Jul 26, 2021
Is all the “strategic” selling you’ve been doing really just economic and clinical selling? If you’re not challenging your customers on their assumptions and identifying the real motives behind their goals, then congrats—you’re 90% of MedTech reps. Strategic value is the only way to differentiate yourself,...
Jul 19, 2021
Promise or pain—which is the stronger motivator? We know it’s the latter from decades of behavioral science. But Jonathan Burkett knew the answer long before many of his device rep competitors did. After an experiment gone right, he became an advocate for breaking down corporate silos and helping physician partners...
Jul 12, 2021
It’s great to have the backing of a key opinion leader, but do the folks in the trenches respect your product? Anesthesiologist Dr. Aaron Ali has witnessed scores of MedTech companies fail to design devices that take into account the needs of everyone in the operating room. The problem? Not enough access to the voice...
Jul 5, 2021
Is your experience in the industry blinding you to new business? Experience doesn’t always translate to success, and it can create a ceiling of assumptions. It’s also something that full-line sales rep Jacob McLaughlin lacked when he entered medical devices sales. The former personal trainer took over an...