The Medical Sales Guide: Close More B2B Deals & Crush Your Quota
Entrepreneurship
Do you want to crush quota and never have the Sunday night blues again?
This show is for medical sales reps and those looking to break into medical sales. For those who are high achievers and want to make life-changing money while living a fulfilled life.
In this show you’ll learn the right mindset, approach, and skills to be consistent in your performance and reduce anxiety in your sales career. This show has helped people level up, make 7 figures AND reduce stress along the way.
We have weekly episodes that provide you with practical, actionable steps to put into your sales game all in the time it takes to drive to your next appointment.
If you’re ready to jump in and instantly improve your sales EQ, a fan favorite episode released 9/21/22: ‘What's Better In B2B Medical Sales, Being A Product Expert Or A People Expert?’
Location:
United States
Genres:
Entrepreneurship
Description:
Do you want to crush quota and never have the Sunday night blues again? This show is for medical sales reps and those looking to break into medical sales. For those who are high achievers and want to make life-changing money while living a fulfilled life. In this show you’ll learn the right mindset, approach, and skills to be consistent in your performance and reduce anxiety in your sales career. This show has helped people level up, make 7 figures AND reduce stress along the way. We have weekly episodes that provide you with practical, actionable steps to put into your sales game all in the time it takes to drive to your next appointment. If you’re ready to jump in and instantly improve your sales EQ, a fan favorite episode released 9/21/22: ‘What's Better In B2B Medical Sales, Being A Product Expert Or A People Expert?’
Language:
English
Episodes
Leading A High Performance Sales Team
5/8/2024
In this episode, Brandon shares an encore presentation of his appearance on The Sales Leadership Awakening Podcast with Colleen Stanley and Steven Rosen. In this episode, they discuss the essential qualities to look for when hiring salespeople, including a proven track record in B2B sales and a competitive mindset. They also explore the challenges of managing high-performing sales reps and the imporance of creating a collaborative and supportive team culture.
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Duration:00:24:08
How To Handle The Objection Of, "I Need To Speak To My Spouse" In Medical Sales
5/1/2024
In this episode, Brandon discusses the art of selling capital equipment to small businesses by winning over the spouse, a pivotal but often overlooked influencer. He shares strategies on understanding customer profiles, disarming sales pressure, and effectively engaging spouses to secure successful deals.
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Duration:00:16:50
How Is Private Equity Changing The Landscape In Medical Sales?
4/17/2024
In this episode, Brandon discusses private equity's impact on small medical practices as well as medical aesthetic practices and how to position technology for growth and exit strategies.
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Duration:00:13:04
When Times Get Tough We Default To Our Standards In Sales
4/10/2024
In this episode, Brandon discusses how challenging times push people back to their standards rather than goals. He emphasizes the importance of setting high standards based on your identity to achieve success consistently. He offers strategies to redefine identity, break self-limiting beliefs, upgrade environments, and operate with future intentions to elevate your standards and reshape your life.
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Duration:00:13:27
How To Deal With Stress And Anxiety In Medical Sales
3/27/2024
In this episode, Brandon discusses managing stress and anxiety in medical sales, emphasizing acceptance of these emotions as part of achieving success. He differentiates between anxiety and excitement, offering strategies like physical activity, connecting with nature, and seeking external support to cope effectively.
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Duration:00:17:19
What To Do When You Find Yourself In A Competitive Situation In Medical Sales
3/21/2024
In this episode, Brandon discusses navigating competitive sales scenarios. He emphasizes staying calm to avoid appearing needy or defensive. Understanding competition, setting traps, utilizing resources, and maintaining an abundance mindset are keys to success in sales.
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Duration:00:09:46
Which Matters More, Desire Or Discipline In Medical Sales?
3/6/2024
In this episode, Brandon delves into the crucial interplay of desire and discipline in achieving career goals. Emphasizing the need to know your personal "why," he explores the balance between motivation and consistent effort, offering actionable steps to align habits with objectives. The key takeaway: don't negotiate with yourself, reshape your identity through consistent, focused actions, and elevate your sense of worthiness for success.
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Duration:00:12:35
Why It's Better For Customers To Buy In Q1 In B2B Medical Sales
2/28/2024
In this episode, Brandon discusses the unique opportunities for buyers in Q1, emphasizing the importance of rebuilding and targeting new prospects. He explores the dynamics of tax season, advising sellers to understand buyers' concerns and capitalize on the surge in discretionary income. Brandon underscores the benefits for buyers in implementing changes early in the year, citing motivation, staff engagement, and long-term practice growth.
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Duration:00:08:51
Overcoming Objections In B2B Medical Sales
2/21/2024
In this episode, Brandon discusses a critical aspect of sales: handling objections. He contrasts outdated methods with advanced strategies, emphasizing proactive objection handling. Brandon advises on crafting narratives with social credibility, addressing common objections, and staying ahead of competitors. Proactive objection management prevents clients from anchoring objections, a key to successful persuasion in the information age.
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Duration:00:13:02
How Go Get Through The Q1 Lull In B2B Medical Sales
2/14/2024
In this episode, Brandon discusses strategies for navigating the challenging Q1 lull in medical sales. He explores the post-sales meeting crash, the importance of setting clear goals, and emphasizes gamifying the process for motivation. Brandon emphasizes team camaraderie, effective leadership, and the crucial role of setting short-term goals to propel success beyond the Q1 grind.
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Duration:00:17:07
How To Hire "A" Players Into Your Organization In B2B Medical Sales
2/7/2024
In this episode, Brandon delves into the crucial topic of hiring A-level talent for organizational growth. He provides insights for both hiring managers and candidates, discussing strategies for approaching passive and active candidates, emphasizing the importance of understanding individual motivations, and highlighting key considerations beyond compensation. Brandon emphasizes the significance of company mission, product relevance, and trustworthy communication in attracting and retaining top-tier talent. He concludes with a powerful analogy, urging organizations to avoid hiring ducks and instead bring in eagles for sustained success.
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Duration:00:15:13
How To Be The Most Effective Player-Coach In B2B Medical Sales
1/24/2024
In this episode, Brandon explores the crucial role of a player-coach in companies, addressing leadership challenges and sharing insights on hiring, retention, and fostering a culture of growth. He emphasizes the shift from a focus on individual success to creating leaders, highlighting the importance of hiring intentionally and cultivating a mindset of abundance for success in this impactful position.
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Duration:00:12:31
Reputation And Relationships Are Assets In B2B Medical Sales
1/10/2024
In this episode, Brandon discusses the importance of reputation and relationships in sales and business. Sharing insights from a recent coaching call, he emphasizes the traps to avoid, urging you to protect these crucial assets. Tune in for valuable lessons on navigating the highs and lows of professional relationships, with practical advice on maintaining integrity and making lasting deposits into your business journey.
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Duration:00:12:36
Goal Setting For Your B2B Medical Sales Business In 2024
1/3/2024
In this episode, Brandon discusses a unique approach to goal setting for 2024. Breaking away from conventional SMART goals, he explores a more philosophical perspective, urging you to reflect on achievements and embrace the idea of setting audacious goals that require personal growth. Brandon shares his focus on sleep hygiene and a groundbreaking priority: making happiness a tangible goal. He also challenges the correlation between external success and true happiness, emphasizing the power of choosing joy in the present moment.
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Duration:00:15:38
End Of The Year Mindset In B2B Medical Sales
12/27/2023
In this episode, Brandon reflects on the tumultuous year, celebrating remarkable successes in sales despite challenges. Urging relentless drive and desire, he dissects the essence of achievement, advocating for seizing the last moments with unwavering determination and laying the groundwork for a triumphant 2024.
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Duration:00:09:55
When Is It Time To Change Your B2B Medical Sales Strategy?
12/13/2023
In this episode, Brandon delves into the pivotal question of when to change your sales strategy. As the year concludes, he urges reflection on personal and professional goals, emphasizing the need for skill development and mentorship to drive transformative change in your career.
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Duration:00:04:55
How To Re-Engage Old B2B Medical Sales Opportunities
12/6/2023
In this episode, Brandon discusses maximizing December's potential, the 90-day rule from "Fanatical Prospecting," and strategies to revive dormant leads. He urges you to adopt a fresh approach when reconnecting with qualified prospects, emphasizing timely engagement and the art of persuasive, in-person communication to reignite opportunities and seal the deal.
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Duration:00:11:57
How To Navigate The Banking System Right Now In B2B Medical Sales
11/29/2023
In this episode, Brandon discusses the rapidly shifting banking system, crucial for capital equipment sales. He outlines pivotal targets, warns against stagnant approaches, and highlights the seismic changes reshaping high-end markets, impacting medical economies and sales strategies.
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Duration:00:08:21
Three Ways To Deal With Buyer's Remorse In B2B Medical Sales
11/22/2023
In this episode, Brandon discusses the harsh realities of buyer's remorse, offering three potent strategies for handling it. From empathy as a key tool to involving post-sale support early and preemptively addressing emotional highs and lows, he challenges the rush for the elusive "one call close," advocating for a mindful, step-by-step approach in sales.
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Duration:00:14:58
The Wrong Way To Use Urgency In B2B Medical Sales
11/15/2023
In this episode, Brandon discusses the current challenges in the market, emphasizing the interconnectedness of success. He delves into the wrong way to use urgency in sales, highlighting the need for creativity and authenticity. Brandon shares insights on building urgency from the beginning, maintaining a high energetic state, and aligning values with prospects. He stresses the importance of earning the right to apply pressure, intertwining ROI throughout the narrative, and allowing customers to truthfully express hesitations.
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Duration:00:21:38