Rep Path Podcast

Rep Path Podcast

By Joe LicataBusinessCareers
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Rep Path Podcast episodes

  • Medical/Pharma Sales Secrets They Don’t Teach You — With guest Ryan Consal

    Own Your Own Path

    👉 Ready to break into medical sales? Go to https://www.reppath.com and schedule your 1-on-1 call with Joe Licata today. Spots fill fast!

    From Biology Major to Pharmaceutical Sales Leader: The Grit, Hustle, and Strategy Behind Ryan Consal’s Journey

    In this powerhouse episode of the RepPath Leadership Podcast, host Joe Licata sits down with Ryan Consal  a respected leader, mentor, and rising voice in medical sales, to uncover the real-world tactics that helped him go from broke biology grad to high-performing industry rep.

    Whether you're trying to break into med sales or you're already in the field and looking to stand out, this conversation is loaded with the kind of no-fluff, practical wisdom you won’t get in a classroom.

    🔹 How Ryan went on 100+ interviews before landing his first role

    🔹 Why networking, proactive outreach, and urgency are the new secret weapons
    🔹 How to move from “just a vendor” to a true partner reps & physicians trust
    🔹 Creative strategies for getting access in a post-COVID world
    🔹 Tips on handling rejection, balancing corporate pressure, and winning with VALUE
    🔹 The power of education, storytelling, and AI to accelerate your career
    🔹 How to dominate the first 90 days of a new drug launch
    🔹 Why success in this industry starts with being a good person

    💡 This episode isn’t just a pep talk it’s a blueprint. If you’re serious about making it in this space, listen closely, take notes, and take action.

    🔔 Subscribe to the channel: Unfiltered Medical Sales Coaching

    🎙️ New episodes drop every Monday & Wednesday at 3 PM EST

    👇 Drop your questions in the comments or DM Joe directly.

    #RepPathPodcast #MedicalSales #BreakIntoMedSales #MedicalDeviceSales #PharmaSales #SalesTraining #JoeLicata  #UnfilteredMedicalSalesCoaching #CareerTips #SalesLeadership #RepLife

    1 hr 6 min
  • How to Win Big in Medical Sales: Mastering IDNs, GPOs & the Complex Sales Cycle

    Own Your Own Development

    🎯 Ready to Break Into Medical Sales? Visit RepPath.com and Schedule Your One-on-One Call with Joe Licata Today. Spots Are Limited—Start Your Journey to the Top Now!

    Mastering the Complex Medical Sales Cycle: IDNs, GPOs, and Long-Term Wins

    Welcome back to the RepPath Podcast with Joe Licata—your unfiltered guide to breaking into, surviving, and thriving in medical sales. In this episode, Joe goes deep into one of the most misunderstood—and career-defining—aspects of the industry: selling to Integrated Delivery Networks (IDNs) and Group Purchasing Organizations (GPOs).

    Whether you're a seasoned rep expanding into hospital-based sales, or you're trying to pivot into capital equipment roles, this episode is a MUST-WATCH masterclass. Joe breaks down the entire sales cycle step-by-step, including:

    ✅ What GPOs and IDNs actually do

    ✅ Why this path is so hard—but also so lucrative
    ✅ How to find and equip the right “champion” inside the hospital
    ✅ The value analysis committee process
    ✅ Tiered pricing, contract strategies, and renewal best practices
    ✅ Avoiding time-wasting mistakes with the wrong stakeholders
    ✅ Real-world Q&A on selling against entrenched competitors

    No fluff. No sugarcoating. Just decades of hard-earned insight from someone who’s been in the trenches.

    Whether you're closing your first VAC approval or trying to rescue a stalled hospital deal, this episode will give you the edge you need.

    👊 Subscribe to “Unfiltered Medical Sales Coaching” for Weekly Live Trainings & Podcast Drops

    🧠 Want to go deeper? Learn about the RepPath Academy, and get elite-level coaching and exclusive content at RepPath.com
    📧 For coaching inquiries, email [email protected]

    #MedicalSales #GPO #IDN #HospitalSales #MedicalDeviceSales #RepPathPodcast #JoeLicata #SalesTraining #HealthcareSales #RepLife #MedSales #B2BSales #VACCommittee #ComplexSales #SalesCoaching #PharmaSales #CareerGrowth

    1 hr
  • How to Get to YES in Medical Sales (Even in a 5-Year Sales Cycle)

    Own Your Own Career

    Ready to go from “just a rep” to a true medical sales leader?
    In this episode of the RepPath Podcast, Joe Licata sits down with Kelly Cone—medical sales veteran and ambassador at Medical Sales College—to unpack the real path to YES in high-stakes sales.

    🔥 Learn:

    How to build trust with every player in the OR

    What truly sets top reps apart from vendors
    The mindset that lands multi-million dollar deals
    How to stay in the game when deals fall through
    If you're breaking into medical sales or ready to step up into capital equipment sales—this is your playbook.

    👉 Watch now: https://youtu.be/Wkr8mj5Ix8U

    🎯 Want to break into medical sales? Schedule your 1:1 call with Joe at https://reppath.com

    #MedicalSales #RepPathPodcast #SalesLeadership #CapitalSales #CareerGrowth #ORSales #MedDevice

    1 hr 2 min
  • How to Succeed in Capital Medical Sales (Even with No Experience)

    Own Your Own Career

    🚨 Ready to Break into Medical Sales or Elevate to Capital Equipment? Schedule a 1-on-1 Call with Joe at Reppath.com Today. Spots Are Limited!

    In this episode of the RepPath Podcast, host Joe Licata dives deep into one of the most advanced—and misunderstood—areas of medical sales: navigating the long sales cycle of capital equipment in hospital systems.

    Whether you're:

    An experienced rep eyeing the next step,

    Just breaking into the industry,
    Or wondering what it takes to sell $1M+ equipment in hospital systems...
    👉 This episode is your roadmap.

    Joe breaks down:

    Why most fail to succeed in capital sales (and how you can avoid it)

    How to build internal champions who sell for you
    Who the real decision-makers are (and how to find them)
    What timelines, budgets, and approvals actually look like in hospitals
    Why patience, process, and positioning matter more than hype
    How to manage burnout and stay motivated across 12–24 month sales cycles
    The one mindset shift elite reps use to win in the most competitive environments
    💬 Joe also answers live Q&A covering objections, ROI modeling, VAC committees, and more.

    If you’re serious about landing a capital sales role—or thriving in one—this masterclass is a must-watch.

    🔔 Don’t forget to Like, Subscribe & Share

    🎙️ RepPath Podcast
    📅 New Episodes: Mondays (Advanced Topics) & Wednesdays (All Levels)
    📲 Subscribe to Unfiltered Medical Sales Coaching

    #MedicalSales #CapitalEquipmentSales #RepPathPodcast #HospitalSales #MedicalDeviceSales #JoeLicata #Reppath #IDNs #GPOs #SalesTraining #MedicalSalesCoaching #SalesCareer #HealthcareSales

    1 hr 1 min
  • How I Broke Into Medical Sales with NO Experience | Joe Licata’s Personal Story

    Own Your Own Career.

    This episode proves that you don’t need connections or experience—you need obsession, preparation, and relentless drive.

    Ready to Break Into Medical Sales? Let’s Talk.

    👉 Schedule a 1-on-1 Call with Joe Licata: https://reppath.com
    If you're serious about launching your medical sales career and tired of waiting for luck or connections—Joe will help you build the plan that works.

    In this powerful and deeply personal episode of The RepPath Podcast, Joe Licata shares the full story of how he went from zero experience and zero connections to landing his first medical sales role—and building a 24-year career across rep, manager, director, and founder roles.

    No shortcuts. No silver spoon. Just strategy, sacrifice, and a do-whatever-it-takes mindset.

    🔥 What You’ll Learn:

    The truth about breaking in without experience (and why it’s possible)
    How Joe leveraged hospital volunteer work to build authentic industry exposure
    Why B2B sales is the most overlooked asset for future reps
    The difference between candidates who hope… and those who execute
    What hiring managers actually notice in interviews
    How to network with precision and perform under pressure
    Why thick skin alone won’t cut it—and what will

    Want Joe’s Help to Break In?

    👉 Schedule your 1-on-1 strategy call now: https://reppath.com

    Subscribe for real-world sales coaching every week

    Follow Joe on LinkedIn + Instagram (@reppath) for daily coaching, motivation, and tactical advice


    #OwnYourCareer #RepPath #MedicalSales #JoeLicata #MedicalSalesCoaching #MedicalDeviceSales #PharmaSales #EntryLevelSales #B2BSales #BreakIntoMedicalSales #ReppathPodcast

    59 min
  • The #1 Mistake Medical Sales Reps Make When Switching Jobs

    Own Your Own Development

    Thinking of Leaving Your Company? Let’s Talk Strategy.

    Ready to level up your medical sales career?

    Visit RepPath.com now and schedule a 1-on-1 coaching call with Joe Licata. Whether you’re exploring a new opportunity or questioning your next move, Joe will help you make the right decision with confidence, clarity, and career strategy that gets results.

    🎙️ EPISODE TITLE: Is It Time to Leave Your Company? 15 Career Red Flags for Medical Sales Reps

    In this first-ever advanced training session, Joe Licata delivers a high-impact breakdown of the key signals that it might be time to move on from your current role in medical sales.

    You’ll learn:

    ✅ The top red flags—from shrinking commissions to territory disruption

    ✅ When to trust your gut vs. when to be patient and strategic
    ✅ How to evaluate a new opportunity (and avoid jumping into a worse one)
    ✅ What metrics, growth paths, and leadership signs to look for before leaving
    ✅ Why money, title, and base pay aren't always the best reasons to leave
    ✅ How to assess GPO status, reimbursement, and product viability
    ✅ Ways to exit professionally and protect your reputation in a tight industry

    Whether you’re in your first year or your fifteenth, this episode gives you the real-world tools to make your next career move with confidence and clarity.

    We’re LIVE every Monday & Wednesday at 3PM EST

    Join Joe Licata for real-time coaching, Q&A, and tactical insight to help you dominate your medical sales career path. 

    LISTEN + SUBSCRIBE:

    YouTube: Unfiltered Medical Sales Coaching
    LinkedIn, Facebook, Instagram – we’re live weekly
    Apple Podcasts | Spotify | iHeartRadio | and more

    ⚡ Want personalized help navigating your next move?

    Book a 1-on-1 coaching session at RepPath.com
     
    #MedicalSales #CareerAdvice #SalesLeadership #RepPath #JoeLicata #JobSearchStrategy #MedicalDeviceSales #TerritoryManagement #CareerGrowth #RepLife #UnfilteredMedicalSalesCoaching

    1 hr 2 min
  • From Overlooked to Hired: Interview Tactics That Win Medical Sales Jobs

    🔥 Ready to Break Into Medical Sales? 🔥

    Schedule your 1-on-1 call with Joe Licata today at RepPath.com and get personalized coaching that puts you on the fast track to landing your dream role in medical device sales. Don't wait—your career breakthrough starts now.

    🎙️ Episode Title: Interview Like a Closer | RepPath Podcast with Joe Licata

    Welcome back to another powerful episode of The RepPath Podcast, where industry veteran and master coach Joe Licata reveals the mindset, strategy, and execution needed to crush your medical sales interview like a true closer.

    In this value-packed episode, Joe dives into:

    ✅ The winning mindset that top candidates adopt before they ever step into the interview room

    ✅ Transferable skills that make non-traditional applicants shine—even without sales experience
    ✅ How to research like an insider and speak the language of hiring managers
    ✅ Why energy and excitement can outweigh experience in competitive interviews
    ✅ Proven tactics to handle rejection, ghosting, and second-guessing
    ✅ The real difference between someone who interviews well… and someone who gets hired
    ✅ How to craft compelling stories that go beyond your resume and land offers
    ✅ Why you must speak like a closer—understand acronyms, clinical terms, and show you belong

    Whether you're a first-time applicant or a seasoned rep trying to move up the ladder, this episode delivers a masterclass in interview strategy that recruiters can’t ignore.

    Don’t forget to:

    Subscribe to Unfiltered Medical Sales Coaching on YouTube
    Follow us live every Monday & Wednesday at 3PM EST
    Listen on Apple Podcasts, Spotify, iHeartRadio, and all major platforms
    Share this episode with anyone serious about entering the medical sales industry

    59 min
  • Ride Alongs: The Hidden Test That Can Make or Break Your Medical Sales Career

    📌 Ready to break into medical sales and land your dream role?

    Visit RepPath.com and schedule a one-on-one call with Joe Licata today. Whether you’re brand new or trying to reach the next level, Joe will help you create a customized path to success.

    🎙️ EPISODE: Mastering the Ride Along – The Final Interview That Can Make or Break You

    In this episode of the RepPath Podcast, host Joe Licata dives deep into one of the most misunderstood—and most pivotal—parts of the medical sales hiring process: the ride along.

    Whether you're preparing for your first field day or you're already in the industry doing manager ride-alongs, this is an absolute must-listen. Joe breaks down the two types of ride alongs—interview and post-hire—and reveals the real reasons why most candidates blow it at this stage.

    You’ll learn:

    ✅ The #1 mistake candidates make during ride alongs

    ✅ Why your cell phone is sabotaging your chances
    ✅ How to prepare like a top-tier candidate—even if you have no experience
    ✅ What hiring managers and field reps are really looking for
    ✅ How to handle awkward situations, gossip traps, and curveballs
    ✅ The surprising details that make or break first impressions
    ✅ Why being “quiet in the case, but loud in the car” is key
    ✅ How to use ride alongs to earn job offers and promotions

    Plus: Joe shares war stories from the field, nightmare ride along moments, and secret tips for turning your field day into a job offer.

    Whether you're a Medical Sales College grad, a seasoned B2B rep, or a career switcher, this episode will sharpen your edge and help you stand out where it counts most.

    Subscribe now to Unfiltered Medical Sales Coaching

    New episodes are LIVE every Monday and Wednesday at 3 PM ET
    Streaming on YouTube, LinkedIn, Spotify, Apple Podcasts & more

    Got questions and Want 1-on-1 coaching to crush your next ride along or interview? Drop them in the comments or DM Joe directly on RepPath.com

    #MedicalSales #RepPath #JoeLicata #MedicalDeviceSales #SalesInterviewTips #CareerInMedicalSales #RideAlongTips #BreakIntoMedicalSales #SalesCoaching #SalesLeadership

    1 hr
  • Want to Break Into Medical Sales?.. Here is How To Do It!

    📞 Want to break into medical sales? Book a 1:1 strategy call with Joe at RepPath.com today. Spots are limited!

    🎙️ Welcome to another episode of The RepPath Podcast with Joe Licata, where this week we’re breaking down the truth about how to stand out, get hired, and thrive in one of the most competitive industries in the world: medical sales.

    In this solo episode, Joe shares hard-earned wisdom from 20+ years of experience — and pulls back the curtain on what it really takes to get your foot in the door.

    🔍 Here’s what you’ll learn:

    • The surprising lifestyle differences between pharma vs. device sales

    • Why 95% of your time isn’t spent selling—and what that actually means

    • How to build a “brag book” that instantly positions you as a top candidate

    • The resume and LinkedIn details that must align—or you risk being disqualified

    • How to get into the field without a degree or experience (yes, it’s possible)

    • The #1 thing that separates top candidates from the rest of the pack

    • And the biggest mistakes Joe sees every week from eager but misinformed applicants

      📈 Whether you're trying to break into the industry or transition from B2B sales, this episode is a step-by-step blueprint for earning your spot and building a standout application.

      ✅ Don’t forget to like, comment, and subscribe to stay updated on future episodes that give you the tactical edge in your medical sales journey.

      —

      🎧 New episodes drop every Wednesday at 3PM EST

      📍Available on YouTube, LinkedIn, Instagram, and X

      #MedicalSales #PharmaSales #DeviceSales #RepPath #JoeLicata #MedicalSalesRep #BreakingIntoMedicalSales #CareerAdvice

      1 hr 4 min
    • How to Break Into Medical Sales (No Experience Needed) - Rep Path Podcast

      Certainly! Here's a professional and compelling LinkedIn caption to promote the episode featuring Christopher Walker, VP of Sales at Photonicare, and drive traffic to YouTube:

      Thinking about a career in medical sales — but don’t have sales experience?

      In this week’s episode of the Rep Path Podcast, I sit down with Christopher Walker, VP of Sales at Photonicare, to unpack exactly what it takes to break into the industry — even if you’ve never sold anything before.

      We talk candidly about:

      • What hiring managers really look for in new reps

      • How to position your transferable skills with confidence

      • Strategic networking that actually opens doors

      • The difference between being “qualified” and being “prepared”

        Whether you’re a teacher, nurse, or former athlete — this conversation will show you how to reframe your past as an asset, not a limitation.

        👉 Watch the full episode on YouTube: https://www.youtube.com/watch?v=7Id6fHTXB_A

        🔔 Don’t forget to subscribe to the channel for weekly insights every Wednesday at 3PM EST.

        #MedicalSales #CareerTransition #SalesLeadership #RepPathPodcast #ChristopherWalker #SalesHiring #JobSearch #MedDeviceCareers #TransferableSkills #NetworkingTips #LinkedInGrowth #BreakingIntoSales

        Would you like a shorter version optimized for Twitter/X as well?

        1 hr 8 min

      About Rep Path Podcast

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      New podcast The Rep Path Podcast – Real Talk for Medical Sales Careers