Podcast
Medical Sales Accelerator
Hosted by Zed Williamson · EN
The Medical Sales Accelerator Podcast brings you insider tips and secrets to help you drive your sales. Featuring interviews with top-performing medical sales reps, president's club winners, and leaders in the medical device and MedTech industries. Hosted bi-weekly by Zed Williamson.
17episodes
Episodes
Newest firstAll episodes
Revolutionizing Skin Cancer Detection: A Conversation with Cody Simmons
May 12, 202500:24:47Tap to summarizeNavigating the intricate landscape of medical technology often involves overcoming substantial challenges, not just in device innovation but also in ensuring successful integration into healthcare systems. One significant hurdle is the adoption of new technologies by general practitioners, who require tools that are both effective and easy to integrate into their existing workflows without the complexities of specialist equipment. In this week’s episode, sponsored by Physician Growth Accelerator, we are joined by Cody Simmons, co-founder and CEO of DermaSensor. Cody discusses DermaSensor, a revolutionary device that simplifies skin cancer detection, enabling general practitioners to diagnose with the accuracy of dermatologists. We delve into the story of DermaSensor, from its initial conception to achieving FDA clearance and the challenges faced in bringing this innovative technology to market. What we discuss in the episode: The development of DermaSensor and its impact on simplifying skin cancer detection for non-specialists. The barriers to technology adoption in healthcare, particularly issues around reimbursement and system integration. Strategies employed by DermaSensor to navigate regulatory hurdles and market challenges. Real-world benefits of the device in improving diagnostic accuracy and reducing healthcare inefficiencies. Resources from this episode: Get the free MedTech Talk Tracks for Action Physician Growth Accelerator DermaSensor Social Media: Connect with Cody on LinkedIn Connect with Zed on LinkedIn
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Rethinking Co-Marketing: The Critical Steps You're Overlooking
Apr 28, 202500:19:12Tap to summarizeAre your sales and marketing teams aligned—or are they unintentionally sabotaging each other? The tension between market development initiatives and protective sales teams can derail even the best medical device strategies, leaving practices skeptical and patients underserved. Identifying the right approach isn't just critical—it's transformative. In this episode, sponsored by Physician Growth Accelerator, we talk with Aryn Peled, Managing Director at TrackableMed. Aryn draws from her extensive experience in market development and sales to unpack how successful co-marketing bridges the gap between medtech companies and healthcare practices. She reveals the pitfalls of poorly executed co-marketing programs, strategies to identify ideal physician partners, and why effective onboarding can amplify patient trust and practice success. What we discuss in the episode: Why your top-performing practices might actually be the worst candidates for co-marketing How compliance and clear goal-setting are crucial for successful marketing collaborations Strategies to uncover deeper insights into customer practices through co-marketing discussions Leveraging psychological principles like commitment bias to increase practice engagement Practical approaches for seamlessly integrating co-marketing into your med tech sales arsenal Resources from this episode: Get the free MedTech Talk Tracks for Action Physician Growth Accelerator Social Media: Connect with Aryn on LinkedIn Connect with Zed on LinkedIn
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Why Your Medical Device Isn't Selling: Insights from Chris Hanna
Apr 14, 202500:28:09Tap to summarizeBreaking into the medical device market is more complex than just having an innovative product. The real challenge lies in understanding and navigating the intricate business landscape of healthcare. That’s why we’re diving into the crucial aspects of medical device commercialization, uncovering the common misconceptions that many innovators face, such as the idea that a great product will automatically find its market. In this week’s episode, sponsored by Physician Growth Accelerator, we sat down with Chris Hanna, founder and CEO of Walnut Hill Medical, who brings his extensive experience in guiding medical device companies through the commercialization process in the United States. Chris sheds light on the importance of aligning product development with market needs, crafting effective business strategies, and partnering strategically with healthcare providers. We discuss the critical elements that determine whether a medical device will succeed or falter in the competitive healthcare market. What we discuss in the episode: The importance of viewing healthcare as a business and understanding its financial dynamics Strategies for medical device companies to effectively commercialize their innovations The role of comprehensive business planning in securing investment and market entry Insights into the collaboration between engineers, healthcare professionals, and business developers to ensure product viability The impact of regulatory and reimbursement challenges on the commercial success of medical devices Resources from this episode: Get the free MedTech Talk Tracks for Action Physician Growth Accelerator Walnut Hill Medical Social Media: Connect with Chris on LinkedIn Connect with Zed on LinkedIn
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Compliance as a Catalyst: Enhancing MedTech Sales and Operations
Mar 31, 202500:11:56Tap to summarizeNavigating the maze of compliance in medical device sales often feels like an uphill battle, with stringent regulations frequently seen as barriers to innovation and market growth. However, when compliance is strategically aligned with sales and marketing efforts, it can transform from a hurdle to a powerful enabler of success. In this week’s episode, sponsored by Physician Growth Accelerator, we’re joined by Aryn Peled, Managing Director at Trackable Med. Aryn discusses her experiences and strategies for turning compliance into a competitive advantage. She also sheds light on effective ways to collaborate with compliance teams, ensuring that both safety and business objectives are met. What we discuss in the episode: Understanding compliance as a protective measure that can be aligned with business growth Strategies for MedTech professionals to collaborate effectively with compliance departments The importance of breaking down silos within organizations to enhance communication and cooperation Practical tips for transforming compliance challenges into opportunities for innovation Real-world examples of successful compliance integration that supports both patient safety and business objectives Resources from this episode: Get the free MedTech Talk Tracks for Action Physician Growth Accelerator Social Media: Connect with Aryn on LinkedIn Connect with Zed on LinkedIn
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From First Contact to Close: Mastering Medical Sales with Omar Khateeb
Dec 16, 2024Tap to summarizeIs cold outreach really as daunting in medical device sales as it seems? Omar Khateeb, a seasoned expert with over a decade in the industry, shatters common misconceptions and introduces powerful strategies for turning cold calls into fruitful relationships. In this insightful episode, Omar draws parallels between effective social media engagement and traditional sales tactics to reshape how we think about connecting with new prospects. In this week’s episode, sponsored by Physician Growth Accelerator, Omar Khateeb returns again to dive deep into the nuances of modern sales techniques. We discuss the art of transforming cold calls into warm opportunities using strategic communication and personalized engagement and provide actionable tactics for MedTech professionals. What we discuss in the episode: Rethinking cold outreach: It's not just possible, but necessary for growth in medical sales. Effective communication: How to craft email subject lines and content that engage and convert. The role of perseverance and personalization in building relationships with potential clients. Utilizing social media as a strategic tool for brand building and lead generation in the med tech sector Resources from this episode: Get the free MedTech Talk Tracks for Action Physician Growth Accelerator Khateeb & Co State of MedTech Episode 163 with Omar Episode 119 with Omar Episode 87 with Omar Episode 14 with Omar Episode 13 with Omar Social Media: Connect with Omar on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn
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MedTech Marketing Blunders: Tales from the Industry Trenches
Feb 5, 2024Tap to summarizeSales 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 for commercialization and product adoption in the modern era. We also discuss the unique challenges of behavior change and the importance of setting realistic expectations. Tune in for more on: The dynamic between sales and marketing in MedTech The power of dynamic and engaging content through digital channels The significance of qualitative wins Industry-wide reluctance to embrace new strategies How to overcome the challenges associated with behavior change Resources from this episode: Get the free MedTech Talk Tracks for Action Alpha Sophia Episode 13 Episode 14 Episode 87 Episode 119 The State of MedTech Social Media: Connect with Omar on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn
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They’re Stealing from Your Territory with Digital Persuasion—the Rep of the Future Is Here
Jun 20, 2022Tap to summarizeToday’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 form of paid social, email campaigns, or even SEO—it’s time to think organically. In this episode, you’ll learn: Why physicians are flocking to LinkedIn (not Doximity) in droves Reading for interest vs. reading for application Why the ‘rep of the future’ invests in books, courses, and other resources The limitations of treating sales and marketing as two distinct silos Plus, we explore why “you will be paid in proportion to the difficulty of the problem you solve.” Resources from this episode: Download the Behavior Change Blueprint Watch Omar’s Webinar Social Media: Connect with Omar on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn
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