Smart Medical Sales

  In this interview with Claudia Friedman, we dive into what specific things she did to break into medical device sales from pharmaceutical sales.  She shares some majorly helpful advice as well as ways to overcoming the typical objections for the transition from pharma to device.  Enjoy!   Claudia's primary motivators for making the move - What are yours?  Whatever they are, make them STRONG so the Pull you toward it. More challenge, deeper and more significant work Conversations more about managed care vs. additional clinical value Be a better resource Challenge and growth Biggest obstacles in the search process - How to Overcome Them "Pharma reps can't be med device reps" - Overcoming a stereotype of a bad work ethic "Pharma sales is not real sales" You have to differentiate yourself: passion and willingness to grow every step of the way The killer is showing any sort of complacency Adventurous spirit and be able to know WHY you want the transition What Claudia Did - Have t

It is the daily efforts you make that go unnoticed which will help you break into the business.  When you finally break into the business, people will see your results, not the work it took to actually get in.  These behind the scenes efforts are what count.  In today's episode, we'll go over several different playbooks from four sports coaches I admire so you can apply them to your six figure career search.     Coach Bear Bryant -Be proud of what you do each day and ensure that it is aligned with your purpose.   "This is the beginning of a new day. God has given me this day to use as I will. I can waste it or use it for good. What I do today is very important because I am exchanging a day of my life for it. When tomorrow comes, this day will be gone forever, leaving something in its place I have traded for it. I want it to be gain, not loss — good, not evil. Success, not failure in order that I shall not forget the price I paid for it." &n

One of the most distinguishing factors in a candidate that gets a career in med device sales vs. one that quits and fails is follow-up.  Many people don't follow-up and those that do, only follow up 2-3 times. In this episode, we'll explore the reasons why people don't follow up and what you can do to differentiate yourself and get into your six figure career.   Here are some interesting statistics to help you ramp up your follow-up game.     80% of sales require at least 5 follow-up calls to convert. 44% of sales people give up after just one call.   So why do people not follow-up?  I think there are four key reasons for this.     Fear of failure Ask the opposite question and get the opposite result Fear vs. Faith Don't know the importance of follow-up to conversion Disorganized  Develop a system to make it easy Automate the process Wrong frame around follow up - "pest" "pushy"  Put a positive frame around it Change the meaning   Reso

Approaching your med device career search in an organized way is essential.  In this episode, we'll be taking a dive into how to optimize your career search strategy so you can break into the business.  As I always remind you, it is not what you listen to but what you do that will move you closer into the business.  So... listen to the episode, set some goals and take action.   Persist until you succeed!   I.  Choose a specialty    - become the expert    - expand within network    - focused activities = success   II.  80/20 rule     - spend 80% on your focus     - spend 20% on general searches   III.  Make a people hot list     - spend time researching the players, leaders in the industry     - record your findings     - create a follow-up column     - follow up until you get a response   Resources   Free Med Sales Course   Start your career search the righ

In this episode, we take some time to answer some guest questions around being an athlete and getting into medical device.  In short, there is a strong desire for med device candidates to have a competitive nature and strength in sales.  While many sports and the military train you to be competitive, it is not the only background that med device companies hire from.  So keep your spirits high if that's not you.  If you do have the background in sports, use your competitive edge as a way to sell yourself in the interviews!   Check out our Medical Sales Mastermind Facebook Group:  smartmedicalsales.com/facebook   Visit Med Reps for the best careers in the business! medreps.com/smartmedical   Call Saul and Submit your questions!   smartmedicalsales.com/call    

In this episode, our guest David JP Fisher will discuss 3 ways to shine on LinkedIn to help you make relationships to break into medical device sales.  He also offers his free 19 ways to immediately supercharge your network below!  Get ready, because in this show we'll be able to tap into his experience as a sales expert focused on helping sales people for over 15 years.  Get ready to learn some awesome strategy tweaks and tactics! 3 ways to shine on LinkedIn 1. Know your goals and stay focused 2. Understand your Audience 3. Master your message 4. Professional photo, simple headline (e.g. I help____ with ____) 5. Reach out before you need help and build social capital As we have discussed in previous episodes, David also highlights the importance of knowing and owning your personal brand.     When reaching out to people you don't know, he offers some expert tips: 1. Don't use a hammer 2. Lead with a soft approach 3. Always leave them an out   Show Notes / Resources

In this episode, we dive into the best ways to address gaps in your resume, irrelevant experience, and job hopping.  Understanding what the purpose of your resume truly is will help you craft an irresistible med device sales resume.   What a resume is - a tool used to obtain an interview What a resume is not - a copy paste document, storyline, dissertation   Top 4 takeaway framework for addressing: - be honest - reframe confidently - provide support  - be positive    What can I do if I have gaps in my employment? Gaps:  medical leave, laid off unemployed for a while, or other reasons - be honest - reframe     - other activities - volunteering, memberships at a club     - how have you stayed relevant - courses, certifications, internships - support with evidence - be confident, do not apologize for your time off - own it!   Non-Relevant Experience You must ask yourself, does every line in my resume support my  - eliminate it - reframe it - s

I went out to dinner with a friend who is a recruiter at Stryker over the weekend and he inspired the topic for this show.  I want to send a big shoutout to Adam for his thinking and idea which I'll expand on in this show further.  Many times we tend to focus on the specific people that can help us achieve a goal.  In the medical device sales search process, you work so hard to get in touch with and form relationships with recruiters and hiring managers.  Today's show is about spending time with the people outside of the box to help you break into the business.     Healthcare Providers End user:  Radiologists, Surgeons, Physicians, Nurses etc a. Decision making power, influencers     i.  physician preference products - implantable devices   b. Knowledgeable about the competition     i. vet out companies you are considering     ii. give you insights into the industry   Healthcare Support Staff, Nurses, surgical techs, radiolog

  You're working your 9-5 while you are hustling to get into medical device sales.   Things get busy!  I have seen many people give up in their search because they become overwhelmed by the day to day grind and demands on their time.  Time management is without a doubt, a skill you must master in order to get into and succeed in the medical device sales business.  Today, we're going to cover three basic principles of time management that will help you break in if you master them.   Don't major in minor things - Determine your result driving priorities and spend at least 80-90% of your time there.   Don't get caught up in the details, stick to the big picture  Stick to what you are great at, outsource the rest Is what I am doing going to lead to my intended results?  Y/N If yes, keep it up! If no, STOP and ask, What must I do to get my intended result?     Own your Agenda, not someone else's Don't let email run your life - OPA it is an addiction,

Get Sales experience  Change your career and go head first into sales There is a preference for sales experience Doing this will benefit you so you don't have to learn sales and medical devices at the same time Get a part time contractor sales role as a 1099 Google search for 1099 sales jobs Must be b2b Selling to company needs vs. a person needs Different budgets and budget cycle management Higher dollar figures   Overcome the by drawing a parallel to what you currently do How is what you do selling? Get new people to meet with you Listen and understand to their needs Deliver a solution, follow up Get buy in and get a PO or check $$   Consider Sales Associate and Clinical Roles
 Sales associate roles are a common step into this business if you lack sales experience or even if you lack medical device sales experience Average salary is about 75K - it paid university  People go and pay 90K for their MBA… get paid to get trained and then break in.  

These are the Aristotelian Appeals you must use during your interviews to break into medical device sales.  This is just the tip of the iceberg on this subject.  If you are intrigued, be sure to set some learning goals to go beyond our 30 minutes together.  Remember, it is not knowledge that is power, it is knowledge in action that is what will help you break into this business.  You don't fail unless you quit so keep up the great work! Ethos - Credibility, Establish your expertise.  How you bolster track record for the following: Personality  Character Goodwill Expertise    Pathos - Emotions, Appeal to emotions through a story and painting a picture.   Fear Greed Hope Loved ones, pets, ideas Patriotism Others...   Logos - Logic, layout a logical sense of why you are the best candidate.   3rd party experts Social proof Conclusions and statistics Analogies   GOAL SETTING! Make 1 goal on how you'll improve your persuasive skills kn

  If you want others to be happy, practice compassion.  If you want to be happy, practice compassion.  -Dali Lama   compassion - sympathetic concern for the sufferings or misfortunes of others. compassio - fellow feeling compati - suffer with com - with  pati - bear/suffer   The true meaning of compassion to your 6 figure sales career search is simple - connecting with others in the same boat so you can help each other because you are not alone.  In doing so, you'll thrive and save time.   If you are able to find others going through the same search process, you'll quickly find that you're not alone.  In this realization, you'll find strength.  That's why I put together the podcast, the mastermind group on Facebook and now this episode.     SEAN INTRO: I have the privilege of introducing to you, one of the podcasts most active members.  Sean Furlong.  His story is a unique one. He's currently a high school Biology teacher and foot

  There are many tools and resources you can use to break into medical device sales without industry experience.  However, one of the best comes to us from the ancient times.  In Og Mandino's book, The Greatest Salesman in the World, he tells the tale of the greatest salesman of his time and how he came to be the success that he was.  The answer:  10 ancient scrolls that reveal how to be the best salesman in the world.   For us, Smart Medical Sales Listeners, it boils down the principles, beliefs, and behaviors that it takes to get into this business.  I always end my show with the phrase; "Persist until you succeed!" which comes from scroll number 3 and is one of the main habits you must cultivate to get into the business.   Sit back, get a nice coffee or tea going, because today will be a fun one that will truly make a difference in your career search!   Scroll I - I will form good habits and become their slave. Scroll II - I will greet this day with love in my h

What is frustration?  It is an emotion that you feel when you believe there's nothing you can do in the immediate moment to fix whatever the problem is.  It is a temporary helplessness.  What you feel at the moment of frustration is pain and discomfort because you feel, believe or know that things could be better.  Your ideal situation is not matching up with the present despite your efforts.     How do you turn frustration into an asset? What must you do to turn frustration into a gift? Would it serve you to develop a habit that turns frustration into resourcefulness?   Re-Frame - Perspective is powerful.  You can't control events but you can control your attitude and perspective.   But when you're in the middle of it and it is just so unbearable, what do you do?  Many of us will act out of character in desperation to gain control.  Maybe yell at someone or your cat or dog that had nothing to do with the situation.  Maybe lash out at the person that

Getting into medical device sales is tough.  It is the process you go through and the character you build that will translate into the skill and ability you need to succeed once you get in.  My guest, John Crowley, is on my show to speak with you about what to do to succeed in medical device sales once you get in.   Many of the things you must do to successfully break into the business are also the things you must do to succeed once you get in.  In this episode, we'll cover:   How to be successful by being a value-centered sales rep The importance of learning the Business of Healthcare vs. just selling products Developing and practicing a Fighter Mentality - expect "no" as part of the game Staying away from the "Garbage Disposal" and so much more... Resources: Get in touch with John at  https://www.justjohncrowley.com/   Recommended books: Perfect Close - James Muir Never Split the Difference - Christopher Voss

I have shared many things on the podcast, blog and the private insiders newsletter that you can do to pave your way into your first six-figure medical devices sales career.  (By the way if you haven't signed up for my private newsletter please take the time to go to my website at www.smartmedicalsales.com and sign up, get your free e-book and start getting the insider tips I don't share on the blog or podcast).  It is equally important to share strategies and tactics that will help you achieve your goals as it is to share with you the winning beliefs and attitudes of champions, warriors, and gladiators.  The beliefs that will help you execute on the strategies and tactics shared on this show.  Let me ask you a question,    Is it possible to have all the right tools, resources and strategies and still fail?   You probably answered yes and you're right and people do it all the time!  Why is that?     The reason people fail despite having all

Today's episode was inspired by Ben Ramirez in Miami Florida.  Ben thanks for taking the time to write to me and discuss some of your questions.  Ben had a couple misconceptions he asked me to clarify and I thought that maybe it would be worth addressing his question in this podcast.  One thing I have learned about the people who listen to my show is that you guys and gals are not afraid to reach out to discuss your hurdles and roadblocks in the business and I love it!  IN the past few months, I have learned that the type of person that listens to this show is bold, takes action and is not afraid to put their ego to the side and ask for help.  You value results over preserving your ego and that's why you'll succeed.  While not every question will make it into a podcast, I'll always address your questions if you reach out so please get onto the website and visit us at www.smartmedicalsales.com and subscribe to the Medical Device Insiders list where I share things I don'

We have made it Smart Medical Sales Listeners!  The 5th and final step of the process to get into medical device sales is all about positioning yourself to obtain this career and always be closing for an opportunity.  The final step is where all the things we have discussed thus far come into play and where persistence matters most.  As usual, I have broken it down in bit sized step by step format for you to be able to take action!  Ready for it!?  Here we go!   I. Set clear and irresistible goals       a.  SMART - Specific, Measurable, Agreed upon, Realistic, Time-bound             "Respiratory sales, in the midwest region, $150K at plan, within 6 months"             "Pacemaker sales, in Santa Monica, 170K at plan within the next 12 months"       b.  Revisit your WHY - imagine what it would mean to you, your family, your friends if you&

Establishing relationships with recruiters and hiring managers is essential.  They influence the hiring process, they give you access to career options and provide a rich networking opportunity. In this episode, we'll dive into what you must do to connect with these people and make an explosive impact on your life as you break into your first 6 figure medical sales career! They influence the hiring process and know what works - establishing relationships with recruiters and hiring managers will give you the proximity necessary to figure out what you must do and who you must be to get hired.  Access to career options - these people are in the business of hiring people.  A sales career is a product for recruiters and hiring managers to sell to the right candidate.  Their challenge is that they must sell it to the right person.  The supply of great people is much smaller than the supply of outstanding careers and this is why you have the opportunity to break into the medical sales bu

It is not what you know… it is who you know that counts.     Find the PEOPLE behind the career data. Stay current on available opportunities - auto updates and people Use what you know in your own outreach process by creating an action plan   Creativity, Consistency, and repetition are the key to success.  Don't ever feel like you are reaching out to someone too much unless they actually tell you so.  Rule of thumb is if you have found someone that you know is a key decision maker and you want to connect with them, you should be following up every 2-4 weeks until you get a response.  You have to frame things in a way that put their needs and problems at the center of your outreach so it is less about you and more about them.  You also have to be creative and unique in your outreach.  Don't just use email or phone, use social media or find out the best way to run into them at a conference or a grocery store.     By being creative and persiste