Explore every episode of the podcast First Year in Medical Device Sales

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Join Our Medical Device Sales Program: https://click.newtomedicaldevicesales.com/yt-488Ken RealiLinkedin: https://www.linkedin.com/in/kenreali/Reali Family Vineyard: https://www.realifamilyvineyard.com/

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Dr. Choll Kim:

YouTube: https://www.youtube.com/@drchollkim

Instagram: https://www.instagram.com/drchollkim/

Linkedin: https://www.linkedin.com/in/chollkim/

Email: chollkim@excelspine.com

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If you’re new to my channel, my name is Jacob McLaughlin. I’m the founder of New to Medical Device Sales, an exclusive training program designed to help people break into the competitive field of medical device sales. Our average person lands a six-figure role in just 9.5 weeks, earning $113,760 annually. With thousands of success stories from candidates with all kinds of backgrounds, our program equips you with the tools to succeed in this industry.4 years ago I moved out to Arizona not knowing anyone and had $1200 to my name.I came to this exact spot to journal and share how excited I was to be starting my journey in life.Last night I took time to reflect over the past 4 years. It’s truly amazing how you can change your life in such a small amount of time.My take aways:1. Go after your dream because even if it doesn’t workout like you thought it would, it will bring your right where you’re suppose to be.2. Believe in yourself. Nobody is going to believe in you as much as you will, know that good things will happen.3. Change is inevitable. Change is going to happen so you can either accept it and keep moving forward or not.Please bet on yourself and go after your dreams because your life can be better than you ever thought it could be if you do 💯

Join Our Medical Device Sales Program: https://click.newtomedicaldevicesales.com/yt-426

If you’re new to my channel, my name is Jacob McLaughlin. I’m the founder of New to Medical Device Sales, an exclusive training program designed to help people break into the competitive field of medical device sales. Our average person lands a six-figure role in just 9.5 weeks, earning $113,760 annually. With thousands of success stories from candidates with all kinds of backgrounds, our program equips you with the tools to succeed in this industry.4 years ago I moved out to Arizona not knowing anyone and had $1200 to my name.I came to this exact spot to journal and share how excited I was to be starting my journey in life.Last night I took time to reflect over the past 4 years. It’s truly amazing how you can change your life in such a small amount of time.My take aways:1. Go after your dream because even if it doesn’t workout like you thought it would, it will bring your right where you’re suppose to be.2. Believe in yourself. Nobody is going to believe in you as much as you will, know that good things will happen.3. Change is inevitable. Change is going to happen so you can either accept it and keep moving forward or not.Please bet on yourself and go after your dreams because your life can be better than you ever thought it could be if you do 💯

Join Our Medical Device Sales Program: https://click.newtomedicaldevicesales.com/yt-413

If you’re new to my channel, my name is Jacob McLaughlin. I’m the founder of New to Medical Device Sales, an exclusive training program designed to help people break into the competitive field of medical device sales. Our average person lands a six-figure role in just 9.5 weeks, earning $113,760 annually. With thousands of success stories from candidates with all kinds of backgrounds, our program equips you with the tools to succeed in this industry.4 years ago I moved out to Arizona not knowing anyone and had $1200 to my name.I came to this exact spot to journal and share how excited I was to be starting my journey in life.Last night I took time to reflect over the past 4 years. It’s truly amazing how you can change your life in such a small amount of time.My take aways:1. Go after your dream because even if it doesn’t workout like you thought it would, it will bring your right where you’re suppose to be.2. Believe in yourself. Nobody is going to believe in you as much as you will, know that good things will happen.3. Change is inevitable. Change is going to happen so you can either accept it and keep moving forward or not.Please bet on yourself and go after your dreams because your life can be better than you ever thought it could be if you do 💯

Join Our Medical Device Sales Program 👉🏻https://click.newtomedicaldevicesales.com/yt-409

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If you’re new to my channel, my name is Jacob McLaughlin. I’m the founder of New to Medical Device Sales, an exclusive training program designed to help people break into the competitive field of medical device sales. Our average person lands a six-figure role in just 9.5 weeks, earning $113,760 annually. With thousands of success stories from candidates with all kinds of backgrounds, our program equips you with the tools to succeed in this industry.4 years ago I moved out to Arizona not knowing anyone and had $1200 to my name.I came to this exact spot to journal and share how excited I was to be starting my journey in life.Last night I took time to reflect over the past 4 years. It’s truly amazing how you can change your life in such a small amount of time.My take aways:1. Go after your dream because even if it doesn’t workout like you thought it would, it will bring your right where you’re suppose to be.2. Believe in yourself. Nobody is going to believe in you as much as you will, know that good things will happen.3. Change is inevitable. Change is going to happen so you can either accept it and keep moving forward or not.Please bet on yourself and go after your dreams because your life can be better than you ever thought it could be if you do 💯

Do you want to get into Medical Device Sales?? If so → https://www.newtomedicaldevicesales.com/youtube-pod

If you’re new to my channel, my name is Jacob McLaughlin. I’m the founder of New to Medical Device Sales, an exclusive training program designed to help people break into the competitive field of medical device sales. Our average person lands a six-figure role in just 9.5 weeks, earning $113,760 annually.

With thousands of success stories from candidates with all kinds of backgrounds, our program equips you with the tools to succeed in this industry.4 years ago I moved out to Arizona not knowing anyone and had $1200 to my name.I came to this exact spot to journal and share how excited I was to be starting my journey in life.Last night I took time to reflect over the past 4 years. It’s truly amazing how you can change your life in such a small amount of time.My take aways:1. Go after your dream because even if it doesn’t workout like you thought it would, it will bring your right where you’re suppose to be.2. Believe in yourself. Nobody is going to believe in you as much as you will, know that good things will happen.3. Change is inevitable. Change is going to happen so you can either accept it and keep moving forward or not.Please bet on yourself and go after your dreams because your life can be better than you ever thought it could be if you do 💯

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Do you want to get into Medical Device Sales?? If so → https://www.newtomedicaldevicesales.com

Today we have the pleasure of having Mr. Justin Marshall who has been in the Medical Device Industry for 15+ years. He has been a top performer and has worked at some of the largest medical device companies. Today he shares his story on how he broke into the industry as well as how he has been successful during that time

Do you want to get into Medical Device Sales?? If so → https://www.newtomedicaldevicesales.com

Today we have the pleasure of having Mr. James Watkins who went from being an Associate Sales Rep all the way a former Vice President at Medtronic. He goes into his journey on how he was able to break in and the journey it took to make it to VP

Do you want to get into Medical Device Sales?? If so → ⁠⁠⁠⁠https://www.newtomedicaldevicesales.com/podcast⁠⁠⁠⁠

Today we get to learn from Cade Cook who broke into Medical Device Sales right out of college with a distributorship! Today he goes over the difference of working at a distributorship and a Large Medical Device Company

He also shares why he pursued Medical Device Sales over nursing and how he has been able to change his life because of it

Do you want to get into Medical Device Sales?? If so → ⁠⁠https://www.newtomedicaldevicesales.com/podcast⁠⁠

Got the opportunity to sit down with Dr. Brian Blackwood and discuss what he looks for in his reps.

Dr. Brian Blackwood is a board-certified orthopedic expert who specializes in joint replacement of the hip and knee, including Mako SmartRobotics™ joint replacement. With extensive training in the latest joint replacement and revision techniques, Dr. Blackwood is dedicated to providing the advanced orthopedic care his patients need to get back to an active lifestyle.

In addition to being Boulder’s first fellowship-trained hip and knee replacement specialist, Dr. Blackwood is a nationally renowned robotic-assisted total joint surgeon. By specializing in this minimally invasive technique, he is able to reduce pain, restore mobility, and promote a quick return to normal activities for patients suffering from joint pain. Dr. Blackwood is also a certified national educator for robotic-arm assisted surgery and has trained hundreds of other providers in this technique.

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com/podcast

Already in med device sales but stuck below six figures or feeling like you’ve plateaued? In this episode, Jacob challenges the industry norms and lays out exactly how reps are landing roles at $100K, $130K, even $160K+ from day one. Whether you're in an associate role or already closing deals, this is your blueprint to move up faster, earn more, and position yourself for high-leverage opportunities.

00:00 - Start

01:06 - When It’s OK To Get Hired Under 100K

04:16 - Do Your Research

12:20 - Be Strategic

15:51 - Expand The Expectations

18:09 - Overall Advice

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com/podcast

The exact strategy I used to get three job offers in just 24 hours. Including how to communicate with hiring managers, leverage multiple interviews, and negotiate like a pro. This episode is a must-listen for anyone who wants to stand out, speed up the hiring process, and land top medical device sales offers.

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com/podcast

Ashley Rohrback, a previous personal trainer, didn’t just land a job in medical device sales, she carved her path through determination, strategy, and a mindset most people overlook. She talks through the exact steps she took to break into the industry, how she prepared for interviews, and what she wishes more candidates knew before applying. Whether you're doubting yourself or just looking for a playbook to follow, Ashley’s story proves it's possible with the right approach.

Key Takeaways (Conversational Style, No Emojis or Bullets)

• Your background doesn’t have to be perfect, just learn how to position your story with clarity and confidence.
• Use LinkedIn intentionally. Don't just connect. Start conversations, follow up, and tailor your approach to each rep or manager.
• Preparation wins. Record your mock answers, watch yourself back, and build confidence by doing reps like it’s a workout.
• Rejection is part of the process. Don’t take it personally. You will get more No’s than Yes’s. Just keep improving and pushing forward.
• Staying consistent and coachable will take you further than experience alone.

00:00 - Start

02:34 - Who Is Ashley Rohrback

05:35 - Learned About Medical Device Sales From This Podcast

08:17 - Didn’t Want To Do Personal Training Forever

11:36 - Apply To Medical Device Sales with No Degree

15:56 - The Hardest Part In The Beginning

18:03 - When Did You Get Comfortable In Your Role?

19:58 - Have You Changed As A Person Since Gaining Success

23:49 - Story Time: A Bad Day On The Job

27:36 - Story Time: A Good Time On The Job

30:39 - Ashley’s Advice To Newcomers To Medical Device Sales

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com/podcast

Kendy Elmore is the founder of The Lobby Medical Sales Network, a nationwide online community that connects reps through networking, mentorship, and career growth opportunities. He talks about building community, staying consistent when no one’s watching, and why the relationships you build today might unlock doors years down the line. If you’re thinking long game in this industry, Kendy’s story will change how you approach the process.

Key Takeaways

• Your dream role probably won’t show up in month one. Stay consistent with your outreach, your networking, and your mindset, even when no one is responding.
• The more reps you put in now, the more leverage you’ll have later. Opportunities open up when preparation and timing collide.
• Don’t just connect, contribute. Add value when you network. Show up with something helpful or interesting, not just a pitch.
• Invest in relationships without expecting something in return. The people who remember you are the ones you didn’t try to sell to right away.
• Build your own brand while you’re job hunting. Whether it’s content, conversations, or just showing up authentically, your name should mean something before you walk into an interview.
• The Lobby Medical Sales Network can be a solution for reps who feel stuck trying to network alone. It gives you direct access to a supportive community, real conversations, and connections that actually lead somewhere.

00:00 - Start

02:09 - Who Is Kendy Elmore

10:13 - Founding The Lobby Medical Sales Network

16:42 - What Is The Lobby Medical Sales Network

20:12 - Benefits Of The Lobby vs LinkedIn

32:36 - Kendy’s Advice To Newcomers In Medical Device Sales

35:04 - Follow Kendy & The Lobby Medical Sales Network

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com/podcast

She broke into medical device sales, moved across the world, and now she’s navigating the UK healthcare system. Rachel Littleton shares what it’s like selling medical devices in London as an American, the steep learning curves she faced, and what no one tells you about the first year in the industry. This is for the person curious about what it takes to leap into a new career and a new country.

Key Takeaways:

• Network with intention by reaching out to actual reps and hiring managers on LinkedIn, not just clicking apply.
• Expect to feel overwhelmed in your first year. It’s normal, and pushing through it is part of the process.
• Treat every person in the clinic like they matter, because they do. Secretaries and MAs can be your biggest allies.
• Focus on helping patients first; the money will follow when your purpose is in the right place.
• If you ever get a chance to work abroad, go for it. You’ll grow professionally and personally in ways you can’t imagine.

00:00 - Start

02:26 - Who Is Rachel Littleton?

08:16 - Biggest Stressors In First 6 Months As A Rep

10:05 - Moving To The UK

17:26 - UK Healthcare vs US Healthcare

21:30 - How Different Is The Medical Sales Field In The UK vs US

26:35 - Being Passionate In What You Do

28:43 - Rachel’s Advice For Those Interested In Medical Device Sales

30:14 - Rachel’s Advice To New Reps

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com/podcast

Jacob interviews Shannon Holly, who transitioned into medical device sales at 48 years old after a 28-year career as a syndicated morning radio host. They discuss breaking into the industry later in life, the emotional process of career change, reinventing yourself with confidence, overcoming judgment and fear, training and adapting in your first six months, what it’s like working in the OR, the wide range of procedures she now supports, product knowledge vs. physical product handling, differences in medical device divisions, the value of mature professionals, and why fulfillment matters more than comfort.

Key Takeaways:

1. Reinventing yourself is possible at any age. It’s never too late to chase fulfillment over familiarity.
2. A strong mindset will carry you further than a perfect resume. What matters is how committed and coachable you are.
3. You don’t need to be the youngest candidate to succeed. Maturity, discipline, and emotional intelligence are huge assets in the OR and in conversations with physicians.
4. Not all device roles involve trays or physical products. Some are focused entirely on training, presence, and being a trusted clinical expert.
5. When you know your product and show up with confidence, you earn the trust of surgical teams. Even without years of experience.
6. You won’t feel ready at the beginning, but taking the leap and trusting the process is the only way to find out how capable you really are

chapters:

00:00 - Start

02:25 - My Successful Past In Radio Broadcasting

05:58 - Why Change Careers At 48 Years Old & 28 Years In My Profession

12:51 - First Six Months As A Rep

19:25 - Becoming Familiar With The Job

23:54 - A Day In Shannon’s Division

28:32 - A Bad Moment In Shannon’s Job

31:22 - Most Rewarding Day On The Job

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com/podcast

Jacob is joined again by Seth Colletti, who started in boat sales, broke into medical device sales after college, and became a regional sales manager in under five years. They talk about climbing from associate rep to manager, working for two of the largest med device companies, how to survive the first year of sales, training at big companies versus the grind of a startup, how to handle OR chaos, being seen as a true resource, personal connections to the product, and how to stay relevant in the industry.

Key Takeaways:

• Be prepared to get overwhelmed your first year. it’s normal to feel like you're drinking from a firehose. Don’t panic, just stay consistent and give yourself time to settle in.
• Don’t rely only on company training. Go beyond, call top reps, build your own network inside and outside your team, and stay curious.
• Ask yourself daily if you're providing value. If not, leave the room or find a way to make yourself useful. staff and surgeons remember reps who make their jobs easier.
• Never lie. If you don’t know something, say so, and then find the answer. Trust is everything in this job.
• Top performers don’t just “work hard,” they work smart. Busy doesn’t equal productive. Spend your time doing things that actually drive revenue.
• If you’re not in it for the right reasons, you’ll burn out. Find a division or product you believe in. it makes the long hours worth it.
• Your success is your responsibility. If you want to grow, keep learning. Books, podcasts, conversations with mentors. and treat self-development like part of your job.

00:00 - Start

02:56 - Seth’s Career In Medical Device Sales

04:44 - First Year Experience

09:45 - The Expectations I Wanted To Achieve My First Year

12:19 - When Did Your Nerve Start To Calm Down During Your First Year

15:29 - What Traits Do You Think You Need To Stand From Other Reps

25:36 - Difference Between A Big Company vs A Startup

33:03 - Story About A Bad Day For Seth In The Field

38:11 - Moments That Make You Love Your Job

41:53 - Advice For Upcoming Reps

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com/podcast

From filing for bankruptcy to working with the top medical device companies, Roxy Tirado shares her full journey. Topics include grit and perseverance, what it’s really like being a female in medical device sales, landing multiple job offers in six weeks, surviving and thriving at Medtronic and Intuitive, the pressure of big-name companies, building confidence, preparing like a pro, investing in mentorship, and staying grounded in gratitude and humility.

Key Takeaways:

• Don’t wait for rock bottom. If you're feeling stuck or beat down in your current role, don’t wait for a breaking point—make the move now.

• You don’t need sales experience. Roxy broke into top companies like Medtronic with zero B2B sales experience. Hard work and coachability mattered more.

• Ask for help. Utilize mentors and community. Roxy leaned on others when she doubted herself, and it made all the difference.

• Be human first, sales rep second. Build relationships with honesty and authenticity. People buy from reps they trust, not robots with brochures.

• Play the long game. It's not about a quick sale—it’s about becoming someone your clients can count on for the long haul.

00:00:00 - Start

00:02:04 - Who Is Roxy Tirado

00:08:00 - What Was Your Experience, First 6 Months With Medtronic

00:16:11 - Finding Motivation While Being Told You Will Fail Every Day

00:21:09 - Accepting Failure To Succeed

00:26:44 - Keep Relationships When You Move On

00:39:13 - Changing Companies

00:46:09 - Reflecting On From Being Bankrupt To Successful

00:55:58 - Biggest Takeaways From The Last 3 Years In My Career

01:04:15 - Future Plans

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com

Get a Free 30 Day Trial with RepPrep.ai: https://www.repprep.ai/

Code: NTMDSTUDENT30

Veteran-turned-medical device rep Edward Dix joins the show to share his story of breaking into orthopedics, transitioning to diagnostics, and launching RepPrep.ai. An AI-powered pre-call tool for sales reps.

Topics include military-to-sales transitions, trauma and ortho grind, rep relocation, growing territories, how diagnostics differ from ortho, how RepPrep works, real-life impact on patients, and putting reps first in tech.

Key Takeaways

🔵 Start where you can, not where you want.If you're early in your career, being flexible with location can fast-track your entry into medical device sales.

🔵 Be moldable.Being new is an advantage. You’re trainable and don’t bring bad habits. Use that to your benefit and absorb everything you can early on.

🔵 Sales isn’t just case coverage.Top reps go beyond just “covering” and actually sell. That means approaching docs, understanding their needs, and building relationships.

🔵 Passion outperforms pressure.Reps who find purpose beyond the paycheck—like helping patients—usually outperform those chasing commissions.

🔵 RepPrep.ai gives you the unfair advantage.Reps can now get hyper-personalized doctor insights and talking points in 30 seconds, including competitive analysis, relevant research, and how their product ties to each physician’s practice.

🔵 Own your career like a business.Keep your own CRM. Track revenue. Track contacts. If you're laid off, your data and success history should follow you.

🔵 AI won’t replace you, but reps using AI will outperform those who don’t.Using RepPrep isn’t about laziness; it’s about efficiency. Do better research in less time and show up prepared, every time.

00:00 - Start

01:37 - Who Is Edward Dix?

04:50 - Working In Orthopedics With Zimmer

13:00 - From Ortho To Oncology

21:49 - Inspiration For RepPrep AI

25:47 - What Is RepPrep AI

33:32 - RepPrep Is For The Rep First And Foremost

40:57 - Competition Doesn’t Compare

46:36 - Giving Reps The Upper Hand To Their Own Careers

50:07 - What Rep Is RepPrep Targeted For?

52:58 - Contact Edward or RepPrep.ai

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com

From breaking into medical device sales in under three weeks, getting three job offers, jumping from associate to full-line rep in just eight months, learning from trial by fire, dealing with challenging surgeons, building trust through repetition, mastering case prep, learning how to sell without overselling, understanding relationship-building inside the OR, and sharing what it's really like to grow from an EMT and personal trainer to making six figures on the #1 team at a major med device company.

Key Takeaways:

1️⃣ Grind early, learn fastYour first 6–12 months in the industry should be all about absorbing knowledge. Be in every case you can, take trays home, study them, ask questions, and get your reps in. More exposure = more confidence later.

2️⃣ Don’t focus on being the expert—focus on being helpfulEarly on, you won't know everything, and that's okay. Instead of trying to “sell,” build relationships, observe, and support the team. Trust builds influence.

3️⃣ Ask more, talk lessSurgeons don’t want to hear a sales pitch—they want solutions. Lead with questions, not product dumps. The right question opens more doors than the best feature ever will.

4️⃣ Volume creates valueDanee’s fast-track success came from putting in major volume—cases, calls, reps. More time in the OR and with your team puts you ahead faster than any shortcut.

5️⃣ It’s okay to mess up—just don’t stay downYou’ll get yelled at, make mistakes, and forget things. That’s part of the journey. The real flex is how you recover, learn, and keep showing up.

6️⃣ Your past is your superpowerDanee’s used his EMT and personal trainer background to connect with surgeons, patients, and coworkers. Whatever your background is—use it to your advantage.

7️⃣ Want the promotion? Act like it before you get itDanee became a full-line rep in 8 months because he already operated like one. Take initiative, own your territory, and deliver value before it’s officially your role.

00:00 - Start

02:13 - Danee’s Medical Device Sales Story

04:14 - First 6 Months As An Associate

08:19 - When Did You Feel Comfortable In The Industry?

12:04 - What Helped Make Those First 6 Months Easier?

15:40 - What Convinced You To Full Line Rep After 8 Months?

20:02 - This Is Not Common, But Doable

23:30 - What Was The Biggest Transition Going From Associate To Full Line?

28:41 - Danee’s Advice For First Year Reps

31:41 - Worst Case Ever Experienced

35:16 - Best Case Ever Experienced

38:14 - Danee’s Most Rewarding Feature About Medical Device Sales

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com

Territory planning, segmenting call points, gap analysis, setting boundaries in sales, working smarter not harder, maintaining work-life balance, time management strategies, challenges with different med device company structures, and how to stay intentional as your career grows.

Key Takeaways:

1️⃣ Know your plan before your feet hit the ground 

— Don’t just show up and hope. Create a clear territory plan, identify accounts, and know who you need to talk to before you leave the house.

2️⃣ Your territory is like running a franchise 

— Treat it like a business. Even if you’re W-2, think and operate like you’re building something of your own.

3️⃣ Not all accounts are created equal 

— Ask yourself: is the juice worth the squeeze? Chase opportunity, but make sure it’s scalable and smart geographically.

4️⃣ Work smarter and harder

 — Everyone says “work smarter, not harder,” but Jason and Jacob challenge you to do both. That’s where the big wins live.

5️⃣ Don’t lose everything for a paycheck 

— Med device sales can be rewarding, but don’t let it steal your relationships, your peace, or your future. Build a business you can step away from when it counts.

00:00 - Start

01:06 - Intro

02:29 - Territory Planning

07:50 - Targeting

11:24 - Segmenting

15:17 - Gap Analysis

15:58 - Geographical Management

17:56 - Time Management / Prioritization

19:26 - Work-Life Imbalance

25:25 - Work Smarter & Harder

31:36 - Don’t Be A Slave To Your Territory

34:48 - Time Audit

37:35 - How To Find Jason Elmore

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com

If you’re new to my channel, my name is Jacob McLaughlin. I’m the founder of New to Medical Device Sales, an exclusive training program designed to help people break into the competitive field of medical device sales. Our average person lands a six-figure role in just 8.5 weeks, earning $105,502 annually. With thousands of success stories from candidates with all kinds of backgrounds, our program equips you with the tools to succeed in this industry.

4 years ago I moved out to Arizona not knowing anyone and had $1200 to my name.

I came to this exact spot to journal and share how excited I was to be starting my journey in life.

Last night I took time to reflect over the past 4 years. It’s truly amazing how you can change your life in such a small amount of time.

My take aways:

1. Go after your dream because even if it doesn’t workout like you thought it would, it will bring your right where you’re suppose to be.

2. Believe in yourself. Nobody is going to believe in you as much as you will, know that good things will happen.

3. Change is inevitable. Change is going to happen so you can either accept it and keep moving forward or not.

Please bet on yourself and go after your dreams because your life can be better than you ever thought it could be if you do 💯

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com

If you’re new to my channel, my name is Jacob McLaughlin. I’m the founder of New to Medical Device Sales, an exclusive training program designed to help people break into the competitive field of medical device sales. Our average person lands a six-figure role in just 8.5 weeks, earning $105,502 annually. With thousands of success stories from candidates with all kinds of backgrounds, our program equips you with the tools to succeed in this industry.

4 years ago I moved out to Arizona not knowing anyone and had $1200 to my name.

I came to this exact spot to journal and share how excited I was to be starting my journey in life.

Last night I took time to reflect over the past 4 years. It’s truly amazing how you can change your life in such a small amount of time.

My take aways:

1. Go after your dream because even if it doesn’t workout like you thought it would, it will bring your right where you’re suppose to be.

2. Believe in yourself. Nobody is going to believe in you as much as you will, know that good things will happen.

3. Change is inevitable. Change is going to happen so you can either accept it and keep moving forward or not.

Please bet on yourself and go after your dreams because your life can be better than you ever thought it could be if you do 💯

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com

If you’re new to my channel, my name is Jacob McLaughlin. I’m the founder of New to Medical Device Sales, an exclusive training program designed to help people break into the competitive field of medical device sales. Our average person lands a six-figure role in just 8.5 weeks, earning $105,502 annually. With thousands of success stories from candidates with all kinds of backgrounds, our program equips you with the tools to succeed in this industry.

4 years ago I moved out to Arizona not knowing anyone and had $1200 to my name.

I came to this exact spot to journal and share how excited I was to be starting my journey in life.

Last night I took time to reflect over the past 4 years. It’s truly amazing how you can change your life in such a small amount of time.

My take aways:

1. Go after your dream because even if it doesn’t workout like you thought it would, it will bring your right where you’re suppose to be.

2. Believe in yourself. Nobody is going to believe in you as much as you will, know that good things will happen.

3. Change is inevitable. Change is going to happen so you can either accept it and keep moving forward or not.

Please bet on yourself and go after your dreams because your life can be better than you ever thought it could be if you do 💯

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com

If you’re new to my channel, my name is Jacob McLaughlin. I’m the founder of New to Medical Device Sales, an exclusive training program designed to help people break into the competitive field of medical device sales. Our average person lands a six-figure role in just 8.5 weeks, earning $105,502 annually. With thousands of success stories from candidates with all kinds of backgrounds, our program equips you with the tools to succeed in this industry.

4 years ago I moved out to Arizona not knowing anyone and had $1200 to my name.

I came to this exact spot to journal and share how excited I was to be starting my journey in life.

Last night I took time to reflect over the past 4 years. It’s truly amazing how you can change your life in such a small amount of time.

My take aways:

1. Go after your dream because even if it doesn’t workout like you thought it would, it will bring your right where you’re suppose to be.

2. Believe in yourself. Nobody is going to believe in you as much as you will, know that good things will happen.

3. Change is inevitable. Change is going to happen so you can either accept it and keep moving forward or not.

Please bet on yourself and go after your dreams because your life can be better than you ever thought it could be if you do 💯

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com If you’re new to my channel, my name is Jacob McLaughlin. I’m the founder of New to Medical Device Sales, an exclusive training program designed to help people break into the competitive field of medical device sales. Our average person lands a six-figure role in just 8.5 weeks, earning $105,502 annually. With thousands of success stories from candidates with all kinds of backgrounds, our program equips you with the tools to succeed in this industry. 4 years ago I moved out to Arizona not knowing anyone and had $1200 to my name. I came to this exact spot to journal and share how excited I was to be starting my journey in life. Last night I took time to reflect over the past 4 years. It’s truly amazing how you can change your life in such a small amount of time. My take aways: 1. Go after your dream because even if it doesn’t workout like you thought it would, it will bring your right where you’re suppose to be. 2. Believe in yourself. Nobody is going to believe in you as much as you will, know that good things will happen. 3. Change is inevitable. Change is going to happen so you can either accept it and keep moving forward or not. Please bet on yourself and go after your dreams because your life can be better than you ever thought it could be if you do 💯

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com

If you’re new to my channel, my name is Jacob McLaughlin. I’m the founder of New to Medical Device Sales, an exclusive training program designed to help people break into the competitive field of medical device sales. Our average person lands a six-figure role in just 8.5 weeks, earning $105,502 annually. With thousands of success stories from candidates with all kinds of backgrounds, our program equips you with the tools to succeed in this industry.

4 years ago I moved out to Arizona not knowing anyone and had $1200 to my name.

I came to this exact spot to journal and share how excited I was to be starting my journey in life.

Last night I took time to reflect over the past 4 years. It’s truly amazing how you can change your life in such a small amount of time.

My take aways:

1. Go after your dream because even if it doesn’t workout like you thought it would, it will bring your right where you’re suppose to be.

2. Believe in yourself. Nobody is going to believe in you as much as you will, know that good things will happen.

3. Change is inevitable. Change is going to happen so you can either accept it and keep moving forward or not.

Please bet on yourself and go after your dreams because your life can be better than you ever thought it could be if you do 💯

00:00 - Start

00:48 - Intro

02:33 - Why People Stay Stuck Under $100K

08:27 - Who Are The $250,000+ Reps?

12:34 - Do The Skills, Get The Reward

16:56 - You’ll Find Reasons It Won’t Work

18:53 - Outro

Want to START a career in Medical Device Sales? https://www.newtomedicaldevicesales.com

https://www.linkedin.com/in/jacob-mclaughlin-5192b312b

https://www.tiktok.com/@newtomedicaldevicesales?

NTMDS LinkedIn: https://www.linkedin.com/company/new-to-medical-device-sales/posts/?feedView=all 

——

This episode discusses starting the new year in medical device sales, understanding how quotas work, preparing for the first quarter, strategies for breaking down goals, staying consistent throughout the year, and actionable steps to crush your sales targets in 2025.

——

Key Takeaways

1️⃣ Don’t panic about quotas. If you don’t have your quota yet, focus on organizing your territory and pipeline.

2️⃣ Break down your goals. Start with your yearly quota, then break it into quarterly, monthly, weekly, and daily goals.

3️⃣ Plan for the unexpected. Assume challenges will arise and always aim to overdeliver.

4️⃣ Track your performance consistently. Keep a visible tracker for surgeries or cases to stay motivated and accountable.

5️⃣ Focus on growth opportunities. Identify potential accounts and doctors to lift your numbers and prioritize them.

6️⃣ Be the reason for your success. Your manager or territory won’t determine your results—it’s all on you.

——

What Is New To Medical Device Sales?

New to Medical Device Sales is an exclusive training program founded by Jacob McLaughlin to help individuals break into the competitive field of medical device sales. Through personalized coaching, mock interviews, and proven strategies, our program equips all walks of life with the tools they need to land six-figure roles and succeed in the industry. Our average person gets hired in 8.5 weeks with $105,502 annual salary. Thousands of success stories showcase its effectiveness for candidates from diverse backgrounds.

Fully commit and unlock your potential in medical device sales for 2025.

——

Want to START a career in Medical Device Sales? https://www.newtomedicaldevicesales.com

https://www.linkedin.com/in/jacob-mclaughlin-5192b312b

https://www.tiktok.com/@newtomedicaldevicesales?

NTMDS LinkedIn: https://www.linkedin.com/company/new-to-medical-device-sales/posts/?feedView=all 

——

This episode is about how indecisiveness holds people back, the importance of fully committing to your goals, strategies for breaking into medical device sales, and how to embrace failure as a path to success in 2025.

——

Key Takeaways:

1️⃣ Indecisiveness keeps you stuck

• Stop going back and forth. Fully commit to your goals so you can stop wasting time and energy on doubt.

2️⃣ There’s no perfect time

• Waiting for the “right time” to start only delays success. Take action now and learn as you go.

3️⃣ Action leads to clarity

• Whether it works or not, committing allows you to figure out what’s next, instead of staying stuck in uncertainty.

4️⃣ Embrace failure as growth

• Top performers fail, learn, and adapt quickly. Every mistake brings you closer to success.

5️⃣ Commit to consistency

• Success doesn’t come from trying for a week. Stay consistent over months to see meaningful results.

——

What Is New To Medical Device Sales?

New to Medical Device Sales is an exclusive training program founded by Jacob McLaughlin to help individuals break into the competitive field of medical device sales. Through personalized coaching, mock interviews, and proven strategies, our program equips all walks of life with the tools they need to land six-figure roles and succeed in the industry. Our average person gets hired in 8.5 weeks with a $105,502 annual salary. Thousands of success stories showcase its effectiveness for candidates from diverse backgrounds.

Crush your medical device sales goals in 2025 with planning and ownership.

——

https://www.linkedin.com/in/jacob-mclaughlin-5192b312b

https://www.tiktok.com/@newtomedicaldevicesales?

NTMDS LinkedIn: https://www.linkedin.com/company/new-to-medical-device-sales/posts/?feedView=all 

Want to START a career in Medical Device Sales? https://www.newtomedicaldevicesales.com

——

We talk about success strategies in medical device sales for 2025, including the importance of planning ahead, eliminating excuses, taking extreme ownership, prioritizing growth activities, and investing in personal skills.

——

1️⃣ Start with a solid plan: Don’t just let life happen to you. Break down your yearly quota into smaller goals—think about what you need to achieve every month, week, or even day. It’s all about having a game plan.

2️⃣ Own your journey: Nobody’s going to step in and save the day for you. It’s up to you to make things happen and take control of your career and life.

3️⃣ Drop the excuses: Sure, everyone has challenges, and your excuses might even be valid. But they won’t get you anywhere. Focus on what you can do instead.

4️⃣ Invest in yourself: Want to see real growth? Put time and effort into learning new skills and improving what you bring to the table. It’s the best investment you’ll ever make.

5️⃣ Do something that moves the needle: Every day, ask yourself: What can I do right now that will make a big difference in a few months? Even small steps add up to huge wins over time.

——

00:36 - Intro

02:02 - Plan Out Your Routes In Advance

06:60 - Your Excuses Do Nothing For Your Growth

10:29 - Take Ownership Of Your Situation

Reflect, reset, and crush your medical device sales goals in 2025.

----

• Want to START a career in Medical Device Sales? https://www.newtomedicaldevicesales.com
• https://www.linkedin.com/in/jacob-mclaughlin-5192b312b
• https://www.tiktok.com/@newtomedicaldevicesales?
• NTMDS LinkedIn: https://www.linkedin.com/company/new-to-medical-device-sales/posts/?feedView=all 

----

It’s the end of 2024. Setup 2025 strong by including personal reflections, setting achievable goals, learning from mistakes, leveraging growth opportunities, and celebrating progress.

----

What Can You Do:

1️⃣ Reflect deeply on 2024:

• Identify what worked well and what didn't.
• Celebrate achievements and acknowledge areas for improvement.

2️⃣ Plan for 2025 success:

• Set clear, actionable goals for the new year.
• Create a step-by-step plan to exceed your targets.

3️⃣ Eliminate distractions:

• Evaluate relationships, habits, and time management.
• Focus only on activities that align with your long-term goals.

4️⃣ Take ownership of your growth:

• Seek advice from successful peers or mentors you aspire to emulate.
• Avoid following outdated advice or negative influences.

5️⃣ Be intentional and consistent:

• Regularly evaluate your progress and adapt as needed.
• Success comes from having a clear vision and executing with purpose.

----

01:43 - Reflecting My Year At The Gym

04:05 - Why It’s Important To Reflect On The Year

05:04 - Don’t Listen To People Not Where You Want To Be

07:13 - Reflecting Will Change Your Perspective

08:52 - The Best Reps Reflex On Their Performance

10:31 - Chapter 7

12:07 - Final Advice

Master confidence, crush interviews, and transform your career.

My mentor and friend, Omar Khateeb, flew into Arizona to sit with me in the studio. Omar is a marketing expert, entrepreneur, and podcast host who helps companies raise capital, commercialize products, and leverage digital strategies for growth.We talk about breaking into medical device sales, leveraging LinkedIn for career growth, the importance of self-development, building confidence, handling rejection, learning from failures, creating personal branding, understanding startup cultures, and strategies for long-term success in sales and life.

——

BREAK INTO MEDICAL DEVICE SALES FAST - https://www.newtomedicaldevicesales.com

Follow Jacob:

https://www.linkedin.com/in/jacob-mclaughlin-5192b312b

https://www.tiktok.com/@newtomedicaldevicesales?

NTMDS LinkedIn: https://www.linkedin.com/company/new-to-medical-device-sales/posts/?feedView=all

——

Follow Omar:

https://www.youtube.com/@thestateofmedtech/featured

https://www.linkedin.com/in/okhateeb/

——

Takeaways From The Episode:

• Build confidence and focus on daily progress.
• Invest in self-development to unlock new opportunities.
• Embrace rejection as a step toward success.
• Create a strong personal brand on LinkedIn.
• Surround yourself with people who inspire growth.

——

00:02:14 - Who Is Omar Khateeb

00:07:43 - Mastering Likability and Persuasion

00:18:37 - Energy Givers vs. Energy Takers

00:22:46 - How to Sell Yourself with Confidence

00:27:10 - Talk To Yourself How You Talk To A Loved One

00:32:32 - It’s OK Not Being The Right Fit For A Company

00:41:41 - Always Be Learning While Deep In Your Career

00:48:55 - How To Approach Interviews

00:56:14 - How To Know If It’s A Bad Interview

01:05:38 - Figure Out What You Really Want In This Life

01:17:52 - What Did You Learn Working With Startup Companies

01:22:11 - How To Work On Yourself To Get Hired

01:36:02 - How To Reach Out To Omar

How to thrive under pressure and build success in medical device sales

Jacob LinkedIn: https://www.linkedin.com/in/jacob-mclaughlin-5192b312b

NTMDS TikTok: https://www.tiktok.com/@newtomedicaldevicesales?

NTMDS LinkedIn: https://www.linkedin.com/company/new-to-medical-device-sales/posts/?feedView=all 

Want to INCREASE your career in Medical Device Sales? https://www.newtomedicaldevicesales.com

-

Someone from my program, currently in the industry, had a scenario I've experienced plenty of times and asked for my advice. I will be sharing actionable strategies for navigating these challenges in medical device sales. I talk about:

• Why medical device sales is the best industry.

• Understanding and managing high-pressure scenarios.
• How to prioritize accounts without burning bridges.
• Building relationships with doctors while maintaining your boundaries.
• The importance of saying "no".

—

What Can You Start Doing Tomorrow:

1. Look at your challenges as privileges and opportunities for growth.
2. Focus on accounts that align with your goals and help with hitting your quota.
3. Have honest conversations with doctors about availability and set realistic expectations.
4. Earn respect through consistent performance, but establish boundaries to avoid burnout.
5. Not every account is worth keeping; assess if what you have is worth keeping

-

00:57 - This Is The Best Industry In The World

05:26 - Advice For Scenarios In The Field

07:39 - Real Life Scenario With Doctors

12:40 - Doctors Threaten To Use Your Competitor

17:59 - Hospitals Will Test You

23:08 - Not Everyone Is A Good Fit

26:14 - I Want You To Succeed In This Industry

Success in medical device sales comes from preparation, ambition, and mastering the qualities that set you apart

Break into Medical Device Sales: newtomedicaldevicesales.com

Jacob LinkedIn

New To Medical Device Sales Tik Tok

New To Medical Device Sales LinkedIn

From understanding what hiring managers and CEOs are truly looking for to embodying the ambition and intangibles that drive success, this episode offers actionable insights for both new reps and seasoned professionals. Tune in to learn how preparation, follow-through, and excellence can take your career to the next level.

What I Discuss in This Episode:

🔵 What hiring managers want

🔵 Overpromising, underdelivering

🔵 How to prepare for interviews, network effectively, and follow through

🔵 Lessons I learned during my rise in the medical device industry

🔵 Why ambition matters

Takeaways You Can Apply Today:

1️⃣ Do your research: 

Before any conversation, know the company, its needs, and your value.

2️⃣ Follow through consistently: 

Small actions, like timely emails, reflect your reliability.

3️⃣ Excellence over perfection: 

Aim to do your best, even if it’s not perfect.

4️⃣ Preparation wins: 

Being early, organized, and informed sets you apart in interviews.

5️⃣ Be ambitious: 

Strive to improve every day, no matter your starting point.

02:40 - What Companies Really Look For

07:26 - Avoiding Pitfalls And Proving Your Value

13:26 - Mindset Of Excellence And Ambition

19:32 - Chasing Growth Over Money

24:10 - Final Thoughts And Encouragement

Feeling the holiday slowdown in your medical device sales job? Wondering how to stay productive while still enjoying the season? In this episode, I talk about what helped me navigate the holidays as a successful rep in medical device sales. From building stronger relationships with clients through simple gestures (like handwritten cards) to balancing rest and productivity, I share practical tips to help you finish the year strong. Learn how to use this time to reflect, plan for the new year, and even invest in your personal growth. Whether you’re hustling to hit quota or just trying to stay ahead, this episode has something for you.

Break into Medical Device Sales Online Course:

https://courses.newtomedicaldevicesales.com

https://www.linkedin.com/in/jacob-mclaughlin

https://www.linkedin.com/company/new-to-medical-device-sales

Key Takeaways

• Prioritize Relationships: Use the holiday season to connect personally with your accounts through handwritten cards and expressions of appreciation. Small gestures can transform professional relationships.

• Plan Strategically: Focus on activities that will prepare you for success in the new year, such as reflecting on the past year, setting goals, and planning strategies.

• Maximize Downtime: Avoid overworking when offices and surgeons are unavailable. Use this time for personal development, such as listening to podcasts, enrolling in courses, or seeking mentorship.

• Balance Work and Rest: It’s okay to take breaks. Use downtime to recharge, gain clarity, and return refreshed for the busy months ahead.

• Stay Ahead, Not Behind: Don’t wait until January to start fresh. Use November and December to build momentum, set plans in motion, and reflect on personal growth.

01:37 - Build Strong Relationship With Colleagues

05:13 - Plan For The New Year

10:02 - Taking Time To Focus On Yourself

12:24 - Reach Out To Me With Questions

Today we talk with the legend Johnny Caffaro, a renowned figure in medical device sales, LinkedIn influencer with over 30K followers, and now works as Head of Growth at Redefine Surgery. Johnny shares his journey of breaking into the industry, overcoming challenges by going off grid for one year, and balancing life as a single dad of five. Learn how his authenticity and innovative approach have made him a leader in the field of medical device sales.

----------------------------------------------------------------- 

Break into Medical Device Sales Online Course:

⁠https://courses.newtomedicaldevicesales.com⁠⁠https://www.linkedin.com/in/jacob-mclaughlin⁠⁠https://www.linkedin.com/company/new-to-medical-device-sales⁠

Follow Johnny On Linkedin:

⁠https://www.linkedin.com/in/johnny-caffaro⁠

----------------------------------------------------------------- Key Takeaways:

• Breaking into Medical Device Sales: Johnny's unconventional journey into the field, including bold moves that set him apart during interviews.

• The Power of LinkedIn: How Johnny leveraged LinkedIn to build his personal brand, network globally, and create opportunities in the medical device industry.

• Balancing Career and Fatherhood: Insights into how Johnny manages being a single dad to five kids while maintaining a thriving career.

• Lessons in Authenticity: Why staying genuine and caring about people has been central to Johnny's success and reputation.

• Mental Health and Burnout: Johnny’s decision to take a hiatus for personal healing and how it redefined his approach to life and work.

• Redefine Surgery's Mission: A look at the innovative work Johnny is leading at Redefine Surgery, including AI-driven tools set to transform surgical education and practice.

• The Value of Grit and Determination: Johnny's mindset for overcoming challenges and thriving in a competitive industry.

• The Importance of Community and Relationships: Building meaningful connections that lead to long-term success.

Anthony Munoz shares his journey from medical device sales to real estate investing. Learn about breaking into med device sales, building trust with surgeons, and scaling income streams. Hear insights on transitioning careers, starting a real estate business, and achieving financial freedom—all while balancing personal goals and challenges. Perfect for aspiring med sales reps and those curious to see other opportunities outside of their medical device career. Break into Medical Device Sales Online Course: https://courses.newtomedicaldevicesales.com https://www.linkedin.com/in/jacob-mclaughlin https://www.linkedin.com/company/new-to-medical-device-sales 02:38 - Discovering Medical Device Sales 08:15 - Building Success in Medical Device Sales 20:36 - From Associate Sales To Full Line Rep 28:16 - Shooting From The Hip 33:44 - You Are Surrounded By A Winners’ Environment 37:58 - Why Transition To Real Estate 42:05 - Early Real Estate Ventures 48:39 - Real Estate Strategies & Company Description 55:42 - Contact Info

Learn why many don't earn $100K in medical device sales and how mindset, avoiding self-sabotage, and pushing through discomfort can make the difference.

Break into Medical Device Sales Online Course: https://courses.newtomedicaldevicesales.com https://www.linkedin.com/in/jacob-mclaughlin https://www.linkedin.com/company/new-to-medical-device-sales