Explore every episode of the podcast Secrets in Medical Device Sales™

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What if the secret to selling more has nothing to do with selling?

After watching a waitress treat every table like it was her only table, Cindy and Lisa saw a powerful parallel to medical device sales: serve before you sell. Physicians and staff don’t need another pushy rep. They need someone who brings value and makes their lives easier.

Lisa and Cindy break down servant leadership, building trust, and why your product can’t compensate for a poor customer experience. This week’s challenge: treat every customer like a new table.

Must-Hear Insights and Key Moments

• Treat Every Customer Like a New Table - Leave the stress of the previous interaction behind and give the next customer your full attention. 
• Serve Before You Sell - Medical device sales isn’t just about presenting a product. It’s about understanding how you can genuinely help the physician, staff, and patient.
• The Power of Servant Leadership - Lisa and Cindy explore how leading through service can build trust and create stronger customer relationships.
• Your Product Isn’t Enough - Even a strong product can get overlooked when the rep creates a frustrating or overly promotional experience.
• Make Their Lives Easier - Physicians are busy. The reps who remove obstacles instead of creating them become valuable partners in the customer experience.
• What Do They Remember? - Customers may not remember exactly what you said, but the experience you created can shape whether they want to see you again.
• Consistency Builds Trust - Servant leadership doesn’t require grand gestures. Showing up, supporting customers, and making things easier consistently can make a meaningful difference.
• The Weekly Challenge - Before walking through the next door, leave everything else behind, put your phone away, smile, and ask: “How can I serve this customer today?”

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Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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What if doing all the “right” things is actually holding your territory back? Lisa and Cindy rapid-fire 20 everyday activities medical device reps often do, from physician dinners and OR visits to cold calls, competitor research, and the infamous “I was just in the area” text.

But being busy doesn’t always mean being productive. Lisa and Cindy break down why intentionality matters more than simply checking boxes, sharing real-world examples around planning, delegation, and chasing big accounts.

The challenge? Pick one activity you’re doing and turn it from rapid-fire to intentional. Your territory doesn’t need more activity, it needs better attention.

Must-Hear Insights and Key Moments

• The Rapid-Fire Trap – Being constantly busy can feel productive, but activity without purpose can keep you spinning your wheels without creating results.
• The Secret Is Intentionality – Every sales activity can be valuable when there is a clear reason behind it. The goal isn’t to do more, it’s to do what matters with intention.
• Make Physician Dinners Count – A dinner shouldn’t simply be a nice meal or a chance to “get to know” a physician. Go in knowing the physician, defining the business goal, and knowing what you want to accomplish.
• Stop Doing Everything Yourself – Delegating can feel uncomfortable, especially when you know you can do something faster. Lisa and Cindy discuss starting small to build trust and protect your time for higher-impact work.
• Don’t Reinvent the Wheel – If your company or another successful rep already has a system that works, use it. Being smart with your time isn’t laziness, it’s strategy.
• Chasing the Big Account Strategically – Landing a major account takes time, patience, and multiple intentional steps. Don’t put your entire territory at risk by betting everything on one “whale.”
• Every Step Needs a Next Step – Showing up at a big account isn’t enough. Know who you need to meet, where you are in the process, and what action moves you forward.
• Turn Activity Into Action – Go back through the 20 activities and identify one you could approach differently. The challenge is to pivot from simply being active to being intentional.

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We'd Love to Hear Your Stories!

Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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What if the very thing that made you successful is quietly keeping you from your next level?

Lisa and Cindy unpack the hidden "success tax" high performers pay when being reliable turns into carrying everyone's workload. They share honest stories, from demanding customers to everyday life, that reveal why saying yes too often can cost you focus, growth, and peace of mind.

You'll walk away with four powerful questions to help you protect your energy, make smarter decisions, and create a bigger impact without sacrificing the success you've already built.

Must-Hear Insights and Key Moments

• The Success Tax Explained – Success comes with hidden costs. The more capable you become, the more responsibilities naturally find their way to you. 
• When Being the Go-To Person Becomes a Liability – Reliability is a strength until it becomes everyone's default solution, leaving you carrying work that doesn't always belong to you. 
• The "I'll Just Do It Myself" Trap – Doing everything yourself may feel faster, but it creates long-term dependency and increases stress. 
• The Three Biggest Costs – The success tax steals your focus, limits your growth, and weakens the strategic thinking needed for your next breakthrough.
• Why Delegation Is Leadership – Letting others step up creates stronger teams while protecting your own capacity to perform at your highest level.
• Choose Impact Over Busyness – Instead of proving you can do everything, evaluate where your involvement creates the greatest long-term impact. 
• The Four-Question Success Audit  – Before saying yes, ask whether the task requires your expertise, moves the business, develops someone else, or simply adds unnecessary weight. 
• Growth Requires Selectivity – The habits that create early success eventually need to evolve if you want to reach the next level.

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We'd Love to Hear Your Stories!

Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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What if your biggest breakthrough isn't working harder, it's knowing where to focus first?

Lisa and Cindy answer a listener's question about building momentum in a massive VA territory, sharing the exact framework they'd use in the next 30 to 60 days. From finding overlooked opportunities to mapping decision-makers, they break down practical strategies that move accounts forward.

If you've been feeling overwhelmed by a large territory or stalled pipeline, this episode will help you simplify your next move, build confidence, and create measurable momentum, one smart win at a time.

Must-Hear Insights and Key Moments

• The Secret to Momentum – Lisa reveals why trying to grow an entire territory at once is the fastest way to feel overwhelmed, and why winning small first creates bigger success.
• Find Your Low-Hanging Fruit – Learn the five questions that uncover hidden opportunities already sitting inside your territory.
• VA Doesn't Mean Impossible – Cindy explains why government processes shouldn't become an excuse and how understanding the system gives you an advantage.
• Map Every Decision-Maker – Success isn't just about the physician; it's about knowing who influences, approves, orders, or blocks your product.
• Think Chess, Not Checkers – Strategic selling means planning several moves ahead instead of reacting one account at a time.
• Build a 60-Day Conversion List – Create a focused roadmap using just two to five high-potential accounts instead of chasing everything.
• Weekly Accountability Wins – The reps who grow fastest review what worked, what didn't, and adjust every single week.
• Measure Movement, Not Activity – Stop counting visits and start tracking which opportunities actually moved closer to an order.

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We'd Love to Hear Your Stories!

Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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The best reps don't react to the next move; they're already planning the next five.

Lisa and Cindy reveal why the best medical device sales professionals don't simply react to what's happening around them. They anticipate obstacles, recognize patterns, and think several moves ahead before walking into an account.

They break down the mindset shifts that transform good reps into exceptional ones. From anticipating physician objections to recognizing referral patterns, they share practical ways to become more strategic in every interaction.

Learn how to connect the dots, stay ahead of change, and build a game plan that creates long-term success in medical device sales.

Must-Hear Insights and Key Moments

• Play Chess, Not Checkers – Lisa and Cindy explain why elite sales reps succeed by thinking several moves ahead instead of reacting to what's directly in front of them.
• Connect the Dots – Gathering information isn't enough. Learn how top performers strategically connect people, processes, and opportunities to create momentum.
• Anticipate Before You React – Discover how preparing for objections, physician changes, and market shifts helps you stay in control of every conversation.
• Recognize Winning Patterns – From referral trends to operating room schedules, identifying patterns allows you to make smarter decisions before competitors do.
• Ask Better Questions – Surface-level answers rarely tell the whole story. Lisa and Cindy discuss why deeper "why" questions uncover opportunities others miss.
• Build Your Future Pipeline Today – Don't wait until a physician retires or leaves. Learn why developing relationships with fellows and future decision-makers is a winning long-term strategy.
• Critical Thinking Creates Elite Reps – Success isn't about memorizing information, it's about applying knowledge strategically to every account and every interaction.

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We'd Love to Hear Your Stories!

Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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What if the biggest opportunity in your account has nothing to do with the procedure you're selling? The reps who build real careers in medical device don't just know their product — they know their surgeon's world inside and out.

In this episode, Lisa and Cindy break down what it actually means to sell to a practice, not just a procedure. From understanding RVUs and clinic days to knowing which committees your physician sits on — the details most reps overlook are the ones that set you apart.

The challenge: pick your top three customers. What's one thing you can learn about their practice that goes beyond your device?

Must-Hear Insights and Key Moments

• Sell the Practice, Not Just the Procedure — The reps who make a career out of medical device sales think bigger than their product. Lisa and Cindy break down why understanding your surgeon's full world is the move that separates good reps from great ones.
• Know Their Hot Buttons — Every surgeon has a specialty within their specialty. The rep who knows what makes their physician tick — whether it's research, referrals, or a specific procedure — always has an edge in the room.
• How to Research Your Surgeon — Google, ChatGPT, practice websites, nurses, techs, other reps — Lisa and Cindy walk through exactly how to build a full picture of your physician before you ever walk into the account.
• Clinic Day vs. OR Day Changes Everything — Timing your outreach around clinic days isn't a small detail — it's the difference between getting a response and getting ignored. Lisa shares exactly when she sends texts and why it works.
• Bring Value, Not Just a Pitch — When a surgeon starts to associate your visit with something useful — a paper, a clinical trial, a conversation — the door stays open. Lisa and Cindy explain what that actually looks like in practice.
• Know Their Economics — Understanding how your physician gets paid, what drives their RVUs, and how your product fits into that picture makes you invaluable. The rep who gets this becomes the one they call.
• Take the Blinders Off — Too many reps are locked in on their product and missing the full opportunity in front of them. Lisa and Cindy close with a challenge: learn one more thing about each of your top three accounts that has nothing to do with your device.

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We'd Love to Hear Your Stories!

Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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You track your quota. You track your cases. But when's the last time you actually tracked your energy? Most high performers don't burn out from doing too much — they burn out from carrying too much.

In this episode, Lisa and Cindy walk you through a live energy audit built for medical device reps who are always moving but running on empty. From toxic accounts and coconut line teammates to decision fatigue and an inbox that never stops — they break down the hidden leaks quietly stealing your focus every day.

The challenge this week isn't about doing more. It's about asking yourself: what is stealing energy from the things that matter most? Answer that honestly, and your Friday will look very different.

Must-Hear Insights and Key Moments

• The Energy Audit Explained — Lisa and Cindy introduce a simple 1-to-10 scoring exercise to help reps identify where their mental and emotional energy is actually going — and what's quietly costing them performance.
• Toxic Accounts Have an Emotional Price Tag — Not every account is worth the mental cost. The hosts break down how certain hospitals and customers can drain you before you even walk through the door.
• The Coconut Line Is Real — Negative teammates are one of the sneakiest energy drains in the business. Lisa and Cindy talk about why they're hard to spot, harder to set limits with, and exactly what to do when that call comes in.
• Decision Fatigue Is a Sign, Not a Weakness — When you can't answer "what's for dinner," your brain is telling you something. The hosts explain why depleted decision-making at home is a direct signal of mental depletion at work.
• Email, Travel, Sleep, Social Media — The audit covers all of it: the inbox stress response, what travel really costs your focus, how your feed is feeding your mindset, and why sleep isn't optional if you want to perform.
• Unfinished Tasks Are Carrying Weight — That spreadsheet you've been avoiding? It's draining you every single day you don't do it. Lisa and Cindy make the case for tackling the hard stuff first — and why the planner exists.
• The Real Secret to More Energy — It's not about doing more. It's about eliminating what's draining you. The hosts close with one clear challenge: identify what's stealing energy from what matters most, and fix just one thing this week.

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We'd Love to Hear Your Stories!

Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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It's 5:30 AM. Your phone lights up. The case you've been counting on is canceled. What happens in the next five minutes can define your career more than the bad news itself.

Lisa and Cindy break down the Five-Minute Rule: stop, separate facts from stories, and resist the spiral. Whether the case canceled due to a patient issue or a competitor just stole the case from under you, your reaction is the only thing in your control.

The reps who last in this industry aren't the ones who never get bad news. They're the ones who know how to recover. Take the challenge this week: next time bad news hits, set a timer. Five minutes. Then decide your next best move.

Must-Hear Insights and Key Moments

• The Bad News Reality Check - In medical device sales, cancellations, competitor losses, and quota hits aren't exceptions. They're part of the job, and Lisa and Cindy make clear that how you handle them is what separates the reps who last from the ones who don't.
• The Five-Minute Rule - Before you fire off a text or spiral into worst-case thinking, stop. Lisa and Cindy introduce the Five-Minute Rule: pause, breathe, and give yourself space before reacting to anything.
• Facts First, Stories Second - A canceled case is a fact. "I'm losing this account and I'm never gonna hit quota" is the story you tell yourself after. Cindy breaks down why separating those two things is the most important move you can make in the moment.
• It's Not About You - Patients cancel because they're sick. Surgeons lose income too. Lisa reminds reps to zoom out and consider everything a case cancellation affects beyond their own numbers, and why that shift in perspective protects relationships.
• Be the Detective - When a competitor gets the case instead of you, don't get emotional. Get curious. Lisa and Cindy walk through how to investigate what really happened and why knowing your competitor's device as well as your own is a non-negotiable.
• The Athlete Analogy - Cindy draws a straight line between elite athletes and elite reps. You don't quit after a tough loss. You walk off the field, assess, and come back with a plan. That mindset is what gives you a long career in med device.
• Communicate When You're Behind - If a cancellation puts your quota at risk, loop in your manager early. Lisa walks through exactly how to handle that conversation so it lands professionally, not defensively.

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We'd Love to Hear Your Stories!

Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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You walked in prepared. Data ready. Product knowledge sharp. Then the surgeon drops one sentence and the entire call goes sideways. Sound familiar?

That moment exposes the gap between reps who react and reps who anticipate. In this episode, Lisa and Cindy unpack the quiet skill behind every elite performer: seeing the objection, the breakdown point, and the next move before anyone else in the room does.

You'll learn how to pivot under pressure, address pushback before it lands, and stop leaving your territory up to chance. Because the reps who win aren't the luckiest. They're the most ready.

Must-Hear Insights and Key Moments

• The Surgeon Who Flipped the Script – Lisa shares the sales call where a physician revealed he sat on the safety and efficacy board, and how she pivoted in real time to save the conversation.
• Anticipating Objections Before They Land – Why cost is almost never a surprise, and how recognizing patterns lets you address pushback before your customer even raises it.
• The Difference Between Reacting and Anticipating – How elite reps stop waiting for customers to dictate the pace and start steering every conversation themselves.
• Spotting Breakdown Points – Inventory gaps, FDA timelines, VAC committee delays. The hotspots where deals fall apart, and how to stay ahead of them.
• Trust Is Built in the Hard Moments – Why upfront communication during problems builds more credibility than smooth sailing ever will.
• Always Be Thinking Three Steps Ahead – From the surgery scheduler to the next follow-up, how to leave every conversation with the next move already locked in.
• Three Questions Every Rep Should Ask – The simple framework Cindy lays out to turn preparation into anticipation in any setting.
• Running Your Territory Like a CEO – Why anticipation is the foundation of self-led performance, and how to stop leaving your business up to chance.

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We'd Love to Hear Your Stories!

Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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Picture it: surgeon at the scrub sink, mentally walking through the case. And there you are, pitching your device.

Congratulations. You just made yourself unforgettable, for all the wrong reasons.
Lisa and Cindy unpack the unwritten rules of selling in the OR. When to speak. When to disappear. Why the scrub sink is sacred. And the small moves that quietly decide whether you ever get invited back. They share the habits top reps build before they ever walk through the OR doors, and the missteps that quietly close them off from future cases.

The OR isn't where you close the deal. It's where you prove you deserved to be there in the first place.

Must-Hear Insights and Key Moments

• The Scrub Sink Is Sacred – Lisa and Cindy reframe the scrub sink as a surgeon's mental warm-up, like prayer or yoga. Talking through it doesn't make you helpful, it makes you forgettable.
• The Patient Is the North Star – Every decision in the OR should orbit the patient. The moment your agenda jumps in front of theirs, your credibility takes a hit.
• Early Isn't On Time, Early Is Early – Showing up 30 minutes ahead doesn't just look professional, it opens the door to hallway conversations, surgeon check-ins, and the real selling moments.
• Read the Room or Lose the Room – Some surgeons want quiet, some want chatter. Top reps read the cues and let the surgeon lead the conversation, not the other way around.
• The Hard Sell Mid-Case Is the Fastest Way Out – Pitching while a surgeon is operating is unprofessional, distracting, and the surest way to never get invited back.
• Don't Bash the Competition – Trashing another rep's product makes you look small. Position your device on its merits and stay out of the mud.
• Access Is the Beginning, Not the Win – Being in the OR means you've already sold something. Now your job is to support the case, not stack another pitch on top.
• The Real Sale Happens Before and After – The OR is where you deliver on what you promised. The conversations that move business forward happen in the office, the hallway, or the follow-up.

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We'd Love to Hear Your Stories!

Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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What do you do when the territory you spent years building gets cut in half overnight?

This week, Cindy flips the mic and interviews Lisa — fresh off winning Rep of the Year for the first time in her 25+ year career. Lisa pulls back the curtain on the year she almost walked away: the $3 million ripped from her paycheck, the months she spent angry and underperforming, and the morning she finally looked in the mirror and got honest.

This is the real story behind the stage. The grit, the planner, the cold calls she swore she was "too good for," and the moment her name was called.

Must-Hear Insights and Key Moments

• Setting the Stakes – Cindy opens by reminding listeners that they are still in the field, still on call, still doing the work they preach about every Sunday.
• The $3 Million Gut Punch – Lisa walks through the call that cut her territory in half after she'd spent years building it from zero, and the year she spent stuck in resentment.
• The Mirror Moment – The day Lisa stopped blaming corporate and admitted she wasn't being Lisa anymore — that her reaction, not the cut, was killing her numbers.
• Going Back to Cold Calls at 25 Years In – Why no rep is ever too tenured for the basics, and how the "too good for this" mindset was the real obstacle.
• The Planner That Changed Everything – Lisa initially dismissed Cindy's planner. Then she used it. Then she got obsessed with checking the boxes. Discipline made visible.
• Trust Yourself First – Lisa's rule: if you can't keep promises to yourself, no one else can trust you either. Accountability is a private practice before it's a public result.
• The One-Hour Speech – The phone call from her VP an hour before the ceremony, the scramble to write a speech, and the moment her name was called.
• What She'd Tell the Audience – Three pieces of advice for any rep currently sitting where Lisa was a year ago: ownership over conditions, intentional over busy, and confidence is built through action.

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We'd Love to Hear Your Stories!

Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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Ever feel like some reps are always in the right place at the right time and you’re missing something? You are. And it’s not luck.

Lisa and Cindy break down the “10% difference” the micro moves that separate average reps from elite performers. From positioning yourself in the right places to asking better questions and never leaving empty-handed, this episode is packed with real, in-the-field strategies.

This isn’t about working harder, it's about working smarter. If you’re ready to stop checking boxes and start creating opportunities, this episode will change how you operate the moment you walk into your next account.

Must-Hear Insights and Key Moments

• Rep A vs Rep B – The subtle but critical difference between task-focused reps and opportunity-driven performers.
• The Slight Edge Principle – How small, consistent actions compound into massive results over time.
• Positioning Moves – Where you place yourself inside the hospital can directly impact your access and opportunities.
• Curiosity Moves – High performers don’t wait; they ask better questions and uncover what others miss.
• Completion Moves – Never leave an account without maximizing every possible touchpoint.
• The “Check the Board” Rule – One simple habit that can completely change your day (and your numbers).
• Why Reps Hold Back – Fear of being “annoying,” lack of planning, and missed awareness are costing you deals.
• Do the Work – The real “secret” isn’t complicated, it's executing the small things consistently.

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We'd Love to Hear Your Stories!

Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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You’re not on the schedule. No one called you in. So… Now what? The reps who win don’t wait for access, they create it.

Lisa and Cindy break down the real strategy behind getting into hospitals without a case. From mastering credentialing to leveraging inventory checks and relationships, this episode flips the script on how you think about access.

If you’ve ever felt stuck outside the door, this is your playbook. Learn how to bring value, build trust, and position yourself as the rep they want in the room before they ever pick up the phone.

Must-Hear Insights and Key Moments

• Follow the Rules First – Credentialing isn’t optional. It’s the baseline for credibility and access.
• Flip the Mindset – Stop asking “How do I get in?” and start asking “Why would they want me in?”
• Inventory Is Your In – Checking stock is one of the easiest, most overlooked ways to gain legitimate access.
• Leverage Your Network – Partner with counterparts and borrow trust to open new doors faster.
• Gatekeepers Are Power Players – Build real relationships and solve their problems to earn priority access.
• Bring Value Every Time – In-services, product knowledge, and reliability make you indispensable.
• Don’t Just Pop In – Wasting time is the fastest way to lose trust and future opportunities.
• Access Starts Outside the Hospital – Dinners, conferences, and conversations build the relationships that open doors.

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Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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You think your data is impressive but is it actually landing or turning physicians off?

Lisa and Cindy sit down with Dr. Bill Dixon and Dr. Brian Brown, interventional cardiologists, to unpack what really happens when reps present clinical studies. From the mistakes that instantly kill credibility to the subtle strategies that build trust, this episode pulls back the curtain on how physicians think, filter, and decide.

If you’re leading with data, skipping the relationship, or pushing too hard you’re missing the mark. This is your playbook for becoming a clinically sharp, trusted partner in the room, not just another rep with a stack of papers.

Must-Hear Insights and Key Moments

• Why Most Reps Lose Physicians Immediately – Leading with data instead of connection shuts down interest before the conversation even starts.
• The Right Way to Introduce Clinical Data – Curiosity beats pushing. The best reps spark interest instead of forcing information.
• Understanding Trial Quality Matters – Not all studies are created equal knowing gold standard trials separates amateurs from pros.
• Relative vs Absolute Risk (And Why It Matters) – Physicians look beyond flashy percentages to real clinical impact.
• The “Number Needed to Treat” Game-Changer – One metric that can instantly elevate your credibility in conversations.
• How Physicians Actually Change Their Practice – It’s not just data it’s experience, trust, and seeing peers use it.
• The Worst Questions You Can Ask a Doctor – Certain phrases instantly damage your authority and relationship.
• Clinical > Sales Mindset – The reps who win are the ones who show up as clinical partners, not quota-driven sellers.
  
  

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Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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One day you're in the OR every week… the next, you’re not. No calls. No texts. Just silence. What happened?

Lisa and Cindy tackle one of the most painful realities in medical device sales: when a physician suddenly stops using your product. Instead of panicking, they break down the mindset and strategy high performers use to respond under pressure.

From pausing emotional reactions to having uncomfortable conversations and rebuilding trust, this episode reveals the three critical steps that separate struggling reps from resilient leaders in medical device sales.

Must-Hear Insights and Key Moments

• The OR Gut Punch When You Lose the Case - Lisa and Cindy discuss the emotional shock reps feel when they discover a surgeon has switched to a competitor and why that moment can feel like a personal rejection.
• Step One: Pause the Spiral - Before jumping to conclusions, top reps learn to stop the emotional spiral and separate assumptions from actual facts.
• Step Two: Seek the Truth - The only way to understand what happened is by having a direct, honest conversation with the surgeon even if it’s uncomfortable.
• The TGOG Secret: Get Comfortable Being Uncomfortable - One of the most powerful skills in sales is learning to lean into difficult conversations instead of avoiding them.
• Why Avoiding the Surgeon Makes Things Worse - Ignoring the issue or hoping it resolves itself can damage the relationship and close the door on future opportunities.
• Rebuild, Reset, or Pivot - Lisa and Cindy break down the three possible paths after losing an account and how to decide which one is right.
• Stay Visible Without Being Desperate - Smart reps maintain presence in the account without overwhelming the physician or appearing reactive.
• Fail Forward and Refocus - Sometimes you won’t win the account back and that’s okay. The best reps use setbacks to sharpen their strategy and grow stronger.

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Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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Could the quiet erosion of your accounts be happening because you've shifted your focus away from your foundation, despite your continued high level of effort?

Lisa and Cindy unpack one of the most common struggles in medical device sales: how to grow your territory without losing the accounts that built your foundation. From silent warning signs to strategic depth-building, they share real-world lessons that protect your momentum.

You’ll walk away with a proven three-step framework to maintain, grow, and scale plus a free playbook designed to help you stay in control, boost ROI, and build sustainable success without burning out.

Must-Hear Insights and Key Moments

• Protect Your Foundation – Why your top accounts deserve intentional attention before chasing new wins.
• The Silent Sales Leaks – How subtle signs like reduced communication and inconsistent orders can quietly erode revenue.
• Depth Before Width – Why going deeper inside existing accounts produces faster ROI than hunting brand-new ones.
• Dopamine vs. Strategy – The psychology behind chasing new accounts and why it can sabotage long-term growth.
• Scale with Systems – How simple planning structures prevent chaos and protect consistency.
• CEO of Your Territory – How to manage your sales numbers with ownership, clarity, and control.
• 10 Minutes That Save 10 Weeks – The weekly habit that prevents months of stress and revenue loss.
• Action Steps for Reps – Lisa and Cindy’s practical advice to build critical thinking daily.

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Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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Ever feel crushed by your comp plan and quota?

Lisa and Cindy sit down with Michael Williams, a multiple-time President’s Club winner, to break down exactly how to make your incentive plan work for you. From creating a “Dirty Dozen” target list to identifying high-ROI behaviors, Mike shares strategies that turn overwhelming numbers into actionable steps. Learn how to pivot mid-year, leverage networking, and maximize every dollar in your territory.

This episode is packed with practical advice for anyone in medical device sales or any sales role who wants to stop guessing and start hitting their numbers.

Must-Hear Insights and Key Moments

• Breaking Down Comp Plans – Mike explains how to read and understand quotas, bonuses, and incentives without feeling overwhelmed.
• The Dirty Dozen Method – How a targeted list of key accounts can help you hit your numbers consistently.
• High-ROI Behaviors – Identifying which actions give the most return on effort for maximum income.
• Territory Strategy – Tips on evaluating your opportunities and tailoring your approach to each account.
• Networking & Mentorship – How reaching out to peers and mentors fuels ideas, motivation, and success.
• Pivoting Mid-Year – Strategies for adjusting focus when some buckets aren’t hitting their targets.
• Mindset Over Money – Focusing on goals and performance, and letting financial rewards follow naturally.
• Continuous Learning & Inspiration – Using podcasts, peers, and reflection to improve sales performance every day.

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Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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What do you do when two top physicians both expect your full attention and neither wants to share?

Lisa and Cindy break down one of the toughest, least-talked-about challenges in medical device sales: managing competing KOLs without burning out or losing credibility. This isn’t about time management, it's about leadership under pressure.

In this episode, they share real stories, hard-earned lessons, and the exact mindset elite reps use to stay trusted, respected, and in control without choosing sides. If you’ve ever felt stuck in the middle, this conversation is for you.

Must-Hear Insights and Key Moments

• Fair Is Not Equal – Elite reps don’t divide time evenly; they meet each customer’s actual needs with intention and strategy.
• Leadership Under Pressure – This isn’t a loyalty issue, it's a defining leadership moment in your career.
• Set the Frame Early – Don’t let the loudest customer dictate your priorities; define expectations before conflict arises.
• Credibility Is the Currency – Mishandling competing customers doesn’t just cost business it costs trust.
• Never Be the Backup Plan – Customers remember how you make them feel, especially when you can’t be present.
• Close the Loop Fast – Follow-up, communication, and proactive planning keep competitors from sneaking in.
• CEO of Your Territory – High performers lead their business with clarity, confidence, and ownership.

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Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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You don’t get extra time with skeptical people, you get seconds. Seconds to earn credibility, avoid being dismissed, and change the trajectory of the conversation.

On this second episode of the new year 2026, Lisa and Cindy break down why skepticism isn’t rejection; it's a signal that trust hasn’t been earned yet. From ORs to boardrooms, they unpack the biggest mistakes reps make and why pushing harder actually pushes people away.

This episode delivers real-world strategies to influence without pressure, create space, and win skeptics over with confidence, patience, and emotional intelligence especially when the stakes are high.

Must-Hear Insights and Key Moments

• Skepticism Isn’t Rejection – Doubt doesn’t mean no; it means trust hasn’t been built yet.
• The Fastest Way to Lose a Skeptic – Overexplaining, getting defensive, or trying to “win” the room.
• Acknowledge Experience First – Respect what they already know before offering what you bring.
• Name the Resistance – Calling out skepticism lowers defensiveness and builds safety.
• Ask Ownership-Based Questions – Let them decide what would make it work for them.
• Create Space, Not Pressure – The real secret to influencing high-level decision-makers.
• Be Steady, Not Loud – Confidence shows up as a calm, grounded presence.

Mentioned in the episode:

• The Anatomy of a Powerful, Professional Apology

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Ever wondered if apologizing could actually boost your credibility instead of showing weakness?

In this episode, Lisa and Cindy dive into the art of professional apologies because in medical device sales, how you own a mistake matters more than the mistake itself.

From avoiding overexplaining, ghosting, blame-shifting, or over-apologizing, to delivering a concise, clear, and impactful apology, they break down real-world scenarios you’ll face with surgeons, staff, and patients.

Learn actionable steps to acknowledge mistakes, remove ego, repair trust, and turn slip-ups into opportunities to stand out as a reliable, confident, high performer in 2026.

Must-Hear Insights and Key Moments

• Differentiating Yourself – Learn how to create a personal brand that builds trust, credibility, and sets you apart from every other rep in the room.
• Authenticity Matters – Lisa and Cindy discuss the power of leveraging your true strengths and seeking feedback from those who know you best.
• High Performer Habits – Explore actionable steps like going beyond product knowledge, mastering clinical expertise, and following through to make a lasting impression.
• Consistency When Overwhelmed – Discover the success system and small habits that keep you on track when life gets chaotic.
• Sales Success Planner – How Lisa and Cindy’s 2026 planner helps track goals, maintain accountability, and build momentum every week.
• Closing the Commitment Gap – Why relationship-building alone isn’t enough, and how to lead customers toward decisions using the Challenger Sale approach.
• Teaching vs. Selling – Learn how to guide customers, uncover hidden needs, and position your product as the solution they didn’t know they needed.
• Actionable Takeaways for 2026 – Walk away ready to hit the ground running, work smarter, and elevate your sales performance.

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Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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Feeling stuck, overwhelmed, or invisible in your sales game? You’re not alone.

In this final 2025 episode of The Girls of Grit, Lisa and Cindy tackle the three questions reps stress over the most: How to differentiate yourself, how to stay consistent when overwhelmed, and how to turn interest into commitment.

Packed with real-world advice, actionable strategies, and the tools that helped them hit President’s Club, this episode will set you up to crush 2026. Learn how to build your brand, stay accountable, and lead your customers to say “yes!”

Must-Hear Insights and Key Moments

• Differentiating Yourself – Learn how to create a personal brand that builds trust, credibility, and sets you apart from every other rep in the room.
• Authenticity Matters – Lisa and Cindy discuss the power of leveraging your true strengths and seeking feedback from those who know you best.
• High Performer Habits – Explore actionable steps like going beyond product knowledge, mastering clinical expertise, and following through to make a lasting impression.
• Consistency When Overwhelmed – Discover the success system and small habits that keep you on track when life gets chaotic.
• Sales Success Planner – How Lisa and Cindy’s 2026 planner helps track goals, maintain accountability, and build momentum every week.
• Closing the Commitment Gap – Why relationship-building alone isn’t enough, and how to lead customers toward decisions using the Challenger Sale approach.
• Teaching vs. Selling – Learn how to guide customers, uncover hidden needs, and position your product as the solution they didn’t know they needed.
• Actionable Takeaways for 2026 – Walk away ready to hit the ground running, work smarter, and elevate your sales performance.

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We'd Love to Hear Your Stories!

Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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Ever step out of a case feeling like you just survived a pressure cooker then forget to celebrate the fact that you crushed it?

In this episode, Lisa and Cindy break down the truth high performers often miss: pressure isn’t punishment. It’s proof you’re trusted. They unpack the mindset shift that turns anxiety into adrenaline, stress into strategy, and responsibility into fuel for career growth.

If you’ve ever felt the weight of expectations, this one reframes it as the privilege it truly is and shows you how to step into pressure instead of shrinking from it.

Must-Hear Insights and Key Moments

• Pressure as Proof – Why the weight you feel isn’t a warning sign it’s evidence someone believes in you and your capabilities.
• Trust Over Tension – Understanding that when a team calls you, not your competitor, that’s a clear sign of trust.
• Proximity to Purpose – Pressure shows you’re not in the stands; you’re on the field, seated at the table, part of the decisions that matter.
• Reframing the Feeling – How to distinguish between anxiety and adrenaline and let it work for you.
• Simplify Under Stress – Why cutting decisions down to what matters “right now” keeps you calm and confident.
• Breathwork for Breakthroughs – Using intentional breathing and awareness to stay collected in high-stakes moments.
• Walking Into the Heat – Why high performers don’t run from pressure they step into it, even when it scares them.
• Celebrate the Weight – Recognizing pressure as a sign you’ve earned your place in the room, with people who trust you deeply.

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Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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Ever felt the spotlight on you, and your brain just… freezes?

In this episode, Lisa and Cindy break down what happens when a doctor or client looks at you and asks, “What do I do next?”

From the OR to the boardroom, they unpack how split-second decisions can make or break your reputation, your relationships, and even patient outcomes. They share their signature four-step process to focus, prioritize, speak with certainty, and own your choice.

Learn how preparation, mindset, and muscle memory turn pressure into privilege and why every high-stakes moment is a chance to shine.

Must-Hear Insights and Key Moments

• Pressure Hits the Spotlight – How sudden questions in high-stakes moments can freeze even seasoned professionals, and why preparation changes everything.
• The OR Analogy – Lisa compares split-second decisions in sales to life-or-death scenarios in the OR, showing how muscle memory and focus save the day.
• Four-Step Confidence Framework – Focus, prioritize, speak with certainty, and own the decision, the process that turns panic into performance.
• Importance of Preparation – Cindy emphasizes pre-case planning and mastering your product knowledge as the secret to instant confidence.
• Practice Makes Perfect – Applying this method in small, everyday situations trains your brain for high-pressure moments.
• Body Language & Voice Matter – Calm, precise, confident delivery reassures your client and builds trust.
• Debrief & Learn – After the adrenaline fades, reflect on the experience to improve your next performance.
• Pressure Is Privilege – Reframing high-stress situations as opportunities for growth, trust, and career advancement.

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Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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What separates top reps from the rest? It’s not just skill, it's how they think.

In this episode, Lisa and Cindy break down why critical thinking is the ultimate competitive edge in medical device sales. They share how this mindset helps you navigate complex decisions, read the room, and deliver value beyond the pitch.

Tune in for real talk, relatable stories, and strategies that sharpen your instincts and elevate your sales game because success isn’t about doing more, it’s about thinking better.

Must-Hear Insights and Key Moments

• Defining Critical Thinking – What it really means in the fast-paced world of medical device sales.
• The “Why” Behind Every Call – How understanding your client’s motivation changes your approach.
• Beyond the Script – When to trust your instincts instead of sticking to the playbook.
• Learning from Losses – How reflection and feedback sharpen decision-making.
• Navigating Gray Areas – Why top performers thrive in uncertainty and complexity.
• The Confidence Connection – How thinking critically builds credibility and trust.
• Mentorship & Mindset – How support networks help you see blind spots and think bigger.
• Action Steps for Reps – Lisa and Cindy’s practical advice to build critical thinking daily.

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Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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Happy Thanksgiving from the Girls of Grit!

Lisa and Cindy flip the script in this Thanksgiving episode of The Girls Of Grit. They share five things every medical device rep should be grateful for, yes, even the tiny wins that often go unnoticed.

From the people who make your cases possible to the territories that feel like a second home, these moments of gratitude remind us why we love what we do.

Tune in for relatable stories, laughs, and actionable insights that’ll leave you reflecting on your own career and ready to see your work in a new, thankful light.

Must-Hear Insights and Key Moments

• Privilege of Meaningful Work – Lisa and Cindy reflect on the impact medical device reps have on patients’ lives and the privilege of contributing to life-changing outcomes.
• People Who Make the Job Possible – Gratitude for scrub techs, nurses, physicians, and behind-the-scenes heroes who keep operations smooth.
• Territory as a Second Home – How knowing your accounts, favorite stops, and routines can bring comfort and joy.
• Unexpected Growth – The career challenges and setbacks that build mental toughness and personal resilience.
• Sales Wins Big & Small – Why celebrating every victory, from a yes on a case to a new relationship, fuels growth.
• Seeing Differently – Gratitude isn’t just an emotion; it’s a mindset that changes how you experience work chaos.
• Med Reps Running Thanksgiving – Fun hypothetical on organizing Thanksgiving like a medical device case—control, planning, and tiny hacks.
• Community & Support – Appreciation for the Girls of Grit listeners and the partnerships that make growth possible.

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Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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Ever wonder why some reps crush their goals and then struggle to repeat their success?

In this episode, Lisa and Cindy reveal the secret ingredient that separates high performers from the rest: consistency. They break down how showing up, following through, and building trust with physicians and staff creates momentum that drives long-term results in medical device sales. From handling emergent cases to managing daily touchpoints, they share actionable habits that turn quiet discipline into loud success.

Tune in for practical strategies, real-world examples, and tips to stay steady even when the work feels boring or uncomfortable.

Must-Hear Insights and Key Moments

• Momentum vs Motivation – Learn why motivation only starts the engine, but consistency creates unstoppable momentum.
• Trust Through Consistency – How being reliable, responsive, and professionally predictable builds trust with physicians and staff.
• Hidden Costs of Inconsistency – Forgettable reps lose cases, opportunities, and even financial growth to competitors.
• Daily Habits of High Performers – Show up, touch at least one account, follow up within 24 hours, and reflect on daily actions.
• Weekly Habits to Stand Out – Check in with surgeons, express gratitude to staff, and explore new accounts.
• Small Wins Lead to Big Results – Consistently executing small actions compounds into career-changing outcomes.
• Practical Tools for Consistency – Use planners or digital reminders to track actions, ensuring nothing falls through the cracks.

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Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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Are you ready to be unstuck and unstoppable?

In this episode, Lisa and Cindy expose the hidden illusion that’s quietly stealing your sales success. The one that keeps you “busy” but never bold enough to move forward.

They break down the psychology behind why we delay the very things that could change our careers and how fear often disguises itself as discipline. If you’ve ever avoided that hard call, delayed that big move, or doubted your next step, this one’s for you.

It’s time to see procrastination for what it really is and reclaim your power to act.

Must-Hear Insights and Key Moments

• The Hidden Illusion of “Busy” – Why staying busy often masks deeper fears of failure and rejection.
• Procrastination as Protection – How your brain uses avoidance as a survival mechanism.
• Fear Disguised as Productivity – Recognizing when perfectionism and planning are really fear in disguise.
• The Mindset Shift That Changes Everything – Simple reframes to turn hesitation into momentum.
• Accountability That Builds Confidence – Why having the right circle matters when tackling fear-based behaviors.
• Lisa’s Real-Life Reflection – How she caught herself “researching” instead of doing and what changed.
• Cindy’s Practical Fix – The tool she uses daily to break down big goals into bold, doable steps.
• From Avoidance to Action – How to rewrite your sales story by moving through discomfort with clarity and purpose.

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Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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Grit looks like THIS.

In this Spotlight Series episode of Secrets in Medical Device Sales, Lisa and Cindy sit down with Claire Davis, founder of Traction Resume, to talk about turning career setbacks into success stories. After surviving five layoffs, Claire shares how she built a proven system to help medical sales pros market themselves like top-performing products. This episode dives deep into resilience, reinvention, and the power of owning your story.

Real advice. Real talk. Real results.

Must-Hear Insights and Key Moments

• The Recruiter’s Eye Advantage – How Claire’s decade in headhunting gave her an insider’s view of what hiring managers really look for and why most sales reps miss it.
• From Laid Off to Lifted Up – The mindset shifts that helped Claire turn five layoffs into the foundation for her company, Traction Resume.
• The Triple S System – Breaking down her signature formula Style, Story, and Statistics and how it helps medical device pros sell themselves like top-performing products.
• Faith in the Freefall – Why Claire believes her setbacks weren’t punishment but divine redirection and how faith grounded her through uncertainty.
• The Power of a Thank You Note – The old-school strategy Claire swears by that turns clients into lifelong champions and opens doors long after a layoff.
• Owning the Awkward Truth – Why talking openly about layoffs builds connection and credibility, not shame, and how vulnerability actually sells.
• Spotlight Your Superpower – How even the most seasoned pros overlook their biggest differentiator and the secret question Claire uses to uncover it.
• Resilience Reframed – What getting back up (five times) taught Claire about confidence, courage, and creating a career that can’t be taken away.

About Claire

Claire Davis is an award-winning Medical Sales Resume Specialist and Career Consultant with 20+ years of experience helping professionals land six-figure roles. As CEO of Traction Resume, the world’s leading medical sales resume agency, she’s guided thousands to career success using her proven resume and networking systems.

A LinkedIn Top Voice featured in Forbes and The Wall Street Journal, Claire turns real-world setbacks into strategies that help others rise, rebuild, and thrive in medical sales.

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Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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What if the reason you’re not hitting your goals has nothing to do with your effort? In this episode, Lisa and Cindy reveal the secret that separates spinning your wheels from actually winning in medical device sales.

Inspired by Cindy’s Ironman journey, they break down how discipline, accountability, and strategy turned into The Girls of Grit Sales Success Planner, a proven system that keeps high performers aligned and unstoppable.

Tune in as they walk through the three pillars: Targeting, Implementation, and Accountability,  and show you how to plan with purpose, execute with confidence, and finally see the results your hustle deserves.

Must-Hear Insights and Key Moments

• The Ironman Lesson That Built a Sales Strategy – Cindy’s Ironman training inspired a system that helped her hit President’s Club.
• The Planner That Keeps You Accountable – Discover how daily commitment and reflection can transform your sales performance.
• Targeting with Purpose – Why defining the right accounts and call points determines your trajectory.
• Implementation That Moves the Needle – How to reverse-engineer your big goals into daily, doable actions.
• Accountability Is the Game Changer – The truth about holding yourself to your own standards in sales.
• From Chaos to Clarity – How structure breeds confidence and consistent wins.
• The Secret Revealed – Sales success happens when you do things on purpose.
• Grit in Action – The planner system every high-performing woman in sales needs.

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Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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What happens when women stop waiting for a seat at the table and build their own?

In this episode, Lisa and Cindy sit down with Kendy Elmore, founder of The Lobby Network, to talk about what it really takes to build a movement that empowers reps in medical device sales.

From turning frustration into action to creating spaces where women feel seen, supported, and unstoppable, this conversation is real, raw, and full of bold truths.

Must-Hear Insights and Key Moments

• The Spark Behind The Lobby Network – How one man’s frustration with the status quo led to a nationwide community for reps in medical sales.
• From Competition to Connection – Why collaboration not rivalry is the new power move in this industry.
• Redefining Networking – How The Lobby is changing what “networking” looks like for reps with heart and hustle.
• Mindset Shifts That Matter – Lisa, Cindy, and Kendy dive into how women can own their worth and advocate for themselves in every room.
• The Courage to Create Change – The bold steps Kendy took to launch The Lobby while balancing her sales career.
• Power in the Pivot – Lessons in resilience, adaptability, and staying true to your purpose even when it’s uncomfortable.
• Community as Strategy – Why surrounding yourself with the right reps can be the smartest business decision you make.
• The Future of Representative in Medtech – A look ahead at how collective growth and grit are shaping what’s next.

About Kendy 

Kendy Elmore is the founder of The Lobby Medical Sales Network and a Clemson University graduate with a degree in Biology. He began his career as a science teacher and coach before pivoting to medical sales, where his leadership and drive earned him multiple accolades, including the Rising Star Award and President’s Club recognition.

Motivated by a passion for mentorship and community, Kendy founded The Lobby, now the largest networking platform for medical sales professionals to connect, educate, and empower the next generation of industry leaders.

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Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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Ever had one of those days in sales where everything hits at once a brutal call, a sideways case, and a full inbox and you still have to walk into the next hospital like it’s game time?

In this episode, Lisa and Cindy break down the art of compartmentalizing the elite skill that separates good reps from great ones. From handling rejection and managing chaos to mastering emotional control, they reveal real strategies for staying sharp under pressure.

If you’re ready to protect your edge and perform like a pro, this episode is your mental reset.

Must-Hear Insights and Key Moments

• Compartmentalizing Rejection – Learn how elite reps reset fast after hearing “no” and avoid carrying rejection into the next call.
• The Mental Scrub – Lisa and Cindy share quick “reset” habits to shake off bad energy and stay present for the next meeting.
• Compartmentalizing Tasks – Why chaos isn’t from too much work it’s from too much together. Learn to separate, focus, and execute with precision.
• The Power of the Planner – Discover Cindy’s quarterly planner system designed to keep you accountable, focused, and calm under chaos.
• Manage Energy, Not Just Time – True productivity isn’t just scheduling—it’s directing your energy where it matters most.
• Compartmentalizing Emotions – The elite reps know: emotions don’t belong in the OR. Learn how to stay composed without faking calm.
• The “Edge” Secret – Lisa reveals the secret that keeps high performers sharp under pressure: keep your edge, no matter what.
• Real Talk on Women in Sales – Why mastering compartmentalizing helps women show up steady, confident, and respected in high-stakes environments.

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Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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Ever made a mistake so big you thought it would define you?

Erin Kagan has been on the softball field and in her career and she’s proof that setbacks can fuel the ultimate comeback.

Lisa and Cindy sit down with Erin, now Manager of National Accounts at Ferguson Enterprises, to talk about fearlessly leaping into new industries, thriving in a male-dominated space, and why she ditched “work-life balance” for a healthier blend.

You’ll hear practical tips on building confidence, setting boundaries at home and at work, and finding mentors who open doors you didn’t know existed.

Must-Hear Insights and Key Moments

• The Athlete Advantage – How Erin’s years as a Division I softball player taught her focus, discipline, and the “amnesia” mindset for bouncing back fast.
• A Leap of Faith – Leaving a thriving railroad career for a brand-new industry and the fear she had to face head-on.
• Networking as a Power Play – Why visibility matters, especially when you work far from HQ, and how Erin leveraged relationships to rise quickly.
• Mentorship That Moves Mountains – The story behind being paired with Ferguson’s Chief People Officer and how it transformed Erin’s trajectory.
• Thriving in a Male-Dominated Industry – Real talk on confidence gaps and Erin’s approach to lifting other women up.
• Creating a Women’s Leadership Summit – How spotting an industry gap led her to build an impactful annual event in just two years.
• Work-Life Blend, Not Balance – Erin’s color-coded calendar trick, hiring help without guilt, and her secret to keeping family first.
• Shared Goals at Home – Why transparent communication with her husband turned them into true partners in both career and parenting.

About Erin 

Erin Kagan is a people-focused leader known for her curiosity, competitive spirit, and passion for building strong teams. Born and raised in Yorktown, Virginia, she now lives in Tampa, Florida with her husband and two children. Erin began her career at Norfolk Southern before making a bold industry switch to Ferguson, where she’s spent the past eight years growing as a manager and leader. Inspired by her father, a CPA turned CEO and shaped by years as a Division I softball player at the University of North Carolina, Erin brings integrity, resilience, and a team-first mindset to every challenge she takes on.

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Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

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Ever wonder why some reps skyrocket while others just coast? It’s all in how you use the resources at your fingertips.

In this episode, Lisa and Cindy break down the difference between reps who drain resources and those who leverage them strategically for maximum ROI. From mentorship to customer dinners, internal tools to peer-to-peer programs, they share real-world tips that can accelerate your career.

Whether you’re brand new or a seasoned pro, learn how to turn hidden opportunities into a competitive edge, boost credibility, and grow your business without leaving anything on the table.

Must-Hear Insights and Key Moments

• Two Types of Reps: Comparing resource-draining vs. resource-gaining reps and their career outcomes.
• Training Pays Off: Lisa shares her experience finishing #1 in company training and leveraging it for future success.
• Mentorship Matters: How asking for help strategically elevates your career without overstepping boundaries.
• Customer Engagement Wins: The power of dinners, lunches, and peer-to-peer programs for building relationships and credibility.
• Strategic Planning: Aligning resources with quarterly goals to maximize ROI and business growth.
• Avoid Resource Burnout: Tips to use mentors and company tools effectively without draining them.
• Document and Reuse: Recording what works to streamline future success and maintain credibility.
• Call to Action: Make a resource inventory this week and create a plan to execute strategically.

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What’s the difference between a 3 a.m. case and a 7 a.m. case? Everything. And yet… nothing at all.

In this episode, Lisa and Cindy pull back the curtain on one of the biggest secrets in medical device sales: success in the OR isn’t about the clock, it's about energy, adaptability, and presence. From arriving early to reading the room, they share practical strategies to thrive under pressure.

Whether you’re a new rep still figuring out the rules or a seasoned pro who needs a reminder, this conversation will sharpen your mindset and prepare you for any time, any case, any room.

Must-Hear Insights and Key Moments

• Timing is Everything – Why a 3 a.m. call feels different than 7 a.m. and how to show up at your best no matter the hour.
• Arrive Early or Don’t Bother – Why “15 minutes early is on time” could be the rule that saves your career.
• Plan Like a Pro – Packing your car, checking boxes, and running through pre-call prep the night before.
• Read the Room – Matching your energy, tone, and presence to what the OR actually needs from you.
• Thick Skin Required – Why a surgeon’s stress isn’t personal and how to stay steady when things get tense.
• The Energy Audit – How to track your personal energy levels to optimize meetings, calls, and case prep.
• Professional Presence – The difference your body language and calm demeanor can make in high-stakes situations.

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Ever catch yourself saying, “Just this once”?

Lisa and Cindy call it what it is, the silent killer of sales careers. Exceptions don’t just bend the rules; they break your momentum. In this episode, they share a raw, real talk about why consistency is non-negotiable in medical device sales and how “deciding once” can separate high performers from everyone else.

With practical strategies and relatable examples, The Girls of Grit™ help you stop negotiating with yourself, raise your standards, and finally focus on the actions that actually move the needle.

Must-Hear Insights and Key Moments

• Exceptions Kill Consistency – Lisa and Cindy unpack why bending the rules slows growth and derails sales momentum.
• Decide Once – High performers don’t debate with themselves; they commit once and move forward with clarity.
• Busy vs. Productive – Learn how to spot the difference and why activity isn’t the same as results.
• Inputs Over Outcomes – The real drivers of success aren’t results alone—it’s the actions you take daily.
• Raising Standards – Success means holding yourself to a higher level, even when no one is watching.
• The Trust Factor – By keeping promises to yourself, you build credibility with both customers and colleagues.
• Momentum Matters – Every decision compounds, either accelerating or stalling your career growth.

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Ever felt stuck in a role that doesn’t quite fit, but you know now isn’t the right time to leave?

Lisa and Cindy get real about navigating those “in-between” seasons when timing and opportunity don’t align. They share candid stories of building resilience, honing skills, and even chasing personal goals like training for an Ironman while staying grounded in the job you have now.

This episode is a reminder that patience isn't a weakness, it’s strategy. Standing still today can set you up for unstoppable momentum tomorrow.

Must-Hear Insights and Key Moments

• Stagnant or Strategic? – Why staying put in your career can sharpen skills and reveal new opportunities.
• Boundaries That Build – How protecting your energy helps you thrive in a role that isn’t your forever fit.
• Reputation Matters – Turning a “stagnant” job into a legacy of excellence others recognize.
• Preparing for the Next Chapter – Using waiting seasons to research, connect, and plan for your next move.
• The Brag Book Strategy – Capturing wins, awards, and rankings to showcase when opportunity arrives.
• Life Beyond Work – How seasons of stillness create space for family, hobbies, and even Ironman training.
• Patience as Power – Why timing is just as important as opportunity when it comes to growth.
• A Challenge for You – One small step to make your current role more purposeful this month.

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Ever been tempted to drop a big client name or repeat something you only half-heard from leadership? One slip like that can cost you trust in 30 seconds flat.

In this episode, Lisa and Cindy break down a real-life sales story that proves why credibility always beats charisma. They reveal the ripple effects of stretching the truth and how quickly word spreads when you misstep.

Most importantly, they share their secret: verify before you amplify. Tune in for practical strategies to build trust, protect your reputation, and keep your sales career on the high road.

Must-Hear Insights and Key Moments

• The Sales Slip That Ends Careers – Lisa shares a true story of a rep who lost a physician’s trust in one conversation.
• Credibility vs. Charisma – Why charm might open doors, but only trust keeps them open.
• The Ripple Effect of Broken Trust – How one mistake spreads far beyond a single hospital.
• Our Sales Secret: Verify Before You Amplify – A memorable rhyme to keep your facts straight.
• Best Practices for Building Credibility – From double-checking data to asking for documentation.
• The Power of “I Don’t Know” – Why admitting uncertainty and following up shows integrity.
• No Shortcuts in Med Device Sales – Why physicians demand full respect for their expertise.
• The Call to Action – Before you repeat a story, pause and ask: “Do I know this for certain?”

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Ever struggled to tell a client or boss you’re moving on?

You’re not alone. In this episode, Lisa and Cindy dive into the real challenges of delivering hard news without guilt, fear, or burned bridges. They share five actionable steps for leaving a role with confidence, from preparing your message to giving space for honest responses. Transparency, humanity, and integrity take center stage as they guide women in sales to exit gracefully.

Whether it’s your first job or your tenth, these lessons will help you protect relationships, preserve your reputation, and leave a lasting legacy.

Must-Hear Insights and Key Moments

• Prepare, Don’t Panic – Get your facts straight and practice your delivery so you can stay present and confident.
• Lead with Transparency – Be honest with customers and yourself; honesty builds trust, not guilt.
• Show Humanity, Not Guilt – Acknowledge emotions without over-apologizing or shrinking in the conversation.
• Give Space for Response – Allow the other person to react freely; you don’t need to rescue the situation.
• End with Direction – Offer a clear next step or plan so clients feel supported after your departure.
• Protect Your Reputation – Avoid overpromising; ensure smooth transitions for customers and colleagues.
• Leave a Legacy, Not Just a Job – Your exit defines the kind of professional you are and the relationships you leave behind.
• Confidence is Key – Stand tall, be firm, and communicate your news with authority and grace.

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Have you ever been tempted to leave a job you love for a bigger title and paycheck—but something's holding you back?

In this listener-inspired episode, Lisa and Cindy dive deep into the age-old question: should I stay or should I go? From salary bumps and territory equity to timing, burnout, and future potential, they break down the practical, emotional, and professional elements that weigh into one of the most important decisions in any medical device sales career.

Whether you're at a crossroads now or preparing for the future, this honest conversation is full of grit, real talk, and expert advice.

Must-Hear Insights and Key Moments

• The Med Device Dilemma - A listener writes in with a classic question: should I stay loyal to the company I love or explore a higher-paying offer? Lisa and Cindy break down the emotional tension this causes.
• Territory Equity & Timing - Cindy shares why your rep status and momentum matter when considering a jump—and why not all of it transfers with you.
• Know What You’re Leaving - Lisa emphasizes hidden perks like stock options, car allowances, and internal promotions that often get overlooked in shiny new offers.
• Mental and Physical Health Check - Lisa opens up about a pivotal decision she made when her stress levels started to impact her health and future family plans.
• When You’re Undervalued or Coasting - From being overworked to being strung along with empty promises, the girls talk about the red flags that make it okay to go.
• Lead with Both Heart and Head - Cindy and Lisa introduce the episode’s secret: the smartest decisions in your career are made when your head and heart are aligned.

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Ever had a morning where everything goes wrong before you’ve even left the house but you still have to go sell?

Lisa and Cindy get real about those off days and share five actionable ways to show up and perform when your energy, mindset, or motivation is totally off. In this episode, they break down the secret sauce: momentum. You’ll learn how tiny actions, structured routines, and a shift in energy can help you sell through the chaos. From skipping through the parking lot (yes, really) to leaning into your checklist, this is tactical advice you can use immediately.

Whether you’re dragging from burnout or stuck in a negative loop, these five grit-fueled tools will help you reclaim your power and still crush your day. Because real grit shows up when everything else falls apart.

Must-Hear Insights and Key Moments

• Fake It with Intention, Not Perfection - Step into your strongest available self, even when you're not 100%. Confidence comes from action so straighten up, smile, and go.
• Find the Micro Wins - Tiny victories shift your momentum. Remind yourself they chose you for that case, and that matters.
• Put Your Energy Somewhere Safe - Creating distance from stress by listening to a mystery novel or music reset your brain and protect your peace.
• Let the Process Carry You - When your brain is foggy, your habits and checklists are your anchor. Fall back on routine and muscle memory.
• Be Honest But Don’t Overshare - Your customers aren’t your therapist. Vent to a friend, not your physician. Keep your energy clean and focused.
• The Secret Is Momentum - Progress, no matter how small, is the path forward. Action breeds confidence and clarity even on the worst days.

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Ever walked into the OR with a knot in your stomach and brought that tension with you?

Lisa and Cindy dive deep into the hidden cost of dragging personal baggage into high-stakes medical cases. They share raw stories of what happens when resentment or frustration leaks into the room and how it impacts trust, results, and your business reputation.

Learn how a simple pre-OR reset and a “door frame filter” can transform your composure, support your team, and make you the rep surgeons want by their side every time.

Must-Hear Insights and Key Moments

• The True Cost of Baggage — Bringing emotional baggage into the OR can cost you trust, cases, and your business reputation.
• The Power of a Unified Front — Why two reps must check their egos and align roles before stepping into the OR.
• Your Doorframe Filter — A powerful mental “stop sign” that helps you reset before you enter the room.
• Naming Your Emotions — How naming frustration or anxiety can instantly calm your brain and help you show up composed.
• Triggers & Technology — Why your phone might be your worst enemy — and what to do about it before a case.
• Posture Matters — How standing tall and taking a breath can shift your mindset on the spot.
• Reflect & Reset — Tips for reviewing your past slip-ups and how to do it better next time.
• It’s About the Patient — The ultimate reminder: your job is to serve the surgeon and protect the patient, not your pride.

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Do you really believe in what you’re selling?

In this episode, Lisa and Cindy reveal why belief and honest energy are the secret sauce to a powerful sales pitch that actually converts. Lisa shares a hilarious podcast story that proves what happens when your voice drones instead of convinces and how a simple shift in tone changes everything. Cindy challenges you to test your conviction in real time and get brutally honest feedback.

You’ll walk away ready to master your product inside-out, add your authentic story, and deliver every pitch with unshakable confidence. Tune in! Your close depends on it.

Must-Hear Insights and Key Moments

• Conviction vs. Fake Confidence – Why real belief is felt and how pretending just turns buyers off.
• The Droney Podcast Example – Lisa’s story about the boring doctor vs. the engaging expert shows how voice and energy make or break your message.
• Practice Makes Conviction – Cindy explains how practicing with someone else’s facts helps you find your own style.
• Master Your Product – Deep-dive knowledge gives you unshakable belief and smoother conversations.
• Honest Energy Sells – Lisa shares why real energy is contagious and keeps people listening.
• Confidence is Your Close – Cindy breaks down how preparation and mindset fuel unstoppable confidence.
• Actionable Pitch Exercise – Try your pitch on a family member or friend and get real feedback.
• Why Surroundings Matter – Elevate your circle to boost your mindset, skills, and belief.

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When things go sideways in the field, do you freeze, complain or solve?

In this episode, Lisa and Cindy tackle the shortcut mindset that keeps reps stuck and show you how to shift from asking to acting.

They share real stories like the lifeline text stream that saved a case in the nick of time  and break down how top performers build trust by becoming the solution, not the problem.

You’ll walk away ready to pause, think critically, and tackle any problem with confidence, creativity, and grit so your customers always know they can count on you.

Must-Hear Insights and Key Moments

• The Shortcut Mindset – Why too many reps default to asking for help instead of owning the issue themselves.
• Own It Before You Outsource – Cindy’s powerful reminder that you’re the first line of defense for any problem.
• Tap Into Your Lifeline – Lisa shares how a simple text chain turned into a field rep’s secret superpower.
• How to Slow Down to Solve Faster – The importance of taking five seconds to pause instead of panicking.
• When Complaining Backfires – The hidden damage when you throw problems up the chain and hope they disappear.
• Become the Solution – Why the best reps aren’t just problem solvers — they’re solution makers their customers trust.
• Solve Like You Sell – The mindset shift to tackle every problem with confidence, creativity, and grit.
• Everything Is Figureoutable – Marie Forleo’s mindset in action: break down big problems into manageable steps.

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Why aren’t you closing more deals? It’s probably not your pitch, your product, or even the price.

Lisa and Cindy break down the real reason you're plateauing, and it's a skill most reps never fully master: consultative selling. This isn’t a soft skill. It’s a strategic advantage. The difference between top reps making seven figures and average ones stuck in the cycle? They don’t pitch—they partner. Learn how to listen deeper, ask smarter questions, and show up in a way that builds lasting loyalty.

Ready to be unforgettable? From pre-call research to reading the room, Lisa and Cindy are getting real about what it actually takes to be trusted, not just tolerated, in medical sales.

Must-Hear Insights and Key Moments

• Pitch vs. Partner - Why reps stuck in pitch mode miss the trust-building that 
• The Power of Listening - How active listening uncovers what your customer actually needs—before they even say it.
• Understanding Customer Mindsets - Different settings, different stressors: the importance of tailoring your approach.
• The Info-Dumping Trap - Why flooding customers with facts kills your credibility (and what to do instead).
• Reading the Room Like a Pro - Learn when not to sell and how to make the right move at the right moment.
• Open-Ended Questions That Unlock Opportunity - Cindy’s favorite way to get real answers without being pushy.
• Trust Is the Currency - Being a consultant creates loyalty, and loyalty leads to long-term wins.
• The Close Is Just the Beginning - Stop chasing the “yes” and start building the relationship.

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What happens when a competitor won’t even look at you in the hallway?

Avery Lanman knows the feeling—and shares how choosing professionalism over pride changed everything. In this candid episode, Lisa and Cindy dig deep with Avery on rep dynamics, OR pressure, and how to be taken seriously when you’re still learning the ropes. Avery’s advice? Trust wins. Always. 

From building his own rep curriculum to knowing when to step aside for the sake of the patient, this episode is packed with powerful takeaways for new and veteran reps alike.

Must-Hear Insights and Key Moments

• The Hallway Standoff – Avery shares a real story about a competitor who refused to acknowledge him—and the surprising way he responded.
• Initiative Is Everything – Learn how Avery taught himself OR systems by using the very trays he was delivering.
• Trust Over Transaction – Why Avery sometimes gives away business to competitors—and gains more in return.
• Rep-to-Rep Etiquette – Lisa and Avery unpack how sales reps can stay competitive without becoming combative.
• How Women Rep Differently – Lisa opens up about female competition in the field and the pressure to protect success.
• The Self-Made Curriculum – Avery details the 16-week plan he pitched to get off salary and onto commission faster.
• Own Your Development – Advice for reps who feel stuck doing grunt work—and how to flip it into growth.
• The Operating Line – Avery shares what’s next: an educational series to bridge the gap between medtech reps and manufacturers.

About Avery

Avery Lanman, based in Torrance, California, is the Founder and Principal Distributor at Apollo Solutions. He brings valuable experience from previous roles at DePuy Synthes Companies and has played a key role in generating over $45 million in sales. Avery holds a Bachelor's Degree in Film Studies and Literature from Yale University, earned between 2009 and 2013. In addition to his work in medical device distribution—particularly in novel spine technologies—he is also a writer who collaborates with doctors and spine device companies to craft compelling content.

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Ever feel like you’re constantly hustling but not really moving forward?

Lisa and Cindy call out the illusion of hustle that so many high performers fall into: busy doesn’t always mean productive. In this episode, they reveal the power of controlled urgency over chaotic motion and share how to hustle with intention instead of burnout. Discover practical strategies to prioritize, plan, and push with purpose, just like a jockey guiding a racehorse to victory. If you’re ready to stop spinning your wheels and start winning long term, this episode is your blueprint to hustle smarter. Tune in, reset your mindset, and learn how to hustle with power, not panic.

Your next level awaits. This is more than just a pep talk; it’s a tactical roadmap to shift from empty to strategic hustling.

Must-Hear Insights and Key Moments

• The Illusion of Hustle – Why being busy doesn’t always mean you’re productive and how hustle without strategy leads to burnout.
• Controlled Urgency Explained – Redefining hustle as urgency with intention and discipline, not chaotic nonstop motion.
• Jockey & Horse Analogy – How strategic restraint in the race mirrors pacing your hustle for maximum results.
• Ruthless Prioritization – The importance of focusing on top goals and accounts to move the needle effectively.
• Infiltrating Your Territory – Using small, strategic moves like checking the OR board to create new opportunities.
• Avoiding Burnout – Why building white space and self-care routines are essential to reset and refocus.
• From Panic to Power – Moving hustle energy from frantic stress to controlled, confident action.
• Call to Action: Declutter Your Calendar – Eliminate exhaustion by intentionally planning your time for greater impact.

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What if the person you're selling to has no real power to say yes?

In this high-impact episode, Lisa and Cindy dive deep with Jeffrey DelVerne to uncover the truth behind how healthcare systems really make purchasing decisions and why many reps are pitching the wrong people.

This episode is a crash course in selling smarter, not harder. Whether you’re trying to break into hospital systems, navigate insurance challenges, or understand the healthcare ecosystem, this is the blueprint for winning in 2025 and beyond.

Must-Hear Insights and Key Moments

• The Rise of Vertical Integration – Learn how health insurance giants now control physician groups, pharmacies, and care delivery—and what that means for sales reps.
• Why Sales Structures Are Outdated – Most sales orgs are built for a world that no longer exists. Jeffrey explains how collaboration is the new superpower.
• How to Navigate the Optum Maze – Understand how Optum’s acquisition of practices affects local sales decisions, and how to connect the dots with your internal payer teams.
• The 85/15 Rule Explained – Jeffrey breaks down the Medical Loss Ratio and how insurers profit by funneling expenses through assets they own.
• Real Talk: Patients vs. Payers – Lisa opens up about the emotional toll of seeing families fight for care, while Jeffrey brings clarity on how denials get resolved.
• Empowered Through Education – Cindy emphasizes the competitive edge that comes from curiosity and continuous learning in sales.
• Monthly Roundtables: A Game Changer – Discover how a simple 30-minute cross-functional check-in can unlock access and accelerate deal flow.
• Legacy & Leadership – The conversation ends with a powerful reminder about impact, legacy, and helping others rise.

About Jeffrey

Jeff DelVerne began his healthcare career on the commercial side of the medical device industry before transitioning into market access, where he became increasingly focused on the underlying unit economics of U.S. healthcare. That curiosity led him to closely study the “Big Six” payers Cigna, Humana, CVS Health, Elevance, UnitedHealthcare, and Centene who collectively influence nearly $1.4 trillion of the over $5 trillion spent annually on healthcare in the U.S. Jeff’s core thesis is that payers control 90 cents of every dollar in healthcare.

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Have you ever looked at your pipeline, felt your stomach drop, and thought—how am I going to hit my number this quarter?

If so, this episode is for you. Lisa and Cindy break down what panic selling looks like, how it shows up in your energy, and why it’s one of the most dangerous traps in medical device sales. You’ll learn how to recognize the warning signs, reset your mindset, and build a momentum strategy rooted in confidence—not chaos.

This is more than just a pep talk; it’s a tactical roadmap to shift from fear into power.

Must-Hear Insights and Key Moments

• Why Panic Selling Happens - Lisa and Cindy explore how poor targeting, unqualified calls, and energy drain push reps into desperation mode—long before the end of the quarter.
• The Hidden Cost of Desperation - They explain how selling from fear affects your tone, body language, and credibility—and what to do when the panic spiral starts.
• Bulletproofing Your Mindset - From gratitude journaling to affirmations and visualization, Lisa and Cindy share daily mental strategies to keep you grounded and powerful under pressure.
• Abundance > Scarcity - Cindy dives into the power of reframing your sales day: from rushing a big close to staying open to smaller, abundant wins that add up.
• How to Recover from a No - Lisa reminds us that rejection is part of the game, and the fastest way to bounce back is to detach your self-worth from the outcome and reengage with intention.
• Find Your Hype Crew - Whether it’s a mentor, teammate, or trusted rep friend—Lisa and Cindy emphasize how surrounding yourself with positive support helps you recalibrate fast.

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Ever get that pit-in-your-stomach feeling just hearing the words “cold call”?

You’re not alone—and you’re definitely not doomed to stay stuck there. In this high-energy episode of Secrets in Medical Device Sales, Lisa and Cindy break down the art and science of cold calling into three powerful phases: planning, action, and reflection. Whether you're brand new or a seasoned rep needing a boost, you’ll get mindset shifts, tactical advice, and hilarious stories that prove cold calls can actually be fun—and wildly effective.

Don’t just survive your next cold call. Master it.

Must-Hear Insights and Key Moments

• Dive Into Strategy – Why Planning Changes the Game - Lisa and Cindy break down how strategic planning—from online research to goal-setting—can instantly reduce cold call anxiety and lead to more productive, focused conversations.
• Personalization is Power – How to Warm Up a Cold Call - Learn how Lisa turns a first walk-in into a future lunch meeting, all by being kind, curious, and committed to remembering every name.
• Smile Through the Awkward – The Science of Confidence - Cindy shares how something as simple as smiling (even when you’re nervous) can change the chemistry of a call—and your results.
• Don’t Forget the Follow-Up – Where Cold Calls Actually Convert - The follow-up isn’t just an afterthought—it’s where the ROI lives. The girls talk scheduling, accountability, and making sure you never forget to order lunch again.
• The Secret to Cold Call Success – It's Not About Perfection - Cold calls won’t always be pretty, but each one teaches you something. Hear how Lisa and Cindy use reflection to grow and fuel their momentum.

Real Talk About Marketing

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Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

A Team Dklutr production

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What if your greatest challenge became your greatest calling?

In this unforgettable 100th episode of Secrets in Medical Device Sales™, Cindy and Lisa sit down with two powerhouse women who turned fear into purpose—Tina Valbh and Jessica Krauser. These warriors didn’t just survive a life-altering diagnosis; they chose to rise, speak out, and change lives. From breast cancer to early-onset Parkinson’s, their stories are proof that grit, resilience, and purpose can ignite movements. This is an episode about redefining strength, finding your voice, and building something bigger than yourself—even in the face of uncertainty.

Whether you're in sales, in a storm, or just in need of hope—this one will stay with you long after the episode ends. Cheers to 100 and beyond!

Must-Hear Insights and Key Moments

• From Diagnosis to Drive – Tina and Jessica open up about how two devastating diagnoses led them to create platforms for change—Tina in oncology advocacy, Jessica in Parkinson’s awareness.
• Hitting Rock Bottom – Both women share raw, emotional moments when they nearly gave up—and the people who helped them find the strength to keep going.
• Parenting Through Pain – Jessica shares a powerful story of vulnerability in front of her teenage daughter—and how that moment shifted her outlook and led to a life-changing decision.
• Turning Pain into Purpose – Tina reflects on the trauma of watching her daughters grow up while she was in treatment—and how it fueled her mission to become a patient advocate.
• The Power of Community – The group discusses how impact grows when women use their voices, build movements, and support one another through dark seasons.
• Lessons in Perspective – Cindy and Lisa reflect on how Tina and Jessica’s stories are reminders that health and humanity matter more than any deal or sales win.
• Final Words of Wisdom – Both guests offer a message of hope and resilience for any listener facing adversity, reminding us all that grit is something you grow.

Connect with Tina Valbh:

• Website
• Instagram
• Linkedin

Connect with Jessica Krauser:

• Facebook
• Instagram
• Linkedin

Follow The Girls of Grit™:

• Website
• Instagram
• LinkedIn

We'd Love to Hear Your Stories!

Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

A Team Dklutr production