Credibility isn’t what you think it is — it’s not what you believe, it’s what your customers and colleagues experience. And in today’s high-stakes MedTech environment, skipping the small details or ignoring key feedback can quietly erode trust, stall deals, and block innovation.

In this episode, sponsored by Physician Growth Accelerator, we talk with Bill Facteau, President and CEO of Earlens, about how credibility shapes every level of success, from individual sales calls to boardroom pivots. Bill shares lessons from leading multiple MedTech startups, why great products still fail without the right strategy, and how Earlens’ creation of Virsono Hearing Centers offers a new model for delivering better hearing care.

What we discuss in the episode:

• Why credibility depends on how others perceive you, not how you see yourself
• The overlooked role of preparation and discipline in winning (or losing) sales trust
• How feedback loops between sales and leadership drive better pivots and strategies
• Why even world-class MedTech products fail without the right business model and market fit
• Lessons from Earlens’ creation of Virsono Hearing Centers and how they reshaped hearing care delivery

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Physician Growth Accelerator
• Earlens

Social Media:

• Connect with Bill on LinkedIn
• Connect with Zed on LinkedIn

Navigating the intricate landscape of medical technology often involves overcoming substantial challenges, not just in device innovation but also in ensuring successful integration into healthcare systems. One significant hurdle is the adoption of new technologies by general practitioners, who require tools that are both effective and easy to integrate into their existing workflows without the complexities of specialist equipment.

In this week’s episode, sponsored by Physician Growth Accelerator, we are joined by Cody Simmons, co-founder and CEO of DermaSensor. Cody discusses DermaSensor, a revolutionary device that simplifies skin cancer detection, enabling general practitioners to diagnose with the accuracy of dermatologists. We delve into the story of DermaSensor, from its initial conception to achieving FDA clearance and the challenges faced in bringing this innovative technology to market.

What we discuss in the episode:

• The development of DermaSensor and its impact on simplifying skin cancer detection for non-specialists.
• The barriers to technology adoption in healthcare, particularly issues around reimbursement and system integration.
• Strategies employed by DermaSensor to navigate regulatory hurdles and market challenges.
• Real-world benefits of the device in improving diagnostic accuracy and reducing healthcare inefficiencies.

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Physician Growth Accelerator
• DermaSensor

Social Media:

• Connect with Cody on LinkedIn
• Connect with Zed on LinkedIn

Are your sales and marketing teams aligned—or are they unintentionally sabotaging each other? The tension between market development initiatives and protective sales teams can derail even the best medical device strategies, leaving practices skeptical and patients underserved. Identifying the right approach isn't just critical—it's transformative.

In this episode, sponsored by Physician Growth Accelerator, we talk with Aryn Peled, Managing Director at TrackableMed. Aryn draws from her extensive experience in market development and sales to unpack how successful co-marketing bridges the gap between medtech companies and healthcare practices. She reveals the pitfalls of poorly executed co-marketing programs, strategies to identify ideal physician partners, and why effective onboarding can amplify patient trust and practice success.

What we discuss in the episode:

• Why your top-performing practices might actually be the worst candidates for co-marketing
• How compliance and clear goal-setting are crucial for successful marketing collaborations
• Strategies to uncover deeper insights into customer practices through co-marketing discussions
• Leveraging psychological principles like commitment bias to increase practice engagement
• Practical approaches for seamlessly integrating co-marketing into your med tech sales arsenal

Resources from this episode:

• Get the free MedTech Talk Tracks for Action
• Physician Growth Accelerator

Social Media:

• Connect with Aryn on LinkedIn
• Connect with Zed on LinkedIn