Secrets in Medical Device Sales™

The Girls of Grit
  • 5.0 (29)
  • CAREERS
  • UPDATED WEEKLY

Grounded in GRIT, our mission is to be ambassadors for professional women in the medical device sales industry, helping them tap into their potential, magnify their mindset & escalate their careers by providing real world every day scenarios, struggles and solutions.

  1. 2D AGO

    The Skill No One Taught You: How Elite Physicians Actually Read Clinical Data

    Send us a text! You think your data is impressive but is it actually landing or turning physicians off? Lisa and Cindy sit down with Dr. Bill Dixon and Dr. Brian Brown, interventional cardiologists, to unpack what really happens when reps present clinical studies. From the mistakes that instantly kill credibility to the subtle strategies that build trust, this episode pulls back the curtain on how physicians think, filter, and decide. If you’re leading with data, skipping the relationship, or pushing too hard you’re missing the mark. This is your playbook for becoming a clinically sharp, trusted partner in the room, not just another rep with a stack of papers. Must-Hear Insights and Key Moments Why Most Reps Lose Physicians Immediately – Leading with data instead of connection shuts down interest before the conversation even starts.The Right Way to Introduce Clinical Data – Curiosity beats pushing. The best reps spark interest instead of forcing information.Understanding Trial Quality Matters – Not all studies are created equal knowing gold standard trials separates amateurs from pros.Relative vs Absolute Risk (And Why It Matters) – Physicians look beyond flashy percentages to real clinical impact.The “Number Needed to Treat” Game-Changer – One metric that can instantly elevate your credibility in conversations.How Physicians Actually Change Their Practice – It’s not just data it’s experience, trust, and seeing peers use it.The Worst Questions You Can Ask a Doctor – Certain phrases instantly damage your authority and relationship.Clinical > Sales Mindset – The reps who win are the ones who show up as clinical partners, not quota-driven sellers. Follow Blue Collar I.C.'s: Apple PodcastYouTube Follow The Girls of Grit™: WebsiteInstagramLinkedInWe'd Love to Hear Your Stories! Your experiences are important to us. Share how you've navigated catalysts for growth and personal transformation. Connect with us on social media or leave a review on your preferred podcast platform. Your feedback and stories inspire us and guide future episodes! A Team Dklutr production

    32 min

  2. MAR 17

    Ghosted in the O.R.: When Your Surgeon Goes Silent

    Send us a text! One day you're in the OR every week… the next, you’re not. No calls. No texts. Just silence. What happened? Lisa and Cindy tackle one of the most painful realities in medical device sales: when a physician suddenly stops using your product. Instead of panicking, they break down the mindset and strategy high performers use to respond under pressure. From pausing emotional reactions to having uncomfortable conversations and rebuilding trust, this episode reveals the three critical steps that separate struggling reps from resilient leaders in medical device sales. Must-Hear Insights and Key Moments The OR Gut Punch When You Lose the Case - Lisa and Cindy discuss the emotional shock reps feel when they discover a surgeon has switched to a competitor and why that moment can feel like a personal rejection.Step One: Pause the Spiral - Before jumping to conclusions, top reps learn to stop the emotional spiral and separate assumptions from actual facts.Step Two: Seek the Truth - The only way to understand what happened is by having a direct, honest conversation with the surgeon even if it’s uncomfortable.The TGOG Secret: Get Comfortable Being Uncomfortable - One of the most powerful skills in sales is learning to lean into difficult conversations instead of avoiding them.Why Avoiding the Surgeon Makes Things Worse - Ignoring the issue or hoping it resolves itself can damage the relationship and close the door on future opportunities.Rebuild, Reset, or Pivot - Lisa and Cindy break down the three possible paths after losing an account and how to decide which one is right.Stay Visible Without Being Desperate - Smart reps maintain presence in the account without overwhelming the physician or appearing reactive.Fail Forward and Refocus - Sometimes you won’t win the account back and that’s okay. The best reps use setbacks to sharpen their strategy and grow stronger. Follow The Girls of Grit™: Website Instagram LinkedIn We'd Love to Hear Your Stories! Your experiences are important to us. Share how you've navigated catalysts for growth and personal transformation. Connect with us on social media or leave a review on your preferred podcast platform. Your feedback and stories inspire us and guide future episodes! A Team Dklutr production

    24 min

  3. MAR 3

    Is Your Next Win Costing You More Than You Think?

    Send us a text! Could the quiet erosion of your accounts be happening because you've shifted your focus away from your foundation, despite your continued high level of effort? Lisa and Cindy unpack one of the most common struggles in medical device sales: how to grow your territory without losing the accounts that built your foundation. From silent warning signs to strategic depth-building, they share real-world lessons that protect your momentum. You’ll walk away with a proven three-step framework to maintain, grow, and scale plus a free playbook designed to help you stay in control, boost ROI, and build sustainable success without burning out. Must-Hear Insights and Key Moments Protect Your Foundation – Why your top accounts deserve intentional attention before chasing new wins.The Silent Sales Leaks – How subtle signs like reduced communication and inconsistent orders can quietly erode revenue.Depth Before Width – Why going deeper inside existing accounts produces faster ROI than hunting brand-new ones.Dopamine vs. Strategy – The psychology behind chasing new accounts and why it can sabotage long-term growth.Scale with Systems – How simple planning structures prevent chaos and protect consistency.CEO of Your Territory – How to manage your sales numbers with ownership, clarity, and control.10 Minutes That Save 10 Weeks – The weekly habit that prevents months of stress and revenue loss.Action Steps for Reps – Lisa and Cindy’s practical advice to build critical thinking daily. Follow The Girls of Grit™: WebsiteInstagramLinkedInWe'd Love to Hear Your Stories! Your experiences are important to us. Share how you've navigated catalysts for growth and personal transformation. Connect with us on social media or leave a review on your preferred podcast platform. Your feedback and stories inspire us and guide future episodes! A Team Dklutr production

    25 min

  4. FEB 17

    Comp Plans Decoded: What Top Earners Know That You Don’t

    Send us a text! Ever feel crushed by your comp plan and quota? Lisa and Cindy sit down with Michael Williams, a multiple-time President’s Club winner, to break down exactly how to make your incentive plan work for you. From creating a “Dirty Dozen” target list to identifying high-ROI behaviors, Mike shares strategies that turn overwhelming numbers into actionable steps. Learn how to pivot mid-year, leverage networking, and maximize every dollar in your territory. This episode is packed with practical advice for anyone in medical device sales or any sales role who wants to stop guessing and start hitting their numbers. Must-Hear Insights and Key Moments Breaking Down Comp Plans – Mike explains how to read and understand quotas, bonuses, and incentives without feeling overwhelmed.The Dirty Dozen Method – How a targeted list of key accounts can help you hit your numbers consistently.High-ROI Behaviors – Identifying which actions give the most return on effort for maximum income.Territory Strategy – Tips on evaluating your opportunities and tailoring your approach to each account.Networking & Mentorship – How reaching out to peers and mentors fuels ideas, motivation, and success.Pivoting Mid-Year – Strategies for adjusting focus when some buckets aren’t hitting their targets.Mindset Over Money – Focusing on goals and performance, and letting financial rewards follow naturally.Continuous Learning & Inspiration – Using podcasts, peers, and reflection to improve sales performance every day. Follow The Girls of Grit™: WebsiteInstagramLinkedInWe'd Love to Hear Your Stories! Your experiences are important to us. Share how you've navigated catalysts for growth and personal transformation. Connect with us on social media or leave a review on your preferred podcast platform. Your feedback and stories inspire us and guide future episodes! A Team Dklutr production

    33 min

  5. FEB 3

    No One Trains You For This

    Send us a text! What do you do when two top physicians both expect your full attention and neither wants to share? Lisa and Cindy break down one of the toughest, least-talked-about challenges in medical device sales: managing competing KOLs without burning out or losing credibility. This isn’t about time management, it's about leadership under pressure. In this episode, they share real stories, hard-earned lessons, and the exact mindset elite reps use to stay trusted, respected, and in control without choosing sides. If you’ve ever felt stuck in the middle, this conversation is for you. Must-Hear Insights and Key Moments Fair Is Not Equal – Elite reps don’t divide time evenly; they meet each customer’s actual needs with intention and strategy.Leadership Under Pressure – This isn’t a loyalty issue, it's a defining leadership moment in your career.Set the Frame Early – Don’t let the loudest customer dictate your priorities; define expectations before conflict arises.Credibility Is the Currency – Mishandling competing customers doesn’t just cost business it costs trust.Never Be the Backup Plan – Customers remember how you make them feel, especially when you can’t be present.Close the Loop Fast – Follow-up, communication, and proactive planning keep competitors from sneaking in.CEO of Your Territory – High performers lead their business with clarity, confidence, and ownership. Follow The Girls of Grit™: WebsiteInstagramLinkedInWe'd Love to Hear Your Stories! Your experiences are important to us. Share how you've navigated catalysts for growth and personal transformation. Connect with us on social media or leave a review on your preferred podcast platform. Your feedback and stories inspire us and guide future episodes! A Team Dklutr production

    26 min

  6. JAN 20

    What to do When the Room Pushes Back

    Send us a text! You don’t get extra time with skeptical people, you get seconds. Seconds to earn credibility, avoid being dismissed, and change the trajectory of the conversation. On this second episode of the new year 2026, Lisa and Cindy break down why skepticism isn’t rejection; it's a signal that trust hasn’t been earned yet. From ORs to boardrooms, they unpack the biggest mistakes reps make and why pushing harder actually pushes people away. This episode delivers real-world strategies to influence without pressure, create space, and win skeptics over with confidence, patience, and emotional intelligence especially when the stakes are high. Must-Hear Insights and Key Moments Skepticism Isn’t Rejection – Doubt doesn’t mean no; it means trust hasn’t been built yet.The Fastest Way to Lose a Skeptic – Overexplaining, getting defensive, or trying to “win” the room.Acknowledge Experience First – Respect what they already know before offering what you bring.Name the Resistance – Calling out skepticism lowers defensiveness and builds safety.Ask Ownership-Based Questions – Let them decide what would make it work for them.Create Space, Not Pressure – The real secret to influencing high-level decision-makers.Be Steady, Not Loud – Confidence shows up as a calm, grounded presence.Mentioned in the episode: The Anatomy of a Powerful, Professional Apology Follow The Girls of Grit™: WebsiteInstagramLinkedInWe'd Love to Hear Your Stories! Your experiences are important to us. Share how you've navigated catalysts for growth and personal transformation. Connect with us on social media or leave a review on your preferred podcast platform. Your feedback and stories inspire us and guide future episodes! A Team Dklutr production

    27 min

  7. JAN 6

    The Anatomy of a Powerful, Professional Apology

    Send us a text! Ever wondered if apologizing could actually boost your credibility instead of showing weakness? In this episode, Lisa and Cindy dive into the art of professional apologies because in medical device sales, how you own a mistake matters more than the mistake itself. From avoiding overexplaining, ghosting, blame-shifting, or over-apologizing, to delivering a concise, clear, and impactful apology, they break down real-world scenarios you’ll face with surgeons, staff, and patients. Learn actionable steps to acknowledge mistakes, remove ego, repair trust, and turn slip-ups into opportunities to stand out as a reliable, confident, high performer in 2026. Must-Hear Insights and Key Moments Differentiating Yourself – Learn how to create a personal brand that builds trust, credibility, and sets you apart from every other rep in the room.Authenticity Matters – Lisa and Cindy discuss the power of leveraging your true strengths and seeking feedback from those who know you best.High Performer Habits – Explore actionable steps like going beyond product knowledge, mastering clinical expertise, and following through to make a lasting impression.Consistency When Overwhelmed – Discover the success system and small habits that keep you on track when life gets chaotic.Sales Success Planner – How Lisa and Cindy’s 2026 planner helps track goals, maintain accountability, and build momentum every week.Closing the Commitment Gap – Why relationship-building alone isn’t enough, and how to lead customers toward decisions using the Challenger Sale approach.Teaching vs. Selling – Learn how to guide customers, uncover hidden needs, and position your product as the solution they didn’t know they needed.Actionable Takeaways for 2026 – Walk away ready to hit the ground running, work smarter, and elevate your sales performance. Follow The Girls of Grit™: WebsiteInstagramLinkedInWe'd Love to Hear Your Stories! Your experiences are important to us. Share how you've navigated catalysts for growth and personal transformation. Connect with us on social media or leave a review on your preferred podcast platform. Your feedback and stories inspire us and guide future episodes! A Team Dklutr production

    27 min

  8. 12/30/2025

    The Answers You’ve Been Chasing All Year

    Send us a text! Feeling stuck, overwhelmed, or invisible in your sales game? You’re not alone. In this final 2025 episode of The Girls of Grit, Lisa and Cindy tackle the three questions reps stress over the most: How to differentiate yourself, how to stay consistent when overwhelmed, and how to turn interest into commitment. Packed with real-world advice, actionable strategies, and the tools that helped them hit President’s Club, this episode will set you up to crush 2026. Learn how to build your brand, stay accountable, and lead your customers to say “yes!” Must-Hear Insights and Key Moments Differentiating Yourself – Learn how to create a personal brand that builds trust, credibility, and sets you apart from every other rep in the room.Authenticity Matters – Lisa and Cindy discuss the power of leveraging your true strengths and seeking feedback from those who know you best.High Performer Habits – Explore actionable steps like going beyond product knowledge, mastering clinical expertise, and following through to make a lasting impression.Consistency When Overwhelmed – Discover the success system and small habits that keep you on track when life gets chaotic.Sales Success Planner – How Lisa and Cindy’s 2026 planner helps track goals, maintain accountability, and build momentum every week.Closing the Commitment Gap – Why relationship-building alone isn’t enough, and how to lead customers toward decisions using the Challenger Sale approach.Teaching vs. Selling – Learn how to guide customers, uncover hidden needs, and position your product as the solution they didn’t know they needed.Actionable Takeaways for 2026 – Walk away ready to hit the ground running, work smarter, and elevate your sales performance. Follow The Girls of Grit™: WebsiteInstagramLinkedInWe'd Love to Hear Your Stories! Your experiences are important to us. Share how you've navigated catalysts for growth and personal transformation. Connect with us on social media or leave a review on your preferred podcast platform. Your feedback and stories inspire us and guide future episodes! A Team Dklutr production

    25 min
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5
out of 5
29 Ratings

About

Grounded in GRIT, our mission is to be ambassadors for professional women in the medical device sales industry, helping them tap into their potential, magnify their mindset & escalate their careers by providing real world every day scenarios, struggles and solutions.

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