Medical Sales Accelerator

How frequently do you consider the underlying psychology that drives your team's dynamics and overall performance? What if you could tap into this deeper understanding to not only foresee potential issues but also to foster a more collaborative and innovative environment? Exploring these aspects of business psychology might be the key to unlocking higher efficiency and effectiveness within your team. In this week’s episode, sponsored by the Physician Growth Accelerator, Rhiannon Gallagher, a seasoned business psychologist, delves into the intricacies of business psychology and team optimization. We discuss the critical role of communication in making team interactions more effective and how different psychological safety levels within a team can dramatically influence its success. We also explore how individual team members' primal responses to certain stimuli can affect team cohesion and productivity. What we discuss in the episode: The often overlooked discipline of business psychology The practical application of psychological insights in medical sales scenarios How to engage various parts of the brain during sales pitches to maximize impact How to ensure messages are received as intended Resources from this episode:  Get the free MedTech Talk Tracks for Action Physician Growth Accelerator Social Media:  Connect with Rhiannon on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

How often does your team address a problem with an immediate yet short-lived remedy? How much time, money, and energy could be saved if you came up with a permanent solution? These proactive approaches are often overlooked, but likely the most efficient way to enhance your operation. In this week’s episode, sponsored by Physician Growth Accelerator, we met with John and Jim Zelem from Utilization Management University to explore the critical distinction between preventative strategies and constant corrections in medical practice management. We also discuss how medical sales representatives can transcend traditional sales roles by fostering deeper, value-based relationships with their clients through sharing actionable insights and resources. What we discuss in the episode: Practical tips on transforming challenges into opportunities for growth Systemic issues within healthcare practices The benefits of shifting from reactionary measures to sustainable preventative solutions Driving meaningful change in medical sales and healthcare practice management Tips on transforming challenges into opportunities for growth Resources from this episode:  Get the free MedTech Talk Tracks for Action Physician Growth Accelerator Social Media:  Connect with Jim on LinkedIn Connect with John on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Cancer left undetected can swiftly evolve from a silent threat to a devastating diagnosis. But what if cancer could be detected and treated at its inception? Sumit Rai, CEO of Cancer Check Labs, is on a mission to dramatically increase survival rates.  In this week’s episode, sponsored by Physician Growth Accelerator, Sumit shares a compelling narrative that highlights both his personal journey into cancer detection technology and the revolutionary capabilities of his company's new cancer screening test. After losing his sister to cancer shortly after his exit from a successful venture in mobile advertising, Rai channeled his grief into a fervent quest to transform cancer diagnostics. His story is not just about loss but about leveraging technology to pioneer early cancer detection methods that boast a staggering potential to change survival outcomes. What we discuss in the episode: The science behind the test, which processes an unprecedented volume of blood to detect CTCs How Cancer Check Labs’ approach differs from liquid biopsies The opportunity for a new era of proactive healthcare Bridging the gap between current medical practice and cutting-edge technology How integrating comprehensive diagnostic technologies could drastically reduce cancer mortality and reshape the landscape of cancer care Resources from this episode:  Get the free MedTech Talk Tracks for Action Physician Growth Accelerator Cancer Check Labs Social Media: Connect with Sumit on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Do you understand the financial complexities that challenge your medical clients every day? Unlock the secrets to mastering the obstacles your clients face and solidify your value in the competitive medical sales industry. In this week’s episode, sponsored by Alpha Sophia, we sat down with Justin Harvey, a seasoned advisor and strategist in financial planning specifically tailored for medical professionals to talk about the nuanced world of medical sales and financial strategy. Harvey, founder of APM Wealth and host of the APM Success podcast, shares invaluable insights on becoming indispensable to clients by deeply understanding their unique financial needs and challenges. We also explore solutions that go beyond the product, focusing instead on enhancing the financial and operational health of their clients’ practices. What we discuss in the episode: The complex financial landscape medical professionals navigate The critical need for specialty-specific financial advice Various strategies to optimize tax returns through loss harvesting How to secure a financially safe future beyond your practice Advice aimed at helping medical professionals manage wealth effectively Resources from this episode: Get the free MedTech Talk Tracks for Action Alpha Sophia APM Success Podcast Social Media:  Connect with Justin on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Mastering the art of conversation isn’t all about talking – it’s about truly listening. So how can you train your team to prioritize meaningful dialogue over unappealing monologues? Mike Esterday and Derek Roberts, co-authors of "Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance" join us to explore the depths of sales conversations. In this week’s episode, sponsored by Alpha Sophia, Mike & Derek share compelling insights into the necessity of asking the right questions and truly listening to understand customers’ needs. We also discuss how modern sales techniques must pivot from talking at customers to engaging with them, using strategic questions to foster genuine connections and uncover real needs. What we discuss in the episode: How AI and digital tools impact the evolution of sales The role of sales as more than just a conveyor of information, but as a critical thinker who provides value The power of active listening and thoughtful questioning Tactics to enhance your sales approach The profound impact of human skills in an increasingly automated world Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia Listen to Sell Integrity Solutions Social Media: Connect with Derek on LinkedIn Connect with Mike on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Every relationship goes through stages, including the relationship between private practice physicians and private equity groups. So what are the red flags you should watch out for? What traits make for a good marriage? We explore the crossroads with Thomas Cunningham, Director of Business Development at Physician Growth Partners. In this week’s episode, sponsored by Alpha Sophia, Cunningham dives deep into the pressing challenges faced by private practice physicians amidst the onslaught of inquiries from private equity groups. We explore the dilemmas physicians grapple with, such as whether to sell their practices to hospitals or private equity and how to maintain their autonomy in the increasingly complex healthcare landscape. We also discuss how the landscape of private practice has evolved to necessitate new strategies for sustainability and success. What we discuss in the episode: The critical importance of a growth mindset for physicians considering partnerships Navigating the complexities of healthcare business dynamics Maintaining clinical governance while exploring financial partnerships Strategic responses to the changing healthcare environment How decisions affect patient care and physician independence Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia Physician Growth Partners Social Media:  Connect with Thomas on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

We hear so much about seeking balance, but sometimes work or life demands more. So how do we prevent burnout and maintain high performance when balance doesn’t seem to be an option? Trevor Crunelle, a coach specializing in mindset and behavior change for driven leaders, suggests that “harmony” rather than “balance” might be the more achievable goal. In this week’s episode, sponsored by Alpha Sophia, Trevor explains that unlike balance, which implies equal distribution, harmony involves a more fluid and intentional arrangement of work and life commitments. He emphasizes the necessity of intentionality in scheduling and prioritizing tasks to create harmony between personal and professional life, debunking the myth that longer hours always equate to greater productivity. What we discuss in the episode: Practical strategies for achieving work-life harmony How the urgent-important matrix, or Eisenhower matrix, helps individuals prioritize tasks effectively Insights on how most professionals find themselves overwhelmed by a multitude of lesser, non-urgent activities that consume their time and energy Steps to gain clarity and focus so you can work more effectively and find time for personal pursuits to enrich your life Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia Social Media:  Connect with Trevor on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Imagine a patient struggling with post-operative recovery, and instead of accepting defeat, they speak up and change the course of recovery forever. That patient helped inspire Shehla Rooney to create a better solution. Today she is Co-Founder and CEO of GoKnee, a company designed to aid the recovery of knee replacement patients. In this week’s episode, sponsored by Alpha Sophia, we sat down with Shehla to learn more about her transition from an experienced physical therapist to a motivated business owner. The conversation showcases the practical challenges faced in healthcare and highlights how innovation can be driven by real-world patient interactions. We also explore how GoKnee has revolutionized post-operative care through a simple yet effective device. What we discuss in the episode: The intersection of patient care, innovation, and entrepreneurial insight in the medical field Patient-centered solutions that streamline and enhance recovery processes The psychological impact of surgery on patients The importance of addressing individual patient needs The nuances of patient compliance in post-operative recovery programs Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia GoKnee Social Media:  Connect with Shehla on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

How often does fear prevent you from making decisions or taking action in high-stress environments? What if a deeper understanding of the brain could help your staff better navigate their roles and responsibilities within the practice? Dr. Mark McLaughlin joins us to offer a compelling framework to overcome fear and enhance performance. In this week’s episode, sponsored by Alpha Sophia, Dr. McLaughlin discusses his recent book, "Cognitive Dominance: A Brain Surgeon's Quest to Outthink Fear," which explores the dualistic nature of the brain—comparing the instinctual 'Brain 1.0' with the more rational 'Brain 2.0'—and how professionals can harness this understanding. We also investigate real-world applications of these insights, particularly in addressing the challenges faced by medical practitioners, such as burnout and systemic inefficiencies. What we discuss in the episode: A framework for overcoming fear to enhance performance The importance of introspection and strategic thinking to foster professional growth and improve patient care Proactive approaches to personal and professional hurdles Why it’s important to rethink how medical professionals engage with their work The need for continual learning and adaptation in the pursuit of excellence in healthcare Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia Cognitive Dominance: A Brain Surgeon's Quest to Out-Think Fear Social Media:  Connect with Mark on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

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 discuss in the episode: The exciting potential of cooperatively controlled robots How robots working in tandem with surgeons can optimize surgical processes and ensure minimal invasiveness How the blend of human expertise and robotic precision promises significant advancements that could make complex surgeries more accessible and efficient Regulatory challenges and the future trajectory of robotics in medicine Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia Galen Robotics Social Media:  Connect with Dave on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

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 the industry by providing a universal platform for reps to connect, share resources, and advance their careers through in-person and virtual events. What we discuss in the episode: The significance of creating a supportive community where reps can learn from each other, access educational resources, and find career opportunities The profound impact the network has already had on its members The importance of connection and mutual support in driving the industry forward Exploring new avenues for career growth Opportunities to enhance your networking experience Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia The Lobby Network Social Media:  Connect with Kendy on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

In an increasingly competitive field, medical sales leaders constantly seek tools and tactics to help them get ahead. So how can you optimize your team and elevate results? Mike Zani suggests focusing on the transformative power of behavioral science. In this week’s episode, sponsored by Alpha Sophia, we sat down with the CEO of The Predictive Index to learn more about how understanding behavioral assessments can revolutionize interactions with customers and enhance team dynamics within medical device companies. Zani highlights the Predictive Index tool's capability to reveal behavioral styles through a psychometric assessment and discusses its application beyond mere employee selection to improving customer relationships and sales strategies. We also explore the strategic use of behavioral insights in medical sales, emphasizing the practical benefits of "decoding" interpersonal interactions for more effective communication and negotiation. What we discuss in the episode: How sales teams can tailor their approaches to different customer profiles How the Predictive Index approach aids in initial sales as well as cultivating long-term client relationships The transformative power of behavioral science in medical sales Insights on traits like dominance, extroversion, patience, and formality Strategic ways to leverage behavioral insights Resources from this episode: Get the free MedTech Talk Tracks for Action Alpha Sophia The Predictive Index The Science of Dream Teams Social Media:  Connect with Mike on LInkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

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. In this week’s episode sponsored by Alpha Sophia, Kris reveals how his journey underscores the nuanced balance between confidence and ego in the realm of medical sales. His experiences illuminate the challenges and growth opportunities within the industry, particularly how personal ego can obstruct genuine progress and leadership development. What we discuss in the episode: The practical application of stoic philosophy in modern business practices How the pressures of leadership can lead to a disconnection from core operational goals Why introspection and self-awareness are crucial to evolve beyond surface-level achievements The value of candid feedback from colleagues and how that can inspire transformation Prioritizing genuine problem-solving and leadership effectiveness over performance aesthetics Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia Obstacle is the Way by Ryan Holiday Ego is the Enemy by Ryan Holiday Social Media:  Connect with Kris on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Dressing for success isn’t just a thing of the past. In fact, with the evolving landscape of the interview process, some tactics hold more weight than ever before. So how do you position yourself for career stability regardless of the transformations taking place around you? In this week’s episode, sponsored by Alpha Sophia, Angie Lambrou, a seasoned career coach and author of "Master the Medical Sales Interview," sheds light on common pitfalls that even experienced medical sales executives face during the interview process. She also reveals how inadequate preparation leaves many candidates missing out on opportunities and strategic job search techniques that bypass traditional routes like job boards and recruiters. What we discuss in the episode: A proactive approach to the job hunt where candidates target specific companies Enhancing your chances of securing a job by directly engaging with hiring managers to establish connections The importance of personal branding and networking to maintain readiness for unexpected opportunities Interview mishaps that cost top candidates jobs Finding clarity and motivation outside of work to propel your career forward Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia Master the Medical Sales Interview Social Media:  Connect with Angie on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

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 quo of opaque healthcare pricing and practices. What we discuss in the episode: The negative ripple effects on patient care and the healthcare system due to high costs The importance of transparent pricing in healthcare Navigating the complexities of healthcare costs Solutions and innovations to make lab testing more accessible How professionals can advocate for patient affordability Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia iHLTH Social Media:  Connect with Eva on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn