Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com/podcast

If you think just applying is enough, it isn’t. Everyone wants the six-figure med device job, but most people have no idea what it actually takes to get there. Learn the hard truths about breaking into the industry. Why most candidates fail, what top companies are really looking for, and how to become the kind of person they feel lucky to hire.

Key Takeaways

• Understand that medical device sales isn’t like a regular job where you apply and get hired after a couple of interviews. You're going up against experienced professionals and even current reps who want a better gig.
• Make sure you show up like a professional. Being chill might work with your friends, but it won’t land you a six-figure job talking to surgeons and execs. No jeans and T-shirts at interviews. No “lit” or “dog” in conversations.
• Knowing someone in the industry might get you an intro or a first-round interview, but it won’t carry you through the whole process. You still have to earn it. Every company is different, and connections alone won’t cut it.
• You’ve got to level up your mindset. Don’t chase the six-figure job thinking money alone will solve everything. You need to become the kind of person who deserves that paycheck. Companies would feel lucky to hire you.
• Age doesn't matter as much as how prepared and professional you are. Maturity, attitude, and consistency are what win the job, not your resume alone.

00:00 - Start

01:12 - EXPECTATION #1

03:30 - EXPECTATION #2

05:15 - EXPECTATION #3

07:34 - EXPECTATION #4

Do you want to get into Medical Device Sales?? If so → https://www.newtomedicaldevicesales.com/podcast

Jacob is joined again by Seth Colletti, who started in boat sales, broke into medical device sales after college, and became a regional sales manager in under five years. They talk about climbing from associate rep to manager, working for two of the largest med device companies, how to survive the first year of sales, training at big companies versus the grind of a startup, how to handle OR chaos, being seen as a true resource, personal connections to the product, and how to stay relevant in the industry.

Key Takeaways:

• Be prepared to get overwhelmed your first year. it’s normal to feel like you're drinking from a firehose. Don’t panic, just stay consistent and give yourself time to settle in.
• Don’t rely only on company training. Go beyond, call top reps, build your own network inside and outside your team, and stay curious.
• Ask yourself daily if you're providing value. If not, leave the room or find a way to make yourself useful. staff and surgeons remember reps who make their jobs easier.
• Never lie. If you don’t know something, say so, and then find the answer. Trust is everything in this job.
• Top performers don’t just “work hard,” they work smart. Busy doesn’t equal productive. Spend your time doing things that actually drive revenue.
• If you’re not in it for the right reasons, you’ll burn out. Find a division or product you believe in. it makes the long hours worth it.
• Your success is your responsibility. If you want to grow, keep learning. Books, podcasts, conversations with mentors. and treat self-development like part of your job.







00:00 - Start

02:57 - Seth’s Career In Medical Device Sales

04:45 - First Year Experience

09:46 - The Expectations I Wanted To Achieve My First Year

12:56 - When Did Your Nerve Start To Calm Down During Your First Year

16:06 - What Traits Do You Think You Need To Stand From Other Reps

26:13 - Difference Between A Big Company vs A Startup

33:40 - Story About A Bad Day For Seth In The Field

38:48 - Moments That Make You Love Your Job

42:30 - Advice For Upcoming Reps

Do you want to get into Medical Device Sales?? If so → https://www.newtomedicaldevicesales.com/podcast

Jacob interviews Patrick Furbay, a 22-year-old who broke into medical device sales while still in college. They discuss how Patrick secured two offers from top medical device companies, the importance of getting sales experience in college, overcoming age-related bias in hiring, being proactive and coachable in the job search, how to network with purpose, what not to do in cold outreach, how to stand out as a candidate without prior B2B experience, and why it's more about how you tell your story than your resume.

Key Takeaways:

• Start getting experience early, even if it's not traditional B2B sales. Patrick sold cars during college and treated it like real sales training.
• If you're still in school or recently graduated, don’t wait to apply. Start learning how to sell yourself and prepare for interviews now.
• Avoid vague outreach like “Can I pick your brain?” Instead, show up prepared, have a plan for every call, and respect people's time.
• Interviewing is all about how you tell your story. You don’t need a decade of experience. You need to show grit, coachability, and professionalism.
• Be proactive. Companies notice candidates who show up with preparation, purpose, and energy, even if they’re young.
• Don’t get discouraged if you get mixed advice when networking. Learn to filter out what applies to your situation and stay respectful either way.
• Being “open to work” on LinkedIn doesn't help you stand out. Remove it and show you're a hunter, not a job seeker waiting for permission.

00:00 - Start

02:38 - Who Is Patrick Furbay

04:53 - What Did You Take From Your Sales Internship Into Med Device Sales

07:38 - What Attracted You To Medical Device Sales

08:56 - Something You Learned In The Program You Never Would’ve Known On Your Own

12:08 - Why Asking ‘Can I Pick Your Brain’ Is Terrible

13:34 - How Did You Attract Companies At Only 21 Years Old

16:00 - Advice To The Random Person Interested In Medical Device Sales

20:26 - How Good Was The Advice From Other Reps

24:48 - Patrick’s Closing Advice

Do you want to get into Medical Device Sales?? If so →  https://www.newtomedicaldevicesales.com/podcast

From filing for bankruptcy to working with the top medical device companies, Roxy Tirado shares her full journey. Topics include grit and perseverance, what it’s really like being a female in medical device sales, landing multiple job offers in six weeks, surviving and thriving at Medtronic and Intuitive, the pressure of big-name companies, building confidence, preparing like a pro, investing in mentorship, and staying grounded in gratitude and humility.

Key Takeaways:

• Don’t wait for rock bottom.If you're feeling stuck or beat down in your current role, don’t wait for a breaking point—make the move now.

• You don’t need sales experience.Roxy broke into top companies like Medtronic with zero B2B sales experience. Hard work and coachability mattered more.

• Ask for help.Utilize mentors and community. Roxy leaned on others when she doubted herself, and it made all the difference.

• Be human first, sales rep second.Build relationships with honesty and authenticity. People buy from reps they trust, not robots with brochures.

• Play the long game.It's not about a quick sale—it’s about becoming someone your clients can count on for the long haul.

00:00:00 - Start

00:02:04 - Who Is Roxy Tirado

00:08:01 - What Was Your Experience, First 6 Months With Medtronic

00:16:11 - Finding Motivation While Being Told You Will Fail Every Day

00:21:09 - Accepting Failure To Succeed

00:26:44 - Keep Relationships When You Move On

00:39:13 - Changing Companies

00:46:09 - Reflecting On From Being Bankrupt To Successful

00:55:58 - Biggest Takeaways From The Last 3 Years In My Career

01:04:15 - Future Plans

Do you want to get into Medical Device Sales?? If so →

https://www.newtomedicaldevicesales.com/podcast

Why your resume isn't the make-or-break factor in landing a job, common mistakes people make with resumes, why relationships matter more than the perfect resume, how to show growth and numbers on your resume even if you're not in sales, creative ways nurses and clinical specialists can showcase their skills, how to avoid overloading your resume with too much information, why clarity and simplicity beat long resumes, what sales managers are actually looking for when scanning resumes, the importance of emotional intelligence for younger candidates, and how building relationships beats obsessing over your resume

Key Takeaways:

• It's not just about the resume. You need to focus on relationship building to stand out.

• Numbers and percentages showing growth are critical, even if you’re not coming from a sales background.

• You don't need a flashy or overly detailed resume. Clarity and relevance win every time.

• Nurses, PTs, and clinical backgrounds can show value by highlighting efficiency, patient outcomes, or communication skills.

• Keep each role on your resume to 2-4 strong points max. Don’t overload it with every task you ever did.

• For clinical specialist roles, patient-facing skills matter more than showing sales numbers.

• Stop blaming your resume. If you were truly that strong of a candidate, you'd be moving forward regardless.

Do you want to get into Medical Device Sales?? If so → https://www.newtomedicaldevicesales.com

Veteran-turned-medical device rep Edward Dix joins the show to share his story of breaking into orthopedics, transitioning to diagnostics, and launching RepPrep.ai. An AI-powered pre-call tool for sales reps.

Topics include military-to-sales transitions, trauma and ortho grind, rep relocation, growing territories, how diagnostics differ from ortho, how RepPrep works, real-life impact on patients, and putting reps first in tech.

Key Takeaways

🔵 Start where you can, not where you want.If you're early in your career, being flexible with location can fast-track your entry into medical device sales.

🔵 Be moldable.Being new is an advantage. You’re trainable and don’t bring bad habits. Use that to your benefit and absorb everything you can early on.

🔵 Sales isn’t just case coverage.Top reps go beyond just “covering” and actually sell. That means approaching docs, understanding their needs, and building relationships.

🔵 Passion outperforms pressure.Reps who find purpose beyond the paycheck—like helping patients—usually outperform those chasing commissions.

🔵 RepPrep.ai gives you the unfair advantage.Reps can now get hyper-personalized doctor insights and talking points in 30 seconds, including competitive analysis, relevant research, and how their product ties to each physician’s practice.

🔵 Own your career like a business.Keep your own CRM. Track revenue. Track contacts. If you're laid off, your data and success history should follow you.

🔵 AI won’t replace you, but reps using AI will outperform those who don’t.Using RepPrep isn’t about laziness; it’s about efficiency. Do better research in less time and show up prepared, every time.

00:00 - Start

02:38 - Who Is Edward Dix?

05:50 - Working In Orthopedics With Zimmer

14:00 - From Ortho To Oncology

23:26 - Inspiration For RepPrep AI

27:25 - What Is RepPrep AI

35:09 - RepPrep Is For The Rep First And Foremost

42:35 - Competition Doesn’t Compare

48:14 - Giving Reps The Upper Hand To Their Own Careers

51:44 - What Rep Is RepPrep Targeted For?

54:36 - Contact Edward or RepPrep.ai

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com/podcast

Breaking into medical device sales, networking for success, finding mentorship, investing in yourself, handling career transitions, balancing work and family, the power of perseverance, personal growth, and lessons from sports and life experiences.

Key Takeaways

1️⃣ Invest in Yourself – If you’re serious about breaking into medical device sales, be willing to invest time and resources into learning and networking.

2️⃣ Build Strong Relationships – Networking is key. Focus on building authentic connections instead of just asking for favors.

3️⃣ Stay Resilient & Patient – The process can be long and challenging, but success comes to those who stay consistent and persistent.

4️⃣ Adopt a Growth Mindset – Always be willing to learn and improve. Every rejection is a lesson that can help you get better.

5️⃣ Act Like the Person You Want to Become – Whether it's how you prepare, how you show up, or how you perform, start acting like the high-level rep you aspire to be.

00:00 - Start

01:07 - Intro

02:25 - Who Is Greg Neil

06:15 - Managing Blockbuster Was My Cap

09:07 - Move Into Banking

12:59 - Moving Out Of Banking

18:26 - Finding The Program

27:28 - Beginnings Of The First Interviews

38:37 - How Did Know Medical Device Sales Was The Career For You

41:32 - Greg’s Advice To Break Into Medical Device Sales

Do you want to get into Medical Device Sales?? If so → https://www.newtomedicaldevicesales.com

Breaking into medical device sales with a sales background, the truth about B2B experience, understanding the hiring process, making your resume stand out, interview challenges and how to overcome them, learning to sell to surgeons, why confidence alone isn’t enough, how to position yourself against the competition, and strategies to speed up the hiring process.

Key Takeaways:

1️⃣ If you have sales experience but aren’t getting hired, it's not just your resume—it's how you position yourself. Make sure you’re showing how your experience translates into medical device sales.

2️⃣ Hiring managers invest heavily in new hires. They want the best candidate, not just someone with experience. Show them why you are the best fit.

3️⃣ Just listing numbers on your resume isn’t enough. Use percentages to demonstrate real growth and impact to catch hiring managers' attention.

4️⃣ Stop focusing on what you did and start talking about what you’re doing now to break into medical sales. Employers want to see proactive effort.

5️⃣ Being coachable is more important than being experienced. If you keep hitting a wall, it’s time to rethink your approach and be open to learning.

00:00 - 

01:02 - Intro

04:11 - Show Numbers With Growth Whitin Your Resume

08:03 - Relate Your Previous Experience To Medical Device Sales

11:12 - Keep Your Ego In Check

18:34 - Be Open To Continue Learning

Do you want to get into Medical Device Sales?? If so → https://www.newtomedicaldevicesales.com

From breaking into medical device sales in under three weeks, getting three job offers, jumping from associate to full-line rep in just eight months, learning from trial by fire, dealing with challenging surgeons, building trust through repetition, mastering case prep, learning how to sell without overselling, understanding relationship-building inside the OR, and sharing what it's really like to grow from an EMT and personal trainer to making six figures on the #1 team at a major med device company.

Key Takeaways:

1️⃣ Grind early, learn fast Your first 6–12 months in the industry should be all about absorbing knowledge. Be in every case you can, take trays home, study them, ask questions, and get your reps in. More exposure = more confidence later.

2️⃣ Don’t focus on being the expert—focus on being helpful Early on, you won't know everything, and that's okay. Instead of trying to “sell,” build relationships, observe, and support the team. Trust builds influence.

3️⃣ Ask more, talk less Surgeons don’t want to hear a sales pitch—they want solutions. Lead with questions, not product dumps. The right question opens more doors than the best feature ever will.

4️⃣ Volume creates value Danee’s fast-track success came from putting in major volume—cases, calls, reps. More time in the OR and with your team puts you ahead faster than any shortcut.

5️⃣ It’s okay to mess up—just don’t stay down You’ll get yelled at, make mistakes, and forget things. That’s part of the journey. The real flex is how you recover, learn, and keep showing up.

6️⃣ Your past is your superpower Danee’s used his EMT and personal trainer background to connect with surgeons, patients, and coworkers. Whatever your background is—use it to your advantage.

7️⃣ Want the promotion? Act like it before you get it Danee became a full-line rep in 8 months because he already operated like one. Take initiative, own your territory, and deliver value before it’s officially your role.

00:00 - Start

03:06 - Danee’s Medical Device Sales Story

05:06 - First 6 Months As An Associate

09:12 - When Did You Feel Comfortable In The Industry?

13:33 - What Helped Make Those First 6 Months Easier?

17:10 - What Convinced You To Full Line Rep After 8 Months?

21:32 - This Is Not Common, But Doable

24:59 - What Was The Biggest Transition Going From Associate To Full Line?

30:11 - Danee’s Advice For First Year Reps

33:10 - Worst Case Ever Experienced

36:46 - Best Case Ever Experienced

39:43 - Danee’s Most Rewarding Feature About Medical Device Sales

Do you want to get into Medical Device Sales?? If so → https://www.newtomedicaldevicesales.com

Territory planning, segmenting call points, gap analysis, setting boundaries in sales, working smarter not harder, maintaining work-life balance, time management strategies, challenges with different med device company structures, and how to stay intentional as your career grows.

Key Takeaways:

1️⃣ Know your plan before your feet hit the ground 

— Don’t just show up and hope. Create a clear territory plan, identify accounts, and know who you need to talk to before you leave the house.

2️⃣ Your territory is like running a franchise 

— Treat it like a business. Even if you’re W-2, think and operate like you’re building something of your own.

3️⃣ Not all accounts are created equal 

— Ask yourself: is the juice worth the squeeze? Chase opportunity, but make sure it’s scalable and smart geographically.

4️⃣ Work smarter and harder

 — Everyone says “work smarter, not harder,” but Jason and Jacob challenge you to do both. That’s where the big wins live.

5️⃣ Don’t lose everything for a paycheck 

— Med device sales can be rewarding, but don’t let it steal your relationships, your peace, or your future. Build a business you can step away from when it counts.

00:00 - Start

01:06 - Intro

02:29 - Territory Planning

07:50 - Targeting

11:24 - Segmenting

15:17 - Gap Analysis

15:58 - Geographical Management

17:56 - Time Management / Prioritization

19:26 - Work-Life Imbalance

25:25 - Work Smarter & Harder

31:36 - Don’t Be A Slave To Your Territory

34:48 - Time Audit

37:35 - How To Find Jason Elmore