The Medical Sales Podcast

Samuel
The Medical Sales Podcast

The Medical Sales Podcast is a podcast for people who want to get into medical sales and medical sales reps who want to advance their careers. We interview top medical sales reps and leading sales executives from all over the country in pharmaceuticals, medical devices, genetic testing, diagnostic lab sales and more. You’ll laugh, you’ll learn and you’ll be inspired. If you would like to learn more about my programs visit https://evolveyoursuccess.com

  1. HACE 1 DÍA

    How to Thrive in the U.S. Medical Device Market With Stéphane Toupin

    Stéphan Toupin, a standout in the medical sales industry, unveils his journey from academia to entrepreneurship, offering listeners an insider perspective on navigating career shifts with purpose and passion. Join us as Stéphan, who traded in his lab coat for a sales portfolio, shares his early realization that pursuing a PhD wasn't his calling. He takes us through his rapid rise from a pharmaceutical sales rep to a management position and, ultimately, to establishing his own medical device distributorship. This episode is packed with insights for anyone considering a career shift within medical sales or exploring entrepreneurial ventures. Discover the nuanced transition from pharma to the dynamic world of medical device sales, where understanding complex stakeholder landscapes is crucial. Stéphan sheds light on the challenges and rewards of this sector and how his passion for medical science and innovation fueled his leap into entrepreneurship. He shares strategies for success, including the critical importance of knowing your product and audience and the unique facets of medical device sales compared to pharmaceuticals. Listeners will gain a clearer picture of the financial and personal risks involved in this path and why freedom and self-direction can outweigh monetary gain. Finally, Stéphan offers a masterclass on entering the U.S. market with foreign medical devices, detailing the essential steps companies often overlook. He discusses the importance of reimbursement strategies, understanding CPT codes, and the choice between different types of distributors. With a focus on education and long-term partnerships, Stéphan's approach is both strategic and collaborative. Ending on a note of personal growth and ambition, he shares his vision of empowering his team to ensure the success of his business while pursuing new opportunities, providing a roadmap for aspiring entrepreneurs in the medical sales industry. Meet the guest: Experienced President with a demonstrated history of working in the medical device and pharmaceutical industry. Born and raised in the east part of Canada, French is my first language.  Bachelor's degree in medical biology and Master's in Experimental Medicine. Seventeen years in the pharmaceutical industry as a sales representative, sales manager, government affairs, market access, and training.  Started a medical device distribution in 2012, covering all of Canada. Moved down to the USA in 2015. Partner in 2 other medical device distributions. As he says, "Enjoying life under the sun!" This Podcast offers a pathway to continuing education via this CMEfy link: https://earnc.me/7qfpzd

    1 h y 9 min
  2. 2 OCT

    The Power of Evolve Your Success: Samuel Adeyinka's Story

    From potential future orthopedic surgeon to a passionate advocate for medical sales professionals, this episode is my personal narrative laid bare. During my college days at UC Riverside, shadowing doctors made me realize surgery wasn't my calling, leading me to a research job that ultimately opened the door to an entirely new world. Listen as I recount the decisions that set me on a transformative journey into medical sales. Discovering a new method of empowered thinking, I transitioned into biotech, helped patients, doubled my income, and ignited a desire to help others achieve their highest levels of success. This passion led to the founding of Samuel's Self-Help Sales Coaching Company, and despite early setbacks, the realization of a significant need for career guidance birthed "Evolve Your Success." Hear stories of individuals we've helped transition into and thrive within the medical sales industry, and learn about the broader impact of our programs during the challenges of the COVID-19 pandemic. One of the most poignant moments in this journey was the loss of a dedicated employee who aspired to be our VP. Her passing not only affected our team deeply but also catalyzed a renewed focus on our mission to improve patient outcomes through world-class training. From leveraging social media to creating impactful programs, our efforts have reached thousands, helping them achieve remarkable career milestones. Join me as I reflect on this very human experience, the evolution of "Evolve Your Success," and my unwavering commitment to helping others be their best. It's an incredibly important episode in the history of The Medical Sales Podcast. Connect with me: https://www.linkedin.com/in/samueladeyinka/   This Podcast offers a pathway to continuing education via this CMEfy link: https://earnc.me/5sgapw

    36 min
  3. 25 SEPT

    The Power Of Value Propositions & Strategic Timing in Medical Sales With TJ Quigley

    Unlock the secrets to mastering medical sales and marketing in our latest episode featuring TJ Quigley, Marketing expert. TJ brings a wealth of knowledge about targeting emergency department doctors through precise messaging, the significance of measuring marketing outcomes, and the dynamic strategies his team employs based on real-time feedback. His insights into the role of digital marketing in the respiratory healthcare space are invaluable for anyone looking to elevate their marketing game.   Discover impactful strategies for sales success as we tackle the challenges of excessive spending and the expectations of new buyers. TJ shares eye-opening stories about the importance of transparency and data-driven presentations in negotiations. From securing high-stakes meetings to crafting memorable leave-behinds, TJ's tips are essential for overcoming hurdles in the healthcare sector. You'll also learn about the value of clinical support and the art of aligning your product with specific hospital needs.   Finally, we dive into the evolving landscape of digital marketing for medical devices, the critical balance between clinical knowledge and sales skill, and the future trends that will shape the industry. TJ offers practical advice on driving traffic to sales booths, engaging healthcare professionals online, and leveraging AI for more effective marketing strategies. Don't miss this episode packed with actionable insights and forward-thinking perspectives that will leave you better equipped to succeed in the competitive world of medical sales and marketing.   Meet the guest:   TJ Quigley's career is marked by driving growth through strategic marketing and the development of innovative training programs. His approach integrates sophisticated CRM systems to optimize customer engagement, as showcased by the transformative project at Iterative Scopes, which resulted in a 10X site expansion.   With a keen eye for market trends and a talent for empowering sales teams with effective collateral, TJ's efforts have consistently translated into measurable sales growth. The success is underpinned by a commitment to continuous learning and leveraging healthcare technology to achieve outstanding results.   Connect with him: https://www.linkedin.com/in/quigleytj/   This Podcast offers a pathway to continuing education via this CMEfy link: https://earnc.me/di2w1h

    1 h y 8 min
  4. 18 SEPT

    Winning In Sales And Lessons From The Endoscopy Field With Jon Alwinson

    Unlock the secrets to excelling in medical sales! This episode promises to inspire and educate as we welcome Jon Alwinson, a veteran in the endoscopy sector, to share his remarkable career journey. Delve into Jon's personal story, from the influence of his author father to his own four-year endeavor of writing a book aimed at guiding future medical sales reps. Gain firsthand insights into the nuances of working with gastroenterologists, the dynamics of outpatient surgery centers, and the profound impact of patient care through feedback from healthcare providers.   His career path was anything but predictable, and he opened up about the valuable lessons learned from launching a footwear manufacturing venture with his brother before pivoting to the medical device industry. From his early days at Stryker to achieving milestones at EndoChoice, the shared experiences highlight the importance of persistence, adaptability, and a commitment to lifelong learning. Listen as we unpack the motivations and challenges behind writing his book and discuss how these experiences have shaped his professional journeys.   For those eager to up their sales game, this episode is packed with actionable strategies and time management tips. Discover the essential elements that can catapult you to the top tier of medical sales, including meticulous pre-call planning and balancing professional and personal life. We also tackle the common challenges in the field, the role of mentorship, and the importance of self-confidence. Round off your listening with details about an innovative program designed to elevate your medical sales career, and stay tuned for more insightful interviews in upcoming episodes.   Meet the guest:   Jon Alwinson boasts more than 15 years of sales experience, serving as both an individual sales contributor and a regional manager. Throughout his career, he has won numerous awards and has played a pivotal role in guiding his team and other individuals to secure them as well. Every year, Jon mentors one or more territory managers to reach the prestigious Presidents Club. Residing in Atlanta, Georgia, with his wife Sandra and their two children, 7-year-old Ansley and 5-year-old Easton, Jon describes his family as the source of his greatest happiness.   ATLANTA, GA   AVAILABILITY Available and flexible for interviews Eastern time zone Available by phone at 407-625-7223    Social Media Facebook LinkedIn X: @RelentlessSales Website: jonalwinson.com Email: jon@alwinsonbooks.com His book: Relentless Sales: The Skills, Mentality, & Faith Needed to Be Great in Sales  (https://www.amazon.com/dp/B0CMPBZ165/ref=cm_sw_r_cp_ud_dp_Y0MGE7A50FBHK4EWZ2TT?skipTwisterOG=1)   Best Book - The Book on Mental Toughness by Andy Frisella   Best Food/Restaurant -  South City Kitchen, in Atlanta GA — Fried Chicken or Steak

    51 min
  5. 11 SEPT

    How To Shorten Your Sales Cycles With Anne Saulnier

    Anne Saulnier, the trailblazing CEO of Hex IQ, joins us to reveal how reimbursement data is revolutionizing healthcare sales. With her unique expertise in both marketing and enterprise software, Anne sheds light on the groundbreaking changes brought about by the 2020 law that mandates insurance companies to disclose negotiated rates. This newfound transparency empowers medical sales reps to showcase ROI compellingly, target the right customers, and accelerate their sales cycles. From Hex IQ's innovative solutions to the enthusiastic reception from healthcare professionals, Anne shares the journey of bringing actionable reimbursement data to the forefront of the industry.   Anne's story of founding Hex IQ is a testament to vision and perseverance. We explore her background, the pivotal moment that led to Hex IQ's creation, and the competitive edge the company offers in making healthcare data transparent and actionable. The episode delves into the challenges of market awareness and the positive impact Hex IQ's solutions have had on medical sales reps and physicians alike. Anne takes us through the user-friendly features of their software that streamline access to complex data and optimize sales strategies.   But Anne is more than just a pioneering CEO; she's also a hobby farmer, mother of three, and stand-up comedian. We get an inside look at how she balances these roles and what drives her to excel both professionally and personally. From high-risk hobbies to the future of AI in healthcare, Anne's multifaceted life offers a rich tapestry of insights and inspiration. This episode also tackles the critical issue of data security, emphasizing the measures needed to protect business transactions in the healthcare sector. Join us for an engaging and enlightening conversation that spans the realms of data science, personal passions, and industry innovation.   Meet the guest:   Anne Saulnier is a data nerd, a comedian, a hobby farmer, a former skydiver, and the CEO of a data science company called HexIQ. She and her team are on a mission to disrupt healthcare by revealing how money flows between major payers (such as Blue Cross Blue Shield, United, Cigna, and Aetna) and medical practices, health systems, and private equity firms.   Visit: https://hexiq.com/podcast/   Best Book - Blink by Malcolm Gladwell (https://www.amazon.com/Blink-Power-Thinking-Without/dp/0316010669) Best Food/Restaurant - Halibut Fish at Scales Restaurant in Portland, Maine (https://www.opentable.com/scales?ref=1068) Best TV Show - Old Man (https://www.imdb.com/title/tt5645432/)     Watch Anne's Stand-up comedy snippets on her TikTok Account - https://www.tiktok.com/@annesaulnier   This Podcast offers a pathway to continuing education via this CMEfy link: https://earnc.me/vv0scc

    45 min
  6. 4 SEPT

    AI In Surgery: Balancing Technology And The Human Factor With Dr. Daniel McMahon

    Summary: Dr. Dan McMahon, a general surgeon with a remarkable blend of military service and expertise in surgical technology, joins us to unravel the future of medical sales. COVID-19 has driven a significant transformation in the industry, pushing digital interactions to the forefront. Dr. McMahon provides an in-depth look at how platforms like LinkedIn and podcasts are not just trendy but essential tools for medical sales reps and physicians striving to stay ahead. He emphasizes the delicate balance between human interaction in complex clinical settings and the shift from traditional in-person sales calls, highlighting the need for adaptability and innovation.   From the operating room to the military front lines, Dr. McMahon's journey is nothing short of inspirational. Learn how military scholarships and the invaluable skills gained from service, such as quick decision-making and adaptability, have shaped his professional path. Discover the advancements in surgical robotics, including the potential of A.I. and telesurgery, and their profound impact on the future of healthcare. Dr. McMahon shares his transition from a budding engineer to a passionate surgeon, driven by his love for biology and hands-on problem-solving.   For those eyeing a career in medical sales, this episode is a goldmine. We discuss effective strategies for breaking into the industry, emphasizing the importance of professional networking and continuous learning. Dr. McMahon underscores the necessity for sales reps to understand the significance of scheduled interactions with physicians, the role of human presence in the OR, and the enduring importance of collaboration. Tune in to get practical insights on navigating the rapidly evolving healthcare landscape and making impactful strides in medical sales.   Meet the guest:   Dr. McMahon is a practicing general surgeon at the University of South Alabama, performing a variety of open, laparoscopic, robotic, and endoscopic procedures. He spent 12 years in active-duty service in the U.S. Navy, with a broad range of operational experiences, including flight surgery and aerospace medicine, surface naval operations, subsurface naval operations, special operations support, and various deployments overseas.   Dr. McMahon completed an Executive M.B.A. program at Emory University with a concentration in strategy and finance and he is the founder and President of Delta Medical Consulting, L.L.C. He has a deep interest in medical devices and technologies with experience serving in consulting and advisory roles for product development and commercialization. His specific areas of interests include surgical innovation and soft tissue robotic surgery.   Dr. McMahon enjoys working on projects that advance medical devices and technologies that have a "dual-use" purpose and can serve both the civilian and military sectors. He provides clinical insights to medical device and technology companies in the domains of general surgery, robotic surgery, laparoscopic surgery, and endoscopy and is able to provide advisory services to private equity and venture capital firms investing in the medical technology and life sciences sectors.   Best Book Pick - The Ego is the Enemy   Best Restaurant Pick - Seafood Restaurant in Washington DC, Goat Cheese Ravioli with Lemon Butter Sauce (Ocean Prime - https://www.ocean-prime.com/locations-menus/washington-dc/menus) Connect with him: https://www.linkedin.com/in/daniel-mcmahon-md/ Dr Daniel McMahon's Medical Consulting - https://www.deltamedconsulting.com/   This Podcast offers a pathway to continuing education via this CMEfy link: https://earnc.me/trleae

    59 min
  7. 28 AGO

    Healthcare Systems Today And The Role Of Social Media Within It With Dr. Alejandro Badia

    Join us for an enlightening conversation with the distinguished Dr. Alejandro Badia, a world-renowned hand surgeon and healthcare advocate. Dr. Badia's journey from his immigrant roots to becoming a leading medical practitioner in Miami is truly inspiring. Learn how a childhood experience with his grandmother's rheumatoid arthritis ignited his passion for hand surgery, leading to his extensive training at N.Y.U. and a transformative fellowship in Pittsburgh. Dr. Badia provides fascinating insights into the evolution of medical practice, the complexities of Medicare and Medicaid, and his relentless pursuit of high-quality healthcare services.   Dr. Badia's transition from group practices to establishing the Badia Hand to Shoulder Center is a tale of perseverance, specialization, and strategic branding. We discussed the challenges he faced when opting for a solo practice model and the importance of fair compensation and specialized outpatient care. Discover the thought process behind the innovative OrthoNOW model, which aims to rectify the inefficiencies of traditional referral systems by providing immediate and specialized orthopedic care. The journey of building a highly efficient surgical center and the significance of having on-site hand therapists for patient recovery are also highlighted.   In this episode, we explore the pricing and operational hurdles of OrthoNOW and its shift to a licensing model for national growth. Dr. Badia shares his valuable insights on the role of social media in patient education, medical sales, and building a successful practice. From his rewarding experiences on medical missions to his advice for aspiring medical professionals and sales reps, Dr. Badia's wisdom is invaluable. Tune in for a lively discussion, including a lightning round on his latest reads, T.V. shows, and dining experiences, and gain practical tips from a seasoned medical expert reshaping the healthcare landscape.   Meet the guest: Alejandro Badia, MD, F.A.C.S., F.R.C.S.I., is a hand and upper extremity surgeon, author, and healthcare entrepreneur in Doral (Miami), Florida. Badia studied physiology at Cornell University and obtained his medical degree at N.Y.U., where he also trained in orthopedics. An A.O. trauma fellowship followed a hand fellowship at Alleghany General Hospital in Pittsburgh in Freiburg, Germany.   He runs an international hand fellowship, served on the review board of a hand surgery techniques journal, and previously organized a yearly Miami meeting for surgeons /therapists devoted to upper limb arthroscopy and arthroplasty. This international meeting was held at the renowned Miami Anatomical Research Center (M.A.R.C.), which Badia co-founded in 2005. In 2008 he created the Badia Hand to Shoulder Center, having previously co-founded the Miami Hand Center, and Surgery Center at Doral. In 2010, he launched OrthoNOW®, the first immediate orthopedic care center in South Florida, later franchising the concept, which can now be licensed to orthopedic colleagues and healthcare systems.   He is currently seeking the optimal strategic healthcare partner. He is the past president of the International Society for Sport Traumatology of the Hand (ISSPORTH), is a member of several orthopedic societies (AAOS, A.S.S.H., AAHS, E.W.A.S.), honorary member of more than ten international hand surgery and arthroscopy associations, and served as honored professor at the prestigious Philadelphia Hand Course in 2012. Having lectured in all seven continents, he focuses on improving healthcare delivery in the orthopedics and sports medicine realm.   Dr Badia has outlined his journey and delved into the major challenges and hurdles of delivering Healthcare in the U.S. through his Amazon best-selling book, "Healthcare from the Trenches," published during the COVID-19 pandemic, and similar issues are discussed in his biweekly 20-minute Podcast, Fixing Healthcare…from the Trenches. Connect with

    1 h y 8 min
  8. 21 AGO

    Debunking Age and Experience Myths in Medical Sales With Sheila Mallon

    Unlock the secrets to thriving in medical sales with our latest episode featuring Sheila Mallon, a standout graduate of the Medical Sales Career Builder program. Sheila shares her transformational journey from job-seeker to successful territory manager, offering firsthand insights into navigating an uncharted territory near Middletown, New York. Learn how she effectively balances a demanding career with family life while promoting opioid alternatives to a diverse range of medical professionals. Discover how determination and structured support can dismantle the barriers of ageism and lack of experience. Sheila and other professionals highlight the critical role of precise networking, tailored resumes, and the power of mock interviews in securing desirable roles swiftly. You'll hear about the financial benefits and career growth opportunities in transitioning from physical therapy to medical sales, and the importance of a supportive community and mentorship. Get inspired by Sheila's anecdotes about her favorite TV show, "The Feud," and her best dining experience at Cosmos in Central Valley, New York. This episode is a rich blend of professional guidance, personal stories, and practical tips to help you break into and excel in the competitive medical technology industry. Don't miss out on learning how to turn setbacks into stepping stones, regardless of your background or age. Tune in to transform your career aspirations into reality! Meet the guest: Sheila has built a successful career in physical therapy, dedicated to helping people restore function, independence, and overall well-being. After years of commitment to her patients, she expanded her expertise by earning an MBA, blending her healthcare knowledge with strong business acumen. This combination fueled Sheila's desire for continuous growth and the exploration of new avenues. Her journey eventually led her to the EYS program, where she connected with mentors and collaborated with peers who helped her refine her skills and build a robust professional network. Through this experience, Sheila discovered a passion for medical device sales—a field where her healthcare background could make a significant impact. By honing her networking and interview skills and crafting a professional profile, she was soon offered a role in medical device sales that perfectly aligns with her talents. Now, Sheila is making a real impact in her community, ensuring that cutting-edge medical devices reach those who need them most. Whether she's finding new ways to help others or embracing fresh challenges, Sheila remains dedicated to making a meaningful difference. Best Food/Restaurant - Clams with Linguine at Cosimo's, Central Valley, NY   Best TV Show - Feud on Hulu   Connect with her: https://www.linkedin.com/in/sheilamallondpt-mba/   This Podcast offers a pathway to continuing education via this CMEfy link: https://earnc.me/i3s10p

    53 min

Acerca de

The Medical Sales Podcast is a podcast for people who want to get into medical sales and medical sales reps who want to advance their careers. We interview top medical sales reps and leading sales executives from all over the country in pharmaceuticals, medical devices, genetic testing, diagnostic lab sales and more. You’ll laugh, you’ll learn and you’ll be inspired. If you would like to learn more about my programs visit https://evolveyoursuccess.com

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