The goal of college is to graduate and find a career job! Yet today with rising cost of college and a challenging job market, this has become difficult for many people. On this show I will interview people who have landed their career job and have paid off their student debt! Plus there will be professional coaches and successful business leaders who will share what it takes to get hired and have a great career!
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How Badly Do You Want to Be a Medical or Pharmaceutical Sales Representative? Hear how my coaching has helped others get hired and could help you as well! - Mike Hayes
Wednesday, June 11, 2025 • Duration 33:33
In today's solo episode, we explore what it really takes to grow—whether it's in your personal life, your career, or big goals like landing a $100K medical sales job. I reflect on 40 years of marriage, raising three kids, and building a meaningful career—all with the help of mentors, coaches, and a strong drive to learn and improve.
You'll hear real stories about:
How hiring the right coach can help you go from stuck to soaring
The impact of tools like the DISC assessment, LinkedIn coaching, and podcast training
A reminder from Proverbs 4:7: "Though it cost all you have, get understanding."
If you want something badly enough, you'll do the work—read the books, ask questions, and, when needed, get a coach to help you achieve your goals.
I also talk about a simple 3-step system you can use to jump-start your career in medical sales:
Step 1: Get Support
Coaching works. It takes you further, faster—whether you're just getting started or trying to break into a competitive field.
Step 2: Discover Your Story
Identify your:
Strengths and talents – Your awards, achievements, and natural gifts
Passions and interests – What drives you, motivates you and excites you
Top qualifications for the job – Especially those valued in medical sales roles
You'll also learn how to build an elevator pitch that tells people who you are, what you offer, and how you'll do it—in just a few seconds.
Step 3: Crush the Interview in 4 Stages
Make a personal connection – Because people hire who they like
Play ping pong – Engage in real conversation and ask smart, open-ended questions
Trial close – Show confidence by checking in during the interview
Hard close – Wrap up strong, highlight what makes you the best fit, and ask for the next step.
Whether you're just starting out or thinking about a big career shift, this episode is packed with wisdom, encouragement, and a step-by-step plan to help you achieve a career in medical sales.
For help developing your story or to learn the inside tips of what hiring managers expect to see in an interview, go to my website and book a FREE 15-minute call!
Don't forget to subscribe and listen each week as we share helpful tips to get you hired in medical sales!
Struggling to find a job in medical or pharmaceutical sales? After listening to Mike Klem's story, you will have a plan and a process that you can start implementing today!
Tuesday, May 13, 2025 • Duration 36:13
Today we have Mike Klem on our show! Mike is a Business Development Manager for Anesthesia.
If you're looking for a job, you've got to hear this!
After 537 applications, he found a great job in medical sales.
You won't believe how he teamed up with his wife to help him - He would share his spreadsheet on the big screen each week!
Believe in the process and get a coach, partner, or mentor!
In his new job, Mike does business development for Anesthesia Staffing.
Mike said that in this role, he does less direct sales and sends more emails to reach customers. He uses a CRM to keep track of all of his customers. He said this is the key to his success.
Mike also said that his sales cycles are longer than those of a pharmaceutical or medical device rep.
There are different career paths in medical sales. First, get your foot in the door, and next, be ready to pivot to grow your career.
Mike's story: Mike got laid off in his late 50s. He understood that getting a new job is just a "numbers game," and he needed to trust the process. He started applying and applying, and soon he saw a pattern. With every 100 applications, he would get 33 "no thanks" and land 6 interviews.
How can you add value to your medical sales interview?
Wednesday, April 23, 2025 • Duration 25:41
Today's episode is Pt. 2 of the conversation with Matthew Sorensen.
Today, he talks about his tips for creating a great resume, how to stand out in an interview, and how to get out of a rut.
Tips for creating a great resume:
Use bullet points to show accomplishments
Brag about hitting your goals or KPIs
Show growth, progress, or achievements
If possible, use a quote from a stakeholder acknowledging your success
Avoid vague job descriptions
How to stand out in the interview:
Contrast yourself in a positive light compared to other candidates. -Example: A lot of new reps only care about blowing away the quota. I understand that meeting the quota and complying with company regulations are crucial for long-term success.)
Be prepared to ask good open-ended questions. - Ask them early and often! However, make sure you keep the interviewer's flow.
Tip: Make sure to answer their question before you ask too many questions & pivot or "check-in" to set up your question.
Balance being curious and coachable.
Have an aggressive close that is well rehearsed and practiced. - For example, if you are a hunter and this job is 80% hunter, you might say: "This job is perfect. With my hunter mindset, there is no one better qualified than me!"
If you are transitioning into sales from another career, offer your unique perspective. This will allow you to bring value to the interview. Leverage your unique exposure!
How do I get out of a rut?
Use rejection to build resilience and keep improving your skills.
As you persevere, you will identify special skills and abilities that will make you great at sales.
What is your interview style? Today’s guest has interviewed 1000’s of reps, he can help us improve! - Matthew Sorensen Part 1
Tuesday, April 15, 2025 • Duration 33:17
Today's guest, Matthew Sorensen, is a recruiter who was previously a sales rep. I can't wait for you to listen and hear his perspective on how we can show up better in our medical sales journey.
Matthew has hired thousands of reps as a recruiter. I have asked him to give us insights into the good and bad interview styles he has seen.
Matthew begins by saying that after interviewing all sorts of professionals, including accountants and engineers, he really enjoys interviewing salespeople.
Here are a few suggestions he has to help you ace your interview.
Show up as a consultant and bring solutions and insights into improving their process.
Come to the interview with knowledge and suggestions to grow the business.
In your research, talk to the reps, find a need or opportunity, and then offer some value.
A well-paid consultant knows the business. Be creative and find a way to stand out.
Understand, as a rep, you need to get the customer talking to uncover their needs and any opportunities for you.
Here are a few interview styles he mentions - both good and bad
Arrogant - You invited me here. Big turn-off and certainly not coachable.
Desperate - Had success in the past that has fizzled out. The clients will smell the same desperation.
Salesperson they want to hire - Brings solutions, leverages their experiences, shows they have unique exposure or insights due to past jobs or responsibilities.
If you're just pivoting into sales, consider your previous jobs and what insights you can bring from them into your new career.
Make sure you describe in great detail why you decided to go into sales. That way, they don't think it was a last-minute thing!
What else can you do to break into medical sales? Sign up for my coaching? It worked for Joey!
Wednesday, April 2, 2025 • Duration 45:21
Medical sales is competitive! Today's guest, Joey Viglianese, talks about how he prepared for his career in medical sales by adding new skills!
One thing Joey did was join my coaching program, 7 Steps to Get Hired in Medical Sales.
You will hear him say, "Filling out applications just doesn't work"!
Here's what DOES work!
My training on networking - It helped him meet other reps and hear about interviews.
My training on interviewing - It gave him the skills and confidence to become a top candidate.
Would you like some coaching?
Call and ask about my coaching packages at (317) 987-2800
Joey shares some great tips for when you're getting started in your new career!
Medical sales combines clinical and business acumen. Once you speak the doctor's language, you have to ask for the order! Maybe it is just, "What is the next step?"
Here are some examples of business acumen to help you prepare for the interview.
Routing to reach all the accounts in your geography
The 80/20 rule for prioritizing accounts and account management
Leveraging relationships to get to the decision-makers
Joey said that when it came to the situational questions in the interview, the STAR or CAR method helped him a lot.
How could being told "no" in a job interview be good for you? Hear how Doug Hedrick used the disappointment to seek feedback on his interviewing skills until he got hired!
Wednesday, March 26, 2025 • Duration 28:28
To book a FREE CALL, hear testimonials, and see my coaching packages go to www.gethiredinmedicalsales.com
Hi everyone! We are back today with Doug Hedrick for part 2 of his story.
From part 1, we learned that Doug has a dual career as a medical sales rep and an army chaplain. He has learned tremendous leadership skills and empathy through his roles.
He is currently in oncology sales in urology and has hired and managed sales reps.
I asked Doug what his best tips are for getting hired and advancing your career.
He said his number 1 tip is networking and relationships.
In non-medical sales, about 70-80% of all jobs are found through networking
In medical sales, this is even more important because it is so competitive
My coaching tip: Do "informational interviews" with anyone in the medical field. (Now you are on their radar when they hear about job openings.)
In the last episode, Doug shared that part of his "WHY" was because his dad had cancer. He really enjoys the fact that the products he promotes in this role make a real difference in the patients' lives.
I agree that it feels good to know that your products positively impact the patient.
Doug is currently an account manager. He said it's like being a quarterback, where he's helping coordinate the teams of reps that call on the accounts. It makes him more tactical and strategic vs. if he was just an individual rep.
Once you get your foot in the door, the sky is the limit! Hear how Doug got started and went on to a dual career both in medical sales and as an army chaplain and soon a podcast host.
Tuesday, March 18, 2025 • Duration 17:24
Today, we have Doug Hedrick on our show! This is Pt. 1 of 2, so keep an eye out for Pt. 2 next week.
Doug Hedrick works as an Account Executive in Urology Oncology. He brings a ton of wisdom and insight to the show today.
He has lived a double career in medical sales and the U.S. Army.
Some of his accolades include a Master's in Business, a Master's in Divinity, College Sports, Real Estate Broker, and Medical Sales and Sales Management.
Doug broke into pharmaceutical sales with the help of his friends. He was putting in too many hours as a real estate broker and wanted the financial freedom and flexible schedule that medical sales had to offer.
To see how others got hired, go to my website: gethiredinmedicalsales.com
When I asked Doug his "Why," he said that he needed a flexible job to be able to follow his calling as an army chaplain. He knew that not many careers offer the pay and flexibility you can get in medical sales.
After his father's bout with cancer, Doug had a real motivation to go into oncology sales.
We talk about knowing your "Why" and the importance of developing your story.
Here are 2 questions you can answer right now to prepare for an interview in medical sales.
I encourage you to take the time to answer these questions today.
Want to break into medical sales? Want to be successful? Learn to become a trusted resource. It begins in the interview process where you have a chance to stand out in your character with examples of determination and success. Kendrick- Part Two
Tuesday, March 11, 2025 • Duration 32:40
Today's episode is a continuation of last week's episode with Kendrick Mostellar.
After 12 years, she finally landed her dream job in medical sales.
Kendrick said you need to constantly seek input to improve your interview skills.
If you'd like help with interviewing go to my website at gethiredinmedicalsales.com to sign up for a FREE call.
The only way to handle tricky interview questions is to practice.
She gave an example of when she was asked, "Do you love to win or hate to lose?" There is not necessarily a correct answer to that question.
What matters is how you think through the question and the story you can tell when you answer it.
We also talked about the "weed out questions." These are questions they ask when they're trying to "weed out" applicants and find the best one or two in the pool.
During the interview, they want to test and push you. They want to make sure you can think on your feet so they know that when you get in front of a doctor or a surgeon, you will be able to handle any questions they may ask.
Their only way to measure you under pressure is to conduct the interview in such a way that you have to be prepared and be able to think on your feet.
Could you make selling steel products relatable to medical sales? She nails her interview by telling her story! - Kendrick - Part 1
Tuesday, March 4, 2025 • Duration 20:30
Today, we have Kendrick Mostellar on our show.
After 10 years of B2B sales in staffing services and industrial sales, she has landed her first pharmaceutical sales job!
She is learning to call on busy primary care offices and highly specialized plastic surgeons.
Here are her tips to get hired in pharmaceutical or medical sales:
Identify your specific transferrable skills from previous jobs.
Capture the hiring manager's heart with your stories and examples.
Share your "Why"! She wanted a high-paying job to provide for her family.
I asked Kendrick, "What is it like to call on a super busy primary care office?"
She said:
You have to be very creative to get in front of the doctors. She will bring lunch, snacks, or coffee to get quality time with the medical staff.
Figure out how to be a resource or trusted partner, not just another salesperson.
She built trust by helping the staff with the patient discount cards.
Kendrick said that while in the interview process, she talked about her background in industrial sales and showed how it related to medical sales.
She did this by:
Pointing out sales accomplishments with numbers and top awards.
Being able to relate to different people, from factory workers to top buyers.
Explained how she made selling a boring commodity like steel feel warm and relational.
Learn How to Become the “Inside Candidate” Who Gets the Job! - Mark Bartz
Monday, February 24, 2025 • Duration 39:25
For today's episode, we have on Mark Bartz.
Mark is the founder of Medical Sales Mentors. A company that helps people find jobs in Med Device, Bio-Tech, and Pharma sales.
I can't believe Mark shared this:
Only 7% of all job seekers apply with the help of a company employee or referral. That 7% represents 50% of all job offers.
This has only accelerated after Covid when HR departments encouraged employee referral programs rather than outside search firms. His job search, NetOut, is designed to help you get the offer.
He specializes in three areas:
Designing a LinkedIn profile that gets you noticed by recruiters. Also, using his LinkedIn search skills to find the role you want.
Creating resumes that make you say, "Wow!" The people who have used Mark will agree!
NetOut Job Search. Mark relies on the hundreds of loyal clients he has placed in all the top Medical, Pharmaceutical, and Bio-Tech companies to advocate for you!
Mark has successfully placed a variety of people, including airline pilots, chorus line singers, professional athletes, and everyday business people.
He says the companies can teach you clinical information and how to present their products, but they can't teach you hard work, integrity, grit, and personality.
His point is that nobody was born a med device or pharmaceutical sales rep. If you go on LinkedIn and look at some of the current reps' profiles, you will see that most of them have moved into these roles after having some unrelated background.
He would team up with his wife every Thursday night to review his spreadsheet, where he was tracking his applications, and discuss a follow-up plan.
Massive takeaways:
It takes perseverance.
Have a plan and work the plan. Trust the process!
Have a coach or mentor in the process.
Mike's advice, " It takes hustle and don't take the reaction personally".
We both agree that you need to focus on daily activities that will make a difference.
For help developing your story or to learn the inside tips of what hiring managers expect to see in an interview, go to my website and book a FREE 15-minute call!
Don't forget to subscribe and listen each week as we share helpful tips to get you hired in medical sales!
Remember, there are great companies that need to hire someone just like you!
For help developing your story or to learn the inside tips of what hiring managers expect to see in an interview, go to my website and book a FREE 15-minute call!
Don't forget to subscribe and listen each week as we share helpful tips to get you hired in medical sales!
They really have to believe your "why," or they may doubt your devotion.
Say something like, "I was born for this! After seeing how I can motivate people, I have decided that I will be a successful sales rep."
You want them to realize they need to hire you before someone else does.
Lastly, Matthew talks about getting more interviews and whether cover letters really help. Here's what he said.
Cover letters can be helpful, but you must make them VERY short. Have them 3-5 sentences and double-spaced.
Have bullet points to call out something of value that you offer.
Next week, in part two, Matthew will talk about formatting resumes and how to keep moving through the hiring process.
For help developing your story or to learn the inside tips of what hiring managers expect to see in an interview, go to my website and book a FREE 15-minute call!
Don't forget to subscribe and listen each week as we share helpful tips to get you hired in medical sales!
CAR is just a shorter version of STAR: Context, Action, and Result.
Start practicing now! Don't wait until you're in the middle of a big interview.
Pro Tip: Practice your top 5 stories about your accomplishments and be ready to insert them as part of your answers.
Joey talks about two themes to grab onto:
1) Always ask for the next step! My advice is to practice asking, especially if you are new to sales!
For example, when you are networking, ask for 1-2 referrals. In the interview, ask about the next steps! Salespeople learn to "make the ask"!
2) He is always learning and growing, especially in sales.
He added to his prestigious degree by learning sales and joining my coaching program.
Tips:
Check out my videos on LinkedIn, where I share tips to help you get hired!
Ask me about how DISC can help you become a more effective communicator.
Learn how you can break into medical sales by calling or texting (317) 987-2800
For help developing your story or to learn the inside tips of what hiring managers expect to see in an interview, go to my website and book a FREE 15-minute call!
Don't forget to subscribe and listen each week as we share helpful tips to get you hired in medical sales!
He said the biggest obstacle he faced in his medical sales career was not getting promoted into management when he knew he had all the necessary skills.
Obviously, the army trained him in leadership skills, so why couldn't he get promoted?
After being told "no" several times, he pulled a top manager aside and learned he wasn't coming across well in the interviews.
He had all the leadership skills but did not communicate them well.
His solution was learning to think like the person across from him. He needed to understand where they were coming from.
Getting told "no" made him dig deep and figure out how to come across differently until he was hired. He learned to do a better job at communicating how his transferable skills fit the new role.
This happened to me earlier in my career as well. I couldn't communicate well with my manager and felt stuck and overlooked.
My solution was to hire a career coach.
Through coaching, I discovered the DISC communication styles. DISC teaches that there are four different communication styles. I realized that my manager and I were using completely different communication styles.
I learned how to work with all the different communication styles, and I became successful with internal customers like him and my external customers as well.
For help developing your story or to learn the inside tips of what hiring managers expect to see in an interview, go to my website and book a FREE 15-minute call!
Don't forget to subscribe and listen each week as we share helpful tips to get you hired in medical sales!
What are your transferable skills that will directly relate to this sales role? List 5 examples and a brief story to validate each claim.
What is your "Why?" What motivates you, and why should I believe in you? Share 3 stories that give personal testimony about your "Why."
Here is an insight Doug offers as a hiring manager.
When Doug is conducting an interview, he is thinking:
Are you independent, or will I have to constantly hold your hand?
Are you coachable?
Will you fit on the team?
In other words, he is asking himself if he can work with this person and if he believes in them.
Here is my advice:
Accept that everyone you are competing with is qualified to do the job. That means in order for you to get hired, you need to get them to know, like, and trust you!
The great news is that you can learn this interview strategy and gain confidence with coaching and practice. Check out my coaching packages at www.gethiredinmedicalsales.com
Doug also said that networking and relationships were critical to his success in medical sales. Every single job he got was a result of networking!
Please listen next week as he shares how he overcame a huge obstacle in his career.
He also offers some insights into his management experience, including hiring reps.
All this and more will be in part two next week!
For help developing your story or to learn the inside tips of what hiring managers expect to see in an interview, go to my website and book a FREE 15-minute call!
Don't forget to subscribe and listen each week as we share helpful tips to get you hired in medical sales!
Pro Tip: Be calm enough to think about their motive and speak to the deeper meaning. Another way to say it is, "What is the question behind the question?"
For help developing your story or to learn the inside tips of what hiring managers expect to see in an interview, go to my website and book a FREE 15-minute call!
Don't forget to subscribe and listen each week as we share helpful tips to get you hired in medical sales!
Developing your story is crucial to excel in the interview process.
Check out hers:
She showed she had the gift to "light up a room" by selling a boring commodity like steel in a tough male-dominated industry.
How? She found a warm and relatable connection with her prospects and used her business acumen to meet their needs!
For help developing your story or to learn the inside tips of what hiring managers expect to see in an interview, go to my website and book a FREE 15-minute call!
Don't forget to subscribe and listen each week as we share helpful tips to get you hired in medical sales!
I agree with him. If they wanted pharmacists or medical types to sell these products, the job ads would spell that out. But it is just the opposite; they need you to bring your diverse background and unique skills to call on the doctors.
With this in mind, he designs your resume to help the interviewer ask about your stories so that you can showcase your soft skills.
Wouldn't you love to have a resume that makes them say, "Wow!" and "Tell me about these situations."?
This is what he suggests for the top half of your resume:
Use a keyword template you can easily customize with keywords for each job.
Have a quote from a previous boss or co-worker that elevates your abilities.
Have bullet points to showcase your experience and areas of expertise.
Special Offer:
If you are interested in Mark's services, mention the Mike & Mark episode and receive a FREE call to help you with your Resume or LinkedIn profile.
