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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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.  -
  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. (



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


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:
25 Minute Video:
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.


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)


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!


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


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


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



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


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

Republican plan: Maintains this requirement.

Essential health benefits


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


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.



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.


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.


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.



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.



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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 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.  
Join the Mastermind Here and get in Harmony With Your New Career 
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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 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



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



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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.
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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
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
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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:


Visit Med Reps for the best careers in the business!


Call Saul and Submit your questions!



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
- 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 
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:
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  
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 (
  • 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



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

Apr 2, 2017
If you want others to be happy, practice compassion.  If you want to be happy, practice compassion.  -Dali Lama
compassion - sympathetic concern for the sufferings or misfortunes of others.
compassio - fellow feeling
compati - suffer with
com - with 
pati - bear/suffer
The true meaning of compassion to your 6 figure sales career search is simple - connecting with others in the same boat so you can help each other because you are not alone.  In doing so, you’ll thrive and save time.
If you are able to find others going through the same search process, you’ll quickly find that you’re not alone.  In this realization, you’ll find strength.  That’s why I put together the podcast, the mastermind group on Facebook and now this episode.  
I have the privilege of introducing to you, one of the podcasts most active members.  Sean Furlong.  His story is a unique one. He’s currently a high school Biology teacher and football and wrestling coach who is also finishing is masters from Arizona State University in Biomedical Diagnostics. He also work with his father as a sales representative for the family construction business. The reason Sean decided to break into medical sales is because of a classmate from ASU by the name of Kyle.  Sean and Kyle were in a group project together which is where Sean really got an appreciation for the lifestyle he could live with a career in medical device sales.  He reached out because he was looking for ways to network within the industry better and since we connected, he has been opening up doors with leaps and bounds.
Without going any further, I want to give Sean the opportunity to greet you all as well as expand on anything I may have missed in his introduction.
Questions for Sean:
Tell us about a recent success you have experienced during your medical device sales search?
What are you most proud of in your search to date?
Can you share the most difficult thing you’ve had to deal with up to this point in your search?  What was your ONE take away lesson from this?
What is your WHY - your motivation for getting into this business? 
Tell me about a roadblock that you are experiencing now.  Let’s work through it together with a live coaching session so you and our smart medical sales community can benefit from our conversation.
What is a parting piece of guidance you’d like to share with our listeners and the best way to get ahold of you?
Smart medical sales listeners, you are the average of your 5 closest peers.  Practice medical sales compassion and start a mastermind of your own by reaching out to Sean Furlong.  It will only be a matter of time until you guys break into this business.  
I hope you all enjoyed today’s show with Sean.  Let me know what areas you’d like to learn more about by sending me an email at
I read ALL of my emails always look for inspiration from our community of listeners to come up with relevant topics that will help you break into this business.  
Sean, thanks so much for jumping on the show today.  I’m excited to hear about your progress and you know you’ll have to let all of us know when you get in.  Keep up the great work.
Contact Sean Furlong at:
Mar 26, 2017


There are many tools and resources you can use to break into medical device sales without industry experience.  However, one of the best comes to us from the ancient times.  In Og Mandino's book, The Greatest Salesman in the World, he tells the tale of the greatest salesman of his time and how he came to be the success that he was.  The answer:  10 ancient scrolls that reveal how to be the best salesman in the world.  

For us, Smart Medical Sales Listeners, it boils down the principles, beliefs, and behaviors that it takes to get into this business.  I always end my show with the phrase; "Persist until you succeed!" which comes from scroll number 3 and is one of the main habits you must cultivate to get into the business.  

Sit back, get a nice coffee or tea going, because today will be a fun one that will truly make a difference in your career search!  

Scroll I - I will form good habits and become their slave.

Scroll II - I will greet this day with love in my heart.

Scroll III - I will persist until I succeed.

Scroll IV - Failure will not overtake you if your determination to succeed is strong enough.

Scroll V - I am a unique creature, I am nature's greatest miracle.

Scroll VI - I will concentrate my energy on the challenge of the moment and my actions will help me forget all else.  I will separate marketplace problems from home, I will separate home problems from the marketplace.  

Scroll VII - I will live this day as if it is my last.

Scroll VIII - Today I will be master of my emotions. Weak is he who permits his thoughts to control his actions; strong is he who forces his actions to control his thoughts.

Scroll IX - I will laugh at the world; this too shall pass.

Scroll X - I will act now.


"Failure is a pathway to success."  

"Look up, get up, don't ever give up."

Mar 19, 2017
What is frustration?  It is an emotion that you feel when you believe there’s nothing you can do in the immediate moment to fix whatever the problem is.  It is a temporary helplessness.  What you feel at the moment of frustration is pain and discomfort because you feel, believe or know that things could be better.  Your ideal situation is not matching up with the present despite your efforts.  
How do you turn frustration into an asset?
What must you do to turn frustration into a gift?
Would it serve you to develop a habit that turns frustration into resourcefulness?
Re-Frame - Perspective is powerful.  You can’t control events but you can control your attitude and perspective.
But when you’re in the middle of it and it is just so unbearable, what do you do?  Many of us will act out of character in desperation to gain control.  Maybe yell at someone or your cat or dog that had nothing to do with the situation.  Maybe lash out at the person that you believe caused the frustration you’re feeling.  (probably not a smart move).  
In order to transform frustration into a tool to help you achieve your goals, we have to understand the nature of this feeling.  This feeling can catapult you into success or it can dump you into failure.  
What has to happen for you to feel frustrated?
Things don’t go my way
I try something new
Things still don’t go my way
I truly something new until it works
Accept that it is not going to work right now
Be grateful that your character is being tested
It is happening for you, not to you
Embrace it, it means you’re about to learn something
Reflect and go back to the drawing board
Identify the problem - get creative
“the definition of insanity is trying the same thing over and over again and expecting different results” not going to happen
Knowing the solution and not being able to deliver on the solution at this time (timing)
What else can I work on to progress while the time comes to deliver the solution?
See the light at the end of the tunnel - You have to define and envision your outcome, otherwise you won’t have an end to aim for.  
Envision what things will be like when you’re no longer frustrated
What will you have learned?  
Who will you have met in the process?
Who will you have become?
What results will you have gotten?
How will you feel when you overcome your obstacle?
Seek out help - research, mentors, 
Our thoughts and problems are not unique to us.  
The minute you come to grips that you’re not on an island with unique problems, you’ll feel a sense of relief.
You are not alone.
Find those who have been there done that.  
Find groups that you can vent and strategize with for solutions (Not commiserate and worsen!)
Frustration is a gift that is signaling an opportunity to learn.  It is your psychology’s way of telling you that you have what it takes to figure out your problem and you won’t settle until you figure it out.  Perhaps you accept the problem for now because the timing of your solution is just not right.  That’s ok, just keep it all in perspective and don’t lose sight of your vision.  Keep that light at the end of the tunnel visible.  Connect with others that have been there and done that or are going through it because you are not alone.  Compassion means suffering together.  Compassion is the flowerbed of solutions and results.  Stay in the game, use frustration to serve you and persist until you succeed!
Mar 12, 2017

Getting into medical device sales is tough.  It is the process you go through and the character you build that will translate into the skill and ability you need to succeed once you get in.  My guest, John Crowley, is on my show to speak with you about what to do to succeed in medical device sales once you get in.  

Many of the things you must do to successfully break into the business are also the things you must do to succeed once you get in.  In this episode, we'll cover:


  • How to be successful by being a value-centered sales rep
  • The importance of learning the Business of Healthcare vs. just selling products
  • Developing and practicing a Fighter Mentality - expect "no" as part of the game
  • Staying away from the "Garbage Disposal"

and so much more...


Get in touch with John at


Recommended books:

Perfect Close - James Muir

Never Split the Difference - Christopher Voss

Mar 5, 2017
I have shared many things on the podcast, blog and the private insiders newsletter that you can do to pave your way into your first six-figure medical devices sales career.  (By the way if you haven’t signed up for my private newsletter please take the time to go to my website at and sign up, get your free e-book and start getting the insider tips I don’t share on the blog or podcast).  It is equally important to share strategies and tactics that will help you achieve your goals as it is to share with you the winning beliefs and attitudes of champions, warriors, and gladiators.  The beliefs that will help you execute on the strategies and tactics shared on this show.  Let me ask you a question, 
Is it possible to have all the right tools, resources and strategies and still fail?  
You probably answered yes and you're right and people do it all the time!  Why is that?  
The reason people fail despite having all the right things in place to succeed is a lack of internal alignment.  What I mean by “internal alignment" is that people go gangbusters preparing for the tactical and strategic but fail to address the internal thermometer of their psychology.  Here’s an example for you, it is like buying the best shoes and treadmill to prepare for a stellar run toward the sunset only to find you fail time after time because you keep running east.  The sun sets in the west right!?  There may by some core beliefs holding you back that you don’t know about.  If you believe deep down inside that things are not going to work out and you create enough doubt to convince yourself failure is the inevitable case it doesn’t matter what tools you have, you’re going to fail.  The tricky part of this is that sometimes we don’t realize that we feel or believe these limiting beliefs about our goals.  What I’m about to share with you today is all about psychology and mindset.  If you own your own psychology in such a way that you embody these 3 beliefs that all successful people in the world share, there’s no way I or anyone on earth will be able to stop you from breaking into medical device sales or achieving anything you want in life for that matter.  I believe this could be a list of 10 core beliefs but I want to focus on 3 beliefs to get you going as we only have 30 minutes on the show.  Ready?
  1. They believe they will achieve their dreams no matter what the price and they don’t let the price shrink their dreams.  They habitually practice Faith vs. Fear. I had the pleasure of meeting a woman during a meeting that shared a very touching and incredible story.  She had recently overcome liver and stomach cancer.  The day before her surgery she had to get to get rid of the tumors, her friends and family prayed for her and gave her hope and confidence that things were going to work out.  She said to me, "I’m not saying that if you pray and hope all things are going to happen, but what I’m saying is that I surround myself with people who believed I could overcome this deadly disease and supported my vision for a bright future with my family." The amazing part of it all is that the tumors in her stomach went away on their own the day before surgery so that the only tumors she had to get removed were in her liver.  Her doctor told her that these types of things which he called “spontaneous remissions” are rare and that there was a 80% chance it would come back and she would die.  She looked at him and said, “There’s a 100% chance you’re fired as my doctor as our beliefs and end point don’t align.”   I met her several years after this story and to this day I’m amazed at the power of her vision and her faith.  There is a very small difference between fear and faith.  Do you know what it is?  Fear is the imagination UNDIRECTED.  Faith is the imagination DIRECTED.  If you allow your imagination to run off into the distant corners of what could go wrong without taking the time to think and direct it toward the direction of your goals, you’ll be full of fear.  If you do what it takes to direct and mold your imagination in the direction of your dreams, goals, and desires there’s no stopping you.  The #1 belief all successful medical device sales people have is their faith in their success.  They don’t get stuck on the HOW.  How am I going to do this or that?  They figure out WHAT they want, envision it and make it so real like it already exists and we go for it.  Direct your imagination and create the faith (rather than the fear) that will help you succeed.  (Think of Walt Disney’s Imagination Studios and Albert Einstein’s Imagination is more important than knowledge)
  1. They believe decisions take seconds not years to make.  They decide and commit consistently and shape their destiny in the process.   Commitment vs. Interest.  Think back on a time when you made a big decision.  Do you have that in mind?  Ok.  When you think about this experience have you ever thought to yourself, darn I wish it wouldn’t have taken me so long to decide that.  Maybe it was the choice to start investing for your future, maybe it was a decision to leave a bad relationship or toxic work environment.  Whatever it was.  I know I have definitely taken longer that I would have liked to get out of one of my previous relationships or a stock I thought was going to do well.  When I think back on it though, it didn’t take me 1 year to decide.  I decided in a moment.  One moment I tolerated all that came with the situation and the next moment I decided I no longer would tolerate it.  The thing about this habit smart medical sales listeners is that it is all about standards.  The most successful people in this world have high standards for their lives.  I like to think of standards like a pool of water that we’re all in.  In the swimming pool of life, where are you today?  Are you swimming in the deep end and enjoying life on your terms with an awesome lifestyle?  Are you working toward that end?  Are you in the middle where it’s comfortable and you can walk around without worrying about drowning or putting too much effort in to keep your head above water.  Or are you in the low end where you're happy to just soak your feet and anything beyond that is acceptable?  Wherever it is that you are, the minute your head goes below the water in your section of the pool you will swim up to the top again where you can enjoy it.  You will fight for this.  It won’t take you longer than a couple seconds to get back to the surface of the water where you can be comfortable and breathe again.  The same is true in life.  The minute you start measuring every crucial decision in life that you make based off of your standards in life your decisions will happen in every instant they matter most instead of having to wait years to make the decisions that matter most.  You become committed vs. just interested in breathing and you shape your entire life and the lives of those around you in the process.  By the way, standards go up and down too.  While their not as volatile as the stock market, you will find that standards are beliefs.  Beliefs can change.  So can your standards.  The question I have for you smart medical sales listeners is what are your standards?  I happen to believe that you have high standards and are working tirelessly to live life on your terms.  Otherwise, you wouldn’t be listening to this right now.  Are your decisions moving you toward the deeper end of the pool where you can comfortably hang with the big dogs in medical device sales?  You’ll always get what you tolerate - nothing more.  Nothing less.  Be sure you consciously decide on your standards and daily decisions you must make and enjoy to keep them.  
  2. They passionately believe in their mission and their purpose on earth which goes far beyond self-gain.  The people who get into medical device sales with no industry experience just as the people who have done amazing things in this world, whether it be your parents who raised you to be your awesome self, firefighters working to rescue people or medical device sales people helping patients and physicians solve healthcare problems, it is those who have a vision and mission in life to create greater good for people and others that are pulled to achieve it.  This is why they are successful.  Rather than pushing themselves every day to achieve their goals, successful people are pulled by their mission and because of this compelling nature of their mission, it becomes less about discipline and more about purpose when you’re working to make things better, faster, higher quality for the benefit of mankind or a group.  Finally, the last thing I would say that goes along with having a mission guided by helping others is being grateful and feeling abundant.  You can’t be wealthy by starting in a poor state of mind.  You must start wealthy to be wealthy.  Wealth starts with gratitude.  "Be grateful for whatever you have, even if it's very little. When you express your gratitude and you count your blessings, that opens the window to what I Deepak Chopra calls abundance consciousness. And then it opens up opportunities for you.  “Rather than think, rich think abundance.”
Smart medical sales listeners, that’s all I have for you today.  Please reach out and share your thoughts.  Subscribe to the podcast, subscribe to the Insiders List at and email me if you have any ideas for the podcast or just want to share what you have been struggling with and want to learn more about.  You can reach me at  I read all my emails that come in so if you take the time to write, I promise you I will read it and get back to you.  As I mention often on the podcast and on my blog; you are the average of your five closest friends.  Surround yourself with amazing people that share your standards and beliefs.  Have a mission, be grateful, have high standards and commit to them and have faith that you’ll live the life of your dreams.  You’ll find that in the process of getting into medical device sales you’ll get way more than you bargained for.  It is who you will become in the process of getting into this industry that will be worth way more than any money you’ll ever make.  You’ll make a lot of money in the process, don’t get me wrong.  It will be the person that you become that you’ll be most proud of.  Get your beliefs and internal self-aligned to your goals.  This will ensure that you can make the strategies and tactics to get into medical device sales yours for life.  Until next time, persist until you succeed.
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