the most experienced surgeons to perform the OBL lateral lumbar inner body fusion procedure, and the only surgeon currently performing minimally invasive thoracic inner body fusion. Join us as he explains how modern medicine's tendency to "play it safe" can sometimes harm (or at least severely limit) pa...
2022-07-0533 minMedical Sales AcceleratorNeurosurgeon Dr. Mohamed Draz on How Reps Can Balance Empathy with ExpertisePeople do business with people—but once you get through the door, you better know your product and be ready to field a variety of questions. Dr. Mohamed Draz, senior clinical fellow in neurosurgery at NHS Scotland, rarely sees reps who can balance disarming interpersonal skills with commanding expertise. Join us as Dr. Draz explains why the often-overlooked junior surgeon and support staff can hold the key to a rep's long-term success, and how reps can let their expertise shine by communicating more empathetically. In this episode, you'll learn: Why Dr. Draz started his popular YouTube chan...
2022-06-2830 minMedical Sales AcceleratorThey're Stealing from Your Territory with Digital Persuasion—the Rep of the Future Is HereToday's medical device companies produce mind-blowing technology that would impress The Jetsons—so why does their marketing seem like it's no more advanced than The Flintstones? That's a question which still puzzles Omar Khateeb, founder of media company The State of MedTech. When he first joined the show for Episodes 13 and 14, Omar boldly predicted that the MedTech sales rep of the future would be doing 80% sales, 20% (or even 30%) marketing. With that prediction ringing truer by the day, Omar returns with one simple message: the MedTech marketing revolution is already happening with or without you, but not primarily in the fo...
2022-06-2052 minMedical Sales AcceleratorSelling from the 'Press Box': Coordinating Clinical, Strategic, & Economic Value Like a CoachMost reps feel comfortable facilitating the clinical sale, but when it comes to talkin' business operations with their physician customers, they quickly turn from 'go-getter' to 'procrastinator.' So how do you address that elephant in the room and unlock deeper trust? Duston Harper has found success by broaching the business sale early and often, recognizing that today's temporary discomfort plants the seeds for tomorrow's opportunities. Join us as the VP of business development at SnapNurse shares what it means to "sell from the press box" and attack the sale from all angles with confidence. In this episode, you'll l...
2022-06-1432 minMedical Sales AcceleratorBuilding a MedTech Army to Drive Commercialization and Capture the MarketYou've built a dream team of uniquely skilled sales pros, and you just executed a flawless exit—now it's time to break-up the band, right? Jason Scherer and company took a different path and kept their rare entrepreneurial chemistry alive by creating Vita Group, a MedTech incubator that nurtures physicians' 'napkin ideas' all the way to the commercialization stage. Join us as the chief operating officer himself discusses how a robust network of investors, a plug-and-play sales team, and an accelerated R&D cycle work together to bring bleeding-edge technologies to market. In this episode, you'll learn:...
2022-06-0629 minMedical Sales AcceleratorInvestigating the Business Brain: Diving Deeper into Decision ScienceResearch reveals that only 10% of your message sticks in someone's brain—so are you hammering home the point or burying the lede? You might want to ask cognitive scientist Dr. Carmen Simon, chief science officer at Corporate Visions and B2B Decision Labs who has developed a groundbreaking approach to creating memorable messages that are easy to process, hard to forget, and impossible to ignore. When she says humans are cognitively lazy by design, she means it as a compliment to efficient biology. Join us as Dr. Simon helps us investigate the 'business brain,' reminds us of the im...
2022-05-3134 minMedical Sales AcceleratorNeurosurgeon Dr. Betsy Grunch Helps You Level Up Your Conversational FinesseIt's no secret surgeons don't like being told what to do—so how do you get them to think that adopting a new approach was their idea? For a fresh perspective, we sat down with Dr. Betsy Grunch, a board-certified neurosurgeon who was recently named to Georgia Trend's Top Doctors List for the third year in a row. Join us as Dr. Grunch shares why she's glad to see the practice of "accosting [docs] at the scrub sink" fading, the real reasons why some of her colleagues shy away from paradigm-shifting procedures for SI joint pain, her ingenious use of...
2022-05-2327 minMedical Sales AcceleratorEncore Episode: A Urologist's Advice to MedTech (Be Intentional, Steward Your Brand, and Enhance Workflows)We're going back to the archives again—this time, for some constructive criticism from a top urologic surgeon. Would someone like Dr. Jamin Brahmbhatt see you as a competent partner... or a pestering distraction? The distinction is earned, and Dr. Brahmbhatt doesn't give an inch to amateurism. Join us as he discusses the importance of first learning (then enhancing) an office's workflow, who really makes key decisions in a practice, and why your poker face isn't as impenetrable as you think. In this episode, you'll learn: Why talking crap about competitors tanks your credibility How to get...
2022-05-1639 minMedical Sales AcceleratorNo One Can Blaze the Trail for You: Dr. Scott Sigman's Plea for MedTech to Think DifferentlyScrub sink time has been reduced, meeting attendance is probably 25% of what it used to be, and ROI at a booth is less attractive—so what are you doing differently? That question is not only relevant for reps, either—Dr. Scott Sigman is one of many providers pioneering a new approach with fascinating implications for MedTech. The opioid-sparing orthopaedic surgeon is host of the Ortho Show podcast and chief medical officer for OrthoLazer, whose proven laser therapy has zapped the status quo for pain relief treatment. Join us as Dr. Sigman offers real-life examples of how to organically plug into a KP...
2022-05-0225 minMedical Sales AcceleratorLeadership Anchored in Belief: A Blueprint for Building Morale and Protecting Culture"Do as I say, not as I do" — this poor excuse for leadership doesn't cut it when you're asking soldiers to saddle up for a 20-mile road march with 60 pounds on their backs. It's also an insidious morale-killer for any medical device sales team, and Larry Anderson knows a thing or two about leading in both worlds. In addition to being VP of commercial and strategic initiatives at BG Medical with 20 years of industry experience, he's a U.S. Army veteran captain in the 101st Airborne division. Join us as shares his process for divorcing ego from leadership, how to cr...
2022-04-2530 min