Synopsis
According to a recent survey, over half of all independent physicians are looking to alternative practice models to maintain their independence. This includes the use of medical ancillaries.This podcast is geared at medical sales professionals who work in the ancillary space. We will be discussing a wide-range of topics, each centered around giving you a full understanding of the medical ancillary space and making you a trusted resource for physicians.The format is conversational. No scripts, no boring lectures, just real professionals in the medical ancillary industry helping you achieve your maximum potential.
Episodes
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Episode #147 - Pathology
10/06/2019 Duration: 16minPathology is involved in 70% of healthcare diagnosis, yet very few sales reps promote this laboratory sector. Mike and Viv discuss some of the key selling points to close Pathology accounts.
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Episode #170
10/06/2019 Duration: 11minIn this episode Mike and Viv share their thoughts on navigating the political conversations that inevitably occur in sales.
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Work Smarter not Harder with Alyssa Flores Episode #219
10/06/2019 Duration: 09minIn this podcast, Mike and Viv talk to Alyssa Flores on how she has found her success in this industry. Alyssa shares her pearls of wisdom that have helped her outperform in this competitive and challenging space by working smarter, not harder.
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Episode #102 - Getting referrals
10/06/2019 Duration: 15minGetting referrals is the best shortcut to grow your business. In this episode, we discuss some strategies for maximizing your referral network.
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Episode #43 - Equipment Sales
10/06/2019 Duration: 10minViv Hudson breaks down her strategy on selling capital equipment to physicians
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Episode #29 - Patholgy II
10/06/2019 Duration: 16minViv is on location in this episode where we discuss another Pathology solution
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Episode #181 Selling Osteo Arthritis Program
10/06/2019 Duration: 12minIn this epidsode, Mike and Viv discuss the selling of the new Osteoarthritis program to physicians. This end to end program provides a complete solution for physicians to help patients suffering from chronic pain associated with osteoarthritis.
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Episode #184
10/06/2019 Duration: 11minIn this podcast, Mike and Viv discuss the importance of keeping a CRM for your sales calls. Both of them have some useful tips and tools to help keep you organized and following though on your leads.
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Episode #109
10/06/2019 Duration: 19minRobert Castaneda joins us to discuss the winning mindset to succeed in medical sales
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Episode #76 - EHA Update
10/06/2019 Duration: 16minThe Electronic Health Assessment has a new subscription model. Bob Esty joins us to discuss the details.
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Episode #70 - Compliance
10/06/2019 Duration: 15minPhysicians are inherently risk-averse. While many physicians like the idea of adding ancillaries to their practices, fear of being out of compliance with Federal and State regulations keeps some from moving forward. Compliance expert David Wolf discusses.
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Episode #98 - Breaking out of a sales slump
10/06/2019 Duration: 14minMike and Viv share some of their strategies for breaking out of a sales slump.
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Episode #85 - Specialty Pharmacy
10/06/2019 Duration: 17minIf you are looking for an ancillary with high residual income, this is the one! Doctors save time, patients save money, you make great commission....everyone should have this program in their bag.
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Episode #199
10/06/2019 Duration: 17minIn this podcast, Mike and Viv talk about Observational Studies with Gary Rees. This ancillary provides great benefits to patients, physicians and the sales rep. Observational Studies are a great way for doctors to gain experience in medical trials.
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Episode #72 - SPIN Selling
10/06/2019 Duration: 14minMike and Viv do a sales role play, using molecular PCR testing. They demonstrate how to structure the conversation using SPIN selling techniques. Master this method and your close ratios will soar!
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Episode #112 - Recovering from a bad sales call
10/06/2019 Duration: 13minWe've all been there. It's hard enough getting a decision-maker's time. When you screw up, it can be disheartening. In this episode, we discuss how to recover from a bad sales call.
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Sales Podcast with Dave Rominski episode #214
10/06/2019 Duration: 12minThe Every Ancillary Medical Sales Podcast is adding some extra episodes. These will be focused on sales techniques and sales success. In this podcast, Mike and Viv talk to Dave Rominski about how he engages his physicians with his sales techniques.
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Trends for 2019
10/06/2019 Duration: 14minIn this podcast Mike and Viv cover their top 6 trends for 2019. Find out the top picks in Ancillary Programs at Every Ancillary for the coming year.
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Episode #33 - New Pathology test for OBGyn
10/06/2019 Duration: 14minNew test available in the women's health arena. This test shows physicians which patients might be at an increased risk for developing cervical cancer. Saves lives and has a great reimbursement as well!