The Medical Sales Podcast
The Medical Sales Podcast provides advice and stories for people entering medical sales and for representatives who want to advance their careers. It features interviews with top sales reps, executives, MedTech entrepreneurs, and surgeons across pharmaceutical, medical device, medical supply, wound care, and diagnostics fields. Episodes cover practical strategies, career development, and real-world experiences from the medical sales industry. The show also discusses building a professional brand and increasing clinical impact.
Episodes
From PT Burnout to Medical Sales: How She Made The Switch
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with April Hoffman, a former physical therapist who transitioned into medical sales after realizing that the demands of clinical practice were no longer aligned with her financial goals, family life, and long-term career ambitions. April shares the realities of physical therapy, including rising education costs, reimbursement
Why So Many Medical Sales Reps Never Make President's Club
In this solo episode of the Medical Sales Podcast, Samuel Adeyinka breaks down why medical sales reps plateau and what separates those who stay stuck from those who continue to grow, earn more, and advance their careers. Samuel explains the four biggest reasons reps stop progressing: confusing activity with strategy, failing to continuously sharpen their selling skills, building wide relationships
Which Medical Sales Specialty Is Right For You?
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Steven Drummond, a technology-based orthopedics sales professional at IntelliJoint, to unpack his unique career journey across multiple areas of medical sales. Steven shares how he transitioned from endoscopy and capital equipment to wound care, trauma, ophthalmology, and ultimately orthopedic technology, explaining what
A Day In The Life Of A Vascular Therapies Consultant At Boston Scientific
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Pete Okonkwo, a Vascular Therapies Consultant at Boston Scientific, to give listeners an inside look at what it really takes to succeed in vascular medical device sales. Pete explains what a typical day looks like, from arriving early for procedures and managing inventory to supporting interventional radiologists, interve
What It Actually Takes to Break Into Medical Device Sales
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Jerry Ennett, a medical device sales leader and expert in orthopedic navigation technology, to discuss the future of medical technology, what it really takes to sell complex products in the operating room, and how to build a successful career in medical device sales. Jerry shares his journey from an engineering background
If I Had to Break Into Medical Sales Again in 2026, Here's What I'd Do
In this solo episode of the Medical Sales Podcast, Samuel Adeyinka answers a critical question: if he had to start over and break into medical sales after 2026, what would he do differently? Samuel breaks down his approach for three different types of professionals: recent college graduates, clinical professionals, and business professionals looking to transition into medical sales. He explains wh
From Student to $27 Million Medical Sales Entrepreneur in 3 Years
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Gabe Albacete, a medical sales entrepreneur who went from an engineering career and $50K in debt to building a wound care business that has generated $27 million in sales. Gabe shares his journey from engineering at companies like Stryker to breaking into medical sales, launching his own distributorship, and discovering t
Life Inside Cardiac Rhythm Management Sales: The Reality Nobody Shows Us
In this episode of the Medical Sales Podcast, host Samuel Adeyinka sits down with Jaymen McClain, a Senior Cardiac Rhythm Management Sales Rep at Medtronic, to take listeners inside the fast-paced world of cardiac medical device sales. Jaymen shares what a typical day looks like, from supporting pacemaker and ICD implants to working alongside electrophysiologists and cardiologists, managing a team
The Communication Formula That Separates Top Medical Sales Reps From Everyone Else
In this episode of the Medical Sales Podcast, host Samuel Adeyinka sits down with Heather Hansen, a former medical malpractice defense attorney of 25 years, communications consultant, keynote speaker, and coach, to explore the three C's of effective communication in medical sales: compassion, credibility, and charisma. Heather shares practical strategies for understanding healthcare professionals
How to Master Health Tech Sales
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Brendan McAdams, a seasoned healthcare sales coach and expert, to break down what it really takes to succeed in healthcare tech and medical sales. Brendan shares practical advice for both new and experienced reps, including how to stop selling too early, listen more effectively, ask better questions, build trust with cust
What Hiring Managers Want Reps to Know
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Jon Alwinson, an Endoscopy Regional Manager, to uncover what hiring managers really look for when interviewing candidates for medical device sales roles. Jon shares the most common mistakes candidates make during interviews, from giving long-winded answers and failing to prepare, to missing opportunities to demonstrate co
The Truth About Specialty Pharma Sales: The Money, The Lifestyle, And Who It's Really For
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Kweku Larbie, an immunology sales representative at Johnson & Johnson, to explore what it's really like to sell specialty pharmaceuticals in gastroenterology. Kweku explains how biologic therapies for Crohn's disease and ulcerative colitis differ from traditional pharmaceutical products, why specialty sales comes with gre
What It Actually Takes To Go From Top Rep To Sales Leader
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Steve Gielda, co-founder of Ignite Selling, to explore what separates average medical sales reps from top performers and how great sales managers develop winning teams. Steve shares decades of experience training life science organizations, explaining why strategic account planning, challenging customer thinking, and aski
How This Physical Therapist Broke Into Pharmaceutical Sales
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Meredith Gehl, a physical therapist and graduate of the Medical Sales Career Builder, to unpack how she transitioned from patient care into pharmaceutical sales in just five weeks. Meredith shares why she began questioning her long term future in physical therapy, how student debt, limited income growth, and a lack of car
How to Succeed in The Laser Aesthetic Sales Industry
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Derek Sanz, a regional sales director with nearly 20 years of experience in medical device and aesthetic sales, to unpack what it takes to succeed in the highly competitive world of laser aesthetics. Derek shares how the industry works across med spas, dermatology practices, and plastic surgery offices, why capital equipm
What Separates Average Reps From President's Club Reps
In this solo episode of the Medical Sales Podcast, Samuel Adeyinka breaks down how medical sales reps can turn a struggling territory into a high performing one by building a real system instead of relying on effort alone. Samuel shares a personal story from his own career, where he went from being a top national performer to the bottom of the sales force after a competitor disrupted his territory
Medical Sales Reps Are Doing This All Wrong
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Dr. Diego Lima, an orthopedic surgeon, to unpack what medical sales reps need to understand about working with surgeons in and outside the operating room. Dr. Lima shares how his career in orthopedics has shaped the way he prepares for surgery, builds trusted teams, and evaluates the reps who support him during complex pr
What Background Do You Need For Medical Sales?
In this solo episode of the Medical Sales Podcast, Samuel Adeyinka breaks down why so many aspiring and current medical sales professionals struggle to find the right fit in the industry. Samuel explains that the issue is not always background, talent, or effort, but often the inability to translate past experience into the specific value a hiring manager needs to see. He unpacks why medical sales
Why Smart People Fail to Break Into Medical Sales
In this solo episode of the Medical Sales Podcast, Samuel Adeyinka speaks directly to aspiring medical sales professionals who have spent months applying, networking, researching companies, and interviewing without landing an offer. Samuel explains why repeated rejection does not necessarily mean someone lacks the right background, experience, or potential, but often signals that they are relying
The Four Careers Hidden Inside Medical Sales
In this solo episode of the Medical Sales Podcast, Samuel Adeyinka breaks down the four career pathways that shape long term success in medical sales. Drawing from years of helping professionals break into and grow within the industry, Samuel explains why getting into medical sales is only the beginning, and why the real career defining decisions come after. He walks through the architect, the cli
Medical Sales Is Not Just a Job
In this solo episode of the Medical Sales Podcast, Samuel Adeyinka breaks down why medical sales should be treated as a career, not just a job. Drawing from years of helping hundreds of professionals break into the industry through Evolve Your Success, Samuel explains what nurses, clinicians, recent graduates, and career changers need to understand before choosing medical sales as their next path.
Why Medical Sales Has Changed Forever. And Most Reps Aren't Ready
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Mark Copeland to break down what today's medical device reps need to understand about building a sustainable career in a changing medtech landscape. Mark shares lessons from decades in medical device sales, leadership, consulting, and training, with deep experience in the operating room, sterile processing, spine, periope
From Military to Medical Sales: Learn How to Break Into the Industry
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Jason Brooks to unpack his journey from serving as a Navy hospital corpsman and working alongside Marines in Iraq to building a successful career across surgical devices, capital equipment, genetic testing, and biotech. Jason shares how his early medical training, military leadership experience, and business background he
The Key to Succeed At Medical Sales
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Greg Olson to break down the world of cardiac rhythm management and what it really takes to succeed as a clinical specialist or sales rep in CRM. Greg explains how pacemakers, defibrillators, and heart failure devices are supported in the field, why patient focus matters more than chasing money, and how clinical specialis
From Brazil to 1099 Wound Care Rep: Navigating Medical Sales as an Immigrant
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Dayana Gill to break down what it really takes to succeed as a 1099 wound care rep, from building discipline, structure, and a strong entrepreneurial mindset to creating your own opportunities in a competitive industry. Dayana shares her inspiring journey into medical sales, how personal experiences shaped her passion for
Bridging Clinical and Business Needs in Medical Sales
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with TJ Quigley to break down the biggest shift in medical sales: why features and benefits selling no longer works and how value driven selling wins in today's healthcare landscape. TJ explains how buying decisions have moved from physicians to complex committees, forcing reps to connect clinical outcomes with financi
Navigating Risk: From Pharma to Medical Device Entrepreneur
In this episode of the Medical Sales Podcast, Samuel sits down with Stéphan Toupin to unpack one of the boldest transitions in medical sales, from a successful pharmaceutical career into the riskier but far more flexible world of medical device distribution and entrepreneurship. Stéphan shares why he willingly took a major pay cut to leave pharma, how freedom mattered more to him than salary, and
From Dentistry to Innovation
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Dr. S. Thaddeus Connelly, an oral and maxillofacial surgeon, to unpack what medical sales professionals need to understand about selling to surgeons in high stakes surgical environments. Dr. Connelly shares his journey from dental school to becoming an MD, surgeon, and PhD, then gives an inside look at the operating room,
From Stuck Medical Sales Rep to Dream Role in Single-Use Endoscopy
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Jerry Johnson Jr., a former UCLA and NFL athlete who successfully transitioned into medical device sales and now represents Ambu, the global leader in single use endoscopy. Jerry breaks down what single use endoscopy actually is, how it compares to traditional reusable scopes, and why more clinics are embracing the conven
Mastering Urology Device Sales: A Journey From Teacher to Territory Manager
In this episode of the Medical Sales Podcast, host Samuel Adeyinka sits down with Naz Momtaz, a Medical Sales Career Builder graduate who broke into medical device sales after transitioning from teaching and family business sales, then quickly earned a promotion to Territory Manager for Endo Urology at Becton Dickinson. Naz shares what it is really like to work in elective urology medical device s
Navigating Acute Care Sales: Insights From a Social Media Star
In this episode of the Medical Sales Podcast, host Samuel Adeyinka sits down with Emmanuel Orange, an acute care sales rep at Medline, to break down what it really means to be the connector inside a hospital. Emmanuel shares how he manages relationships across entire health systems, from supply chain to clinicians, while overseeing hundreds of product categories and acting as the go to resource fo
Navigating Anesthesia Sales And Strategy
In this episode of the Medical Sales Podcast, host Samuel Adeyinka sits down with Marie Robert, a GE Healthcare product sales specialist, to break down what it's really like selling capital medical equipment in one of the most competitive markets in the world. Marie shares how she entered the industry through GE's Commercial Leadership Program, what a day in the life of a New York City medical sal
Navigating Medical Sales: A Full Cycle Rep's Journey
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Alex Kinsel, a rising medical device rep specializing in noninvasive pain management. Alex breaks down what it really means to be a full cycle rep, from prospecting and clinician relationships to hands on patient education inside the VA system. He shares how autonomy, discipline, and strong CRM habits drive performance, w
Innovating Pain Management: A Deep Dive Into Medical Device Sales
In this episode of the Medical Sales Podcast, host Samuel Adeyinka sits down with Alex Kinsel, a medical device rep specializing in noninvasive pain management within the VA system. Alex breaks down how his electrotherapy technology works, how it helps veterans reduce chronic pain, improve mobility, and reclaim their daily lives, and what it takes to sell into an integrated delivery network like t
1099 Government Medical Sales Jobs (No Bachelor's Required)
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Gage Mize, Director of Government Sales at Med Pro Associates, to break down what "government sales" really looks like inside healthcare. Gage explains how a 1099 contract sales organization supports VA and DoD facilities by representing dozens of manufacturers, from capital equipment to everyday disposables, and why unde
From Patient Care To Sales Mastery
In this episode of the Medical Sales Podcast, host Samuel Adeyinka sits down with Jaclene Corstorphine, a seasoned medical device sales leader known for building her career around disruptive technologies. Jaclene shares how moving across specialties helped her grow faster, why selling solutions and programs matters more than selling products, and what it really takes to succeed in startup and inno
Journey of a Maxillofacial Surgeon: From Dentistry to Innovation
In this episode of the Medical Sales Podcast, host Samuel Adeyinka sits down with Dr. S. Thaddeus Connelly, an oral and maxillofacial surgeon, professor, and researcher, to give medical sales professionals a rare behind the scenes look at what it takes to earn a surgeon's trust and win in the OR environment. Dr. Connelly breaks down his path from dentistry to an MD and PhD, what a real operating r
From Respiratory Therapist to Sales Manager
In this episode of the Medical Sales Podcast, host Samuel Adeyinka talks with Shawn Mertes about the DME and acute care side of medical device sales and why it is one of the most underrated entry points into the industry. Shawn shares his journey from respiratory therapist to territory manager, clinical specialist, and now regional sales manager at a smaller distributor, explaining how rental base
Beyond Medical Sales: A Journey of Self-Discovery
In this episode of the Medical Sales Podcast, Samuel sits down with Johnny Caffaro to unpack one of the most talked about career pivots in the medical device world. Johnny shares what it looked like to build a personal brand so big on LinkedIn that it drew attention inside Stryker, how weekly legal reviews and pressure to stop posting escalated fast, and why the company ultimately pushed for a mut
The Future of Endoscopy Sales: Strategy, Leadership and Growth
In this episode of the Medical Sales Podcast, Samuel sits down with endoscopy leader and author Jon Alwinson. John shares insights from his bestselling books on sales, faith, and leadership, and explains the role of endoscopy in modern medicine. He discusses the daily life of an endoscopy sales rep, the importance of building strong relationships with physicians, and key strategies for sales succe
From Medical Sales to Real Estate Wealth
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Christopher Price, a pharmaceutical executive with over 20 years in life sciences who built a parallel path to wealth through real estate investing. Christopher shares his journey from Division I football and early pharma internships to leading content and marketing operations at a top pharmaceutical company. He opens up
Pharma Sales vs 1099: The Real Tradeoffs No One Explains
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Bruce E. Brown, a seasoned sales professional with over 20 years in pharma who made a rare and successful transition into medical device sales as an independent 1099 distributor. Bruce shares how he broke away from the corporate structure, built his own LLC, and created a sustainable business by representing multiple prod
What Every Sales Rep Needs to Thrive in the Medical Sales Industry
In this episode of the Medical Sales Podcast, Samuel sits down with Amy Harrington, a seasoned sales training and enablement leader who has built and scaled training programs across startups and global medtech organizations. Amy shares her unconventional path from surgical tech to nurse to orthopedic rep, and ultimately into becoming a trusted architect of sales education and practice development.
How He Went From Sales Rep To Successful Leader
In Part 2 of this Medical Sales Podcast conversation, Samuel continues the deep dive with Rashago Kemp, a regional director in the biologics and wound care space, breaking down the real differences between W2 and 1099 medical sales. Rashago shares how he manages independent reps, why leverage and motivation work differently outside of W2 roles, and what separates average reps from elite performers
Revolutionizing Wound Care With Biologics
In this episode of the Medical Sales Podcast, Samuel sits down with regional director Rashago Kemp to explore the world of biologics and regenerative wound care, revealing how amniotic tissue is transforming outcomes for diabetic foot ulcers, venous leg ulcers, pressure injuries, and complex wounds that traditional care can't heal. Rashago breaks down the science behind why this tissue works, why
Breaking Into Medical Device Sales: The Endoscopy Advantage
In this episode of the Medical Sales Podcast, Samuel sits down with endoscopy leader and author Jon Alwinson to break down what makes GI and ASC sales one of the most predictable, high-impact spaces in medical devices while unpacking Jon's journey from failed entrepreneur to Stryker associate, rookie-of-the-year rep, and now ASC leader at Boston Scientific. Jon shares the systems that drive top-ti
Part 2: The Unseen Side of Pharma Sales During the Opioid Crisis and How it Led to Innovation
In this gripping episode of the Medical Sales Podcast, Samuel sits down with Jennifer Jones, a former top Purdue Pharma rep who lived through one of the most turbulent eras in pharmaceutical history. Jennifer recounts her shocking personal encounters with the FBI, the emotional strain of grand jury testimony, the collapse of Purdue from the inside, and the complicated reality reps faced far beyond
Part 1: Pharma to Entrepreneurship: The Inside Story of Selling Through the Opioid Crisis
In this episode of the Medical Sales Podcast, Samuel sits down with Jennifer Jones, a former top Purdue Pharma rep who lived through the rise, collapse, and aftermath of one of the most controversial chapters in pharmaceutical history. Jennifer opens up about her early passion for pain management, what reps were taught, how Q12 vs Q8 dosing shaped patient experiences, and the moment Purdue shut do
Part 2: Mastering Communication in Medical Sales
In this episode of the Medical Sales Podcast, Samuel sits down with Dan Docherty, partner at BrainTrust and co-author of NeuroSelling 2.0, to explore what it truly takes to become a world-class communicator in medical sales. Drawing from his decades of experience in pharma and neuroscience-based training, Dan reveals the five key skills every rep must master—developing a communication process, ask
The Power of Building Trust in Medical Sales
In this episode of the Medical Sales Podcast, Samuel talks with Dan Docherty from BrainTrust about how neuroscience is transforming the way medical sales professionals build trust and communicate with impact. Drawing from his 25-year career in pharma, Dan explains how traditional training focuses too much on product and not enough on human connection. He introduces the concept of NeuroSellin
Mastering the Medical Sales Industry
In this episode of the Medical Sales Podcast, Samuel interviews Steven Drummond from Intellijoint Surgical, who shares his journey across endoscopy, wound care, trauma, ophthalmology, and tech-based orthopedics. Steven reveals how Intellijoint's navigation system empowers surgeons with precision and autonomy, and what it really takes to succeed in medical sales—from mastering structure and time ma
Navigating the Future of Healthcare Sales
In this episode of the Medical Sales Podcast, Samuel sits down with Steven King, president of a U.S. medtech company transforming medical education through cutting-edge virtual dissection tables. Steven shares how this groundbreaking technology is changing how anatomy is taught—replacing traditional cadavers with 3D, interactive digital models that bring the human body to life. He reveals the chal
Navigating Content Strategy for Business Growth
In this episode of the Medical Sales Podcast, Samuel sits down with medtech strategist and creator Omar M. Khateeb to unpack how startups, reps, and leaders can win attention and turn it into revenue in 2025. Omar shares why LinkedIn is still the #1 starting point, when to expand to X, Meta, and YouTube, and how senior leaders at brands like Intuitive and Zimmer use storytelling to engineer market
Mastering The Medtech Game: Leadership, Attention, And Growth
In this episode, medtech marketer and MarketCraft founder Omar M. Khateeb joins Samuel to break down how early-stage and growth companies can engineer markets, not just chase attention. From mastering LinkedIn and expanding to X, Meta, and YouTube, to using storytelling that actually drives adoption, Omar shares how the best brands—like Zimmer Biomet and Intuitive—create influence through co
Navigating Leadership in Medical Sales | PT 2
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Kat Hurd, a former Fortune 500 rep, multi-time President's Club winner, and VP turned coach, to break down what it really takes to move from frontline manager to executive leader. Kat shares how managers can avoid getting stuck, build credibility across internal teams, and know when it's time to step outside their organiz
From Rep to Coach: Mastering the Medical Device Industry
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Kat Hurd, medical device sales coach and former Fortune 500 leader with 15 years of experience. From athletic training to rep of the year, to VP-level leadership and now founder of her own coaching business, Kat's journey is proof that you don't need a biology degree to thrive—you need grit, process, and the right mindset
Strategic Thinking For Sales Success | PT2
In this episode of the Medical Sales Podcast, Samuel sits down with Steve Gielda, co-founder of Ignite Selling and a leading voice in sales enablement for life sciences. Together, they tackle one of the toughest challenges post-COVID: access. Steve breaks it down into two fronts—how to increase utilization inside accounts where you already have a footprint, and how to break into new accounts by li
Mastering Strategic Sales | PT 1
Sales legend and trainer Steve Gielda—co-founder of Ignite Selling—joins Samuel to break down what truly drives performance in medical device, pharma, biotech, and diagnostics. Steve traces his path from selling 3M copiers out of a van to leading life-sciences consulting with Neil Rackham (of SPIN Selling) and building Ignite's simulation-based, gamified training that accelerates pipelines and pro
Leveraging AI for Sales Success
AI is changing sales, but most reps don't know where to start. Samuel Adeyinka sits down with sales strategist Katie Mullen to make AI practical, safe, and profitable for everyday medical sales work. Learn where AI saves you real hours right now: building 30-60-90 plans, market analyses, proposal summaries, email drafts, and meeting briefs. Katie walks through step-by-step prompts, how to upload d
Breaking Into Medical Sales as a Key Account Rep
Jennifer Chavez joins the show to share her unique path through medical sales — from breaking in as a remote sales rep at Medtronic, to driving strategy as a vascular account executive at Cook Medical, to now leading her own consulting firm helping medtech companies build sales teams and win hard-to-access accounts. She pulls back the curtain on what it's really like to succeed in roles that go be
The Key to Thriving as a Clinical Specialist
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Gina Torres, a nurse-turned-medical device sales professional at Johnson & Johnson, to unpack what it really takes to thrive in one of the most competitive fields in healthcare: peripheral vascular and coronary sales. Gina shares her inspiring journey from working multiple nursing jobs to consolidating her career into one
Embracing Hard Times as Growth Opportunities
Todd Crowder, one of the most respected leaders in medical sales, joins Samuel Adeyinka to break down the mindset and daily habits that separate long-term top performers from everyone else. Together, they reveal why the toughest challenges in your career aren't obstacles to avoid — they're opportunities to train, grow, and dominate your market. We explore why comfort kills sales careers and how th
Break Into Medical Sales: How to Choose the Right Specialty
Choosing the wrong medical sales role is one of the biggest reasons professionals burn out or walk away from the industry. In this episode, Samuel Adeyinka breaks down exactly how to avoid that mistake — and how to find the medical sales specialty that actually fits your personality, lifestyle, and long-term goals. Medical sales isn't one-size-fits-all. From trauma reps in the OR at 3 a.m. to phar
Must-Do's Before Your Next Medical Sales Role
Todd Crowder, a true medical sales legend, joins us, again to break down exactly how to navigate career moves with clarity and confidence. Whether you're chasing growth or escaping a bad fit, Todd shares how to time transitions strategically, factoring in fiscal year cycles, capital equipment sales, and the difference between a smart move and a lateral mistake made out of frustration. We take a ha
How to Network In Medical Sales
Haley Carswell, Vice President at Zynex Medical, joins us to share her unconventional path from managing a tanning salon to leading in the world of non-invasive pain management. What started as a pivot away from law school, thanks to advice from her father, became a thriving career built on people skills, grit, and an eye for strategy. Today, Haley supports her team through data-driven planning, l
Being a Leader in Medical Sales
Todd Crowder, a straight-up legend in the medical sales world, joins us to unpack what it really takes to rise, lead, and dominate in this competitive industry. Known for building high-performing teams and transforming reps into power players, Todd brings unfiltered insight into the mindset and skill set that separate top performers from the pack. We dive into why composure under pressure is a rep
Unlocking Success in Health Tech Sales
Brendan McAdams, sales coach, author of Sales Craft, and founder of Kiinetics, joins us to drop serious knowledge on what it takes to succeed in health tech sales. With deep B2B expertise and a sharp focus on early-stage startups, Brendan works with founders and commercial teams to land enterprise clients, close complex hospital deals, and avoid the costly sales mistakes that kill momentum. This e
How to Succeed as a Manager in Medical Sales
Logan, a distinguished leader in the medical sales industry, joins us to share her unconventional journey, from pre-med student to CEO in neuromonitoring, and later, to a hands-on role in spinal device sales. Her story is a powerful example of how diverse experiences can shape a well-rounded, impactful career in medtech. Logan offers key insights into the role of neuromonitoring in surgery, the ri
How To Win in Surgical Sales
Jerry Ennett, a seasoned expert in medical sales, joins us to break down the real-world challenges of bringing advanced navigation systems into the OR. He shares how surgical tech is reshaping surgeon expectations and what it takes to earn trust and secure crucial demonstrations. From the importance of strong training to the overlooked power of cold calling, Jerry delivers a behind-the-scenes look
Medical Sales: How To Connect With The Right People
In this episode, special guest Todd Crowder joins Samuel to unpack what it really takes to develop transformational leaders in medical sales. Together, they explore how proper management training and mentorship can unlock the full potential of a team, and directly impact revenue, culture, and long-term growth. We dig into the often-overlooked transition from top-performing rep to successful manage
The Future of Orthopedic Medical Sales
This episode reveals how orthopedic surgery is being transformed, not by expensive robots or CT scans, but by smart, affordable navigation technology. Jerry Ennett, Senior Managing Partner at Intellijoint, joins us to share how their system is helping surgeons achieve precise hip and knee replacements while reducing costs and complexity. We explore how robotic systems like Mako are changing surgic
From Physical Therapist To Medical Sales
This episode is everything you need to transition from healthcare to medical sales. April Hoffman, a former physical therapist turned medical sales leader, shares how she used her clinical background to break into the industry and thrive. Her story proves that your healthcare experience is not just relevant, it's a powerful asset. We dive into the financial struggles many therapists face,
Want to Win in Medical Sales? Master These Skills First
John Crowder joins us to unpack what most medical sales reps are getting wrong in today's healthcare landscape. Traditional sales tactics are no longer enough, John explains why, and what modern reps must do to stay competitive. We dive into the real impact of disruptive technologies, and how they demand a completely new skill set. John shares how emotional intelligence has become a key differenti
The Future of Cancer Treatment And Medical Sales
Courtney Turich shares the journey of Cooler Heads, the startup behind a scalp cooling device that helps chemo patients keep their hair and dignity. From early challenges to reaching over 100 infusion centers, she reveals how awareness, advocacy, and social media-fueled their growth. We explore the emotional impact of scalp cooling, the barriers to oncologist adoption, and the company's commit
Unfiltered Medical Sales: Why Doctors Buy You Before the Product
Ready to elevate your medical sales game? In the final episode of our Unfiltered Medical Sales mini series, seasoned expert Todd Crowder shares his top strategies for mastering client interactions and building lasting relationships. From choosing the right setting for a meeting to reading the emotional cues of your audience, Todd breaks down the art of creating connection while driving results, co
Unfiltered Medical Sales: Breaking Into Medical Sales
In this episode, industry veteran Todd Crowder shares powerful insights on professional presence in medical sales — from wardrobe choices to workplace dynamics. Drawing clever parallels between interviews and first dates, Todd explains why business dress still matters and how details like grooming and attire can shape first impressions in both virtual and in-person settings. We dive into the compl
Unfiltered Medical Sales: How to Own the Interview Room
In the Unfiltered Medical Sales Series, Todd Crowder pulls back the curtain on the raw, real-world challenges of breaking into and thriving in medical sales. Through gripping stories and behind-the-scenes insights, Todd shares the high-stakes interview moments that test candidates' resilience, adaptability, and character — giving you a no-nonsense look at what it truly takes to stand out. From nav
How Insurance Became the Gatekeeper to Healthcare
Jasper Freeman, Director of National Accounts at SC Pharmaceuticals, didn't just return to medical sales—he came back with a mission to change it. In this episode, Jasper shares how he helped launch FUROSCIX, a revolutionary heart failure treatment designed to keep patients out of the hospital and improve care at home. But that's just the beginning. We dive into: The untold story of Pharmacy Bene
Is It Time to Leave the Hospital System?
In this episode, Dr. Vishal P. Rekhala, an interventional pain management specialist, joins us to explore a game-changing approach to launching private medical practices through Independent Practice Partners (IPP). We unpack how IPP helps physicians go from concept to fully operational practice in as little as six months — without the usual red tape and overwhelm. Dr. Rekhala shares how a visionar
What Medical Sales Recruiters Want With Sara Schweitzer
In this episode, we sit down with Sara Schweitzer, a passionate recruiter in Stryker's spine division, whose journey into medical sales and recruiting is anything but ordinary. Sara opens up about her transition from the pharmaceutical world at AbbVie—where, during the pandemic, her work felt more like moving boxes than impacting lives—to finding real purpose in helping others land life-changing c
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