#4 : US Director of Sales Operations for Saluda Medical Scott Walle on how to win in any territory, the importance of resilience , the art of becoming irreplaceable and much more
07/02/20 • 44 min
In this episode of the Med Device Unleashed Podcast, I speak with Scott Walle the director of sales operations at Saluda medical, a spinal cord stimulator startup company. He shares the details of his career as a med device sales rep for many years.
Listen in to learn the importance of understanding your clients (doctors) pain points as a med device sales rep and then finding a solution to solve them. You will also learn how to make yourself irreplaceable in your clients’ eyes by being a real challenger.
“When you become indispensable in that way with your customers, you become very hard to replace.”- Scott Walle [29:47]
“Winning business is one thing, putting walls up around your business that is impenetrable, that’s a different conversation.”- Scott Walle [33:37]
Top Takeaways:
· Learning to leverage all your strengths and weaknesses as a sales rep in the med device industry.
· The importance of an MBA in furthering your career.
· The power of being resilient as a med device sales rep to succeed.
· What separates the real challenger and the farmer-type rep in the industry.
· The importance of having a good foundation in sales and objectives that lead you.
· How to make sure that you’re not easily replaceable by understanding your customers’ struggles and finding the fix for it.
Episode Timeline:
· [1:34] How spinal cord stimulation devices are designed to alleviate chronic pain in patients and return them to normal while in the hands of the right doctor.
· [2:31] What it means to be a smokejumper in the medical device world.
· [4:18] The importance of understanding how to leverage your strengths and weakness as a rep in any territory.
· [6:32] He explains the functions of the Prosellus tool that he came up with and the impacts it had.
· [8:57] The questions that should drive you to get a master’s degree even when you’re a successful sales rep in the med device industry.
· [13:20] How to look at the glass half full and see every opportunity as a way to grow.
· [18:11] He describes his incredible experience working for Johnson& Johnson with their training program.
· [21:40] How to define the value you offer to the doctors by understanding their struggle and then offering the solution.
· [30:20] How to understand your doctor’s pain point to help solidify their business.
· [35:54] How to avoid making mistakes that could cost your reputation as a med device sales rep.
· [37:18] He talks about the success and the purpose of the blog he wrote that won him an award.
· [40:23] He shares his craziest OR story.
In this episode of the Med Device Unleashed Podcast, I speak with Scott Walle the director of sales operations at Saluda medical, a spinal cord stimulator startup company. He shares the details of his career as a med device sales rep for many years.
Listen in to learn the importance of understanding your clients (doctors) pain points as a med device sales rep and then finding a solution to solve them. You will also learn how to make yourself irreplaceable in your clients’ eyes by being a real challenger.
“When you become indispensable in that way with your customers, you become very hard to replace.”- Scott Walle [29:47]
“Winning business is one thing, putting walls up around your business that is impenetrable, that’s a different conversation.”- Scott Walle [33:37]
Top Takeaways:
· Learning to leverage all your strengths and weaknesses as a sales rep in the med device industry.
· The importance of an MBA in furthering your career.
· The power of being resilient as a med device sales rep to succeed.
· What separates the real challenger and the farmer-type rep in the industry.
· The importance of having a good foundation in sales and objectives that lead you.
· How to make sure that you’re not easily replaceable by understanding your customers’ struggles and finding the fix for it.
Episode Timeline:
· [1:34] How spinal cord stimulation devices are designed to alleviate chronic pain in patients and return them to normal while in the hands of the right doctor.
· [2:31] What it means to be a smokejumper in the medical device world.
· [4:18] The importance of understanding how to leverage your strengths and weakness as a rep in any territory.
· [6:32] He explains the functions of the Prosellus tool that he came up with and the impacts it had.
· [8:57] The questions that should drive you to get a master’s degree even when you’re a successful sales rep in the med device industry.
· [13:20] How to look at the glass half full and see every opportunity as a way to grow.
· [18:11] He describes his incredible experience working for Johnson& Johnson with their training program.
· [21:40] How to define the value you offer to the doctors by understanding their struggle and then offering the solution.
· [30:20] How to understand your doctor’s pain point to help solidify their business.
· [35:54] How to avoid making mistakes that could cost your reputation as a med device sales rep.
· [37:18] He talks about the success and the purpose of the blog he wrote that won him an award.
· [40:23] He shares his craziest OR story.
Previous Episode
#3 : Matt Dixon on all things Challenger Sale , building constructive tension and how to win in todays selling environment
In this episode of the Med Device Unleashed Podcast, Jamie Tipton talks to Matt Dixon, the co-author of multiple books including the Challenger Sale, Challenger Customer, and Effortless Experience. He shares the details of the research that was done before writing both the Challenger Sale and Customer.
Listen to learn the importance of getting to know your customers’ buying behaviors and how you can form a relationship based on that. You will also learn how the market in 2020 relates to that of 2008-2011 due to similarities in economic status.
“The way you back that up, the way you engage customers early, the way you shaped the way the customers thinks is by creating a relationship not build on diagnosing what’s keeping that customer up at night but instead build on showing the customer what should be keeping them at night.”- Matt Dixon [10:11]
Top Takeaways:
· Learning to be a relationship builder as a salesperson.
· How to create a unique brand with your customers by coaching them to buy your products.
· Why 2020 is a great opportunity to study sales just like the late 2000s were.
· Questions you need to ask yourself if you feel you aren’t challenging your customer enough.
Episode Timeline:
· [2:50] He explains the process of research they did before writing the Challenger Sale book.
· [8:25] Learning to shape the customer’s thoughts by creating a certain relationship.
· [12:16] Why a challenger needs to create disagreements with the customer for a relationship to form.
· [15:04] The change in customer buying behavior over the years and how the challenger can still form a relationship with them.
· [18:19] Creating a brand in the marketplace by delivering value to the customer.
· [29:32] How the challenger coaches the customer on how to buy their products.
· [32:45] How the Challenger Sale concept can be applied in today’s pandemic economy.
· [38:35] The opportunity that exists right now to study sales.
· [43:34] Some tips on what you can go and do with your customer as a challenger.
Relevant Links:
LinkedIn: https://www.linkedin.com/in/matthewxdixon/
Website: https://tethr.com/
The Challenger Sale: https://tinyurl.com/The-Challenger-Sale-Book
The Challenger Customer: https://tinyurl.com/The-Challenger-Customer-Book
The Effortless Experience: https://tinyurl.com/The-Effortless-Experience-Book
Harvard Business Review Article: https://hbr.org/2012/07/the-end-of-solution-sales
Next Episode
#5 : Cam Sexton CEO/Founder of RelayOne on - Entrepreneurial spirit , defeating self doubt , finding your niche and dominating it and much more
How RelayOne Software Serves The Rep Community and Surgical Staff
In this episode of the Med Device Unleashed Podcast, Jamie Tipton speaks with Cam Sexton, the CEO, and founder of RelayOne. A design software and a mobile application that delivers real-time data straight from the OR to your phone. He talks about the inspiration behind the RelayOne software and the growth strategies they have utilized to penetrate it into the medical market.
Listen in to learn the process of creating software in the healthcare industry that services both the interests of med reps and the hospital. You will also hear why you need to take that shot and become an entrepreneur if you have an idea that could benefit the medical industry.
Standout Quotes:
“If you can build something that saves people time and money then, generally speaking, people will want it and will want to pay for it too.”- Cam Sexton [4:48]
“Build a product that solves a problem and then listen to your customers and what your customers are telling you they want, that is the stuff that you should go build.”- Cam Sexton [32:07]
“Being a rep is super hard it’s just like being an entrepreneur don’t be afraid to go out there and take a shot.”- Cam Sexton [36:49]
Top Takeaways:
· How to find a real problem and a simple solution for it in healthcare.
· How to pitch with passion for your product to outdo the competition.
· Understanding how to create a valuable product with visible return on investment.
· The benefit of creating a medical product that caters to all ends of the spectrum.
· The benefits of due research before creating a consumer-friendly software.
Episode Timeline:
· [1:33] The strategies that RelayOne is using to grow effectively in 2020.
· [2:49] How Cam’s personal experience as a med rep struggling with schedule led him to build RelayOne which is a software for OR teams.
· [5:16] He explains where the name RelayOne came from.
· [7:35] He compares the similarities between running your territory as a med rep with entrepreneurship.
· [10:20] How they use software selling to show the value of their product.
· [12:48] The strategies to use when presenting your product to potential customers and investors.
· [14:42] He explains how they pitched for RelayOne by presenting the problem with a passion and instantly got funding.
· [17:31] Cam describes how he applies lessons he learned in college sports in his role as a CEO and life in general.
· [19:56] He narrates the challenges he experienced as a medical rep that led him to create a product that is not only for reps but is beneficial for hospitals too.
· [24:17] How they handled the creation of easy software to integrate into most healthcare systems.
· [25:24] How he put up engineers with experience in creating consumer software which makes it easy for med reps and hospitals with zero work.
· [29:49] He explains why RelayOne software was specifically created with med reps in mind plus other products they are working to solve industry problems.
· [35:20] Why you should risk with entrepreneurship if you have a viable idea that is worth the shot.
· [38:31] He shares what career path he would have followed if he was not in the medical device world and where he got his entrepreneurial spirit from.
· [40:48] He talks about his experience with his previous employer.
Relevant Links:
Website: https://www.relayone.com/
LinkedIn: https://www.linkedin.com/in/camsexton/
Email: [email protected]
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