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.
In this episode of Medical Sales Accelerator, Zed Williamson sits down with Tamara Loehr, co-founder of EGS Enterprise Growth Systems and Concertina, to tackle one of the most expensive dysfunctions in medical sales: the ongoing war between sales and marketing. Tamara brings more than two decades of experience building, scaling, and exiting businesses to break down why this rift exists—and why it's completely solvable. Together, they unpack how vanity metrics, unclear ownership, and missing systems keep teams stuck in finger-pointing instead of driving revenue. You'll learn: Why sales and…
In 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…
If 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…
Fear doesn't just hold you back—it kills opportunity. In this episode of the Medical Sales Accelerator Podcast, Zed sits down with Gerry Savage, founder of Four Pillars Consulting Group and author of The Four Pillars of Sales, to unpack one of the most common and costly issues in medical sales: call reluctance. Whether you're a new rep struggling to pick up the phone or a veteran who's grown too comfortable with existing accounts, this conversation will challenge the mindset that limits your growth—and show you how to replace it with confidence, consistency, and purpose. What we discuss in…
It wasn't long ago that Gair Maxwell, author of Big Little Legends: How Everyday Leaders Build Irresistible Brands, joined us to talk about how stories (not stats) propel leaders, brands, and products to legendary status. And the conversation quickly became a listener favorite! In this encore episode, sponsored by Physician Growth Accelerator, Gair explains why storytelling is part of human nature, what makes a story compelling, and how sales professionals can harness story to cut through data overload and connect on a deeper level. Tune in for more on: Why statistics alone aren't enough to…
Many MedTech reps equate high income with long-term freedom, but that assumption can leave you unprepared when the unexpected happens. Lifestyle changes, taxes, and territory shakeups can quickly erode even the strongest commission checks. In this episode, sponsored by Physician Growth Accelerator, we're joined by David Dedman, founder of Pulse Wealth and creator of the Walkaway Wealth Plan. He specializes in helping high performers translate today's earnings into tomorrow's flexibility. In this conversation, we unpack two of his five pillars of Walkaway Wealth and explore how early,…
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…
Breaking into the medical device market is hard enough, but what happens when patient demand for your product far exceeds what clinics can deliver? For many MedTech companies, this bottleneck quietly stalls growth, even when the device works brilliantly and patients are eager to use it. In this week's episode, sponsored by Physician Growth Accelerator, we talk with Sahil Diwan, co-founder and CEO of SafKan Health, the company behind OtoSet, the world's first automated ear-cleaning headphones and the only FDA-cleared earwax removal device that works in just 30 seconds. Sahil reveals why most…
What if the way you've been selling is working against you, and your customer can feel it? In an industry built on outcomes, many MedTech reps still get caught up in pitching features, checking boxes, and pushing for yeses. In this week's episode, sponsored by Physician Growth Accelerator, sales coach, author, and founder of Kiinetics, Brendan McAdams shares how shifting from a sales-first mindset to a fit-first mindset changes everything. From running smarter discovery and setting up collaborative problem-solving to wrapping the call with radical clarity, he explains how trust is built not…
Credibility isn't what you think it is — it's not what you believe, it's what your customers and colleagues experience. And in today's high-stakes MedTech environment, skipping the small details or ignoring key feedback can quietly erode trust, stall deals, and block innovation. In this episode, sponsored by Physician Growth Accelerator, we talk with Bill Facteau, President and CEO of Earlens, about how credibility shapes every level of success, from individual sales calls to boardroom pivots. Bill shares lessons from leading multiple MedTech startups, why great products still fail without…
Navigating 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…
Are 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…
Breaking 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…
Navigating 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…
Have you ever thought about the ways technology could simplify the complexities of managing a medical practice? What if there was a way to streamline administrative tasks, freeing up more time for patient care? With the evolution of healthcare technology, this scenario is rapidly becoming a reality. In this week's episode, sponsored by Physician Growth Accelerator, we are joined by James Gavigan from Rectangle Health. We explore how their innovative solutions are transforming mundane, time-consuming tasks into efficient processes that enhance practice operations and patient experiences.…
What if the biggest obstacle to your medical sales isn't the market or the competition, but internal inefficiencies within medical practices themselves? Discover how addressing these challenges can unlock unprecedented growth in medical device sales. In this week's episode, sponsored by Physician Growth Accelerator, Managing Director, Erik Trattler, dives into how medical device reps can extend their influence beyond traditional sales roles by facilitating improvements in practice management. We also explore invaluable insights gained from his extensive experience in both medical device…
What if the biggest barrier to medical device sales wasn't about the device itself, but how it's presented to the gatekeepers of healthcare facilities? Mastering the maze of hospital value analysis can mean the difference between rejection and success. This episode unveils the strategies that turn daunting hospital approval challenges into victories for medical device sales professionals. In this week's episode, sponsored by Physician Growth Accelerator, we welcome Mark Copeland, known as the Value Analysis Whisperer. Mark shares his expert insights on streamlining the complex value analysis…
Ever wondered if the fantastic lasers of sci-fi could turn into medical marvels in real life? What if lasers could actually be the key to advancing medical care and reducing reliance on invasive treatments or addictive medications? This intriguing possibility is closer to reality than you might think. In this week's episode, sponsored by Physician Growth Accelerator, we speak with Joseph Zapolsky III, International Sales Director at Erchonia Corporation, a pioneer in non-thermal laser technology. We discuss how these innovative lasers are revolutionizing treatment approaches across various…
Imagine a world where the medical devices implanted in the body could communicate with doctors, providing vital data that could change the course of treatment and recovery. As technology advances, this scenario is becoming a reality. This breakthrough in medical technology not only promises enhanced patient outcomes but also pioneers a new approach to postoperative care, where data leads the way. In this week's episode, sponsored by Physician Growth Accelerator, we welcome Bill Hunter, President and CEO of Canary Medical, to discuss how his team is pioneering the transformation of medical…
Imagine transforming your sales effectiveness, not by learning new selling techniques, but by reshaping your mind. In the competitive world of medical device sales, where every edge counts, could the key to breakthrough success lie within our own brains? In this week's episode, Sponsored by Physician Growth Accelerator, Dr. Jerry Teplitz, an expert in neuroplasticity and the bestselling author of "Switched On Selling," delves into how brain performance can dramatically enhance sales effectiveness. We explore the revolutionary concept of brain re-education and revisit compelling stories and…
Is 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…
Imagine swallowing a robotic pill that can navigate your body and diagnose health issues without the need for invasive procedures. What if this tiny device could revolutionize medical diagnostics and treatment? This isn't a scene from a sci-fi movie—it's a reality brought to life by groundbreaking advances in medical technology. In this week's episode, sponsored by Physician Growth Accelerator, we're joined by Torrey Smith, co-founder and CEO of Endiatx, the innovators behind PillBot. Starting his career as an aerospace engineer, Smith was inspired by sci-fi classics to pivot his expertise…
Back by popular demand, Brent Adamson, the mind behind The Challenger Sale and The Challenger Customer, returns to our podcast for another encore. In this episode, sponsored by Physician Growth Accelerator, Brent continues to unravel the complexities of modern sales dynamics specifically tailored to the unique challenges faced by surgeons and medical practitioners. As physicians focus on patient care, the need for clear and concise information from sales reps becomes crucial. Brent delves into effective strategies that sales professionals can employ to not only enhance the decision-making…
Is your tech enterprise stuck in internal battles while startups are disrupting the market? We're bringing back one of our top episodes where Geoffrey Moore, renowned author and advisor, dives into the dynamics of startup and established tech enterprises. His insights are based on decades of consulting and are highlighted in his pivotal works, "Crossing the Chasm" and "Zone to Win." This episode remains highly relevant and popular for its deep dive into strategic company transformations and how businesses can effectively adapt and thrive in a rapidly evolving market. Geoffrey outlines the…
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…
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…
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…
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…
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…
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…
About Medical Sales Accelerator
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.
Medical Sales Accelerator is a English business podcast from Zed Williamson. Melo plays each episode straight from the publisher's own feed — no ads added, no account needed — and remembers where you stopped, in this browser only.
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