Secrets in Medical Device Sales™

The Girls of Grit
  • 5.0 (30)
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  • 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. 5d ago

    Anticipation: The Hidden Advantage No One Taught You

    Send us a text! You walked in prepared. Data ready. Product knowledge sharp. Then the surgeon drops one sentence and the entire call goes sideways. Sound familiar? That moment exposes the gap between reps who react and reps who anticipate. In this episode, Lisa and Cindy unpack the quiet skill behind every elite performer: seeing the objection, the breakdown point, and the next move before anyone else in the room does. You'll learn how to pivot under pressure, address pushback before it lands, and stop leaving your territory up to chance. Because the reps who win aren't the luckiest. They're the most ready. Must-Hear Insights and Key Moments The Surgeon Who Flipped the Script – Lisa shares the sales call where a physician revealed he sat on the safety and efficacy board, and how she pivoted in real time to save the conversation.Anticipating Objections Before They Land – Why cost is almost never a surprise, and how recognizing patterns lets you address pushback before your customer even raises it.The Difference Between Reacting and Anticipating – How elite reps stop waiting for customers to dictate the pace and start steering every conversation themselves.Spotting Breakdown Points – Inventory gaps, FDA timelines, VAC committee delays. The hotspots where deals fall apart, and how to stay ahead of them.Trust Is Built in the Hard Moments – Why upfront communication during problems builds more credibility than smooth sailing ever will.Always Be Thinking Three Steps Ahead – From the surgery scheduler to the next follow-up, how to leave every conversation with the next move already locked in.Three Questions Every Rep Should Ask – The simple framework Cindy lays out to turn preparation into anticipation in any setting.Running Your Territory Like a CEO – Why anticipation is the foundation of self-led performance, and how to stop leaving your business up to chance. 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

    17 min

  2. May 26

    What Reps Gets Wrong at the Scrub Sink

    Send us a text! Picture it: surgeon at the scrub sink, mentally walking through the case. And there you are, pitching your device. Congratulations. You just made yourself unforgettable, for all the wrong reasons. Lisa and Cindy unpack the unwritten rules of selling in the OR. When to speak. When to disappear. Why the scrub sink is sacred. And the small moves that quietly decide whether you ever get invited back. They share the habits top reps build before they ever walk through the OR doors, and the missteps that quietly close them off from future cases. The OR isn't where you close the deal. It's where you prove you deserved to be there in the first place. Must-Hear Insights and Key Moments The Scrub Sink Is Sacred – Lisa and Cindy reframe the scrub sink as a surgeon's mental warm-up, like prayer or yoga. Talking through it doesn't make you helpful, it makes you forgettable.The Patient Is the North Star – Every decision in the OR should orbit the patient. The moment your agenda jumps in front of theirs, your credibility takes a hit.Early Isn't On Time, Early Is Early – Showing up 30 minutes ahead doesn't just look professional, it opens the door to hallway conversations, surgeon check-ins, and the real selling moments.Read the Room or Lose the Room – Some surgeons want quiet, some want chatter. Top reps read the cues and let the surgeon lead the conversation, not the other way around.The Hard Sell Mid-Case Is the Fastest Way Out – Pitching while a surgeon is operating is unprofessional, distracting, and the surest way to never get invited back.Don't Bash the Competition – Trashing another rep's product makes you look small. Position your device on its merits and stay out of the mud.Access Is the Beginning, Not the Win – Being in the OR means you've already sold something. Now your job is to support the case, not stack another pitch on top.The Real Sale Happens Before and After – The OR is where you deliver on what you promised. The conversations that move business forward happen in the office, the hallway, or the follow-up. 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

  3. May 12

    12 Months Ago, She Was At The Bottom…Today, She’s REP of the YEAR

    Send us a text! What do you do when the territory you spent years building gets cut in half overnight? This week, Cindy flips the mic and interviews Lisa — fresh off winning Rep of the Year for the first time in her 25+ year career. Lisa pulls back the curtain on the year she almost walked away: the $3 million ripped from her paycheck, the months she spent angry and underperforming, and the morning she finally looked in the mirror and got honest. This is the real story behind the stage. The grit, the planner, the cold calls she swore she was "too good for," and the moment her name was called. Must-Hear Insights and Key Moments Setting the Stakes – Cindy opens by reminding listeners that they are still in the field, still on call, still doing the work they preach about every Sunday.The $3 Million Gut Punch – Lisa walks through the call that cut her territory in half after she'd spent years building it from zero, and the year she spent stuck in resentment.The Mirror Moment – The day Lisa stopped blaming corporate and admitted she wasn't being Lisa anymore — that her reaction, not the cut, was killing her numbers.Going Back to Cold Calls at 25 Years In – Why no rep is ever too tenured for the basics, and how the "too good for this" mindset was the real obstacle.The Planner That Changed Everything – Lisa initially dismissed Cindy's planner. Then she used it. Then she got obsessed with checking the boxes. Discipline made visible.Trust Yourself First – Lisa's rule: if you can't keep promises to yourself, no one else can trust you either. Accountability is a private practice before it's a public result.The One-Hour Speech – The phone call from her VP an hour before the ceremony, the scramble to write a speech, and the moment her name was called.What She'd Tell the Audience – Three pieces of advice for any rep currently sitting where Lisa was a year ago: ownership over conditions, intentional over busy, and confidence is built through action. 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

    31 min

  4. Apr 28

    The 10% Difference: Small Moves That Change Everything

    Send us a text! Ever feel like some reps are always in the right place at the right time and you’re missing something? You are. And it’s not luck. Lisa and Cindy break down the “10% difference” the micro moves that separate average reps from elite performers. From positioning yourself in the right places to asking better questions and never leaving empty-handed, this episode is packed with real, in-the-field strategies. This isn’t about working harder, it's about working smarter. If you’re ready to stop checking boxes and start creating opportunities, this episode will change how you operate the moment you walk into your next account. Must-Hear Insights and Key Moments Rep A vs Rep B – The subtle but critical difference between task-focused reps and opportunity-driven performers.The Slight Edge Principle – How small, consistent actions compound into massive results over time.Positioning Moves – Where you place yourself inside the hospital can directly impact your access and opportunities.Curiosity Moves – High performers don’t wait; they ask better questions and uncover what others miss.Completion Moves – Never leave an account without maximizing every possible touchpoint.The “Check the Board” Rule – One simple habit that can completely change your day (and your numbers).Why Reps Hold Back – Fear of being “annoying,” lack of planning, and missed awareness are costing you deals.Do the Work – The real “secret” isn’t complicated, it's executing the small things consistently. 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

    28 min

  5. Apr 14

    They Didn’t Ask You to Be There… So How Are the Best Reps Still Showing Up?

    Send us a text! You’re not on the schedule. No one called you in. So… Now what? The reps who win don’t wait for access, they create it. Lisa and Cindy break down the real strategy behind getting into hospitals without a case. From mastering credentialing to leveraging inventory checks and relationships, this episode flips the script on how you think about access. If you’ve ever felt stuck outside the door, this is your playbook. Learn how to bring value, build trust, and position yourself as the rep they want in the room before they ever pick up the phone. Must-Hear Insights and Key Moments Follow the Rules First – Credentialing isn’t optional. It’s the baseline for credibility and access.Flip the Mindset – Stop asking “How do I get in?” and start asking “Why would they want me in?”Inventory Is Your In – Checking stock is one of the easiest, most overlooked ways to gain legitimate access.Leverage Your Network – Partner with counterparts and borrow trust to open new doors faster.Gatekeepers Are Power Players – Build real relationships and solve their problems to earn priority access.Bring Value Every Time – In-services, product knowledge, and reliability make you indispensable.Don’t Just Pop In – Wasting time is the fastest way to lose trust and future opportunities.Access Starts Outside the Hospital – Dinners, conferences, and conversations build the relationships that open doors. 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

  6. Mar 31

    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

  7. 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™: 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

    24 min

  8. 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
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5
out of 5
30 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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