Can you break into Medical Device Sales without a background in sales?

In this episode, Vidhi Patel shares the exact roadmap she used to transition from a Biology major and Clinical Researcher to an On-Site Specialist at Stryker, and finally landing her dream role in Breast & Skeletal Health Sales at Hologic.

If you’ve been told you "don't have enough experience" or you’ve been stuck in a clinical role wanting to pivot to the business side, this interview is for you. Vidhi and I break down the tactical tools—from 30-60-90 Day Plans to the "About Me" PDF—that make a candidate undeniable to hiring managers.

In this video, you will learn:

• Why the "On-Site Specialist" role is the best backdoor into sales.
• How to use LinkedIn to get noticed by top-tier recruiters.
• The secret to the "About Me" page that builds instant rapport with surgeons.
• Why you should let your company pay for your MBA (and why you don't need it to get hired).
• How to handle the grueling Stryker/Hologic interview process and the Gallup test.

TIMESTAMPS:

0:00 - Intro: Meet Vidhi Patel

2:15 - Why Ohio State? (The OSU Connection)

4:10 - From Clinical Research to Stryker On-Site

6:45 - The Reality of the OR: Managing 3 Different Shifts

9:30 - How LinkedIn and Networking Landed the Interview

12:00 - Working with External Recruiters: What You Need to Know

14:50 - The 30-60-90 Day Plan: Don’t Just Copy/Paste!

17:30 - The "About Me" PDF: The Secret Weapon for Rapport

21:00 - Soft Skills: Reading the Room vs. Following a Script

23:15 - Why Hologic? (A Personal Connection to Breast Cancer)

25:30 - National Parks & Work-Life Balance in Med Sales

29:00 - MBA vs. Experience: Which one matters more?

31:30 - Advice for those stuck: "You just need one YES."

Connect with Vidhi Patel:

LinkedIn: https://www.linkedin.com/in/vidhipat/

💡 About Medical Sales U:

We help high-performers—teachers, nurses, and professionals—break into the medical device and pharmaceutical sales industry through expert coaching and a proven community of winners.

We help professionals transition into top-tier medical sales roles: medicalsalesu.com/

#MedicalSales #MedDevice #Hologic #Stryker #CareerPivot #MedicalSalesU #InterviewTips #306090DayPlan #MedicalDeviceSales

Breaking Into Med Device While Planning a Wedding & Moving States

How do you pivot into a high-stakes career in Medical Device Sales while life is throwing everything at you?

In this episode of the Medical Sales U podcast, I sit down with DeVaughn Crawford, who successfully broke into the industry during the most chaotic period of his life. Between planning a wedding, finishing an MBA, and moving from Louisville to Denver, DeVaughn proves that with the right "grit" and a structured plan, no obstacle is too big.

Whether you’re a clinical professional, a student, or a career-changer, this episode is your blueprint for navigating the competitive medical sales landscape.

WHAT YOU’LL LEARN:

• The "Multi-State" Strategy: How DeVaughn landed a role covering 6 states (CO, UT, NV, ID, WY, MT).

• Networking Secrets: The exact LinkedIn filters DeVaughn used to find the right hiring managers and internal referrals.

• Mastering the Cadence: Why balancing high energy with professional "calm" is the secret to winning over hiring managers.

• The Clinical Advantage: How to translate a non-traditional background (Political Science & Research) into sales success.

• Overcoming Rejection: How to stay in the game after 50+ rejections.

CHAPTERS:

0:00 – Introduction: The Challenges of a Career Pivot

2:20 – The "Random" LinkedIn Connection that Changed Everything

4:45 – Managing a Wedding, an MBA, and a Move Simultaneously

7:10 – Leveraging a Clinical Research Background in Sales

11:55 – Why an MBA Isn't Enough (and what you actually need)

14:18 – Facing 50+ Rejections: The Reality of the Hunt

16:42 – The Medical Sales U Method: Business Plans & STAR Interviews

21:27 – Remote Networking: How to Land a Job in a Different State

26:15 – Researching Products, FDA Approvals, and Competition

31:01 – Ordering the Chaos: Daily Habits for Success

35:38 – Conclusion: New Beginnings in Denver

CONNECT WITH DeVaughn Crawford https://www.linkedin.com/in/devaughn-crawford-mba-81b66089/

💡 About Medical Sales U:

We help high-performers—teachers, nurses, and professionals—break into the medical device and pharmaceutical sales industry through expert coaching and a proven community of winners.

We help professionals transition into top-tier medical sales roles: medicalsalesu.com/

Subscribe for more success stories and sales tactics!

#MedicalDeviceSales #CareerChange #SalesInterview #MedicalSalesU #MedTech #JobSearchStrategy #DenverJobs #SalesCoaching #MBA

Can D1 competitive mindset help you dominate the medical sales industry?

In this episode of the Medical Sales U Podcast, I sit down with Justin Kershaw—former Michigan State player turned top-tier Spine Endoscopy Rep for Arthrex.

Justin pulls back the curtain on how he transitioned from the locker room to the Operating Room, the reality of working for a $5B company like Arthrex, and why being a "Girl Dad" and a man of faith is what actually fuels his professional drive.

In this episode, you’ll learn:

* The "3 Gatekeepers" you must win over to close deals in any hospital.

* Why Arthrex uses an "Agency" model vs. traditional distributorships.

* How to maintain high-level physical and spiritual discipline in a high-stress career.

* Tactical advice for career pivots (how Dave broke into sales at age 35!).

🌐 Connect with Justin Kershaw: https://www.linkedin.com/in/justinkershaw/

TIMESTAMP CHAPTERS:

0:00 – Meet Justin Kershaw: From the NFL to Medical Sales

02:26 – Why Arthrex? Understanding the Sales Agency Model

04:05 – Distributorships vs. Agencies: What you need to know

05:30 – Career Pivot: Transitioning after pro football08:12 – The "Girl Dad" Mindset: Balancing 5 daughters and a career

10:45 – Faith in the O.R.: Bringing "Kavanah" to your work

12:06 – A Week in the Life: Cold calls, dinners, and consistency

14:12 – Winning over the 3 Pillars: SPD, Gatekeepers, and Admin

18:30 – Entrepreneurship: Launching "Mom’s Bars"

24:35 – Lead with Prayer: Staying grounded in a digital age

29:24 – The Adult Dream: Why you should never stop pushing

34:13 – Justin’s 2026 Goals: Growth, Health, and Purpose

💡 Are you looking to break into Medical Sales? Medical Sales U is dedicated to helping you reinvent your career, find your specialty (Spine, Oncology, Pharma), and provide the innovation patients need. We help professionals transition into top-tier medical sales roles: medicalsalesu.com/

#MedicalSales #Arthrex #SpineSurgery #CareerPivot #MedTech #SalesStrategy #Entrepreneurship #MedicalSalesU

Is it time to trade your scrubs for a corporate career?

In this episode, we sit down with Sydney Gramuglia, a Registered Nurse who successfully transitioned from bedside burnout to a high-impact, 6-figure role as an Oncology Clinical Educator at Eversana partnering with Sun Pharma. Sydney didn't have prior sales experience, and the job she landed wasn't even listed in her state—but she beat out veteran candidates anyway. Today, we’re pulling back the curtain on the "Medical Sales U" blueprint she used to master a grueling 5-round interview process and land her dream job in the pharmaceutical industry.

INSIDE THIS EPISODE:

*The "Experience" Myth: Why "not enough experience" is usually a cover for "not enough preparation."

*The LinkedIn Transformation: How Sydney went from 20 connections to 500+ and got headhunted by hiring managers.

*The Mock Presentation: The exact 40-step rehearsal strategy Sydney used to master complex MOA (Mechanism of Action) and PD-L1 pathways.

*Clinical Educator vs. Sales: Understanding the different paths for nurses in pharma.

*The Contract Partnership: How the Eversana and Sun Pharma collaboration works.

CHAPTERS:

0:00 – Meet Sydney: From Bedside Nurse to Pharma Pro

2:15 – The "Depressing" Reality of Nursing during COVID

5:00 – Finding a Passion for Oncology

7:30 – Why Your LinkedIn Profile Is Your New Resume

9:15 – Breaking Down the Sun Pharma Offer

13:45 – Clinical Educator vs. Sales: Which is right for you?

16:10 – The Brutal Rejection that changed everything

23:50 – Preparing for the 5-Round Interview Gauntlet

25:30 – How to Ace a Mock Clinical Presentation

31:00 – The Power of the Medical Sales U Community

36:45 – Lifestyle Design: The perks of a corporate clinical role

39:30 – Exploring Charleston: Best food & dog-friendly spots

CONNECT WITH Sydney Gramuglia - https://www.linkedin.com/in/sydney-gramuglia/

READY TO BREAK INTO MEDICAL SALES? We help professionals transition into top-tier medical sales roles: medicalsalesu.com/

#MedicalSales #NurseCareerChange #PharmaJobs #ClinicalNurseEducator #MedicalSalesU #NursingBurnout #CareerPivot #SunPharma #Eversana #MedicalDeviceSales #HealthcareInnovation

How do top sales leaders stay on top in 2026? Seasoned National Sales Director Kristy McCracken shares her secrets.

About This Episode

In this episode of Medical Sales U, I sit down with Kristy McCracken, a veteran leader in medical devices and biologics. From managing multi-million dollar revenues to leading national teams at companies like Essity and Merck, Kristy knows what it takes to win.

We dive deep into:

The "Always Learning" Mindset: Why high-level executives are returning to the basics to stay competitive.

Modern Networking: How to use LinkedIn and AI to find common ground with hiring managers today.

Leadership & Coaching: Kristy shares a powerful story of how she coached an underperforming rep back to success.

The Future of Med-Tech: Balancing high-tech AI tools with the "human touch" that closes deals.

Whether you are trying to break into medical sales or you’re a seasoned pro looking to reinvent your role, Kristy’s insights on persistence and "sharpening the saw" are essential listening.

Key Moments (Timestamps)

00:00 – Introduction: The greatest winners never stop learning.

02:15 – Kristy’s journey: 20 years in Pharma and Medical Devices.

04:30 – Why even National Sales Directors need a "Professional Community."

07:45 – Breaking in vs. Leveling up: What has changed in 2026?

11:10 – Leadership Deep Dive: Coaching a rep through a PIP (Performance Improvement Plan).

15:30 – Networking Secrets: How Kristy landed her latest role using Dave’s strategies.

19:20 – The Human Element: Asking the "follow-up" question.

23:10 – Advice for the next generation of medical sales leaders.

Resources & Links

Connect with Kristy McCracken: https://www.linkedin.com/in/kristy-mccracken/

READY TO BREAK INTO MEDICAL SALES? We help professionals transition into top-tier medical sales roles: medicalsalesu.com/

Kristy mentioned that "Persistence is Key." What is the biggest rejection you’ve faced in your career, and how did you bounce back? Let us know in the comments!

If you found value in this talk, please: SUBSCRIBE for more interviews with industry leaders. LIKE this video to help other medical sales professionals find us. HIT THE BELL so you never miss a coaching session.

#MedicalSales #Leadership #CareerGrowth #SalesCoaching #MedTech #MedicalSalesU #Networking2026

Is your medical sales interview strategy falling flat?

In this episode of Medical Sales U, I sit down with Nate Yohe, a Regional Sales Director at Boston Scientific with over 20 years of experience in Interventional Cardiology. Nate pulls back the curtain on what hiring managers are actually looking for when they ask about your 5-year plan and how to demonstrate "grit" without sounding rehearsed.

Whether you are a nurse looking to transition into a Clinical Specialist role, an associate rep aiming for a Territory Manager position, or an experienced sales pro considering leadership, this deep dive into the culture of one of healthcare’s most innovative companies is a must-watch.

What You’ll Learn:

* The "Intangible" Factor: Why integrity, motor, and grit beat a perfect resume every time.

* The 5-Year Plan Trap: How to answer the "Where do you see yourself?" question to show you’re a high-performer.

* Clinical vs. Associate Roles: Breaking down the career paths for nurses, teachers, and sales reps.

* Leadership Habits: Nate’s 4:45 AM routine and how he manages a multi-state team of 13.

* The Future of Interventional Cardiology: Why innovation in minimally invasive procedures is exploding.

Timestamps:

0:00 – Introduction: Meet Nate Yohe (Boston Scientific)

1:41 – The Structure of a High-Performing Sales Team

3:24 – Why Great Leaders Want You to Outgrow Your Role

4:36 – Interview Secrets: Testing for Integrity and Grit

8:53 – Dealing with Adversity: The STAR Response

11:42 – Why "The Feel" of an Interview Matters

12:51 – Career Paths: From Nursing and Law to MedTech

15:47 – Leadership Habits: Productivity and 4:45 AM Wake-Ups

19:45 – Should You Move into Management? The "Why" Test

22:52 – Innovation in Interventional Cardiology

25:04 – Nate’s #1 Advice for Breaking into Medical Sales

Resources & Links:

Connect with Nate Yohe on LinkedIn: https://www.linkedin.com/in/nate-yohe-429b671

READY TO BREAK INTO MEDICAL SALES? We help professionals transition into top-tier medical sales roles: medicalsalesu.com/

#MedicalSales #BostonScientific #InterventionalCardiology #SalesInterview #CareerGrowth #MedicalDeviceSales #HiringInsights #SalesLeadership

How do you go from a 60% pay cut to becoming a VP of Sales in one of the most competitive industries in the world?

In this episode, Dave Hazard (Vice President of Sales at Nuo Therapeutics, Inc) breaks down the "unfiltered" reality of medical sales.

Whether you are trying to break into the industry, ace the notorious Stryker Gallup interview, or understand the billion-dollar shift in wound care technology, this conversation is your masterclass. Dave reveals why relationships are your only "currency," the science behind the disruptive Aurix PRP platform, and the "white-knuckle" reality of scaling a medical startup from zero to 250+ distributors.

In this video, you will learn:

• How to survive the "Mule Year" as an Associate Rep.

• Tactical tips to pass the Stryker Gallup Interview.• The "loophole" in the $12B skin substitute market.

• Why Vitamin C is the missing link in chronic wound healing.

• 1099 vs. W2: How to spot a medical sales scam.

TIMESTAMPS:

0:00 - Introduction: Meet Dave Hazard

2:15 - Taking a 60% Pay Cut: "Why I started at Arthrex"

5:30 - How to Ace the Stryker Gallup Interview (Pro Tips)

8:45 - The Power of Relationships in Med Device Sales

11:20 - Transitioning from Corporate to a Startup

15:45 - The $12B Wound Care Market & Medicare Loopholes

19:10 - The Science of Aurix: How PRP + Vitamin C Heal Wounds

23:00 - 1099 Sales: What to look for (and what to avoid)

26:45 - High-Performance Habits & Discipline

32:15 - Advice for my 25-Year-Old Self

RESOURCES MENTIONED:

MiMedx Platform: https://www.mimedx.com/

Connect with Dave Hazard on LinkedIn: https://www.linkedin.com/in/dave-hazard-b625615/

💡 READY TO BREAK INTO MEDICAL SALES? We help professionals transition into top-tier medical sales roles: medicalsalesu.com/

Follow for more deep dives into the business and science of medical sales!

#MedicalSales #StrykerGallup #MedicalDevices #PRP #WoundCare #SalesCareer #1099Sales #Biologics #CareerAdvice

How do you go from managing a gym to managing trauma cases in the Operating Room?

In this episode, we sit down with Roo Cotter, a former personal trainer who made the incredible leap into the high-stakes world of medical device sales. Roo shares her journey of getting recruited by a gym member to work for Stryker Trauma, navigating the chaos of 14-hour days in the O.R., and her recent pivot into the innovative field of cancer diagnostics with Exact Sciences.

If you are an athlete, a trainer, or someone looking to break into medical sales but don't know where to start, this conversation is for you. Roo breaks down how she used grit, networking, and the Medical Sales U program to land her dream job in under two months.

IN THIS EPISODE, YOU WILL LEARN:

- The unlikely path: How working hard at a gym led to a "lucky" break in MedTech.

- The reality of Trauma: What it’s really like to be on call 24/7 (and why it teaches you resilience).

- Ortho vs. Diagnostics: Why Roo transitioned from the "meathead" world of orthopedics to early cancer detection.- Networking Hacks: How to get internal referrals and skip the "ghosting" phase of job applications.

- Mental Toughness: Balancing a high-pressure career with the "1000 Hours Outside" challenge.

CHAPTERS:

0:00 - Intro: From Personal Trainer to the O.R.

1:55 - Why a Finance Major chose Fitness

2:45 - Building relationships with doctors at the gym

5:40 - Getting scouted: The Story of landing the Stryker job

8:37 - The harsh reality of Trauma Sales (and 14-hour days)

13:25 - Transitioning to Neuromodulation (Nalu Medical)

16:00 - The Pivot to Diagnostics: Joining Exact Sciences

19:15 - How Medical Sales U helped speed up the process

24:00 - Avoiding Burnout: The "1000 Hours Outside" Challenge

READY TO BREAK INTO MEDICAL SALES? If you want to fast-track your career like Roo did, check out our program. We help professionals transition into top-tier medical sales roles: medicalsalesu.com/

About the Guest: Roo Cotter is a Medical Sales Professional with experience in Trauma, Neuromodulation, and Diagnostics. A Miami University graduate, she combines her background in finance and fitness to bring a unique, disciplined approach to the O.R.

#MedicalSales #Stryker #CareerPivot #PersonalTrainer #MedicalDeviceSales #ExactSciences #SalesCoaching #CareerAdvice #OrthoDisclaimer: The views expressed in this video are those of the participants and do not necessarily reflect the official policy or position of any other agency, organization, employer, or company.

How do you go from being the Ohio State University mascot to an ICU Nurse, and finally to a top-tier Pharmaceutical Sales Rep at Pfizer in just 11 weeks?

In this episode of Medical Sales U, I sit down with Corey Stewart to break down his incredible career transition.

- The "Hospital Cafeteria" Interview: The insane story of how Corey interviewed for Pfizer while his wife was in labor (and still crushed it).
- The STAR Method: Watch a live roleplay of how to answer the "Tell me about a time..." question using courage and clinical experience.
- Salary Negotiation: Full transparency on the numbers. See how Corey negotiated a $112k offer up to a $158k total first-year package.
-Networking Strategy: Why reaching out to the team is more important than reaching out to the manager.
If you are a nurse, teacher, or athlete looking to break into Medical Device or Pharma Sales, this will give you some insight.

CHAPTERS
0:00 - Intro: Meeting Brutus Buckeye & The "Expert of One" Mindset
2:15 - Why Leave Nursing? Burnout, Family, and Income
8:45 - The Strategy: Networking with Peers vs. Hiring Managers
15:30 - Master Class: Using the STAR Method in Interviews (Live Example)
24:10 - The "Courage" Story: Challenging a Surgeon in the ICU
32:45 - Must See: Interviewing for Pfizer While His Wife was in Labor!
40:20 - The "Re-Close": How to Tell Them You Got the Job
45:50 - Money Talk: Negotiating Base Salary, Commission, & Relocation ($158k Total)
52:10 - Final Advice: Betting on Yourself

WANT TO BREAK INTO MEDICAL SALES? Ready to leave the bedside or the classroom and start a 6-figure career? Apply to Medical Sales U today: medicalsalesu.com/

ABOUT THE GUEST: Corey Stewart is a former Ohio State "Brutus" mascot, a Cardiovascular ICU Nurse, and now a Pharmaceutical Sales Representative at Pfizer. He successfully transitioned into the industry in just 11 weeks using the Medical Sales U coaching program.

#MedicalSales #Pfizer #NurseToSales #SalaryNegotiation #OhioState #BrutusBuckeye #PharmaSales #CareerTransition #InterviewTips #DaveSterrett #MedicalSalesU

Disclaimer: The views expressed in this video are those of the speakers and do not necessarily reflect the official policy or position of any other agency, organization, employer, or company.

Start making $150k - $200k+ in your first year of medical sales. Stop chasing crowded "old school" roles like Orthopedics and Spine. The real money—and the life-saving innovation—is in Oncology and Specialty Pharma. Today, I reveal the exact blueprint to reinvent your career and break into the most lucrative sector of healthcare. Whether you’re a nurse, a teacher, or stuck in a "middle-class mindset," this episode breaks down why your background doesn't matter. Only your preparation does.I share my personal journey from a non-profit minister making $70k to a high-level oncology rep, and explain why "casual advice" from friends will get you rejected. If you want to master the interview, crush your clinical knowledge, and build a 6-figure life, this is the masterclass you need.

WHAT YOU WILL LEARN IN THIS EPISODE:

- The "Gold Rush" Shift: Why you should ignore Orthopedics and focus entirely on Oncology, Diagnostics, and Genetic Testing.

- The 3 Essential Mindset Shifts: How to move from "winging it" to becoming an obsessively prepared candidate.

- Real Success Stories: How Kanika (immigrant to Dallas), Sydney (nurse), and others went from zero experience to $200k roles.

- The "Ride-Along" Trap: Why you need a brutal coach, not a nice mentor.

- The HEART Framework: The 5 character traits (Humility, Energy, Active Listening, Resilience, Trust) that hiring managers look for.

- Confidence vs. Arrogance: How to show "grit" without sounding like a jerk.

- Daily Habits of Top 1% Earners: The 5 AM club, the "20 LinkedIn adds" rule, and why your degree (MBA) has a lower ROI than coaching.

- The Michael Jordan Rule: Why even the greatest of all time hired coaches for their specific weaknesses.

TIMESTAMPS

00:00 - Introduction: The Program Focus (Oncology vs. Orthopedics)

01:34 - Dave’s Story: Reinventing Career from Ministry to Medical Sales

03:44 - Success Stories: How Nurses & Immigrants Got Hired (Kanika, Sydney)

06:47 - Mindset Shift #1: Be Coachable (Why Friends Can't Help You)

09:20 - Mastering Virtual Interviews (Lighting, Camera & Background)

10:32 - Mindset Shift #2: Be Curious (Understanding Clinical Trials & FDA)

12:32 - Salary Reality: Device Associate ($80k) vs. Oncology ($155k+)

13:55 - Mindset Shift #3: Collaboration (Working with MSLs & Nurse Navigators)

16:28 - Confidence vs. Arrogance (The "Grit" Trap)

18:02 - The H.E.A.R.T. Framework (Humility, Energy, Listening, Resilience, Trust)

19:00 - Daily Habits: 5 AM Wake-ups, LinkedIn Strategy & Handling Rejection

20:00 - The"Middle Class Mindset" Trap: Why Degrees Have Low ROI

22:25 - Using AI for Resumes Without Sounding Like a Robot

25:55 - The "Why": Patient Outcomes & Life-Extending Impact

29:35 - The 3 Questions You Must Ask Yourself31:01 - The Michael Jordan Analogy: Why Even the Best Hire Coaches.

ABOUT MEDICAL SALES U: Medical Sales U is the premier training program for professionals looking to break into high-paying careers in Medical Device, Pharmaceutical, and Genetic Testing sales. We turn "outsiders" into top 1% candidates.

CONNECT WITH US: Learn more about coaching and career support at medicalsalesu.com/

#MedicalSales #OncologySales #CareerPivot #SalesCoaching #HighIncomeSkills #DaveSterrett #MedicalSalesYou #InterviewTips #SalesJobs #PharmaceuticalSales

Are you a nurse or healthcare professional feeling burned out, underpaid, and stuck in a cycle of bureaucracy?
Today, I reveal the 3-3-3 Framework: a blueprint specifically designed for bedside nurses who want to break into the high-paying world of Pharmaceutical and Medical Device Sales.
If you are tired of missing holidays and hitting a salary ceiling, this episode explains exactly what you actually need to do to land offers like our student Sydney, who went from $68k to a $138k package.
IN THIS EPISODE, YOU WILL LEARN:
The 3 Reasons to Leave: Why burnout and lack of creativity are signs it's time to pivot.
The 3 Barriers: Why relying on your degree and "following orders" kills your chances in sales interviews.
The 3 Solutions: How to leverage your clinical edge and tap into the 10,000+ open roles in biotech right now.
READY TO LAND YOUR DREAM JOB? Apply to Medical Sales University and learn how we help nurses double their income in 12 weeks: medicalsalesu.com/
TIMESTAMPS
00:00 - Intro: The shift from Bedside to Sales
01:38 - The 3 Reasons healthcare workers are leaving (Burnout & Bureaucracy)
03:13 - Why your career growth has stalled
04:10 - The 3 Barriers: Why you aren't getting hired yet
05:00 - The "Middle Class Mindset" trap (Degree vs. Skills)
06:12 - Mindset Shift: From Compliance to Ownership
09:18 - The 3 Solutions: How to finally break in
10:52 - Success Story: How Sydney landed a $138k Oncology role
12:50 - Why mentorship beats doing it alone
ABOUT THE HOST: Dave Sterrett is the founder of Medical Sales University, the #1 program helping nurses, PTs, and healthcare professionals break into pharmaceutical and oncology sales.

ABOUT MEDICAL SALES U: Medical Sales U is the premier training program for professionals looking to break into high-paying careers in Medical Device, Pharmaceutical, and Genetic Testing sales. We turn "outsiders" into top 1% candidates.

CONNECT WITH US:
Learn more about coaching and career support at medicalsalesu.com/

#MedicalSales #NursingCareer #PharmaSales #NurseBurnout #CareerChange #MedicalDeviceSales #HighPayingJobs #Nurselife

Are you trying to break into medical sales but stuck deciding between Pharmaceutical and Medical Device? Or maybe you're curious about the high-growth world of Diagnostics and Genomics?
Today, we discuss the differences in pay, lifestyle, and entry-level requirements for each path. Whether you want the adrenaline of the Operating Room or the stability of a $130k+ base salary in Pharma, this episode covers the 12 key distinctions you need to know before applying.

IN THIS EPISODE YOU WILL LEARN:
The Personality Test: Why "Engineers" love Device and "Scientists" love Pharma.
The Paycheck: Real breakdown of base salaries vs. uncapped commissions.
The Hidden Third Option: Why Oncology Diagnostics/Genomics might be the "Goldilocks" career path.
Work-Life Balance: The reality of on-call surgical hours vs. the 9-to-5 pharma life.
Success Stories: How a nurse (Sydney) and an immigrant (Kanika) broke in with $150k-$200k packages.

READY TO BREAK IN? If you are struggling to get offers or don't know where to start, we help people from all backgrounds (nurses, coaches, teachers) launch their medical sales careers.
Apply to Medical Sales U at medicalsalesu.com/

TIMESTAMPS:
00:00 - Intro: The common dilemma (O.R. vs. Samples).
01:06 - The 3 Paths: Pharma, Device, and Diagnostics.
02:15 - Science vs. Engineering: Which fits your brain?
04:35 - Salary Reveal: Entry-level Pharma Pay ($95k-$135k base).
06:10 - The "Associate" Role: Why Device base pay starts lower.
07:40 - The Top 1%: Earning potential ($300k - $750k).
09:15 - Diagnostics Pay: The sweet spot?
10:30 - The Sales Process: Who are you actually selling to?
13:50 - Lifestyle Check: Early mornings vs. Family flexibility.
17:15 - Career Advancement: From Rep to Regional Director.
22:15 - Student Success: From $68k to $200k total comp.
ABOUT MEDICAL SALES U: Medical Sales U is the premier training program for professionals looking to break into high-paying careers in Medical Device, Pharmaceutical, and Genetic Testing sales. We turn "outsiders" into top 1% candidates.

CONNECT WITH US:
Learn more about coaching and career support at medicalsalesu.com/

#MedicalSales #PharmaceuticalSales #MedDevice #SalesCareer #DaveSterritt #CareerAdvice #HighPayingJobs #SalesTips

Is it time to rewrite the playbook on oncology?

In this episode of Medical Sales U, I sit down with Dr. David Waterhouse, a visionary leader in oncology and community research. From the emotional story that almost kept him out of medicine to the birth of Sarah Cannon (the world’s largest community-based research network), this conversation is a masterclass in professional purpose, precision medicine, and the future of patient care.

Whether you are a medical student, an aspiring pharma rep, or a healthcare professional, this episode reveals why the "community setting" is the true frontier of medical innovation and how the Hippocratic Oath must evolve in the age of AI.

In this episode, we cover:

• The Personal Journey: Why Dr. Waterhouse tried to avoid oncology—and the mentor who changed his mind.

• Community Power: The evolution of Sarah Cannon and why 85% of cancer care happens in the community.

• Precision Medicine 101: How we moved from "untreatable" lung cancer to targeted therapies and biomarkers.

• The AI Trust Gap: A father and son’s perspective on using AI as a partner without losing the human touch.

• The "Pro" Rep: What doctors actually value in a pharmaceutical partner (it’s not a "sale").

CHAPTERS:

00:00 - Introduction to Dr. David Waterhouse

02:15 - Avoiding Oncology: A Personal Story of Loss

05:30 - The Mentor Who Changed Everything

09:45 - The Birth of the Sarah Cannon Network

13:20 - Why Clinical Trials Belong in the Community

18:10 - The Evolution of Lung Cancer Treatment

23:50 - Precision Medicine & Biomarkers Explained

28:15 - Closing the AI Trust Gap in Medicine

34:00 - What Makes a Great Pharma Rep? (The Amgen Story)

40:05 - The Hippocratic Oath vs. Fiduciary Duty

44:20 - Personal Legacy: Family, Dogs, and Success

Connect with Us:

Follow Dr. David Waterhouse on Linked In: https://www.linkedin.com/in/david-waterhouse-md-mph-fasco-8a14b410/

About Medical Sales U:

We help high-performers—teachers, nurses, and professionals—break into the medical device and pharmaceutical sales industry through expert coaching and a proven community of winners.

We help professionals transition into top-tier medical sales roles: medicalsalesu.com/

Share this video with a colleague who needs to hear the truth about "patient-first" leadership.

Subscribe for more deep dives into medical sales and healthcare innovation.

#Oncology #MedicalSales #PrecisionMedicine #HealthcareInnovation #SarahCannon #ClinicalTrials #AIRules2026 #MedTech

If you are making it to the panel interview but still getting those automated "Thanks but no thanks" emails, you are likely making one of these 3 fatal mistakes.
In this episode, we reveal why high-achievers like nurses, D1 athletes, and experienced VPs fail to break into Pharma and Medical Device sales.
WHAT YOU WILL LEARN IN THIS EPISODE:
- The "Immature Enthusiasm" Trap: Why being a "go-getter" isn't enough and the specific clinical research you MUST do before the first phone call.
- The LinkedIn Strategy: Stop using LinkedIn like a digital resume. Learn the "20-Person Rule" and how to message hiring managers without being annoying.
- The "Guard Down" Mistake: Why you are failing the field ride and peer interviews (and why you should never relax around potential colleagues).
CHAPTERS (Jump to the section you need):
0:00 - Intro: Why talented people get rejected
01:50 - Mistake #1: You Didn’t Do the Research (FDA, Clinical Trials, Competitors)
04:44 - Immature Enthusiasm vs. Professional Readiness
05:12 - Mistake #2: You Are Using LinkedIn Wrong (Stop asking to "Pick their brain")
06:35 - The "20-Person" LinkedIn Strategy
12:33 - Mistake #3: You Are Not Networking Correctly (The "Invisible" Applicant)
13:43 - Warning: The "Guard Down" Trap with Peer Reps
ABOUT MEDICAL SALES U: Medical Sales U is the premier training program for professionals looking to break into high-paying careers in Medical Device, Pharmaceutical, and Genetic Testing sales. We turn "outsiders" into top 1% candidates.
CONNECT WITH US:
Learn more about coaching and career support at medicalsalesu.com/
#MedicalSales #PharmaceuticalSales #CareerAdvice #SalesInterview #MedicalSalesU #JobSearchTips #LinkedInStrategy

Ready to stop wishing for a bigger role and actually build a massive career? In this episode, I sit down with Brent Lavin (BD Strategic Growth), the leader who took a personal medical scare and turned it into a 20+ product launch dynasty.
Forget the generic advice. Brent gives us the raw truth on how he moved from a comfortable engineering role to orchestrating global M&A and strategic growth. He breaks down the one non-negotiable trait he looks for in hires and reveals the counterintuitive moves (like taking a pay cut for an MBA) that jump-started his success.
Most people wait for the perfect invitation; Brent made his own seat at the table by being “humble, hungry, and smart.” You’ll learn how to stop waiting for permission and start scaling your own leadership, whether you're fresh out of college or ready for a major mid-career reinvention.
Learn more about coaching and career support at medicalsalesu.com/
Brent Lavin's LinkedIn: linkedin.com/in/brent-lavin/

Beyond the MD: Why a Johns Hopkins MBA Chose Medical Sales U (ft. Dr. Kevin Maggisano)
What does it take to bridge the gap between clinical expertise and business execution? In this episode, we sit down with Dr. Kevin Maggisano, a professional who embodies the intersection of high-level medical vision and elite business strategy.
Despite earning his MD from Western University and completing an MBA from Johns Hopkins, Dr. Maggisano believes that real leadership requires more than just degrees. It requires business clarity and strategic communication. That is exactly why he chose to enroll in Medical Sales U.
In this episode, we cover:
The Power of Continuous Growth: Why Dr. Maggisano believes leaders at every level, even those with MDs and MBAs, can still sharpen their business strategy and grow.
Strategic Communication: How to move beyond clinical knowledge to master the art of communicating value and driving measurable results.
Validating the Process: How Dr. Maggisano’s experience reinforces the credibility and direction of Medical Sales U, proving that our focus on leadership and results works for top-tier professionals.
Building a Career: Insights on how to build a rewarding career inside the medical sales world by combining medical authority with sales acumen.
Dr. Maggisano’s story is a powerful reminder that future leaders can trust the process. His voice amplifies our mission to help professionals identify their strengths and succeed in the competitive world of medical sales.
About Dr. Kevin Maggisano: Dr. Maggisano combines deep medical insight with rigorous business training. He holds an MD from Western University and an MBA from Johns Hopkins University. He joined Medical Sales U to further strengthen his leadership skills and refine his approach to business strategy.
Learn more about coaching and career support at https://medicalsalesu.com/

Do you have a medical sales interview coming up?
Pharma, medical device, diagnostics, or biotech… this video will help you stand out and win the offer. This industry is highly competitive, and the candidates who succeed do more than answer questions. They own the interview.
What you will learn in this episode:
- How to make a powerful first impression with “Tell me about yourself”
- How to walk through your resume like a top performer
- How to connect your background to the company’s mission, product, and impact on patients
- How to communicate what makes you unique without clichés
- How to discuss strengths and weaknesses with strategy and confidence
- How to show cultural fit and real motivation
- How to navigate the salary question without losing momentum
- How to close strong and leave a memorable impression
Everything I teach comes from real hiring experience in medical sales, including pharma and oncology. After this video, you will know exactly how to prepare with purpose, communicate like a professional, and outperform people who may have more experience on paper.
If you are serious about getting into or advancing in medical sales, you are in the right place.
Subscribe to get coaching, tools, and real interview strategies that help you win the offer.
Preparation creates confidence. Confidence wins offers.
Learn more about coaching and career support at https://medicalsalesu.com/

Struggling to answer “Tell me about yourself?” in interviews?
You’re not alone. Even the most talented candidates often freeze, ramble, or read their resume. In this episode, you’ll learn a proven framework to introduce yourself confidently and make hiring managers remember YOU.
What you’ll learn in this video:
• The #1 mistake candidates make when answering this question
• The PSPT™ framework: Personal – Successful – Professional – Transferable
• How to share your story with purpose (without oversharing)
• Real examples for nurses, pharmacists, teachers, and IT/sales professionals
• Tips to speak with confidence, posture, and presence
• How to stay under 3 minutes, and still stand out
Whether you're breaking into medical sales, interviewing for a leadership role, or simply growing your career, this strategy works.
By the end of this episode, you’ll be able to own your story and deliver it naturally in any interview.
If this helped you, hit LIKE and FOLLOW for more career and interview coaching.
Turn on notifications so you don’t miss new episodes!
Want 1:1 coaching or to join our community?
Visit: Medical Sales U — We help you break into the industry with confidence.
Drop a comment:
What’s one achievement you’ll include in your “Tell me about yourself” answer?
CHAPTERS
00:00 Why “Tell Me About Yourself” is so hard
00:30 Personal — Make it human
02:48 Successful — Show the numbers
06:20 Professional — Tell your growth story
10:57 Transferable — Connect to the job
13:53 Avoid these common mistakes
15:41 Full PSPT™ recap + next steps

In this episode, Kevin Kelleher (Director of Medical Affairs at Medtronic & founder of the Rural Health Technology Consortium) shares his journey from nurse to sales leader, and why passion, and not just money, must drive your career.

Kevin’s story really stuck with me. He went from nursing into sales, but what makes his perspective different is how he ties everything back to passion and purpose. He also opens up about what it’s like serving rural communities, the push for more diversity in clinical research, and even how he balances leadership with family life. Honestly, it’s one of those conversations that leaves you rethinking your life.

From breaking into medical sales, building trust in rural healthcare, and tackling diversity in clinical research, to leadership, productivity, and family balance... Kevin brings powerful lessons you can apply today.

From pharmacist to Eli Lilly sales rep in just 5 weeks.

In this episode, Francesco Russo shares how he went from burnout in retail pharmacy to landing a high-paying role in pharmaceutical sales thanks to strategy, networking, and a customized plan. His story proves that even highly educated professionals need more than degrees to stand out.
Do you want to break into pharma or medical sales? Learn the strategies Francesco used inside this episode.

From trauma orthopedics to plastic surgery sales: Alexandra Flax shares how she broke into Stryker, transitioned into a role she loves, and built a LinkedIn presence that inspires thousands. Learn what it takes to succeed in medical sales, manage the grind, and create a career (and life) you actually enjoy.

Alexandra's LinkedIn https://www.linkedin.com/in/alexandra-flax/

Kyle Dunn, founder of Hyperdrive Bio and creator of Voyager, shares how his innovative sales intelligence platform is transforming medical and diagnostic sales. Learn how Voyager gives reps and startup leaders the ability to target physicians more strategically using real data, including prescription patterns, research interests, and Medicare billing. Discover how this tool helps both aspiring and experienced reps stand out in interviews, break into oncology and diagnostics, and boost sales performance with personalized outreach and pre-call planning.

Follow Kyle: https://www.linkedin.com/in/kyledunndx/

What if sales weren't about selling at all? In this episode of Medical Sales U, Paul Kesig shares how loving people, not just products, can transform your career in medical and pharmaceutical sales, believe it or not.

From breaking into the industry to building real connections, this conversation flips the script on what success looks like in sales.

From $50k to $115k: How a Ministry Director Broke into Medical Sales (and Survived a Major Setback)

Can you pivot from a nonprofit background to a six-figure medical device sales role? Kevin Maher did—but it wasn’t a straight line. From landing a dream $115,000 offer at AstraZeneca to having it rescinded over a driving record error, this is the raw, unfiltered truth about the medical sales journey.

In this episode of Medical Sales U, Kevin Maher and I dive deep into the grit, the "corporate game," and the exact steps needed to land a role at top companies like Applied Medical.

What You’ll Learn in This Episode:

The "Panera Strategy": How Kevin hunted down a hiring manager in real life.

Transferable Skills: Why ministry, teaching, and coaching are "secret weapons" for sales.

The Driving Record Warning: The $115k mistake you MUST avoid before you apply.

The "Corporate Game": How to balance radical authenticity with professional wisdom.

Clinical Interviewing: A look inside the Applied Medical vNOTES procedure test.

Timestamps:

0:00 - Introduction: Kevin’s transition from Young Life to Med Sales.

04:20 - The skill set: Why "Area Directors" make great Territory Managers.

08:15 - Networking 101: Finding an AstraZeneca manager at Panera Bread.

16:30 - The $115k Offer: Doubling a salary overnight.

18:45 - DISASTER: Why the offer was rescinded (and how to fix your record).

22:10 - The Grind: Delivering bulletins and taking calls from the car.

27:50 - Learning from Rejection: Failing the Boston Scientific final round.

31:15 - The "Corporate Game": When to be authentic vs. when to be wise.

36:40 - Success at Applied Medical: The vNOTES clinical interview.

41:20 - Final Advice: Perseverance and the future of Medical Sales.

Connect with Us:

Follow Kevin Maher on LinkedIn: https://www.linkedin.com/in/kevinmaher1/

About Medical Sales U:

We help high-performers—teachers, nurses, and professionals—break into the medical device and pharmaceutical sales industry through expert coaching and a proven community of winners.

We help professionals transition into top-tier medical sales roles: medicalsalesu.com/

#MedicalSales #CareerPivot #MedicalDeviceSales #AstraZeneca #JobInterviewTips #SalesCareer #MedicalSales

Most people think sales is about pushing products. Kendy Elmore thinks it’s about treating people with genuine respect.

In this episode, we go beyond quotas and KPIs to explore what really builds great salespeople: humility, emotional connection, purpose, and yes, gathering face to face with meal or drinks. Whether you're overconfident, underconfident, or just curious about what it means to love what you sell, this one’s for you.

Sales isn’t just a job: it’s a legacy.

Stay on the red dot. Show up. Bring value.

And don’t let your competitor’s car scare you away from your next breakthrough.

In this powerful episode of the Medical Sales U Podcast, I sit down with Nick Rich—cancer survivor, AYA advocate, and now a Senior Oncology Account Specialist at Pfizer. Nick opens up about his deeply personal journey from battling cancer to building a career in oncology sales, where he now helps bring life-saving treatments to patients fighting the very diseases he once faced.

We discuss how his diagnosis shaped his purpose, the pivotal moments that led him into medical sales, and how his fundraising team helped raise over $50,000 for the Leukemia and Lymphoma Society. You’ll hear the grit behind his transition from patient to professional, and how he channels his pain into purpose every day on the job.

Whether you’re in sales, healthcare, or simply looking for inspiration, this conversation will move you. Nick’s story is a testament to resilience, faith, and the impact of using your story to serve others.

Most people who try to break into medical sales fail not because they are not smart, hardworking, or talented but because they do not know the rules. In this episode, I break down the three nonnegotiable traits that every hiring manager is looking for: coachability, curiosity, and collaboration. These are not buzzwords. They are the difference between staying stuck in a 40K job and earning 100K in your first year.

I share real stories from the field including how I got humbled by a manager named Bud and what Kobe Bryant, Michael Jordan, and even Navy SEAL David Goggins can teach us about leveling up. If you are tired of spinning your wheels, submitting endless applications, or hearing silence after interviews, this episode is for you. Learn the mindset, the strategies, and the daily habits that get people hired and make you a force in this industry.

From Nurse to Oncology Sales: Catina Pitzen's Journey

What does it take to go from bedside nurse to top oncology sales rep? In this episode of Medical Sales U, I sit down with Catina Pitzen, Senior Oncology Sales Representative at Eisai and board member of the Columbus chapter of the Oncology Nursing Society.

Catina shares how her nursing roots—especially her love for labor and delivery—prepared her for success in one of the most complex areas of pharmaceutical sales.

We discuss the realities of breaking into oncology, the power of pre-call planning, and how her commitment to lifelong learning shapes her approach. Whether you're a nurse considering a new career or a sales professional exploring oncology, Catina’s story is a powerful reminder that clinical experience and curiosity can open doors in medical sales.

In this episode, I had the privilege of chatting with Holli Brackman, a recent graduate of Medical Sales U and one of Canon Medical Technologies' newest hires. Holli’s journey from exercise science and cardiac rehab to breaking into medical sales is nothing short of inspiring. We dove into her strategy for standing out, from crafting a standout LinkedIn presence to creating a customized brag book that sealed the deal. Holly also shared what it’s like to step into her first role, starting December 2nd, and how she’s preparing for success. If you’re looking for practical advice on getting into medical sales—or just need some motivation to take that next step—this episode is for you.

Welcome to Medical Sells U! I’m Dave Sterrett, and today we’re diving into how we’ve helped students land high-paying roles in medical and pharma sales since April 2024. Hear real stories of career shifts, including my own—from a religious studies major to a successful medical sales professional. Get ready to learn strategies for standing out, from LinkedIn networking to interview mastery. If you’re aiming to break into or advance in this field, you won’t want to miss it!

Discover how Dave Bjork transformed his battle with lung cancer into a mission to save lives through innovation. This could change how you view Medical Sales.

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Thinking about a career in medical sales? Guest Kyle Dunn breaks down the secrets to success in this competitive field. Plus, find out how to stand out with innovative tech and data. Join the conversation with expert Kyle Dunn, who reveals his journey from employee to CEO of a $25M company.

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In this episode, we're diving into one of the most crucial aspects of medical sales: how to balance persistence with respect. It's a fine line, and crossing it can make or break your relationships with healthcare professionals. I'll share some real-world experiences and strategies that have helped me stay in the good graces of my clients while still driving results. If you're in the field or just getting started, you won't want to miss these tips.

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Today, we’re thrilled to have Phil Aiken, a leader in precision medicine and genetic testing from Foundation Medicine. Phil shares his incredible journey from pharmaceutical sales to leading national accounts in the cancer diagnostics space. Discover how Phil transitioned through various roles, the innovative work at Foundation Medicine, and his insights into breaking into the medical sales industry. Whether you’re new to the field or looking to pivot your career, Phil’s story and advice are invaluable.

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Stop applying to medical sales jobs online. You’re doing it wrong.

In this episode of Medical Sales U, I sit down with Todd Ford, National Sales Director at Guardant Health, to pull back the curtain on what it actually takes to lead and land a role in the high-stakes world of precision medicine and oncology diagnostics.

Todd has hired over 150+ people at Guardant alone, and his data is clear: only 1 in 65 successful hires comes from an online application. So, how do you get in? We break down the "networking secret," the evolution of genomic testing (NGS), and the daily habits of the top 10% of sales reps who win President’s Club year after year.

In this episode, you’ll learn:

Why B2B sales (like copiers) is the ultimate stepping stone to Medical Sales.

The "hidden" criteria Todd uses to hire D1 athletes and top-tier talent.

How Precision Medicine shifted from Chemotherapy to Targeted Therapy.

The reality of "The Hustle": Managing 160 flights a year while raising a family.

Why your resume is the least important part of your job search.

TIMESTAMPS:

0:00 - Introduction: Meet Todd Ford of Guardant Health

2:15 - The 10-Year Evolution: From Chemo to Precision Medicine

4:40 - Career Roots: Why a Mentor told Todd to sell Copiers first

7:00 - Scaling the MRD (Minimal Residual Disease) Team

9:30 - How to Move from Sales Rep to National Director

12:15 - The "Ante" to get to the table: Consistent Performance

15:00 - Hiring Secrets: The "1 in 65" Networking Rule

18:30 - Managing the Autonomy: Habits of a Remote Sales Leader

21:00 - The Travel Reality: 160 Flights vs. Family Life

24:00 - The President's Club: Ritz-Carlton Yachts & Rewards

28:00 - Final Advice: Why Initiative is your best Interview Tool

CONNECT WITH THE GUEST:

Todd Ford on LinkedIn: https://www.linkedin.com/in/todd-ford-914b34/

Guardant Health: https://guardanthealth.com/

ABOUT MEDICAL SALES U:

We help aspiring and veteran sales professionals break into and level up within the medical device, pharmaceutical, and diagnostic industries. Subscribe for weekly interviews with the leaders shaping the future of medicine.

We help professionals transition into top-tier medical sales roles: medicalsalesu.com/

#MedicalSales #PrecisionMedicine #Oncology #GuardantHealth #SalesLeadership #MedicalDeviceSales #JobSearchTips #PresidentClub #SalesHabits

It’s not just about selling; it’s about integrity. Join us as we delve into the wisdom of Alex Demczak, a Wall Street Journal best-selling author, who will share the invaluable lessons he’s gathered throughout his remarkable career. Get ready to be inspired and transformed by his journey and insights.

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Follow Alex Demczak:

https://www.instagram.com/alexdemczak/?hl=en

https://www.linkedin.com/in/alex-demczak-59108179/

and his book, "The Sale" on Amazon: https://a.co/d/hA4bJeb

In this insightful interview, Josh Pappas shares his inspiring personal story of transformation from sports teacher to Pharma Rep, and finally to his dream role in Software Sales within the healthcare and medical sales industry. Josh discusses his journey, detailing the challenges he overcame and the pivotal moments that propelled his career forward. Learn from Josh's experiences, as he offers valuable tips and advice for anyone looking to break into or advance in the medical sales field. This video is all about his remarkable journey and the lessons he's learned along the way.

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Tom Ziglar, son of the legendary Zig Ziglar and the CEO of Ziglar, Inc., has continued his father's legacy and has continued to write bestselling books himself. Today we're talking about those principles of life, communication, leadership and sales that are transferable to medical sales. Leave us your questions and comments in the comments section.

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In this episode, we sit down with Dillon Fulks, a senior at Ohio State University who has already made impressive strides in his career. I first met Dillon at a coffee shop about a month ago, and even then, he was demonstrating the hustle and drive that have helped him secure a position as an associate with DePuy Synthes at Jean Jay. Dillon's natural communication skills and proactive approach to networking have played a key role in his success. Tune in to hear his story and gain insights into how you can leverage networking to advance your own career. Share your thoughts and experiences in the comments below!

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Join us for an inspiring conversation with Danielle Cobo, author of "Unstoppable Grit," Senior Sales Executive, and coach. Danielle shares insights from her book, the inspiration behind it, and her journey of creating her own business using LinkedIn. She offers practical tips on harnessing grit and resilience to achieve your goals, advance your career, and improve your leadership skills. Don't miss out on learning from one of the industry's leading voices—watch the full video and let us know in the comments how you plan to apply Danielle's advice in your own journey.

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If you think medical sales is challenging, imagine starting your own distributorship. Join me as we dive into the story of Justin Kershaw, a college athlete who boldly launched his own medical sales business. Would you take the leap into medical sales entrepreneurship? Let us know in the comments! 

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Follow Sow Strong Food Mom on a Mission Bars: 

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With a background in Device and Pharma Sales, Toby Christensen offers insights into his journey through the world of medical sales. It's a great opportunity to gain firsthand knowledge about the life and experiences of seasoned industry professionals. Don't forget to share your questions and thoughts in the comments section to keep the conversation going.

Precision Medicine? Diagnostics? Pacient focus mindset? Device sales? Join me as we interview Chase Wasson, Vice President of Corporate Accounts and 40 under 40 leader, who shares his insights, tips, experiences, and more.

This time, we're joined by Sara Johnson, an Oncology Sales Professional, who shares her journey of entering the business without any prior experience in Medical Sales. I hope her story can serve as inspiration for those looking to start in the world of Medical Sales but may not feel fully prepared. It goes to show that expertise isn't always necessary to kickstart your career in this field.

Often, we fixate on chasing ventures simply because they've worked for others. But the best course is to seek what is best for you. Even if it seems daunting. Glenn Pearson shows us that success lies in something more than meets the eye. Join me in hearing his remarkable story.

Follow Glenn at: https://www.linkedin.com/in/glennpearsonprofile/

What does it take to truly partner with physicians in the medical device and pharma industry? In this episode of Medical Sales U, I sit down with Dr. Jasleen Pannu (Medical Director of Early Lung Cancer Detection at Ohio State Wexner Medical Center) to discuss the massive shift in interventional pulmonology, the rise of mobile CT screening, and how reps can better understand a physician's workflow to drive clinical innovation.

Whether you are trying to break into medical device sales, working as a Medical Science Liaison (MSL), or practicing in the healthcare space, this episode offers a rare look behind the curtain. Dr. Pannu breaks down exactly how device reps can integrate into clinical workflows, find gaps in patient care, and brainstorm solutions alongside physicians.

Timestamps

00:00 - Meet Dr. Jasleen Pannu & Medical Sales U

02:15 - Journey from India to U.S. Pulmonology

04:30 - The Evolution of Early Lung Cancer Detection

09:04 - MedTech Innovations: 3D Imaging & Precision Robotics

13:51 - Lung Cancer Screening Criteria & Risk Factors

16:14 - Overcoming Barriers with Mobile CT Scanning

18:30 - How Device & Pharma Reps Can Partner with Physicians

20:54 - Mentorship vs. Sponsorship (Building WIP Strong)

25:32 - Food, West Coast Travels, & Work-Life Balance

30:15 - How Art & Creativity Drive Clinical Innovation

She also shares her personal journey from India to the US, her leadership as a founding member of WIP Strong (Women in Interventional Pulmonology), and how leaning into creative outlets like painting actually fuels her medical problem-solving.

CONNECT

Learn more about Ohio State Wexner Medical Center: https://wexnermedical.osu.edu/

Connect with Jasleen Pannu on LinkedIn: https://www.linkedin.com/in/jasleen-kaur-pannu-61752b21/

IG: @jasleenpannu_md

💡 Are you looking to break into Medical Sales? Medical Sales U is dedicated to helping you reinvent your career, find your specialty (Spine, Oncology, Pharma), and provide the innovation patients need. We help professionals transition into top-tier medical sales roles: medicalsalesu.com/

#MedicalSales #PharmaSales #InterventionalPulmonology #LungCancerScreening #MedicalDeviceSales #MSL #WomenInMedicine #MedTechInnovation #PhysicianPartnerships

Dive into the world of medical sales mastery with veteran expert Jerry Acuff! With over 50 years of experience under his belt, Jerry shares invaluable insights, anecdotes, and expert tips on becoming a top-notch medical sales professional. Jerry covers everything from dos and don'ts to insider secrets and what hiring managers look for. Tune in to gain exclusive access to the wisdom of a true industry titan and take your medical sales game to the next level!

Enroll in MedicalSalesU.com

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The plans of God are far greater than our own. Today, we'll delve into the journey of David Heasley, an account executive at Echo Health with over 9 years of experience in this field. He'll demonstrate that expertise isn't a prerequisite for entering the realm of medical sales.

David's journey is a testament to perseverance, dedication, and continuous learning. Throughout his career, he has encountered challenges and setbacks, but he has always remained resilient and focused on his goals. He believes that success in medical sales is not just about selling products, but about building relationships, understanding the needs of clients, and providing valuable solutions.

In today's session, David will share insights, tips, and advice based on his own experiences in the field. Whether you're just starting out in medical sales or looking to enhance your skills, you're sure to gain valuable knowledge from David's journey. Join us as we explore the world of medical sales through his eyes and discover the endless possibilities that await those who are willing to embark on this rewarding career path.

Remember, the journey to success in medical sales may have its ups and downs, but with determination and a willingness to learn, you can overcome any obstacle and achieve your goals. So, let's dive into David's story and uncover the keys to success in this dynamic and ever-evolving industry.
https://www.linkedin.com/in/davidheasley/

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Today, we're thrilled to interview Jeremy Laynor, Senior Vice President at Providence Medical Technology and the author behind "The Point Guard Approach." Get ready to glean practical insights on thriving in the medical sales industry, understanding what companies seek, navigating entry into this realm, and much more. It's a vast and competitive field, and there's no better way to advance than by heeding advice from the experts. We'd love to hear your thoughts on the discussion and remember there are links below that could benefit you.

Jeremy's social media:
Linkedin: @jeremy-laynor22  
Jeremy’s book, “The Point Guard Approach” https://rb.gy/8tbh0y
Providence Medical Sales https://providencemt.com/

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Are you trying to break into medical device sales or transition into high-ticket robotics and capital equipment? In this episode of the Medical Sales U, we sit down with Rachel Caton, a Regional Sales Manager and former "Inluminal Sales Rep of the Year" at one of the world's largest medical device companies.

Rachel breaks down her exact blueprint for climbing the ladder from an associate to a top-tier capital equipment sales leader. We dive deep into the clinical environments of highly competitive operating rooms, what a real capital sales cycle looks like, and how to create urgency with hospital C-Suite executives.

If you are an aspiring sales rep or a current representative looking to level up your healthcare sales career, this masterclass in networking, sales habits, and territory management is for you!

Subscribe to Medical Sales U for weekly tips on breaking into medical sales & mastering your healthcare career!

CHAPTERS

0:00 - Introduction: Meet Rachel Caton, Rep of the Year

0:50 - The Power of LinkedIn Networking (How Rachel Got Discovered)

1:30 - What Is Capital Equipment & Robotics Sales?

2:15 - Why Sell Capital? The Impact of Saving Lives

3:00 - The Anatomy of a Medical Capital Sales Cycle

4:20 - How to Leverage Personal Storytelling to Win Over Surgeons

7:30 - Breaking In: Rachel’s College Journey to Med Device

11:30 - The Maryland Ortho Trauma Hustle & Her First Field Ride

16:10 - The Associate Grind: Proving Yourself in Your First Year

18:00 - Crashing the Interview: The Bold Hotel Story That Got the Dream Job

22:50 - How Selling Bike Taxi Rides Prepared Her for C-Suite Selling

24:30 - Dealing with Sales Slumps: Behaviors vs. Performance

26:10 - Work-Life Balance: CrossFit and Personal Growth

27:30 - The Best Advice from Dad: Don’t Be a Coin-Operated Rep

29:30 - Chicago Hotspots & Advice for When You Feel Behind In Your Career

🌐 Connect with Rachel Caton on LinkedIn: https://www.linkedin.com/in/rachel-caton-07b904a4/

💡 Are you looking to break into Medical Sales? Medical Sales U is dedicated to helping you reinvent your career, find your specialty (Spine, Oncology, Pharma), and provide the innovation patients need. We help professionals transition into top-tier medical sales roles: medicalsalesu.com/

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