Med Device Unleashed

Jamie Tipton
  • 4.9 (69)
  • CAREERS
  • SERIES

A fun and dynamic show delivering real world content by having relevant conversations and interviews with industry leaders and people on the front lines of the medical device and sales sectors. The show is designed to deliver value and entertain all experience levels whether you are an aspiring rep, a new rep in the filed or a seasoned veteran/executive in the medical device space. The overall goal of the podcast is to shed light on some of the complex intricacies of what it is like to live, breathe and sell in this ever-evolving industry.

  1. #1 : CEO of Chase MedSearch, Jordan Chase on new age interviewing tactics , Breaking into the industry, keys to building a strong career and the power of being comfortable being uncomfortable

    EPISODE 1

    #1 : CEO of Chase MedSearch, Jordan Chase on new age interviewing tactics , Breaking into the industry, keys to building a strong career and the power of being comfortable being uncomfortable

    In this premiere episode of the Med Device Unleashed Podcast with Jaime Tipton, meet Jordan Chase, the CEO of Chase MedSearch. This is a firm that mainly focuses on the early stages of venture capital-funded medical device organizations. He shares how his company is tasked with finding good reps to explain new medical devices to physicians. Listen in to hear whether you’re cut out to be a sales rep and what you need to succeed in a market place that’s only going to get competitive. “As you run through your story, and you talk about it without being blatantly obvious, you’re connecting the dots for the person interviewing in that first question.”-Jordan Chase [13:13] Top Takeaways: ·       The top things that register to him as a recruiter when looking for a medical device candidate. ·       How C suite selling is gaining popularity in the medical device industry and how its helping in reaching patients. ·       How to tell your story in two and a half minutes during the interview to keep your interviewer’s attention. ·       The importance of keeping physically and mentally fit during the pandemic while getting both your resume and story ready. ·       The importance of getting comfortable with change that is happening in the world today especially with technology.  ·       The importance of taking networking seriously by giving value to other people in your network and inherently receive value. Episode timeline: ·       [2:37] What does Chase MedSearch do and work with?  ·       [4:36] He explains what they look for when supporting a medical rep candidate.  ·       [8:09] The value that physicians are looking for from medical reps.  ·       [11:39] Why you need to know your strengths and your story in preparation for an interview. ·       [16:42] Establishing good habits in preparation for work after COVID-19.  ·       [22:49] How to have an impactful resume. ·       [25:18] How to build a strong network in the medical device industry.  ·       [28:24] Why you need to hone your sales skills before getting into a medical rep job. Relevant Links: Website: https://chasemedsearch.com/ LinkedIn: https://www.linkedin.com/in/jordanchase Email: Jordan@chasemedsearch.com Med Device Unleashed Podcast Website: https://mdunleashed.com follow me on: Instagram - https://www.instagram.com/jkt1117/Linkedin - https://www.linkedin.com/in/jkt1117/Youtube - https://tinyurl.com/mdu-youtube

    36 min

  2. EPISODE 2

    #2 : CCO of Intersect ENT Rob Binney - Inside the mind of a dynamic leader

    In this episode of the Med Device Unleashed Podcast, Jamie Tipton sits with Rob Binney, Chief Commercial Officer of Intersect ENT. He is responsible for helping build Intersect business to over $100 million annually and has held a variety of high-ranking positions with top device companies with over 20 years of experience. He shares the characteristics of some of the best leaders he emulates and how he applies them in his leadership style. Listen in to learn what makes a good sales leader and why an excellent sales rep will not necessarily make a good sales manager. “Integrity is non-negotiable. The individuals that I’ve worked for that I have tried to emulate, have been of the highest integrity through and through.”- Rob Binney [4:45] Top Takeaways: ·       How he uses the positive attributes he emulates from other leaders to apply in his leadership style. ·       Learning to be an asset for people- helping them gain confidence in tough times to emerge better. ·       The difference between a leader and a manager. ·       The power of looking at adversity objectively without assigning designation.  Episode Timeline: ·       [2:13] He explains the characteristics he has borrowed from great leaders and established in the way he leads.  ·       [8:41] He mentions some materials he recommends for leadership knowledge. ·       [10:32] He talks about his role as a regional manager and what he enjoyed about it. ·       [14:45] Why you need to be self-aware before becoming a leader- the components of a good leader. ·       [20:00] He describes his experience being in the field with customers and some fun stories from sales reps. ·       [24:32] Why he’s more interested in a potential sales rep’s story when hiring. ·       [30:11] What advice would he give to his younger self today? ·       [34:46] He describes the routine he maintains away from his job. Relevant Links: LinkedIn: https://www.linkedin.com/in/rob-binney-67219939 Med Device Unleashed Podcast Website: https://mdunleashed.com follow me on: Instagram - https://www.instagram.com/jkt1117/Linkedin - https://www.linkedin.com/in/jkt1117/Youtube - https://tinyurl.com/mdu-youtube

    38 min

  3. EPISODE 3

    #3 : Matt Dixon on all things Challenger Sale , building constructive tension and how to win in todays selling environment

    In this episode of the Med Device Unleashed Podcast, Jamie Tipton talks to Matt Dixon, the co-author of multiple books including the Challenger Sale, Challenger Customer, and Effortless Experience. He shares the details of the research that was done before writing both the Challenger Sale and Customer. Listen to learn the importance of getting to know your customers’ buying behaviors and how you can form a relationship based on that. You will also learn how the market in 2020 relates to that of 2008-2011 due to similarities in economic status.  “The way you back that up, the way you engage customers early, the way you shaped the way the customers thinks is by creating a relationship not build on diagnosing what’s keeping that customer up at night but instead build on showing the customer what should be keeping them at night.”- Matt Dixon [10:11] Top Takeaways: ·       Learning to be a relationship builder as a salesperson. ·       How to create a unique brand with your customers by coaching them to buy your products. ·       Why 2020 is a great opportunity to study sales just like the late 2000s were. ·       Questions you need to ask yourself if you feel you aren’t challenging your customer enough. Episode Timeline: ·       [2:50] He explains the process of research they did before writing the Challenger Sale book.  ·       [8:25] Learning to shape the customer’s thoughts by creating a certain relationship. ·       [12:16] Why a challenger needs to create disagreements with the customer for a relationship to form.  ·       [15:04] The change in customer buying behavior over the years and how the challenger can still form a relationship with them.  ·       [18:19] Creating a brand in the marketplace by delivering value to the customer.  ·       [29:32] How the challenger coaches the customer on how to buy their products. ·       [32:45] How the Challenger Sale concept can be applied in today’s pandemic economy.  ·       [38:35] The opportunity that exists right now to study sales.  ·       [43:34] Some tips on what you can go and do with your customer as a challenger. Relevant Links: LinkedIn: https://www.linkedin.com/in/matthewxdixon/ Website: https://tethr.com/ The Challenger Sale: https://tinyurl.com/The-Challenger-Sale-Book The Challenger Customer: https://tinyurl.com/The-Challenger-Customer-Book The Effortless Experience:  https://tinyurl.com/The-Effortless-Experience-Book Harvard Business Review Article: https://hbr.org/2012/07/the-end-of-solution-sales

    49 min

  4. EPISODE 4

    #4 : US Director of Sales Operations for Saluda Medical Scott Walle on how to win in any territory, the importance of resilience , the art of becoming irreplaceable and much more

    In this episode of the Med Device Unleashed Podcast, I speak with Scott Walle the director of sales operations at Saluda medical, a spinal cord stimulator startup company. He shares the details of his career as a med device sales rep for many years. Listen in to learn the importance of understanding your clients (doctors) pain points as a med device sales rep and then finding a solution to solve them. You will also learn how to make yourself irreplaceable in your clients’ eyes by being a real challenger. “When you become indispensable in that way with your customers, you become very hard to replace.”- Scott Walle [29:47] “Winning business is one thing, putting walls up around your business that is impenetrable, that’s a different conversation.”- Scott Walle [33:37] Top Takeaways: ·       Learning to leverage all your strengths and weaknesses as a sales rep in the med device industry.  ·       The importance of an MBA in furthering your career. ·       The power of being resilient as a med device sales rep to succeed.  ·       What separates the real challenger and the farmer-type rep in the industry.  ·       The importance of having a good foundation in sales and objectives that lead you. ·       How to make sure that you’re not easily replaceable by understanding your customers’ struggles and finding the fix for it. Episode Timeline: ·       [1:34] How spinal cord stimulation devices are designed to alleviate chronic pain in patients and return them to normal while in the hands of the right doctor. ·       [2:31] What it means to be a smokejumper in the medical device world.  ·       [4:18] The importance of understanding how to leverage your strengths and weakness as a rep in any territory.  ·       [6:32] He explains the functions of the Prosellus tool that he came up with and the impacts it had. ·       [8:57] The questions that should drive you to get a master’s degree even when you’re a successful sales rep in the med device industry. ·       [13:20] How to look at the glass half full and see every opportunity as a way to grow. ·       [18:11] He describes his incredible experience working for Johnson& Johnson with their training program.  ·       [21:40] How to define the value you offer to the doctors by understanding their struggle and then offering the solution. ·       [30:20] How to understand your doctor’s pain point to help solidify their business. ·       [35:54] How to avoid making mistakes that could cost your reputation as a med device sales rep. ·       [37:18] He talks about the success and the purpose of the blog he wrote that won him an award.  ·       [40:23] He shares his craziest OR story.

    45 min
  5. #5 : Cam Sexton CEO/Founder of RelayOne on - Entrepreneurial spirit , defeating self doubt , finding your niche and dominating it and much more

    EPISODE 5

    #5 : Cam Sexton CEO/Founder of RelayOne on - Entrepreneurial spirit , defeating self doubt , finding your niche and dominating it and much more

    How RelayOne Software Serves The Rep Community and Surgical Staff In this episode of the Med Device Unleashed Podcast, Jamie Tipton speaks with Cam Sexton, the CEO, and founder of RelayOne. A design software and a mobile application that delivers real-time data straight from the OR to your phone. He talks about the inspiration behind the RelayOne software and the growth strategies they have utilized to penetrate it into the medical market.  Listen in to learn the process of creating software in the healthcare industry that services both the interests of med reps and the hospital. You will also hear why you need to take that shot and become an entrepreneur if you have an idea that could benefit the medical industry.  Standout Quotes: “If you can build something that saves people time and money then, generally speaking, people will want it and will want to pay for it too.”- Cam Sexton [4:48] “Build a product that solves a problem and then listen to your customers and what your customers are telling you they want, that is the stuff that you should go build.”- Cam Sexton [32:07] “Being a rep is super hard it’s just like being an entrepreneur don’t be afraid to go out there and take a shot.”- Cam Sexton [36:49] Top Takeaways: ·       How to find a real problem and a simple solution for it in healthcare.  ·       How to pitch with passion for your product to outdo the competition. ·       Understanding how to create a valuable product with visible return on investment. ·       The benefit of creating a medical product that caters to all ends of the spectrum. ·       The benefits of due research before creating a consumer-friendly software.  Episode Timeline: ·       [1:33] The strategies that RelayOne is using to grow effectively in 2020. ·       [2:49] How Cam’s personal experience as a med rep struggling with schedule led him to build RelayOne which is a software for OR teams. ·       [5:16] He explains where the name RelayOne came from. ·       [7:35] He compares the similarities between running your territory as a med rep with entrepreneurship. ·       [10:20] How they use software selling to show the value of their product. ·       [12:48] The strategies to use when presenting your product to potential customers and investors. ·       [14:42] He explains how they pitched for RelayOne by presenting the problem with a passion and instantly got funding. ·       [17:31] Cam describes how he applies lessons he learned in college sports in his role as a CEO and life in general.  ·       [19:56] He narrates the challenges he experienced as a medical rep that led him to create a product that is not only for reps but is beneficial for hospitals too.  ·       [24:17] How they handled the creation of easy software to integrate into most healthcare systems. ·       [25:24] How he put up engineers with experience in creating consumer software which makes it easy for med reps and hospitals with zero work. ·       [29:49] He explains why RelayOne software was specifically created with med reps in mind plus other products they are working to solve industry problems. ·       [35:20] Why you should risk with entrepreneurship if you have a viable idea that is worth the shot. ·       [38:31] He shares what career path he would have followed if he was not in the medical device world and where he got his entrepreneurial spirit from.  ·       [40:48] He talks about his experience with his previous employer.  Relevant Links: Website: https://www.relayone.com/ LinkedIn: https://www.linkedin.com/in/camsexton/ Email: cam@relayone.com

    43 min
  6. #6 : Scott Binder EVP of Medical Sales college takes us behind the scenes discussing the MSC advantage and their story , importance of a multifaceted training program, the reality of a medical device sales rep and much more

    EPISODE 6

    #6 : Scott Binder EVP of Medical Sales college takes us behind the scenes discussing the MSC advantage and their story , importance of a multifaceted training program, the reality of a medical device sales rep and much more

    Medical Sales College and Creating Future Sales Leaders In this episode of the Med Device Unleashed Podcast, Jamie Tipton speaks with Scott Binder, executive vice president of Medical Sales College. He shares about the college’s history, how they operate, and their main purpose of starting.  Listen in to learn how they connect the employer to market-ready graduates for free. You will also learn why they put much emphasis on job placement for their graduates. Standout Quotes: “If you’re successful, you can have a very rewarding career financially here, however, the people that do that, they’ve worked their tail off to get to that level.”- Scott Binder [24:01] “Sales is not for everybody…it takes a certain kind of personality, you got to have certain qualities, you got to have thick skin.”- Scott Binder [26:26] Top Takeaways: ·       The importance of job placements for Medical Sales College to differentiate it from traditional colleges. ·       The importance of having experienced and specialized trainers in the field to give students the best training. ·       How the Coronavirus pandemic has positively affected the training demand. ·       How lifestyle diseases and other factors are increasing the growth of the med device world. ·       The qualities that will help you identify if being a med rep is the right career for you.  Episode Timeline: ·       [1:50] He shares the history of Medical Sales College which was started in 2010 and what they offer their students and clients.  ·       [5:57] He explains why the college puts a lot of emphasis on job placement for its students. ·       [7:05] He explains how they connect employers with their students for free. ·       [11:07] The types of programs they train in their different campuses across the United States and what these programs consist of.  ·       [14:23] Why they have students create a video and a professional profile on their website.  ·       [15:28] Why they strictly have a specialized online biologics course. ·       [16:44] He shares who they hire as their trainers and the combined experience they currently have. ·       [17:45] What they look for before venturing into their next expansion plans.  ·       [18:57] How the Coronavirus pandemic has increased their demand.   ·       [20:52] Their future plans of expanding their specialty outside of orthopedic. ·       [22:27] How they make people understand if being a med rep is the best career choice for them.  ·       [29:04] Why they’re not accredited but rather licensed and regulated by the states they operate in.     Relevant Links: Website: https://medicalsalescollege.com/ LinkedIn: https://www.linkedin.com/in/gscottbinder/

    32 min
  7. #7 : Dr. Ed Garcia Co Founder of Space City Pain Specialists from a physicians point of view discussing : the makeup of a great medical device sales rep, current state of the interventional pain device industry and how passion is mission critical plus m

    EPISODE 7

    #7 : Dr. Ed Garcia Co Founder of Space City Pain Specialists from a physicians point of view discussing : the makeup of a great medical device sales rep, current state of the interventional pain device industry and how passion is mission critical plus m

    In this episode of the Med Device Unleashed Podcast, Jamie speaks with Dr. Ed Garcia, co-founder of Space City Pain Specialists. He is triple board-certified in anesthesia pain management and is also the clinical assistant professor for the department of anesthesiology at the University of Texas medical branch in Houston. He talks about spinal cord stimulation, intrathecal pump and RF ablation systems and  the intense medical device sales service they require.  Listen in to learn the importance of sales rep, doctor, and patient long-term engagement in ensuring that everything turns out successful. You will also learn why Dr. Ed distances himself from the term "pain management" and enlightens us about what he does as a physician in  "pain medicine".  Standout Quotes: “You have to figure out how to integrate yourself into the team, you have to have the staff behind you and the staff to feel like you’re actually part of the team.”- Dr. Ed [52:05] “It’s about your personality, if you’re not somebody who likes that engagement, then don’t go into these particular types of sales jobs.”-Dr. Ed [40:43] Top Takeaways: ·       Why you should be passionate and authentic when pitching for your device.  ·       The importance of caring and pleasing the patient and being part of the doctor’s team as a sales rep. ·       How to bring a business model in conjunction with selling your device or technology. ·       Learning to engage with patients and doctors long-term in the pain medicine field.  ·       How to integrate yourself with staff and advanced practitioners as a device sales rep by respecting and offering them help.  Episode Timeline: ·       [2:48] Dr. Ed shares the super qualities he looks for in a sales representative.  ·       [13:40] The ‘good’ pain and ‘bad’ pain and the technology explosion to help innovate this medical specialty. ·       [18:56] He explains spinal cord stimulation by the use of electricity to treat pain. ·       [22:11] How the medical device industry creates electrical stimulator devices and how they test them before applying during surgery. ·       [26:35] Why stimulator field calls for long-term clinical engagement between the sales rep and the patients. ·       [28:35] Pain medicine vs. pain management- why pain management has become pain meals by doctors who are not practicing medicine. ·       [33:15] Targeted drug delivery explained! And the involvement of the sales rep in the process of patient application.  ·       [44:09] The benefits of sales rep and doctor engagement other than a professional relationship.  ·       [49:25] Learning the strengths of your device to be able to tackle your competition. ·       [51:53] The importance of integrating yourself as part of the team by making the work of the staff easy and respecting them. Relevant Links: Website: https://www.spacecitypain.com/provider/eduardo-a-garcia-md

    58 min
  8. #8 : The Art of Influencing , Attracting and Winning people over with the author of the book "The Like Switch" Dr. Jack Schafer and much more

    EPISODE 8

    #8 : The Art of Influencing , Attracting and Winning people over with the author of the book "The Like Switch" Dr. Jack Schafer and much more

    In this episode of Med Device Unleashed, Jamie sits down with Dr. Jack Schafer, a retired FBI Special Agent who served as behavioral analyst assigned to FBI's National Security Behavioral Analysis Program. He owns his own consulting company and has authored multiple books, including The Like Switch: An Ex-FBI Agent's Guide to Influencing, Attracting, and Winning People Over (2018), which he and Jamie discuss at length in today’s show. Listen in to hear how the same techniques employed by the FBI to gain the trust of terrorists and spies can be used to strengthen personal and professional relationships in your own life. “If you want people to like you, you have to make them feel good about themselves.” Top Takeaways: ·        The best way to sell your product or service is to have your potential customer sell themselves on it rather than you alone pitching it to them. ·        Once you see your prospect exhibit negative body language, get them to change their mind before they have a chance to articulate their negative opinion; otherwise, it will become infinitely more difficult to reverse that opinion, even in the face of overwhelming evidence. ·        What you do with your lips speaks louder than the actual words that come out of your mouth. ·        Always activate the other person’s natural inclination for reciprocity as you build rapport with them. Human beings always want to do something in kind for someone who brings value to them.   Episode’s Timeline: ·        [0:27] An introduction to Dr. Jack Schafer ·        [04:54] Why the principles of communication and influence in The Like Switch is much more important than ever before in today’s digital world ·        [07:04] How to get people to tell you what they’re thinking ·        [11:55] Learn how to read people’s body language for positive and negative cues ·        [20:14] How to test others for rapport and plant the seed of reciprocity ·        [31:55] Selling to introverts versus extroverts ·        [35:49] Dr. Jack on his new book, The Truth Detector: An Ex-FBI Agent's Guide for Getting People to Reveal the Truth (2020) ·        [39:30] How to test someone’s veracity by listening for one specific word ·        [41:09] How to get someone to tell you their Social Security Number See below for Links to Purchase Jack Schafer's Books: "The Like Switch": https://www.amazon.com/Like-Switch-Influencing-Attracting-Winning/dp/1476754489/ref=sr_1_1dchild=1&keywords=jack+schafer&qid=1602101439&sr=8-1 "The Truth Detector" : https://www.amazon.com/Truth-Detector-Ex-FBI-Agents-Getting/dp/B084JCG5C4/ref=sr_1_2?dchild=1&keywords=jack+schafer&qid=1602101439&sr=8-2

    45 min
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4.9
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About

A fun and dynamic show delivering real world content by having relevant conversations and interviews with industry leaders and people on the front lines of the medical device and sales sectors. The show is designed to deliver value and entertain all experience levels whether you are an aspiring rep, a new rep in the filed or a seasoned veteran/executive in the medical device space. The overall goal of the podcast is to shed light on some of the complex intricacies of what it is like to live, breathe and sell in this ever-evolving industry.

Information

  • Creator
    Jamie Tipton
  • Episodes
    15
  • Rating
    Clean
  • Copyright
    © 2025 Jamie Tipton

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