Sep 27, 2021
So, you think medical sales is sexy? Prepare for a wake-up call. Johnny Caffaro, director of sales for the West at United Orthopedic Corporation, found out quickly that making a name for yourself in this industry takes more than the gift of gab and a firm handshake. Whether it’s intensive case planning weeks ahead of...
Sep 20, 2021
What do sitcom laugh tracks and Hare Krishnas handing out flowers in the airport have to do with MedTech sales? Quite a lot, according to Robert Cialdini’s classic book, “Influence: The Psychology of Persuasion.” They’re all based on one or more of the six principles—or “weapons,” as Cialdini calls...
Sep 13, 2021
Are you 100% bought in to the product you’re selling? If not, the world’s best poker face won’t help you; sooner or later, a lack of passion will show up in your numbers. Chase Isaacs, director of business development for Physician’s Weekly, believes the problem is that most reps are unable to move beyond...
Sep 13, 2021
Are you 100% bought in to the product you’re selling? If not, the world’s best poker face won’t help you; sooner or later, a lack of passion will show up in your numbers. Chase Isaacs, director of business development for Physician’s Weekly, believes the problem is that most reps are unable to move beyond...
Sep 6, 2021
How do you compete against a MedTech Goliath and maintain price integrity? We’re paying another visit to the archives this week so more industry underdogs can hear Trent Campbell’s killer advice.
Prior to his role as VP for Axonic Modulation Technologies, Trent logged a decade of experience in numerous National...