Rep Path Podcast

Joe Licata
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New podcast The Rep Path Podcast – Real Talk for Medical Sales Careers Hosted by industry veteran Joe Licata, The Rep Path Podcast is your unfiltered guide to launching, growing, and thriving in the world of medical and pharmaceutical sales. Whether you’re breaking into the industry, climbing to your next big role, or navigating the complex terrain of distributor life, this podcast delivers the insights you won’t find in job boards, career blogs, or corporate webinars. Each episode features candid conversations with top-performing reps, hiring managers, and sales leaders who’ve been in the trenches — plus solo episodes packed with actionable strategies on everything from interviews and resumes to networking and OR access. What You’ll Learn: How to break into medical sales without experience What hiring managers really care about in interviews How to network with purpose and land referrals Resume and LinkedIn strategies that actually get noticed Interview closing tactics that convert The truth about 1099 life, device vs. pharma, and more No fluff. No sugarcoating. Just straight, real-world advice for sales reps serious about winning. 🎯 Ready to stand out and get hired? Book your free coaching call at https://reppath.com and use promo code 0721 for exclusive discounts if you’re a Lobby member. 📢 New episodes every week. Subscribe, rate, and review — and follow Joe on LinkedIn for daily career tips. weblog

  1. 1 DAY AGO

    How to Leverage Marketing to Build Medical Sales Relationships

    🚀 Ready to break into medical sales the RIGHT way? Visit https://reppath.com/ and join the RepPath Academy to get trained, coached, and positioned to land a top medical sales role faster. If you’re tired of getting ghosted and want a proven roadmap… this is your next move. Welcome back to another episode of the RepPath Podcast hosted by Joe Licata where we bring you real conversations, real strategies, and real insight into what it actually takes to win in medical sales. Featuring Brian Dwyre, CMO at Maxim Spine, and a medical sales professional with 20+ years of experience in diagnostics, imaging, and physician relationship marketing. This episode is packed with high-level sales wisdom, especially for anyone trying to break into medical sales, build a referral network, or learn how top performers dominate through relationships and consistency. What You’ll Learn In This Episode: ✅ How Brian built and scaled an imaging business from 1 location to 3 locations ✅ What diagnostic sales REALLY looks like (MRI, CAT scan, ultrasound, etc.) ✅ Why selling a service is different than selling a product ✅ How reps get paid in diagnostics and the realities of commission structures ✅ The truth about “whales” vs. building a broad referral base ✅ Why you MUST build your own CRM (and how Brian literally started with a shoebox) ✅ How to hit 40–50 offices per day and still stay effective ✅ How relationship-building transfers across diagnostics, pharma, device, and spine ✅ Why follow-up and reliability beat gimmicks, giveaways, and “tchotchkes” every time ✅ The #1 reason reps lose business (and it’s not what you think) Brian also breaks down how to leverage networking, events, personal injury relationships, and strategic marketing to create a referral machine that follows you throughout your career. Key Takeaway: Medical sales is not about being the loudest.  It is about being the most consistent, valuable, and trusted person in the territory. Want to Watch More RepPath Content? Subscribe to the RepPath Academy YouTube Channel for FREE content, training clips, and full podcast episodes. Want to Break Into Medical Sales? If you're serious about landing a medical sales job and you’re tired of getting rejected or ignored… 👉 Go to https://reppath.com/ Join the RepPath Academy and start building your path into the industry with real coaching and proven strategies.

    1h 6m

  2. 6 DAYS AGO

    What Every College Senior MUST Do to Break Into Medical Sales

    🚨 READY TO BREAK INTO MEDICAL SALES THE RIGHT WAY? 🚨 👉 Visit https://reppath.com/ and join the RepPath Academy if you’re serious about breaking into medical sales at the highest level. Stop waiting. Stop guessing. Start winning with a proven system. If you’re a college senior, recent graduate, or career changer wondering how to actually break into medical sales, this episode is a must-watch. In this powerful, no-BS conversation, Joe Licata breaks down exactly what separates candidates who break in fast from those who get stuck waiting and why your competition is already moving while most people hesitate. This episode goes far beyond generic advice and gives you real-world, field-tested strategies used by candidates who successfully land medical device and pharma roles every year. What You’ll Learn in This Episode:  ✔️ Why sales experience beats internships every time  ✔️ What medical sales hiring managers actually care about  ✔️ How to stand out when 300–500 resumes are submitted for one role  ✔️ Why waiting until graduation puts you behind instantly  ✔️ How to build real sales stories before you ever get hired  ✔️ The truth about GPA, degrees, and checking the box  ✔️ How to network without sounding fake or desperate  ✔️ What to do right now if you have zero sales experience  ✔️ How to think like a rep before you ever get the title Joe also explains: Why internships are often observational and overrated How to get rejected on purpose and why that’s a good thing How to build a mock territory plan that impresses hiring managers Why owning your own development is the ultimate competitive advantage Who This Episode Is For: 🎓 College seniors preparing for graduation  🔁 Career changers looking to transition into medical sales  📈 SaaS, B2B, or non-traditional sales professionals  🧠 Anyone tired of guessing and ready to execute with confidence If you’re serious about standing out, building real sales skills, and reducing the risk for hiring managers, this episode will change how you approach your career. Take Action Now If you’re done waiting and ready to break into medical sales with guidance, accountability, and a proven roadmap: 👉 Join the RepPath Academy: https://reppath.com/ Get access to training modules, live group calls, resume and LinkedIn strategy, interview prep, and real-world sales coaching. New to the channel? Subscribe to The RepPath Academy on YouTube for weekly podcasts, interviews, and tactical advice to help you own your medical sales career. 💬 Drop your questions in the comments. Joe answers them live during episodes.

    1h 2m

  3. 3 FEB

    Why Recruiters Ghost You and How to Fix It in Medical Sales

    🚨 READY TO BREAK INTO MEDICAL SALES THE RIGHT WAY? 👉 Visit https://reppath.com/ and join the RepPath Academy if you’re serious about landing a medical sales role at the highest level, faster and with a proven system. 🎙️ RepPath Podcast with Joe Licata In this episode of the RepPath Podcast, host Joe Licata, medical sales veteran of nearly 25 years and founder of RepPath, pulls back the curtain on one of the most misunderstood and misplayed relationships in the hiring process: recruiters. Whether you are: Trying to break into medical sales Actively interviewing Getting ghosted by recruiters Or frustrated by automated rejections This episode is a must watch. Joe explains exactly how recruiters think, who they actually work for, and how you can position yourself as a top tier candidate instead of another resume in the pile. What You’ll Learn in This Episode: Who recruiters really work for and why that matters Why “I’m interested” emails get ignored and what to send instead How to apply the cut and paste requirement strategy that gets callbacks The number one mistake that gets candidates silently blacklisted How to communicate like a professional and avoid burning bridges When not to apply for roles even if you are desperate Why honesty with recruiters can actually increase your offer How many recruiters you should be working with Why cover letters are basically useless in medical sales What instantly makes recruiters swipe left on a resume This episode is packed with real world stories, hard truths, and tactical advice you will not hear anywhere else.  Want Help Implementing This? That is exactly what we do inside the RepPath Academy. Inside the Academy, you’ll get: Resume optimization recruiters actually respond to Access to a nationwide recruiter network Live group coaching every Tuesday and Thursday Proven strategies to stop guessing and start getting interviews Real testimonials from students landing roles in as little as three weeks 👉 Learn more at https://reppath.com/ 📩 Email Joe directly at joe@reppath.com 💬 Or DM him on LinkedIn Don’t Miss Future Episodes Subscribe to Rep Path Academy on YouTube for: Medical sales career strategy Interview breakdowns Recruiter insights Real talk from industry insiders Subscribe, like, and comment your biggest takeaway below. If you are tired of guessing, getting ghosted, or hearing excuses, this episode will change how you approach recruiters forever.

    1h 1m

  4. 29 JAN

    How I’d Break Into Medical Sales in 90 Days (Starting From Zero)

    🚀 READY TO BREAK INTO MEDICAL SALES THE RIGHT WAY? If you’re serious about landing a medical sales role (even without prior experience), join the RepPath Academy and learn the proven system used to help candidates break in faster and smarter. 👉 Apply here: https://reppath.com/pages/program RepPath Podcast | Hosted by Joe Licata Everyone promises they can help you break into medical sales in 90 days.  But what does that actually take? In this episode of the RepPath Podcast, Joe Licata breaks down step by step exactly what he would do to break into medical sales in 90 days if he were starting from scratch today. No fluff.  No unrealistic shortcuts.  Just the real strategies that separate candidates who hope from candidates who get hired. What You’ll Learn in This Episode: Why “spray and pray” job applications don’t work How to pick the right lane (pharma, device, distribution, diagnostics, DME) Why medical distribution is often the fastest entry point How to build experience before you’re hired The resume strategy Joe calls “building a mirror” The medical sales lingo you MUST know before interviewing How to network with reps the right way and actually stand out How to sell yourself on networking calls instead of just asking questions Why rejection is essential and how to use it to your advantage How to create a real business plan that makes interviewers feel like you’re already hired STAR interview stories that actually impress hiring managers The biggest mistakes candidates make in their first 90 days How to break in without a college degree Distribution vs. big med device companies (pros, cons, and training differences) How to avoid red flags with smaller device companies This episode is for you if you are: Trying to break into medical sales with little or no experience Coming from nursing, clinical, B2B, or a non-sales background Getting ghosted by recruiters Stuck at the resume or interview stage Serious about competing at a high level Want help implementing everything discussed in this episode? The RepPath Academy provides: Resume and LinkedIn optimization Interview prep and role-playing Business plan development Access to top medical sales recruiters Live group training plus proven frameworks 👉 Learn more and apply here: https://reppath.com/pages/program Subscribe to the RepPath YouTube channel for weekly medical sales training, live Q&As, and real-world strategies that help candidates win. 💬 Have questions? Drop them in the comments. We read and respond.

    1 hr

  5. 27 JAN

    How to Break Into Medical Sales With NO Sales Experience

    🚨 READY TO BREAK INTO MEDICAL SALES EVEN WITHOUT SALES EXPERIENCE? 👉 Join the RepPath Academy and learn exactly how to break in the RIGHT way: 🔗 https://reppath.com/pages/program 🎙️ RepPath Podcast | Hosted by Joe Licata Can you break into medical sales with ZERO sales experience? In this episode of the RepPath Podcast, Joe Licata answers one of the most common and misunderstood questions in the industry and gives you a real-world, no-BS blueprint for standing out against candidates who do have experience. If you’re tired of: Getting ghosted by recruiters Sending applications into a black hole Hearing “you don’t have enough experience” Feeling stuck outside the industry looking in This episode is required listening. WHAT YOU’LL LEARN IN THIS EPISODE ✔️ How to break into medical sales without prior sales experience ✔️ Why getting comfortable being uncomfortable is non-negotiable ✔️ How to gain real field credibility before your first interview ✔️ Why job searching is a sales funnel and how to run it like one ✔️ How top candidates outwork and out-position experienced reps ✔️ How to talk like a sales rep even if you’ve never had the title ✔️ The exact mistakes candidates make that instantly turn hiring managers off ✔️ How to follow up, network, and interview like a true medical sales professional ✔️ How to reverse-engineer job postings and build a medical sales resume that converts ✔️ What hiring managers actually look for when experience is missing Joe also breaks down: Transferable experience from roles like fitness sales, real estate, teaching, healthcare, and service industries How long the grind really lasts before the money comes How to explain layoffs, career gaps, and entry-level pay without killing your chances What separates candidates who get multiple offers from those who never hear back WHO THIS EPISODE IS FOR ✔️ Aspiring medical sales reps  ✔️ Career changers trying to break in  ✔️ Candidates stuck at the interview stage  ✔️ Clinical specialists and associate reps leveling up  ✔️ Anyone serious about building a long-term career in medical sales READY TO STOP GUESSING AND START WINNING? The RepPath Academy exists to eliminate confusion, shortcuts, and wasted time and help you break into medical sales faster, smarter, and at a higher level.  Learn more and apply here: 🔗 https://reppath.com/pages/program Questions? DM Joe Licata for more info  📺 Subscribe to the RepPath Academy YouTube channel for weekly strategy, interviews, and real-world insights 💡 Stop waiting for permission. Start positioning yourself like a top performer. #MedicalSales #RepPath #BreakIntoMedicalSales #MedicalSalesCareers #SalesCareers #PharmaSales #MedicalDeviceSales #SalesAdvice #CareerGrowth #RepPathAcademy

    1h 5m

  6. 22 JAN

    Pharma vs Medical Device Sales: The Debate Every Rep Needs to Hear

    🚨 READY TO BREAK INTO MEDICAL SALES THE RIGHT WAY? 🚨 If you’re serious about landing a top-tier medical sales role, don’t guess. Get guided. 👉 Join the RepPath Academy today: https://reppath.com/pages/program Learn how to break into medical sales, stand out in interviews, and build a career at the highest level. RepPath Podcast 🎙️ Pharma vs. Medical Device: The First-Ever RepPath Debate In this special episode of the RepPath Podcast, host Joe Licata brings you something we’ve never done before. A no-holds-barred debate between two seasoned industry veterans. One comes from medical device. One comes from pharmaceutical sales. And they answer the question every aspiring and current rep asks: Which path is REALLY better? Pharma or Device? Joining Joe are: Jordan Flax, a 15-year medical device veteran who worked his way up from equipment delivery to the OR Ryan Conceicao, a pharma leader with over 11 years of experience who mapped his way from primary care to oncology This conversation goes far beyond surface-level opinions. You’ll hear raw, honest answers on: Which role is harder and why Where real influence with physicians is built Who adds more value to patient care Stress, lifestyle, and owning your time Compliance, credibility, and ethics Who is easier or harder to replace What truly makes a rep irreplaceable If you’re: Trying to break into medical sales Deciding between pharma or device Already in the industry and planning your next move Looking to understand what top performers actually do differently This episode is required listening. Why This Episode Matters Too many people chase medical sales without knowing what they are signing up for.  This debate gives you the clarity most reps never get until it is too late. No fluff.  No sugarcoating.  Just real-world experience from people who have lived it. Take the Next Step If this episode made you realize you want more from your career, income, and impact: Visit https://reppath.com/pages/program Join the RepPath Academy Learn exactly how to break in, level up, and win in medical sales Subscribe to The RepPath Academy on YouTube for more real conversations, training, and insider strategies. Drop a comment below and tell us who won the debate. Pharma or Device?

    1h 12m

  7. 15 JAN

    The Brutal Truth About Breaking Into Medical Sales in 2026

    🚨 READY TO BREAK INTO MEDICAL SALES THE RIGHT WAY? Join the RepPath Academy and get the strategy, coaching, and community you need to stand out in one of the most competitive industries in the world. 👉 Apply now: https://reppath.com/pages/program In this powerful episode of the RepPath Podcast, host Joe Licata delivers a no-nonsense reality check on what it actually takes to break into medical sales in today’s market. If you’ve been: Getting ghosted after interview Hearing “entry-level” but being asked for experience Mass applying online with zero traction Feeling overwhelmed by competition from experienced reps This episode is for you. Joe cuts through the myths, excuses, and bad advice circulating online and explains what is really happening behind the scenes with hiring managers, recruiters, and medical sales teams.  In this episode, you’ll learn: Why medical sales isn’t slow and why it is overcrowded How layoffs are changing the competitive landscape Why networking and referrals are no longer optional How to beat experienced reps by outworking them strategically Why “spray and pray” applications don’t work anymore What hiring managers actually look for in resumes and interviews How to position yourself as a low-risk, high-upside hire Why persistence without strategy leads to burnout How LinkedIn can be your biggest unfair advantage The truth about ageism, base salaries, comp plans, and industry volatility Joe also answers live audience questions covering: Device vs. pharma careers Career pivots and layoffs Startups, acquisitions, and comp plan changes Veterans transitioning into medical sales Work-life balance and long-term sustainability  The bottom line: Breaking into medical sales is harder than ever, but it is far from impossible if you have the right strategy, guidance, and community behind you. That’s exactly what the RepPath Academy provides. 👉 If you’re serious about getting hired or rehired in medical sales, apply here: https://reppath.com/pages/program 📺 Subscribe for more unfiltered medical sales coaching, live Q&A, and real-world career strategy. 💬 Drop your questions in the comments. We read them all. 🔔 Turn on notifications so you never miss an episode. Welcome to the reality of medical sales.

    1h 2m

  8. 13 JAN

    How Hiring Managers Really Choose Medical Sales Reps

    🚀 READY TO BREAK INTO MEDICAL SALES THE RIGHT WAY? 👉 Join the RepPath Academy: https://reppath.com/pages/program If you’re serious about standing out, landing interviews, and breaking into medical sales at the highest level, this is the proven path thousands have used to win. In this episode of the RepPath Podcast, Joe Licata goes deep on what it actually takes to stand out in today’s ultra-competitive medical sales interview process, where 300 to 500 applicants can apply for a single role. This isn’t surface-level advice.  This is the real playbook hiring managers respond to. Whether you’re: Trying to break into medical sales Transitioning from pharma, marketing, clinical, or B2B Or looking to separate yourself from experienced reps The strategies in this episode apply far beyond medical sales and can be used in any high-stakes interview process. WHAT YOU’LL LEARN IN THIS EPISODE:  ✅ Why the interview is a sales call and how to sell yourself as the product  ✅ How to outperform candidates with more experience  ✅ Why “spray and pray” job applications fail and what to do instead  ✅ How to network the right way with reps and hiring managers  ✅ How to build a real 30-60-90 plan that actually impresses  ✅ The power of quantifying your experience with rankings, growth, and results  ✅ Why a brag book still wins interviews in 2025  ✅ How to follow up like a top closer before and after interviews  ✅ How entry-level candidates can outwork and outshine the field  ✅ How to translate clinical or non-sales experience into commercial value Joe also answers live audience questions covering: Transitioning from pharma to device Leveraging marketing or clinical backgrounds Age concerns when switching careers Handling interview nerves What to do when hiring managers go silent  WHY THIS MATTERS Medical sales is one of the most competitive and lucrative industries, and talent alone isn’t enough. The reps who win: Prepare like professionals Network with intention Speak the language of sales Show proof, not adjectives This episode breaks down exactly how they do it. ABOUT THE REPPATH ACADEMY The RepPath Academy is a proven, structured program designed to help aspiring and experienced reps: Break into medical sales Master interviews Build elite networking skills Optimize resumes and LinkedIn Gain direct access to expert coaching 👉 Learn more and apply here: https://reppath.com/pages/program 📌 SUBSCRIBE for weekly medical sales insights 👍 LIKE if this episode helped you 💬 COMMENT your biggest takeaway or interview challenge If you’re ready to stop guessing and start winning, this episode is a must-watch.

    1h 5m
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About

New podcast The Rep Path Podcast – Real Talk for Medical Sales Careers Hosted by industry veteran Joe Licata, The Rep Path Podcast is your unfiltered guide to launching, growing, and thriving in the world of medical and pharmaceutical sales. Whether you’re breaking into the industry, climbing to your next big role, or navigating the complex terrain of distributor life, this podcast delivers the insights you won’t find in job boards, career blogs, or corporate webinars. Each episode features candid conversations with top-performing reps, hiring managers, and sales leaders who’ve been in the trenches — plus solo episodes packed with actionable strategies on everything from interviews and resumes to networking and OR access. What You’ll Learn: How to break into medical sales without experience What hiring managers really care about in interviews How to network with purpose and land referrals Resume and LinkedIn strategies that actually get noticed Interview closing tactics that convert The truth about 1099 life, device vs. pharma, and more No fluff. No sugarcoating. Just straight, real-world advice for sales reps serious about winning. 🎯 Ready to stand out and get hired? Book your free coaching call at https://reppath.com and use promo code 0721 for exclusive discounts if you’re a Lobby member. 📢 New episodes every week. Subscribe, rate, and review — and follow Joe on LinkedIn for daily career tips. weblog

Information

  • Creator
    Joe Licata
  • Years Active
    2025 - 2026
  • Episodes
    50
  • Rating
    Explicit
  • Copyright
    © Copyright 2025 All rights reserved.
  • Show Website
    Rep Path Podcast