SMS035 – 2017 Medical Sales Salary Report

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


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The Full 2017 Med Device Salary Report

SMS034 – How to break into Med Device from Pharma with Claudia Friedman (Part I)

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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Land Your six figure Career with Coaching Wisdom


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.


SMS032 – Follow Up Is Your Key to Success



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
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Join the free FB Mastermind Group Conversation and speed up your career search process

SMS031 – How to Optimize your Search Strategy

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
To submit your questions click here and I'll answer them on the show

SMS030 – Do I have to be an athlete to break into med device sales?

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

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Call Saul and Submit your questions!  

SMS029 – David J.P. Fisher shares 3 ways to shine on LinkedIn


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:

SMS028 – How to Deal with Resume Gaps

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.


SMS027 – Break outside the Contact Box

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

SMS026 – Master your time and break into medical device sales

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