Medical Sales Accelerator

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 marketing must operate as one integrated system—not silos How an 8-step funnel creates accountability across both teams Why the second funnel (post-sale) matters more than new leads Why modern SEO, GEO, and video-first content shorten the sales cycle This conversation is a must-listen for medical device reps, sales leaders, marketers, and executives who are tired of blame games and ready to build a scalable, measurable growth engine that actually supports the field. Connect with Tamara: https://www.linkedin.com/in/tamaraloehr/ Enterprise Growth Systems: https://www.egrowthsystems.com/

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 sales success might just be… a well-explained "no." You'll learn: How genetic and behavioral insights are reshaping high-risk prescribing decisions Why clinicians often reject innovation and how to reframe the conversation The simple mistake startups make that shuts the door on adoption How James uses objections and "no's" as data, not deterrents The mindset shift that helps reps find the "white space" others overlook Whether you're selling a category-defining technology or trying to elevate the way you position your current product, this conversation will sharpen your approach to overcoming resistance and championing solutions that truly change patient care.

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 strategy. What we discuss in the episode: Why physicians aren't purely rational—and what truly shapes their choices How perception and emotion can outweigh evidence in adoption How medtech brands can position themselves to influence behavior at scale MedTech Brand Academy: https://www.medtechbrandacademy.com/ Connect with Howie: https://www.linkedin.com/in/howiechaniam Connect with Zed: https://www.linkedin.com/in/zedwilliamson

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 this episode: How call reluctance silently kills sales growth Simple mindset shifts to turn fear into action Using the Four Pillars of Sales to build confidence and trust Connect with Gerry: https://www.linkedin.com/in/gerry-savage/ Check out Four Pillars Consulting Group: https://www.fourpillarsconsultinggroup.com/ Check out Gerry's Books: The Four Pillars of Sales - https://a.co/d/1YJkwSp The Janitor - https://a.co/d/6EhiAAW

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 make a sale How to create conversations that release oxytocin The 3 acts every story needs Examples of compelling medical device stories that sell Resources from this episode: Get the free MedTech Talk Tracks for Action Big Little Legends: How Everyday Leaders Build Irresistible Brands Social Media: Connect with Gair on LinkedIn Connect with Zed on LinkedIn