SMS051 – Four Ways to Succeed Once You Break Into the Business
In this episode, we dive into a couple things to focus on in the first few months of your medical sales career.  If you just broke into the business, you’ll find this very helpful.  If you have not broken in yet, this will make for a great 30-60-90 material.  Persist until you succeed!   Top Focus Areas    Reach out to successful sales reps and learn from them Anatomy + instrumentation Find your niche strength and lead with it – procedures, programs, technology, contracts Spend as much time in cases as possible Key Themes Establish credibility. Establish trust. Leverage your own and your company strengths for quick wins. Learn best practices from others with previous success.   Resources:   Medical Sales Mastermind – Facebook Group   Free Med Sales Course – 7-day email video series to help you break into the business   Free E-Book – Be The Best Candidate
SMS050 – Sales Assoicate Salary Expectations
   You may be at the point of your search where you’ve decided to start pursuing sales associate roles as a foot in the medical device sales door.  That’s a really smart move!  I call the sales associate role the best MBA program you could ever enroll yourself in!  In this episode, we address one of our Mastermind Group Member’s (Alecia Weeden) question about sales associate salary expectations.  Tune in to learn more!  This may be what helps you take the next step in your six-figure sales career! Resources: Medical Sales Mastermind – Facebook Group 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!
SMS049 – Your Inside Sales Skills are an Asset
In this episode, we go through what you should do to position your inside sales skills as an asset to get into an outside medical device sales position.   Inside Sales vs. Outside Sales:  More similar than you think. Need a tough skin and ability to find decision maker is important for both. Overcoming objections is a must to be successful in both. Telling stories and anecdotes is very important for both. A process for getting in the door and achieving your goals – half the battle is getting in the door with the right people, right?  It is true for both!   Elements of B2B sales:  Score the interview to show them you have what it takes. Professional image. Polish. Reading cues (non-verbal) Focus on solutions to prospect problems vs. solutions capabilities   Finally, if you want to boost your confidence.Get direct sales experience doing it part time and establish a
SMS048 – Understanding the Annual U.S. Healthcare Spend
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.  Check out my notes below.  Persist until you succeed! P.S. If you 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!
SMS047 – Harvey Leake and Meshanda Banks from MedReps Share Career Search Advice
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! Michael Irvin’s Inspirational Video:  Look up, Get up, Don’t Ever Give Up 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
SMSMS046 – Get O.R. Experience from your Living Room with Nikita Bernstein, CEO of jomi.com
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 inMedical Device PDF Ask Saul – Submit your questions and podcast ideas Free Audio Book – Be The Best Candidate in Medical Device Sales!
SMS045 - A Week as a Med Device Sales Rep
SMS045 – A Week as a Med Device Sales Rep
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,
SMS044 – Avoiding the Lizard Brain
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
SMS043 - Pharma into Medical Device Sales: Part II with Claudia Friedman
SMS043 – Pharma into Medical Device Sales: Part II with Claudia Friedman
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. 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/ Encourage yourself daily with positive reinforcement and expressing gratitude.  Create positivity and confidence. Stay the course – be persistent
SMS042 – 5 Skills Chiropractors Can Translate to Break into Medical Device Sales
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