The MedTech Sales Playbook
Clinical Selling to Sell Solutions, Build Trust, and Win Without Chasing the Business
By Eric Lambert
More than 70% of MedTech sales reps miss their targets.
Not because their product isn't good. Not because the customer isn't ready. But because most reps still use outdated sales techniques that no longer work in healthcare.
This isn't just another sales book.
It's the
first playbook written specifically for Medical Device and MedTech professionals
-from the field, for the field.
Whether you're:
- New to MedTech sales and looking to build a rock-solid foundation - A rep struggling to gain access, build trust, or move deals forward - A seasoned performer ready to lead with confidence and credibility...
This book will help you:
✅ Shift from product-pusher to trusted clinical partner ✅ Sell solutions, not just features ✅ Build scientific credibility and clinical alignment ✅ Navigate objections, silence, and slow-moving stakeholders ✅ Lead buying conversations across decision-makers ✅ Close without pressure-and without losing trust
Inside, you'll find:
- 11 field-tested chapters built around real-world MedTech sales situations - Tactical tips, do's and don'ts, and practical frameworks - A bonus toolbox with checklists, conversation starters, and follow-up tools - A final challenge to lead the next era of solution-driven, value-based selling
If you sell medical devices or technologies in today's complex healthcare environment, this is the guide you've been waiting for.
Stop chasing the business.
Start becoming the one they trust.