In this episode we sit down with Kat Hurd, an industry powerhouse who has seen success in medical device sales from every imaginable angle. From winning Presidents Club four times as a sales rep and being named Rep of the Year, to leading her own team to three consecutive Presidents Clubs as a manager and eventually becoming an Area VP, Kat has spent her career mastering what it takes to perform at the highest level. Today, she channels that "lived experience" into coaching professionals across the medical device space.

Kat breaks down why the most successful reps focus on curiosity and customer service rather than selfish selling, and she shares her proprietary framework for sustained, predictable success.

• The "iOS Method" for Sales: How to balance Influence, Ownership, and Sales process to build a bulletproof foundation for your territory.

• Systems vs. Motivation: Why installing repeatable, structured systems in your business protects you from the natural highs and lows of personal motivation.

• The Individual Contributor Trap: The biggest hurdle top-performing reps face when transitioning into leadership—and how to let your team win in their own way.

• Advice vs. True Guidance: Why lived experience is the most valuable asset a mentor or coach can bring to your career development.

• Becoming Indispensable: Why being indispensable isn't about being impossible to replace; it’s about becoming impossible to ignore.

Tune in to discover how to take your clinical selling, systems building, and territory management to the absolute next level!

Opportunities rarely stall overnight. Momentum is usually lost through missed signals, unclear next steps, and a lack of clear messaging. In this episode of Earned Access, we break down exactly what makes a deal close, why meetings go well, and the silent killers that cause pipeline stagnation.

Jocelyn shares a major personal update about landing a new sales career and details the perseverance required to navigate the grueling interview process. Later in the episode, we dive into the art of discovery, active listening, and building trust early in the sales cycle. We also discuss why reps must look beyond "nice-to-have" pipelines, how to address a prospect's fear of change, and strategies for navigating complex environments with multiple stakeholders (like tenured physicians and incoming medical fellows).

Whether you are stepping into a new "sponge season" of learning or looking to refine your interpersonal approach, this episode provides actionable advice on how to stop convincing people to buy and start guiding them toward growth. Because access isn't given, it's earned.

In this episode, we sit down with Aaron Lewis, a massively successful sales professional who has conquered multiple territories in the orthopedic space and successfully transitioned into tech sales. Aaron isn't just a top performer by luck, he is a six-time President's Club winner who repeated his staggering growth trajectory across completely different geographic territories.

If you’ve ever been told that sales is purely a personality game, Aaron is here to gently bust that myth. He breaks down why elite sales success is driven by meticulous, repeatable systems rather than raw charisma.

Whether you are a medical device veteran, a tech sales rep, or a scaling entrepreneur, Aaron’s hyper-intentional and detailed approach to territory management will rewrite your daily playbook. Because in sales, and in life, access isn't given, it's earned.

How do you transition from over a decade in high-level hospitality to driving a staggering 218% quarterly growth in the competitive pain and spine medical device sector?
In this episode of Earned Access, hosts Ryan and Jocelyn sit down with Jeff Ader from Stryker to unpack his untraditional journey into medical device sales. Jeff shares how managing affluent, highly driven personalities in the service industry perfectly prepared him to navigate complex relationships with elite surgeons, hospital C-suites, and Value Analysis Committees (VAC).

Jeff pulls back the curtain on what it truly means to "lean in"—moving past a reactive mindset, building foolproof weekly systems, and having the clinical confidence to engage in structured debates with physicians as equals. Whether you are trying to break into the industry or looking to compress your sales cycles from nine months down to four, Jeff's philosophy on managing patient expectations and mapping out the entire clinical ecosystem will change how you approach your territory.

Most people think leadership officially begins the moment they are put in charge, but the truth is that leadership starts long before you ever have authority. In this episode of Earned Access, we dive deep into what it means to lead when you’re not in charge.

We discuss the core of unofficial leadership: influence.

Whether you are an aspiring medical device rep or a seasoned professional, this episode explores how to stop waiting for a title and start creating a ripple effect of impact today.

In this episode we dive into why systems, not just goals, are the "cheat code" to unlocking a top-performing year. While many professionals focus solely on the outcome, we argue that true consistency comes from the repeatable processes that allow you to troubleshoot where you might be falling off. Ryan introduces the "alignment stick" analogy, explaining that a solid system keeps you focused and makes you easier for customers to work with.

The conversation explores the psychology of high performance, referencing the idea from Atomic Habits that you do not rise to the level of your goals, but rather fall to the level of your systems. They break down the mechanics of Habit Stacking, emphasizing the need for connection to existing routines, a sense of control, and progress tracking. Jocelyn also shares insights from her background in sports psychology, discussing how "macro goals" must be supported by "micro processes" to achieve long-term success.

In this episode, we dive deep into the gap between where you are and where you want to be, arguing that high performance is built on the days you don't feel motivated. They challenge the common misconception that motivation is just a feeling, defining it instead as the active pursuit of a goal that requires acting differently than how you feel.

This episode breaks down the technical and practical aspects of staying driven, including:

In this episode of the Earned Access Podcast, we dive deep into the most overused—and misunderstood—word in the medical device industry: Value. Jason provides a major update on his journey, sharing how he navigated final-stage interviews with six different companies by applying one simple rule: Do the job before you get the job. We break down why the "cookie-cutter" pitch is a death sentence for your territory and why the supporting staff is often more important than the physician in the room.

Whether you are an aspiring rep trying to break into the space or a seasoned pro looking to refine your systems, this episode is a masterclass in becoming a partner rather than just another "widget" salesperson.

In this episode, Vendela Dubin joins Ryan and Jocelyn to break down the "calloused" foundation of B2B sales and how to pivot those skills into the operating room. From defining what "value" actually looks like in a clinical setting to the art of being a "curious asker," this episode serves as a tactical blueprint for new and aspiring reps looking to shorten their learning curve.

In this episode we dive into building your personal brand and why "fake it 'til ya make it" is flawed. We also dive into who we are and why we decided to start this podcast.