Smart Medical Sales

In this episode, we talk about the differences between a distributor and corporate sales role, things you should consider, pros and cons for both.  Tune in so you make the right choice! #PersistUntilYouSucceed    

In this episode, we dive into the difference between heart intelligence vs. brain intelligence and what it means for success in your medical device career search.  Tune in for some unexpectedly easy tips you can apply to achieve your six-figure outcomes in 2018.   Love & Success. P.S.  Here's the episode SMS021 about turning frustration into a gift that I mentioned in the podcast.   Resources: Medical Sales Mastermind – Facebook Group   Free Med Sales Course – 7-day email video series to help you break into the business   Free E-Book – Be The Best Candidate in Medical Device PDF   Ask Saul – Submit your questions and podcast ideas   Free Audio Book – Be The Best Candidate in Medical Device Sales! Read more at http://smartmedicalsales.libsyn.com/sms052-306090-day-plans-are-a-must#5XlFI0S9u2SUpds0.99

Hello everyone, in this episode I walk you through the importance of a 306090 Day plan to get into medical device sales.  Without it, you're not going to make it.  Take a listen!  In the end, I provide you with a link to access a video on how to make your 306090 plan amazing.   #PersistUntilYouSucceed   Resources:   Watch the 306090 Video Here   Medical Sales Mastermind – Facebook Group   Free Med Sales Course – 7-day email video series to help you break into the business   Free E-Book – Be The Best Candidate in Medical Device PDF   Ask Saul – Submit your questions and podcast ideas   Free Audio Book – Be The Best Candidate in Medical Device Sales!  

In this episode, we dive into a couple things to focus on in the first few months of your medical sales career.  If you just broke into the business, you'll find this very helpful.  If you have not broken in yet, this will make for a great 30-60-90 material.  Persist until you succeed!   Top Focus Areas    Reach out to successful sales reps and learn from them Anatomy + instrumentation Find your niche strength and lead with it - procedures, programs, technology, contracts Spend as much time in cases as possible   Key Themes   Establish credibility. Establish trust. Leverage your own and your company strengths for quick wins. Learn best practices from others with previous success.   Resources:   Medical Sales Mastermind – Facebook Group   Free Med Sales Course – 7-day email video series to help you break into the business   Free E-Book – Be The Best Candidate in Medical Device PDF   Ask Saul – Submit your questions and podcast ideas   F

You may be at the point of your search where you've decided to start pursuing sales associate roles as a foot in the medical device sales door.  That's a really smart move!  I call the sales associate role the best MBA program you could ever enroll yourself in!  In this episode, we address one of our Mastermind Group Member's (Alecia Weeden) question about sales associate salary expectations.  Tune in to learn more!  This may be what helps you take the next step in your six-figure sales career!   Resources:   Medical Sales Mastermind - Facebook Group   Free Med Sales Course – 7-day email video series to help you break into the business   Free E-Book – Be The Best Candidate in Medical Device PDF   Ask Saul – Submit your questions and podcast ideas   Free Audio Book – Be The Best Candidate in Medical Device Sales!

In this episode, we go through what you should do to position your inside sales skills as an asset to get into an outside medical device sales position.     Inside Sales vs. Outside Sales:  More similar than you think. Need a tough skin and ability to find decision maker is important for both. Overcoming objections is a must to be successful in both. Telling stories and anecdotes is very important for both. A process for getting in the door and achieving your goals - half the battle is getting in the door with the right people, right?  It is true for both!   Elements of B2B sales:  Score the interview to show them you have what it takes.   Professional image. Polish. Reading cues (non-verbal) Focus on solutions to prospect problems vs. solutions capabilities   Finally, if you want to boost your confidence.Get direct sales experience doing it part time and establish a track record.   Resources Free Med Sales Course – 7-day email video series to hel

In today's episode, I want to give you a better appreciation for the economics of healthcare and how medical device falls into the economics.  In a nutshell, it is big bucks.  If you take one thing away from this episode, know that you are pursuing the right career for your future.  Persist until you succeed!   P.S. If you can rate and review my show, I'd be tremendously grateful for it.  Thanks!  Use this link to do so.   Resources References for my data can be found here and here's the pdf report Free Med Sales Course – 7-day email video series to help you break into the business Free E-Book – Be The Best Candidate in Medical Device PDF Ask Saul – Submit your questions and podcast ideas Free Audio Book – Be The Best Candidate in Medical Device Sales!  

Tune into this week's episode to get some insights from Harvey and Meshanda from MedReps.com   Topics we discuss: Characteristics companies look for in candidates Things to do to succeed in interviews Fitting into the culture Resources to succeed in your career search And much more! Resources Free Med Sales Course – 7-day email video series to help you break into the business Free E-Book – Be The Best Candidate in Medical Device PDF Ask Saul – Submit your questions and podcast ideas Free Audio Book – Be The Best Candidate in Medical Device Sales!   Check out Med Reps for additional resources! Start your career now with Med Reps – The #1 Med Device Recruiting Firm

Smart medical sales listeners, in this quick episode, I interview Nikita Bernstein, the CEO of jomi.com (journal of medical insights).  There is some fantastic footage of procedures that you can learn from as you prepare yourself for your next medical device sales position!     Enjoy!   Resources:   JOMI.COM - Journal of Medical Insight Free Med Sales Course – 7-day email video series to help you break into the business Free E-Book – Be The Best Candidate in Medical Device PDF Ask Saul – Submit your questions and podcast ideas Free Audio Book – Be The Best Candidate in Medical Device Sales!  

In this episode, we walk you through the typical week as a medical device sales rep.  I encourage you to think about these activities while you look to strengthen the relevance of your resume.     Territory planning (10%) Plan for the week Ordering samples, getting equipment ready for cases Setting up yearly, quarterly, monthly and weekly goals Staying focused to ensure you achieve and tweaking consistently to reflect market changes Time with sales manager and team   Time with Customers (50%) current customers - providing service and new solutions clinical, financial meals with customers - business updates and relationship development attending procedures:  Daily / weekly if in the implantable business attending procedures:  During evaluations, new product introductions, training - capital, consumable, other   Cold Calling new customers (20%) offices, hospital, O.R. new customers appointments - sales calls, follow ups Administrative (20%) Staying compliant

Much of the med device sales career is dependent on psychology and having the right mindset.  The number one thing I have seen holds most people back is that they let their lizard brain control them.  In this episode, we talk about what the lizard brain is, how if affects you and what you can do to avoid it and break into the business!   What is the lizard brain?   It is the amygdala.  It refers to the oldest part of the brain, the brainstem, responsible for primitive survival instincts such as aggression and fear ("flight or fight").   This part of the brain is what causes you to trigger the fight or flight mechanism.  It is the driver of emotions of; fear, anger, and negativity.  Its job is to keep you from trying anything risky or new.  This part of the brain is focused on keeping you in your safety zone and encourages you to get a plan b.  One of its favorite things to whisper to you is to,"shut up, sit down and do what you're told."  

Show Notes:   Check out the:  "Know The Company Form" Here.   Biggest obstacles Lack of experience / OR Experience Not able to appropriately translate your experience to the role you're after Not knowing anyone in the industry or speciality space Naysayers - overcoming them in the process Negative association of pharma reps vs. B2B.  He didn't believe a pharma rep had those same qualities.   Address biases with concrete examples - Use STAR Method!  Be confident.   Claudia's Top 3 tips to help others from Pharma Into Device  (in a nut shell) Layoffs in Pharma are real.  Part of a group layoff in Pharma where she was able to perfect her job search and transitions.   Structure your time well!  Improve how you structure your time, review and reflect - search, emails, fitness "count for your time, and make it count"  Use the Panda Planner.  - https://pandaplanner.com/ Encourage yourself daily with positive reinforcement

In this episode, we focus on chiropractors wanting to break into the business.  If you are a chiropractor looking into medical device sales, these 5 qualities will help you break in.  Even if you are not a chiropractor and you posses these skills, here are a list of specialties and companies to consider.  Remember, you're only one relationship away from breaking into the business!   Possesses Strong Communication Skills: Being able to communicate well with patients is essential. Good listening skills help ensure that all the patient's needs are being met, while good speaking skills help ensure the patient gets a full understanding of what the treatment plan is. Areas to consider:  Diabetes, Brain Stimulation, Pain Pumps (Abbott, Medtronic, St Jude)   Shows Empathy: A great chiropractor is very empathetic and can understand what a patient is going through in regards to pain and other symptoms. This empathy helps put a patient at ease and instills trust. Areas to cons

If you can't seem to get into the business, you may want to consider increasing your likability.  While this factor alone won't get you into the business, it is a multiplier that will help augment your skills and experience to break into the business.  Likability is a multiplier.  Tune in to find out how to make it work for you.     Six Ways to Make People Like You - Principles from Dale Cargie's Book "How to Win Friends and Influence People": Become genuinely interested in other people.  Smile.  Remember that a person's name is, to that person, the sweetest and most important sound in any language.  Be a good listener. Encourage others to talk about themselves.  Talk in terms of the other person's interest. Make the other person feel important – and do it sincerely.    Questions to ask as you apply these Six Principles:   A.  Begin with the end in mind - Have you set your goals?  Are they measurable? B.  In person - Are you a

  In this episode, Kevin Haines from New Jersey, one of the listeners gets to hear the answer to a very great question he submitted.  "What can I do to get operating room experience." Tune into the show so you can learn the steps to get operating room experience. The O.R. is an area of high accountability with many systems and processes.  There are several ways for you to get it done, beyond the physician route.   OR Experience Videos 4 Minute Video: https://www.youtube.com/watch?v=snQE_4xFhlQ   25 Minute Video: https://www.youtube.com/watch?v=kClAxIXFQrY   Other Great Ideas to Gain O.R. Experience:   1.  Learn through conversations with surgeons, surgical techs, radiology techs 2.  Take a trip to Latin America and get the O.R. Experience You're Looking For Mexico, Costa Rica, Colobmia, Panama are some examples 3.  Find a local chapter of surgeons doing mission work and join them! 4.  Get involved with a local cadaver lab. Resources Free E-Book - Be The

In this episode, I walk you through some tips, tricks and share some resources to help you land interviews faster.  While these things will help you, always remember to stick to the basic blocking and tackling daily.  Combine these resources with daily activities and you'll break into this six figure business faster.   3 Tips that will help you get interviews faster Set goals and believe them by taking daily action   Auto Text Expander App for Chrome Use the hunter app on chrome Hunter App for Chrome Get recommendation letters and share them (or emails from people in the business) Resources Ask Saul - Submit your questions and podcast ideas Free Med Sales Course - 7-day email video series to help you break into the business Free Audio Book - Be The Best Candidate in Medical Device Sales! 3 Feet from Gold quotes PDF Thanks to our Sponsor, Med Reps! Start your career now with Med Reps - The #1 Med Device Recruiting Firm

The majority of people in this world, sadly, give up right before they're about to succeed.  In this episode, we discuss the story of R.U. Darby, a man that had aspirations achieve wealth and failed just before he had struck it big, 3 feet from gold.  His story can teach all of us trying to get into medical device sales a very important lesson.  Tune in and learn what those pearls of wisdom are! Resources Ask Saul - Submit your questions and podcast ideas Free Med Sales Course - 7-day email video series to help you break into the business Free Audio Book - Be The Best Candidate in Medical Device Sales! 3 Feet from Gold quotes PDF Thanks to our Sponsor, Med Reps! Start your career now with Med Reps - The #1 Med Device Recruiting Firm  

It is important to know how the changes in healthcare reform are going to impact the medical device industry.  In this podcast, I cover the basic changes coming and what you should know as you prepare to break into the business.  Source: BBC News "Obamacare v Republican Plan Compared" Individual mandate Obamacare: All Americans are required to have health insurance or pay a tax penalty. Republican plan: The mandate is repealed under the Senate plan. The House version also repealed but with the proviso that individuals who forgo health insurance for more than 63 days must pay a 30% surcharge on their insurance premiums for a year. Employer mandate Obamacare: Companies with more than 50 employees are required to offer health insurance or pay a penalty. Republican plan: This mandate is repealed. Five big consequences of Trumpcare win Taxes Obamacare: Raised Medicare taxes on the wealthy and imposed new taxes on medical devices, health insurers, drug companies, investment i

If you are going to get into and succeed in medical device sales, you must believe failure and defeat are temporary experiences, not an end.  You also must believe that you're always one relationship away from achieving any of your goals, including getting into medical device sales.  I was in Phoenix a couple weeks ago and ran into a good friend, John Butz, in the lobby of the hotel.  Since we were both tied up, we were able to coordinate a breakfast the following morning where we discussed many things from family to business success.  During that breakfast, we did a book exchange.  He recommended an awesome book called Outwitting the Devil by Napoleon Hill.  Many of you may know Napolean Hill through his book, Think and Grow Rich.  I recently read John's recommended book from cover to cover in a couple days and wanted to share the principles of the book with you because they relate intimately with your six figure career search.     Here are The Seven Principles -

You won't want to miss this one.  In this episode, I guide you through Med Reps 7th annual report for medical device sales salaries.  Visit smartmedicalsales.com/salary to view the full report for free.  I really like this report because it helps people looking to get into the business understand what the average pay in each specialty of med device sales is.  Take a listen and then check out the full report. I would encourage you to take the information from this report and incorporate it into your medical device sales career search strategy.  You'll be one step ahead of most candidates by making informed decisions.  Enjoy and please share your thoughts on the episode.  I always invite our listeners to join the conversation and share their thoughts on their search process.  Persist until you succeed! Get the Full Salary Report Here   Resources Free Audio Book - Be The Best Candidate in Device by Saul Marquez Check out 10,000+ open medical positions with our sponsor