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Smart Medical Sales

The Smart Medical Sales podcast is designed to provide listeners with the methods, hacks and tweaks to breaking into medical device sales. The medical device sales industry is a small niche of sales where you can make a very handsome living. By tuning into the show, you will be able to listen to helpful advice from Saul Marquez, a medical device sales professional who broke into medical device sales from the outside. The show will have theme based episodes as well as interviews so you can get on the fast track into medical device sales! Tune in to take your career and life to the next level!
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The Smart Medical Sales podcast is designed to provide listeners with the tips, tricks, and secrets to breaking into medical device sales. The medical device sales industry is a small niche of sales where you can make a very handsome living. By tuning into the show, you will be able to listen to helpful advice from Saul Marquez, a medical device sales professional who broke into medical device sales from the outside. The show will have theme based episodes as well as interviews so you can get on the fast track into medical device sales! Tune in to take your career and life to the next level!

Oct 8, 2017

In today's episode, I want to give you a better appreciation for the economics of healthcare and how medical device falls into the economics.  In a nutshell, it is big bucks.  If you take one thing away from this episode, know that you are pursuing the right career for your future.  Persist until you succeed!  

P.S. If you can rate and review my show, I'd be tremendously grateful for it.  Thanks!  Use this link to do so.

 

Resources

References for my data can be found here and here's the pdf report

Free Med Sales Course – 7-day email video series to help you break into the business

Free E-Book – Be The Best Candidate in Medical Device PDF

Ask Saul – Submit your questions and podcast ideas

Free Audio Book – Be The Best Candidate in Medical Device Sales!

 

Sep 23, 2017

Tune into this week's episode to get some insights from Harvey and Meshanda from MedReps.com  

Topics we discuss:

  • Characteristics companies look for in candidates
  • Things to do to succeed in interviews
  • Fitting into the culture
  • Resources to succeed in your career search
  • And much more!

Resources

Free Med Sales Course – 7-day email video series to help you break into the business

Free E-Book – Be The Best Candidate in Medical Device PDF

Ask Saul – Submit your questions and podcast ideas

Free Audio Book – Be The Best Candidate in Medical Device Sales!

 

Check out Med Reps for additional resources!

Start your career now with Med Reps – The #1 Med Device Recruiting Firm

Sep 18, 2017

Smart medical sales listeners, in this quick episode, I interview Nikita Bernstein, the CEO of jomi.com (journal of medical insights).  There is some fantastic footage of procedures that you can learn from as you prepare yourself for your next medical device sales position!  

 

Enjoy!  

Resources:
 
JOMI.COM - Journal of Medical Insight

Free Med Sales Course – 7-day email video series to help you break into the business

Free E-Book – Be The Best Candidate in Medical Device PDF

Ask Saul – Submit your questions and podcast ideas

Free Audio Book – Be The Best Candidate in Medical Device Sales!

 

Sep 3, 2017
In this episode, we walk you through the typical week as a medical device sales rep.  I encourage you to think about these activities while you look to strengthen the relevance of your resume.  
 
Territory planning (10%)
  • Plan for the week
  • Ordering samples, getting equipment ready for cases
  • Setting up yearly, quarterly, monthly and weekly goals
  • Staying focused to ensure you achieve and tweaking consistently to reflect market changes
  • Time with sales manager and team
 
Time with Customers (50%)
  • current customers - providing service and new solutions
  • clinical, financial
  • meals with customers - business updates and relationship development
  • attending procedures:  Daily / weekly if in the implantable business
  • attending procedures:  During evaluations, new product introductions, training - capital, consumable, other
 
Cold Calling new customers (20%)
  • offices, hospital, O.R.
  • new customers appointments - sales calls, follow ups
Administrative (20%)
  • Staying compliant with hospital and FDA regulations - modules, training
  • Expense reports, sales forecast updates
  • Quoting, Contracting, pricing alignments
  • Time with sales manger and team
 
Aug 27, 2017
Much of the med device sales career is dependent on psychology and having the right mindset.  The number one thing I have seen holds most people back is that they let their lizard brain control them.  In this episode, we talk about what the lizard brain is, how if affects you and what you can do to avoid it and break into the business!
 
What is the lizard brain?  
It is the amygdala.  It refers to the oldest part of the brain, the brainstem, responsible for primitive survival instincts such as aggression and fear ("flight or fight”).
 
This part of the brain is what causes you to trigger the fight or flight mechanism.  It is the driver of emotions of; fear, anger, and negativity.  Its job is to keep you from trying anything risky or new.  This part of the brain is focused on keeping you in your safety zone and encourages you to get a plan b.  One of its favorite things to whisper to you is to,"shut up, sit down and do what you’re told."
 
It is hard wired to help you survive, not to thrive.  
 
How does it affect you?
  • Procrastination
  • Overly critical 
  • Invent anxiety
  • Make excuses
 
What can you do to avoid it?
  • Don’t make a plan b
  • Train yourself to do the exact opposite
  • Embrace failure as a learning experience
  • Stay true to your goal
 
Next Steps to take:
  • Take note of what commitment means to you and then commit.  (Big difference between commitment vs. Interest)
  • Make failure your friend and create an environment that reinforces that
  • Take action and don’t make a plan B, you’ll break into medical device sales!
 
Resources:

Free Med Sales Course – 7-day email video series to help you break into the business

Free E-Book – Be The Best Candidate in Medical Device PDF

Ask Saul – Submit your questions and podcast ideas

Free Audio Book – Be The Best Candidate in Medical Device Sales!

Thanks to our Sponsor, Med Reps!

Start your career now with Med Reps – The #1 Med Device Recruiting Firm

Aug 20, 2017
Show Notes:
Biggest obstacles
  • Lack of experience / OR Experience
  • Not able to appropriately translate your experience to the role you’re after
  • Not knowing anyone in the industry or speciality space
  • Naysayers - overcoming them in the process
    • Negative association of pharma reps vs. B2B.  He didn’t believe a pharma rep had those same qualities.  
    • Address biases with concrete examples - Use STAR Method!  Be confident.  
Claudia's Top 3 tips to help others from Pharma Into Device  (in a nut shell)
  • Layoffs in Pharma are real.  Part of a group layoff in Pharma where she was able to perfect her job search and transitions.  
  1. Structure your time well!  Improve how you structure your time, review and reflect - search, emails, fitness “count for your time, and make it count”  Use the Panda Planner.  - https://pandaplanner.com/
  2. Encourage yourself daily with positive reinforcement and expressing gratitude.  Create positivity and confidence.
  3. Stay the course - be persistent and stay agile.  
    1. Reading the Challenger Sales Method
    2. Created opportunity to continue the dialogue  
Most common objections and how Claudia overcame them
  • Interview objections - how you deal with the interview is very predictive of how you’ll handle objections
  • ACAC - acknowledge, clarify, answer, confirm
  1. What is your perception of what we do?  Your opportunity to shine.  Share what you have learned by reaching out.  Ask for a ride along.  Smash this weed out the question into the ground!  Use the “know the company” form on SMS.  
  2. Tell me about how you handle rejection?  "You seem too sweet, I don’t think you could do this job…”  Do you have the thick skin to do this role.  You will need a very specific STAR example to show how you’ve handled rejection.  Make it SOLID.  Ultimately a question about resilience.  
  3. How did you take ownership of your goal?  Especially if you’re working in a pod structure, this is a question that you must be able to answer.  Use STAR to demonstrate you have had success and differentiate your contributions as an individual performer.  
Closing thoughts and words of advice
  • No doesn’t mean never.  
  • Keep communication lines open.
  • Don’t burn bridges.
  • Be sure with each interaction you have, ADD VALUE.  Make it more about them and less about you!!!!!!!!
  • Seize every opportunity to express thanks and appreciation to the people involved in the process. (gyft.com)

 

Resources

Free Med Sales Course – 7-day email video series to help you break into the business

Free E-Book – Be The Best Candidate in Medical Device PDF

Ask Saul – Submit your questions and podcast ideas

Free Audio Book – Be The Best Candidate in Medical Device Sales!

Thanks to our Sponsor, Med Reps!

Start your career now with Med Reps – The #1 Med Device Recruiting Firm

Aug 13, 2017
In this episode, we focus on chiropractors wanting to break into the business.  If you are a chiropractor looking into medical device sales, these 5 qualities will help you break in.  Even if you are not a chiropractor and you posses these skills, here are a list of specialties and companies to consider.  Remember, you’re only one relationship away from breaking into the business!
 
  • Possesses Strong Communication Skills: Being able to communicate well with patients is essential. Good listening skills help ensure that all the patient's needs are being met, while good speaking skills help ensure the patient gets a full understanding of what the treatment plan is.
Areas to consider:  Diabetes, Brain Stimulation, Pain Pumps (Abbott, Medtronic, St Jude)
 
  • Shows Empathy: A great chiropractor is very empathetic and can understand what a patient is going through in regards to pain and other symptoms. This empathy helps put a patient at ease and instills trust.
Areas to consider:  Any area of med device 
 
  • Can Focus on the Patient: A great chiropractor is focused solely on the patient they are with. They are completely committed to creating a relaxed treatment environment and are focused only on the patient and the patient's treatment plan.
Areas to consider: Ortho, Hips & Knees, Trauma, Sports Med (Stryker, Zimmer Biomet, DePuy, Smith & Nephew, Arthrex)
 
  • Is Very Knowledgeable: Chiropractors have a wealth of knowledge about the spine, the nervous and muscular systems, movement, exercise, and nutrition. They enjoy learning and stay on top of new research and techniques in chiropractic.
Areas to consider:  Spine, Hips&Knees, Trauma, Sports Med (Medtronic, Stryker, Zimmer Biomet, Orthofix, NuVasive, DePuy Synthes)
 
  • Is Able to Put People at Ease: A great chiropractor has a gentle disposition and can make patients feel comfortable during a treatment.
Areas to consider:  Any area of med device
 
Source for top skills in med device:  Top 10 Qualities of a Great Chiropractor
 
 

Resources

Free Med Sales Course – 7-day email video series to help you break into the business

Free E-Book – Be The Best Candidate in Medical Device PDF

Ask Saul – Submit your questions and podcast ideas

Free Audio Book – Be The Best Candidate in Medical Device Sales!

Thanks to our Sponsor, Med Reps!

Start your career now with Med Reps – The #1 Med Device Recruiting Firm

Aug 6, 2017
If you can't seem to get into the business, you may want to consider increasing your likability.  While this factor alone won't get you into the business, it is a multiplier that will help augment your skills and experience to break into the business.  Likability is a multiplier.  Tune in to find out how to make it work for you.
 
 
Six Ways to Make People Like You - Principles from Dale Cargie's Book "How to Win Friends and Influence People":
  1. Become genuinely interested in other people. 
  2. Smile. 
  3. Remember that a person's name is, to that person, the sweetest and most important sound in any language. 
  4. Be a good listener. Encourage others to talk about themselves. 
  5. Talk in terms of the other person's interest.
  6. Make the other person feel important – and do it sincerely. 
 
Questions to ask as you apply these Six Principles:
 
A.  Begin with the end in mind - Have you set your goals?  Are they measurable?
B.  In person - Are you applying the six principles in person?  How so?
C.  On the phone - Are you applying the six principles on the phone?  How so?
D.  Email - What principles are you applying when you email recruiters / hiring managers?
 
Jul 31, 2017

 

In this episode, Kevin Haines from New Jersey, one of the listeners gets to hear the answer to a very great question he submitted.  "What can I do to get operating room experience." Tune into the show so you can learn the steps to get operating room experience.

The O.R. is an area of high accountability with many systems and processes.  There are several ways for you to get it done, beyond the physician route.  

OR Experience Videos

4 Minute Video:
https://www.youtube.com/watch?v=snQE_4xFhlQ
 
25 Minute Video:
https://www.youtube.com/watch?v=kClAxIXFQrY
 
Other Great Ideas to Gain O.R. Experience:
 
1.  Learn through conversations with surgeons, surgical techs, radiology techs
2.  Take a trip to Latin America and get the O.R. Experience You're Looking For
  • Mexico, Costa Rica, Colobmia, Panama are some examples
3.  Find a local chapter of surgeons doing mission work and join them!
4.  Get involved with a local cadaver lab.

Resources

Free E-Book - Be The Best Candidate in Medical Device PDF


Ask Saul - Submit your questions and podcast ideas

Free Med Sales Course - 7-day email video series to help you break into the business

Free Audio Book - Be The Best Candidate in Medical Device Sales!

3 Feet from Gold quotes PDF

 

Thanks to our Sponsor, Med Reps!

Start your career now with Med Reps - The #1 Med Device Recruiting Firm

Jul 23, 2017

In this episode, I walk you through some tips, tricks and share some resources to help you land interviews faster.  While these things will help you, always remember to stick to the basic blocking and tackling daily.  Combine these resources with daily activities and you'll break into this six figure business faster.  

3 Tips that will help you get interviews faster
  • Get recommendation letters and share them (or emails from people in the business)

Resources

Ask Saul - Submit your questions and podcast ideas

Free Med Sales Course - 7-day email video series to help you break into the business

Free Audio Book - Be The Best Candidate in Medical Device Sales!

3 Feet from Gold quotes PDF

Thanks to our Sponsor, Med Reps!

Start your career now with Med Reps - The #1 Med Device Recruiting Firm

Jul 16, 2017

The majority of people in this world, sadly, give up right before they're about to succeed.  In this episode, we discuss the story of R.U. Darby, a man that had aspirations achieve wealth and failed just before he had struck it big, 3 feet from gold.  His story can teach all of us trying to get into medical device sales a very important lesson.  Tune in and learn what those pearls of wisdom are!

Resources

Ask Saul - Submit your questions and podcast ideas

Free Med Sales Course - 7-day email video series to help you break into the business

Free Audio Book - Be The Best Candidate in Medical Device Sales!

3 Feet from Gold quotes PDF

Thanks to our Sponsor, Med Reps!

Start your career now with Med Reps - The #1 Med Device Recruiting Firm

 

Jul 10, 2017

It is important to know how the changes in healthcare reform are going to impact the medical device industry.  In this podcast, I cover the basic changes coming and what you should know as you prepare to break into the business.  Source: BBC News "Obamacare v Republican Plan Compared"

Individual mandate

Repeal

ObamacareAll Americans are required to have health insurance or pay a tax penalty.

Republican plan: The mandate is repealed under the Senate plan. The House version also repealed but with the proviso that individuals who forgo health insurance for more than 63 days must pay a 30% surcharge on their insurance premiums for a year.


Employer mandate

Repeal

ObamacareCompanies with more than 50 employees are required to offer health insurance or pay a penalty.

Republican plan: This mandate is repealed.

Five big consequences of Trumpcare win


Taxes

Repeal

ObamacareRaised Medicare taxes on the wealthy and imposed new taxes on medical devices, health insurers, drug companies, investment income, tanning salons and high-end health insurance plans.

Republican plan: Repeals most Obamacare taxes and delays implementation of the tax on high-end health insurance plans to 2026.


Insurance for dependents under 26

Keep

ObamacareRequires insurers to allow children under age 26 to be covered by their parents' policies

Republican plan: Maintains this requirement.


Essential health benefits

Change

ObamacareRequires all insurance plans to cover certain health conditions and services, such as emergency room visits, cancer treatment, annual physical exams, prescription drug costs and mental health counseling.

Republican plan: Allows states to define what benefits are mandated, or opt out of the requirement entirely.


Pre-existing condition coverage

Change

ObamacareProhibits insurers from denying coverage or charging more to individuals who have pre-existing medical conditions.

Republican plan: States can let insurers charge as much as they like to sick people. Allocates $8bn to help subsidise those patients.


Medicaid

Change

ObamacareExpanded Medicaid health insurance for the poor to cover more low-income individuals.

Republican plan: Phases out Medicaid expansion to reduce federal funding on the programme over the next decade. The CBO says that spending on Medicaid would fall 35% in 20 years.


Change

Women's healthcare

Obamacare: Insurance companies prohibited from charging women more than men for the same health plan and must provide core services including maternity care and contraceptives.

Republican plan: Insurance companies still banned from charging women more, but states could allow insurers to drop maternity care and contraceptives from basic benefits. Also bans women from using federal tax credits to buy a plan that covers abortion.


Change

Older Americans

Obamacare: Insurers can charge older Americans no more than three times the cost for younger Americans

Republican plan: Insurers can charge older Americans five times as much as younger Americans. States would also be able to set their own ratio.


Subsidies

Change

ObamacareProvided refundable tax credits for low-income individuals who purchased their insurance on government-run marketplaces and support for some out-of-pocket medical expenses.

Republican plan: Alters formula for tax credits, which will expand the benefit to more middle-class Americans but probably raise the costs for some elderly and less-affluent individuals.

 

Resources

Free Medical Sales Course

Click Here to jumpstart your career with Med Reps

 

Jul 2, 2017
If you are going to get into and succeed in medical device sales, you must believe failure and defeat are temporary experiences, not an end.  You also must believe that you’re always one relationship away from achieving any of your goals, including getting into medical device sales.  I was in Phoenix a couple weeks ago and ran into a good friend, John Butz, in the lobby of the hotel.  Since we were both tied up, we were able to coordinate a breakfast the following morning where we discussed many things from family to business success.  During that breakfast, we did a book exchange.  He recommended an awesome book called Outwitting the Devil by Napoleon Hill.  Many of you may know Napolean Hill through his book, Think and Grow Rich.  I recently read John’s recommended book from cover to cover in a couple days and wanted to share the principles of the book with you because they relate intimately with your six figure career search.  
 
Here are The Seven Principles - Make sure you put them into action!
 
1. Definiteness of Purpose (VS. Drifting)- Using hypnotic rhythm for your own good
 
Definiteness of purpose is another way of saying that you MUST have a clear vision, clear goals, clear intentions and clear plans on how to achieve them.  Many people in the world today are “Drifters”.  Napolean Hill describes a drifter as someone that is lazy, indifferent, allows others to think for them and procrastinates.  A passive consumer rather than a proactive researcher and thinking.  The classic drifter becomes part of someone else’s plan rather than having his/her own plan.  As you look to break into the medical device field, you must know that there are many Drifters applying to these careers.  The Drifter copies and pastes job descriptions onto their resume vs. thinking through the problems potential employers might have and write up their resume as a solution to those problems, like someone with definiteness of purpose.  Tell Narayan Story.
 
"Faith is definiteness of purpose backed by beliefin the attainment of the object of that purpose. “
"All habits, save only that of the love of definiteness of purpose, may lead to the habit of drifting. "
 
2. Mastery over Self
 
“The person who is not master of himself can never be master of others. “  If you practice your god given gift to think about how you will apply yourself in a way that will add massive value, you’ll break free from the me-too mindset.  Mastery over self is the ability to respond to your mind, body and spirit in such a way that does not tolerate anything below your standards.  
 
 
3. Learning from Adversity
 
In order to create meaningful results in your life, you must be able to learn from adversity.  For every challenge, there is a huge opportunity on the other side.  I was once given a territory that was doing $1M in business when I transferred to a new position.  After the first month of being in the sales role, the main surgeon producing the revenue in the territory decided to go to a competitor.  I lost $800K in business overnight.  I moved from Florida to Washington DC for this opportunity and completely uprooted everything to grow what I thought was going to be a tremendously fruitful business and income for myself.  I was forced to think through what I was going to do.  I had a year lease at an apartment on Massachusetts Avenue and I couldn’t break it.  I had a to find a way.  I went to a called Busboys and Poets at 10 am and stayed there until 1 am when they closed.  For 15 hours, I wrote about what I was going to do.  I laid my plans for the future and committed.  (I had definiteness of purpose and a clear plan).  Less than a year after that I had gotten the territory back to $900K with new customers, the income I expected to make was almost there.  Within the next 8 moths, I got the territory up to $1.5M but it was not easy.  I took the lessons from that move and have never forgotten them; just because you get into a territory that is producing at a certain level, you cannot expect it to continue.  Always know that when you get into a new territory, the onus is on you to ensure you have a growth plan and a contingency plan.  If possible, interview the most important customers prior to getting into it.  You must do your homework and be ready to make the move above and beyond what the territory performance is, but rather the territory potential.
 
Failure Quotes - From Adversity Chapter
"Failure brings a climax in which one has the privilege of clearing the mind of fear and making a new start in another direction. “
 
"Failure is a state of mind; therefore, it is something an individual can control until he neglects to exercise this privilege.”
 
"Edison converted failure into a stepping stone to achievement while the others used it as an alibi for not producing results. "
 
4. Controlling environmental influence (associations)
 
Are you surrounding yourself with friends that are not supportive of your goals?  Perhaps they don’t take you seriously when you share your dreams or aspirations.  If that is the case, you must divest yourself of them.  I know this sounds cruel, but it is even more cruel to rob yourself of what you want in life just so you can lower your standards to meet those of the people you are surrounding yourself with.  It takes courage to do this, especially if these are long term friends or people that you spend a lot of time with.  I promise you that it will get easier with time and you’ll soon find yourself surrounded with people that share values, standards, and dreams.  Join the Facebook group at smartmedicalsales.com/facebook to surround yourself with a mastermind that will help you break in and succeed in the business.
 
5. Time (giving permanency to positive, rather than negative thought-habits and developing wisdom)
 
Whatever you feel, think or do consistently, with time, it becomes engraned in your life as a habit.  This is why the principle of time, will make or break you.  It is in your best interest to understand that time is the glue of your thoughts and actions.  Time eventually sets a course for you, good or bad, profitable or not, that will determine your future.  Are you making enough calls?  Are you reaching out to enough recruiters or hiring managers to break into the business?  Are you calling it quits so you can go hang out with friends or party without having achieved your goals for the day?  The important thing here smart medical sales listeners is to set goals and measure and accomplish them daily.  By doing so, you’ll be using the principle of time to mold you right into this six figure business and beyond.  
 
6. Harmony (acting with definiteness of purpose to become the dominating influence in your own mental, spiritual, and physical environment)
 
This can work for or against you.  It is a law of nature.  I like to think of harmony as rapport in human interactions, on pace to hitting your quota and listening to your customers or interviewers to ensure you are on the same page, providing a solution vs. talking at them with irrelevance.
 
Remember Hill's definition of the Master Mind: "harmonious coordination of two or more minds working to a definite end. "
 
7. Caution (thinking through your plans before you act)
As it relates to caution.  We can apply this to your interviews.  You work really hard to get those interviews lined up.  The best think you can do is think through and practice your plans before showing up to the interview.  There’s nothing worse than showing up unprepared.  RWE said that the best impromptu speak was written and practiced two weeks before it is delivered.  
 
The same is true when you get into the business, you’ll want to make sure to prepare a yearly and quarterly plan for your territory.  
 
Resources:
Join the Mastermind Here and get in Harmony With Your New Career 
 
Get your next Six Figure Role with Med Reps, Over 10,000 Jobs Daily

Click Here to Get your free ebook "Be The Best Candidate in Device" for the step by step into your six figure career.
 
Here's the 7 Principles Show Download PDF
 
Here are some great quotes that I took away from the book:
One's dominating desires can be crystallized into their physical equivalents through definiteness of purpose backed by definiteness of plans, with the aid of nature's law of hypnotic rhythm and time!
 
Both success and failure are the results of day-to-day evolutionary forces through which dominating thoughts are pieced together bit by bit and woven into the things we want or the things we do not want, according to the nature of those thoughts.
 
The three important factors are the habit of drifting, the law of hypnotic rhythm through which all habits are made permanent, and the element of time.
 
"The material on which thoughts are fed come from one's environment. Thought-habits are made permanent by hypnotic rhythm. “
 
"The urge to continue was stronger than the desire to quit. "
 
"Next to the habit of drifting, the most dangerous human trait is the lack of caution. "
 
"A life that is lived with fullness of peace of mind, contentment, and happiness always divests itself of everything it does not want.”  
 
"Nature will not tolerate idleness or vacuums of any sort. All space must be and is filled with something ••• When the individual does not use the brain for the expression of positive, creative thoughts, nature fills the vacuum by forcing the brain to act upon negative thoughts. "
 
"Those who do little or no thinking for themselves are drifters. A drifter is one who permits himself to be influenced and controlled by circumstances outside of his/her own mind."
 
 
Jun 25, 2017

You won't want to miss this one.  In this episode, I guide you through Med Reps 7th annual report for medical device sales salaries.  Visit smartmedicalsales.com/salary to view the full report for free.  I really like this report because it helps people looking to get into the business understand what the average pay in each specialty of med device sales is.  Take a listen and then check out the full report.

I would encourage you to take the information from this report and incorporate it into your medical device sales career search strategy.  You'll be one step ahead of most candidates by making informed decisions.  Enjoy and please share your thoughts on the episode.  I always invite our listeners to join the conversation and share their thoughts on their search process.  Persist until you succeed!

Get the Full Salary Report Here

 

Resources

Free Audio Book - Be The Best Candidate in Device by Saul Marquez

Check out 10,000+ open medical positions with our sponsor Med Reps

The Full 2017 Med Device Salary Report

Jun 17, 2017

 

In this interview with Claudia Friedman, we dive into what specific things she did to break into medical device sales from pharmaceutical sales.  She shares some majorly helpful advice as well as ways to overcoming the typical objections for the transition from pharma to device.  Enjoy!
 
Claudia's primary motivators for making the move - What are yours?  Whatever they are, make them STRONG so the Pull you toward it.
  • More challenge, deeper and more significant work
  • Conversations more about managed care vs. additional clinical value
  • Be a better resource
  • Challenge and growth
Biggest obstacles in the search process - How to Overcome Them
  • “Pharma reps can’t be med device reps” - Overcoming a stereotype of a bad work ethic
  • "Pharma sales is not real sales”
  • You have to differentiate yourself: passion and willingness to grow every step of the way
  • The killer is showing any sort of complacency
  • Adventurous spirit and be able to know WHY you want the transition
  • What Claudia Did - Have things in place to respond to the various stereotypes
    • Overcome objections and supplement with real info
    • Peel back the onion of assumption with creating a new perception by telling the story
    • Draw from your experience to overcome selling - maybe it is related to your children or any other area of your life
    • Ensure that you are confident in your response and demonstrate the counteractive skill
    • Have tangible examples and stories
What are some ways you were able to translate your experience
  • If you BELIEVE IT, you can have it
  • Selling gum to selling device - time, money, cost, value
Creating connections - share one tip you used to create connections
  • Reach out on Linkedin - request to connect with a brief 2-3 liner in connection request
  • Follow up conversations were key and they like to share
  • Then start connecting with hiring managers - do some guest work around the hiring managers email
Aha moment in the process
  • Something worth having takes work
  • Persist util you succeed

 

Resources

Free Med Sales Course - Free 7-day course into your six figure med device career

Check out the #1 Job Board in Med Device, our sponsor Med Reps

SMS Mastermind FB Group - Join the conversation that will help you break into the business!

Jun 11, 2017
It is the daily efforts you make that go unnoticed which will help you break into the business.  When you finally break into the business, people will see your results, not the work it took to actually get in.  These behind the scenes efforts are what count.  In today's episode, we'll go over several different playbooks from four sports coaches I admire so you can apply them to your six figure career search.  
 
Coach Bear Bryant -Be proud of what you do each day and ensure that it is aligned with your purpose.
 
"This is the beginning of a new day. God has given me this day to use as I will. I can waste it or use it for good. What I do today is very important because I am exchanging a day of my life for it. When tomorrow comes, this day will be gone forever, leaving something in its place I have traded for it. I want it to be gain, not loss — good, not evil. Success, not failure in order that I shall not forget the price I paid for it."
 
He led the Crimson Tide to six national championships, 24 bowl games, 14 conference titles and three undefeated seasons. He finished his career with 323 victories.
While at Alabama, Bryant coached Joe Namath, Ken Stabler and Lee Roy Jordan, all NFL greats.
 
 
Coach John Wooden
"It's the little details that are vital. Little things make big things happen." It is what you do each day that matters.
 
The dean of college basketball. The way he coached, the way he taught the likes of Lew Alcindor (Kareem Abdul-Jabbar) and a free spirit named Bill Walton to play the game proved his greatness. Two centers from different styles that someone with an even-temper like Wooden could meld into a superstar.
His run at UCLA with 10 National Titles will never be duplicated again.
 
 
Coach Vince Lombardi
"The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of will.” Determination and persistence will differentiate you from other candidates.
 
Lombardi moved mountains in the NFL, and in an era before the NFL was established.
He claimed the first two Super Bowl titles for the Green Bay Packers, and showed why the NFL was the truly dominant league of its time.  His play calling and coaching maybe Bart Starr a hero, a superstar and a Hall of Fame quarterback.
 
 
Coach Phil Jackson
"Your problems never cease. They just change.”  You must be bigger than your problems
 
Eleven NBA titles with the Chicago Bulls and the Los Angeles Lakers in an era where the NBA evolved into the worldwide culture.
 
Resources
 
Free Medical Sales Audio Book
 
Check out our sponsor, the #1 search board in Med Device!  Med Reps
 
Join the conversation in our Facebook Group!
Jun 4, 2017
One of the most distinguishing factors in a candidate that gets a career in med device sales vs. one that quits and fails is follow-up.  Many people don't follow-up and those that do, only follow up 2-3 times. In this episode, we'll explore the reasons why people don't follow up and what you can do to differentiate yourself and get into your six figure career.
 
Here are some interesting statistics to help you ramp up your follow-up game.  
 
80% of sales require at least 5 follow-up calls to convert.
44% of sales people give up after just one call.
 
So why do people not follow-up?  I think there are four key reasons for this.  
 
  1. Fear of failure
  • Ask the opposite question and get the opposite result
  • Fear vs. Faith
  1. Don’t know the importance of follow-up to conversion
  1. Disorganized 
  • Develop a system to make it easy
  • Automate the process
  1. Wrong frame around follow up - “pest” “pushy” 
  • Put a positive frame around it
  • Change the meaning
 
Resources:
Download a Free E-Book - Be The Best Candidate In Medical Device by Saul Marquez
 
Check out the #1 Med Device Sales Search Option: Med Reps 
 
Join the free FB Mastermind Group Conversation and speed up your career search process
May 28, 2017
Approaching your med device career search in an organized way is essential.  In this episode, we'll be taking a dive into how to optimize your career search strategy so you can break into the business.  As I always remind you, it is not what you listen to but what you do that will move you closer into the business.  So... listen to the episode, set some goals and take action.
 
Persist until you succeed!
 
I.  Choose a specialty
   - become the expert
   - expand within network
   - focused activities = success
 
II.  80/20 rule
    - spend 80% on your focus
    - spend 20% on general searches
 
III.  Make a people hot list
    - spend time researching the players, leaders in the industry
    - record your findings
    - create a follow-up column
    - follow up until you get a response
 
Resources
 
Free Med Sales Course
 
Start your career search the right way with the #1 med device recruiter: Med Reps
 
To submit your questions click here and I'll answer them on the show
May 21, 2017

In this episode, we take some time to answer some guest questions around being an athlete and getting into medical device.  In short, there is a strong desire for med device candidates to have a competitive nature and strength in sales.  While many sports and the military train you to be competitive, it is not the only background that med device companies hire from.  So keep your spirits high if that's not you.  If you do have the background in sports, use your competitive edge as a way to sell yourself in the interviews!  

Check out our Medical Sales Mastermind Facebook Group:  smartmedicalsales.com/facebook

 

Visit Med Reps for the best careers in the business!

medreps.com/smartmedical

 

Call Saul and Submit your questions!  

smartmedicalsales.com/call

 

 

May 14, 2017

In this episode, our guest David JP Fisher will discuss 3 ways to shine on LinkedIn to help you make relationships to break into medical device sales.  He also offers his free 19 ways to immediately supercharge your network below!  Get ready, because in this show we'll be able to tap into his experience as a sales expert focused on helping sales people for over 15 years.  Get ready to learn some awesome strategy tweaks and tactics!

3 ways to shine on LinkedIn

1. Know your goals and stay focused

2. Understand your Audience

3. Master your message

4. Professional photo, simple headline (e.g. I help____ with ____)

5. Reach out before you need help and build social capital

As we have discussed in previous episodes, David also highlights the importance of knowing and owning your personal brand.  

 

When reaching out to people you don't know, he offers some expert tips:

1. Don't use a hammer

2. Lead with a soft approach

3. Always leave them an out

 

Show Notes / Resources:

May 7, 2017
In this episode, we dive into the best ways to address gaps in your resume, irrelevant experience, and job hopping.  Understanding what the purpose of your resume truly is will help you craft an irresistible med device sales resume.
 
What a resume is - a tool used to obtain an interview
What a resume is not - a copy paste document, storyline, dissertation
 
Top 4 takeaway framework for addressing:
- be honest
- reframe confidently
- provide support 
- be positive 
 
What can I do if I have gaps in my employment?
Gaps:  medical leave, laid off unemployed for a while, or other reasons
- be honest
- reframe
    - other activities - volunteering, memberships at a club
    - how have you stayed relevant - courses, certifications, internships
- support with evidence
- be confident, do not apologize for your time off - own it!
 
Non-Relevant Experience
You must ask yourself, does every line in my resume support my 
- eliminate it
- reframe it
- support
 
Job-hopping 
- don’t list all of your jobs - not a requirement as long as you are consistent
    - omit short term positions that don’t meet your goal - what is a resume for?
- combine 2 or more similar positions into one and give it a general title
    - sales rep for x company from 2012-2013 sales rep for company y from 2013-        
        2014, can be better stated as sales rep for x industry from 2012-2014
    - you can tell the story in the interview, the resume’s job is to get you the 
        interview
 
Conclusion, use the framework of four below and you'll find that you'll be able to address gaps and job hopping without a hitch.  The other thing you must know is that it takes work.  When you put in the necessary work, you'll realize that every single line in your resume will be doing its work for you, rather than just taking up space.  Persist, because if you do, you'll succeed!
 
- be honest
- reframe confidently
- provide support 
- be positive 
 
For the step by step program to get you into the business go to:
http://www.getintomedicaldevicesales.com
 
Big THANKS to MEDREPS.COM for their sponsorship of this show.
 
 
Apr 30, 2017
I went out to dinner with a friend who is a recruiter at Stryker over the weekend and he inspired the topic for this show.  I want to send a big shoutout to Adam for his thinking and idea which I’ll expand on in this show further.  Many times we tend to focus on the specific people that can help us achieve a goal.  In the medical device sales search process, you work so hard to get in touch with and form relationships with recruiters and hiring managers.  Today’s show is about spending time with the people outside of the box to help you break into the business.  
 
Healthcare Providers
End user:  Radiologists, Surgeons, Physicians, Nurses etc
a. Decision making power, influencers
    i.  physician preference products - implantable devices
 
b. Knowledgeable about the competition
    i. vet out companies you are considering
    ii. give you insights into the industry
 
Healthcare Support Staff, Nurses, surgical techs, radiology techs, etc.
a. Connectors
    i. point of contact for many sales reps
    ii. point of contact across the hospital to other clinicians
 
Thank our sponsor!
 
b. Influencers
    i. feedback to decision makers about who to use, what to use
    ii. feedback to managers and sales reps about considering you
 
Purchasing / Admin 
a. Decision making power
    i. major call point for all companies
    ii. often times the gate keeper, great relationships here are key
 
b. Great for introductions
    i. just like support staff, they are point of contact across hundreds of companies and clinicians hospital wide
    ii. befriend them and do some powerhouse networking, be focused for best results
 
Expand your search and relationship development strategy!  You’ll be able to work your way into opportunities, however, the rest is up to you.  It is imperative that you do what it takes to be on your A game and that you have all your ducks in a row when you get those interviews.  These people can help open the door for you, but it is up to you to stay inside and close the door behind you to break in.  
 
Thank you, please reach out with any questions or comments.  I’m always interested in hearing what topics interest you and what questions you have.  The Smart Medical Sales podcast is built for you, so step up to the plate and reach out to me at saul.marquez@smartmedicalsales.com.  
Apr 23, 2017
 
You’re working your 9-5 while you are hustling to get into medical device sales.  
Things get busy!  I have seen many people give up in their search because they become overwhelmed by the day to day grind and demands on their time.  Time management is without a doubt, a skill you must master in order to get into and succeed in the medical device sales business.  Today, we’re going to cover three basic principles of time management that will help you break in if you master them.
 
Don’t major in minor things - Determine your result driving priorities and spend at least 80-90% of your time there.  
  • Don’t get caught up in the details, stick to the big picture 
  • Stick to what you are great at, outsource the rest
  • Is what I am doing going to lead to my intended results?  Y/N
    • If yes, keep it up!
    • If no, STOP and ask, What must I do to get my intended result?  
 
Own your Agenda, not someone else’s
  • Don’t let email run your life - OPA
    • it is an addiction, don’t let it ruin you
    • set up email checking time through the day
    • create filters if you MUST be on alert for a time sensitive message
  • Don’t answer the phone every time it rings
    • interruptions - INTER - RUPTION - to tear apart your inner plan
    • Don’t be OK with interruptions, you must keep yourself whole.  Integrity.  
    • Integrity is about keeping yourself whole by protecting what you stand for and living according to your standards.
  • Schedule your productive activities and honor the times you schedule
    • The key is PRODUCTIVE
    • To do lists KILL PEOPLE, not every item must get done
    • Make your list all about MOVING FORWARD, not just checking boxes
  • Schedule downtime and reward yourself with what you love
    • Take time to do nothing work related
 
Plan - as much as you need to be effective
  • Books - One Thing (The1thing.com)
  • Relationships
  • Honing branding and interview skills
  • Networking 
Apr 16, 2017

Get Sales experience 

  • Change your career and go head first into sales
  • There is a preference for sales experience
  • Doing this will benefit you so you don’t have to learn sales and medical devices at the same time
  • Get a part time contractor sales role as a 1099
    • Google search for 1099 sales jobs
    • Must be b2b
    • Selling to company needs vs. a person needs
    • Different budgets and budget cycle management
    • Higher dollar figures

 

Overcome the by drawing a parallel to what you currently do

  • How is what you do selling?
  • Get new people to meet with you
  • Listen and understand to their needs
  • Deliver a solution, follow up
  • Get buy in and get a PO or check $$

 

Consider Sales Associate and Clinical Roles

  • Sales associate roles are a common step into this business if you lack sales experience or even if you lack medical device sales experience
  • Average salary is about 75K - it paid university 
  • People go and pay 90K for their MBA… get paid to get trained and then break in.  
Apr 9, 2017

These are the Aristotelian Appeals you must use during your interviews to break into medical device sales.  This is just the tip of the iceberg on this subject.  If you are intrigued, be sure to set some learning goals to go beyond our 30 minutes together.  Remember, it is not knowledge that is power, it is knowledge in action that is what will help you break into this business.  You don't fail unless you quit so keep up the great work!

Ethos - Credibility, Establish your expertise.  How you bolster track record for the following:

  • Personality 
  • Character
  • Goodwill
  • Expertise 

 

Pathos - Emotions, Appeal to emotions through a story and painting a picture.  

  • Fear
  • Greed
  • Hope
  • Loved ones, pets, ideas
  • Patriotism
  • Others...

 

Logos - Logic, layout a logical sense of why you are the best candidate.  

  • 3rd party experts
  • Social proof
  • Conclusions and statistics
  • Analogies

 

GOAL SETTING!

Make 1 goal on how you'll improve your persuasive skills knowing what you know now.

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