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Ever walked into the OR with a knot in your stomach and brought that tension with you?

Lisa and Cindy dive deep into the hidden cost of dragging personal baggage into high-stakes medical cases. They share raw stories of what happens when resentment or frustration leaks into the room and how it impacts trust, results, and your business reputation.

Learn how a simple pre-OR reset and a “door frame filter” can transform your composure, support your team, and make you the rep surgeons want by their side every time.

Must-Hear Insights and Key Moments

• The True Cost of Baggage — Bringing emotional baggage into the OR can cost you trust, cases, and your business reputation.
• The Power of a Unified Front — Why two reps must check their egos and align roles before stepping into the OR.
• Your Doorframe Filter — A powerful mental “stop sign” that helps you reset before you enter the room.
• Naming Your Emotions — How naming frustration or anxiety can instantly calm your brain and help you show up composed.
• Triggers & Technology — Why your phone might be your worst enemy — and what to do about it before a case.
• Posture Matters — How standing tall and taking a breath can shift your mindset on the spot.
• Reflect & Reset — Tips for reviewing your past slip-ups and how to do it better next time.
• It’s About the Patient — The ultimate reminder: your job is to serve the surgeon and protect the patient, not your pride.

A behind-the-scenes podcast where creatives talk candidly about how they actually...

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Do you really believe in what you’re selling?

In this episode, Lisa and Cindy reveal why belief and honest energy are the secret sauce to a powerful sales pitch that actually converts. Lisa shares a hilarious podcast story that proves what happens when your voice drones instead of convinces and how a simple shift in tone changes everything. Cindy challenges you to test your conviction in real time and get brutally honest feedback.

You’ll walk away ready to master your product inside-out, add your authentic story, and deliver every pitch with unshakable confidence. Tune in! Your close depends on it.

Must-Hear Insights and Key Moments

• Conviction vs. Fake Confidence – Why real belief is felt and how pretending just turns buyers off.
• The Droney Podcast Example – Lisa’s story about the boring doctor vs. the engaging expert shows how voice and energy make or break your message.
• Practice Makes Conviction – Cindy explains how practicing with someone else’s facts helps you find your own style.
• Master Your Product – Deep-dive knowledge gives you unshakable belief and smoother conversations.
• Honest Energy Sells – Lisa shares why real energy is contagious and keeps people listening.
• Confidence is Your Close – Cindy breaks down how preparation and mindset fuel unstoppable confidence.
• Actionable Pitch Exercise – Try your pitch on a family member or friend and get real feedback.
• Why Surroundings Matter – Elevate your circle to boost your mindset, skills, and belief.

A behind-the-scenes podcast where creatives talk candidly about how they actually...

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When things go sideways in the field, do you freeze, complain or solve?

In this episode, Lisa and Cindy tackle the shortcut mindset that keeps reps stuck and show you how to shift from asking to acting.

They share real stories like the lifeline text stream that saved a case in the nick of time  and break down how top performers build trust by becoming the solution, not the problem.

You’ll walk away ready to pause, think critically, and tackle any problem with confidence, creativity, and grit so your customers always know they can count on you.

Must-Hear Insights and Key Moments

• The Shortcut Mindset – Why too many reps default to asking for help instead of owning the issue themselves.
• Own It Before You Outsource – Cindy’s powerful reminder that you’re the first line of defense for any problem.
• Tap Into Your Lifeline – Lisa shares how a simple text chain turned into a field rep’s secret superpower.
• How to Slow Down to Solve Faster – The importance of taking five seconds to pause instead of panicking.
• When Complaining Backfires – The hidden damage when you throw problems up the chain and hope they disappear.
• Become the Solution – Why the best reps aren’t just problem solvers — they’re solution makers their customers trust.
• Solve Like You Sell – The mindset shift to tackle every problem with confidence, creativity, and grit.
• Everything Is Figureoutable – Marie Forleo’s mindset in action: break down big problems into manageable steps.

A behind-the-scenes podcast where creatives talk candidly about how they actually...

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Why aren’t you closing more deals? It’s probably not your pitch, your product, or even the price.

Lisa and Cindy break down the real reason you're plateauing, and it's a skill most reps never fully master: consultative selling. This isn’t a soft skill. It’s a strategic advantage. The difference between top reps making seven figures and average ones stuck in the cycle? They don’t pitch—they partner. Learn how to listen deeper, ask smarter questions, and show up in a way that builds lasting loyalty.

Ready to be unforgettable? From pre-call research to reading the room, Lisa and Cindy are getting real about what it actually takes to be trusted, not just tolerated, in medical sales.

Must-Hear Insights and Key Moments

• Pitch vs. Partner - Why reps stuck in pitch mode miss the trust-building that 
• The Power of Listening - How active listening uncovers what your customer actually needs—before they even say it.
• Understanding Customer Mindsets - Different settings, different stressors: the importance of tailoring your approach.
• The Info-Dumping Trap - Why flooding customers with facts kills your credibility (and what to do instead).
• Reading the Room Like a Pro - Learn when not to sell and how to make the right move at the right moment.
• Open-Ended Questions That Unlock Opportunity - Cindy’s favorite way to get real answers without being pushy.
• Trust Is the Currency - Being a consultant creates loyalty, and loyalty leads to long-term wins.
• The Close Is Just the Beginning - Stop chasing the “yes” and start building the relationship.

A behind-the-scenes podcast where creatives talk candidly about how they actually...

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What happens when a competitor won’t even look at you in the hallway?

Avery Lanman knows the feeling—and shares how choosing professionalism over pride changed everything. In this candid episode, Lisa and Cindy dig deep with Avery on rep dynamics, OR pressure, and how to be taken seriously when you’re still learning the ropes. Avery’s advice? Trust wins. Always. 

From building his own rep curriculum to knowing when to step aside for the sake of the patient, this episode is packed with powerful takeaways for new and veteran reps alike.

Must-Hear Insights and Key Moments

• The Hallway Standoff – Avery shares a real story about a competitor who refused to acknowledge him—and the surprising way he responded.
• Initiative Is Everything – Learn how Avery taught himself OR systems by using the very trays he was delivering.
• Trust Over Transaction – Why Avery sometimes gives away business to competitors—and gains more in return.
• Rep-to-Rep Etiquette – Lisa and Avery unpack how sales reps can stay competitive without becoming combative.
• How Women Rep Differently – Lisa opens up about female competition in the field and the pressure to protect success.
• The Self-Made Curriculum – Avery details the 16-week plan he pitched to get off salary and onto commission faster.
• Own Your Development – Advice for reps who feel stuck doing grunt work—and how to flip it into growth.
• The Operating Line – Avery shares what’s next: an educational series to bridge the gap between medtech reps and manufacturers.

About Avery

Avery Lanman, based in Torrance, California, is the Founder and Principal Distributor at Apollo Solutions. He brings valuable experience from previous roles at DePuy Synthes Companies and has played a key role in generating over $45 million in sales. Avery holds a Bachelor's Degree in Film Studies and Literature from Yale University, earned between 2009 and 2013. In addition to his work in medical device distribution—particularly in novel spine technologies—he is also a writer who collaborates with doctors and spine device companies to craft compelling content.

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A behind-the-scenes podcast where creatives talk candidly about how they actually...

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Your experiences are important to us. Share how you've navigated catalysts for growth and personal transformation. Connect with us on social media or leave a review on your preferred podcast platform. Your feedback and stories inspire us and guide future episodes!

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Ever feel like you’re constantly hustling but not really moving forward?

Lisa and Cindy call out the illusion of hustle that so many high performers fall into: busy doesn’t always mean productive. In this episode, they reveal the power of controlled urgency over chaotic motion and share how to hustle with intention instead of burnout. Discover practical strategies to prioritize, plan, and push with purpose, just like a jockey guiding a racehorse to victory. If you’re ready to stop spinning your wheels and start winning long term, this episode is your blueprint to hustle smarter. Tune in, reset your mindset, and learn how to hustle with power, not panic.

Your next level awaits. This is more than just a pep talk; it’s a tactical roadmap to shift from empty to strategic hustling.

Must-Hear Insights and Key Moments

• The Illusion of Hustle – Why being busy doesn’t always mean you’re productive and how hustle without strategy leads to burnout.
• Controlled Urgency Explained – Redefining hustle as urgency with intention and discipline, not chaotic nonstop motion.
• Jockey & Horse Analogy – How strategic restraint in the race mirrors pacing your hustle for maximum results.
• Ruthless Prioritization – The importance of focusing on top goals and accounts to move the needle effectively.
• Infiltrating Your Territory – Using small, strategic moves like checking the OR board to create new opportunities.
• Avoiding Burnout – Why building white space and self-care routines are essential to reset and refocus.
• From Panic to Power – Moving hustle energy from frantic stress to controlled, confident action.
• Call to Action: Declutter Your Calendar – Eliminate exhaustion by intentionally planning your time for greater impact.

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What if the person you're selling to has no real power to say yes?

In this high-impact episode, Lisa and Cindy dive deep with Jeffrey DelVerne to uncover the truth behind how healthcare systems really make purchasing decisions and why many reps are pitching the wrong people.

This episode is a crash course in selling smarter, not harder. Whether you’re trying to break into hospital systems, navigate insurance challenges, or understand the healthcare ecosystem, this is the blueprint for winning in 2025 and beyond.

Must-Hear Insights and Key Moments

• The Rise of Vertical Integration – Learn how health insurance giants now control physician groups, pharmacies, and care delivery—and what that means for sales reps.
• Why Sales Structures Are Outdated – Most sales orgs are built for a world that no longer exists. Jeffrey explains how collaboration is the new superpower.
• How to Navigate the Optum Maze – Understand how Optum’s acquisition of practices affects local sales decisions, and how to connect the dots with your internal payer teams.
• The 85/15 Rule Explained – Jeffrey breaks down the Medical Loss Ratio and how insurers profit by funneling expenses through assets they own.
• Real Talk: Patients vs. Payers – Lisa opens up about the emotional toll of seeing families fight for care, while Jeffrey brings clarity on how denials get resolved.
• Empowered Through Education – Cindy emphasizes the competitive edge that comes from curiosity and continuous learning in sales.
• Monthly Roundtables: A Game Changer – Discover how a simple 30-minute cross-functional check-in can unlock access and accelerate deal flow.
• Legacy & Leadership – The conversation ends with a powerful reminder about impact, legacy, and helping others rise.

About Jeffrey

Jeff DelVerne began his healthcare career on the commercial side of the medical device industry before transitioning into market access, where he became increasingly focused on the underlying unit economics of U.S. healthcare. That curiosity led him to closely study the “Big Six” payers Cigna, Humana, CVS Health, Elevance, UnitedHealthcare, and Centene who collectively influence nearly $1.4 trillion of the over $5 trillion spent annually on healthcare in the U.S. Jeff’s core thesis is that payers control 90 cents of every dollar in healthcare.

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A behind-the-scenes podcast where creatives talk candidly about how they actually...

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Have you ever looked at your pipeline, felt your stomach drop, and thought—how am I going to hit my number this quarter?

If so, this episode is for you. Lisa and Cindy break down what panic selling looks like, how it shows up in your energy, and why it’s one of the most dangerous traps in medical device sales. You’ll learn how to recognize the warning signs, reset your mindset, and build a momentum strategy rooted in confidence—not chaos.

This is more than just a pep talk; it’s a tactical roadmap to shift from fear into power.

Must-Hear Insights and Key Moments

• Why Panic Selling Happens - Lisa and Cindy explore how poor targeting, unqualified calls, and energy drain push reps into desperation mode—long before the end of the quarter.
• The Hidden Cost of Desperation - They explain how selling from fear affects your tone, body language, and credibility—and what to do when the panic spiral starts.
• Bulletproofing Your Mindset - From gratitude journaling to affirmations and visualization, Lisa and Cindy share daily mental strategies to keep you grounded and powerful under pressure.
• Abundance > Scarcity - Cindy dives into the power of reframing your sales day: from rushing a big close to staying open to smaller, abundant wins that add up.
• How to Recover from a No - Lisa reminds us that rejection is part of the game, and the fastest way to bounce back is to detach your self-worth from the outcome and reengage with intention.
• Find Your Hype Crew - Whether it’s a mentor, teammate, or trusted rep friend—Lisa and Cindy emphasize how surrounding yourself with positive support helps you recalibrate fast.

A behind-the-scenes podcast where creatives talk candidly about how they actually...

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Ever get that pit-in-your-stomach feeling just hearing the words “cold call”?

You’re not alone—and you’re definitely not doomed to stay stuck there. In this high-energy episode of Secrets in Medical Device Sales, Lisa and Cindy break down the art and science of cold calling into three powerful phases: planning, action, and reflection. Whether you're brand new or a seasoned rep needing a boost, you’ll get mindset shifts, tactical advice, and hilarious stories that prove cold calls can actually be fun—and wildly effective.

Don’t just survive your next cold call. Master it.

Must-Hear Insights and Key Moments

• Dive Into Strategy – Why Planning Changes the Game - Lisa and Cindy break down how strategic planning—from online research to goal-setting—can instantly reduce cold call anxiety and lead to more productive, focused conversations.
• Personalization is Power – How to Warm Up a Cold Call - Learn how Lisa turns a first walk-in into a future lunch meeting, all by being kind, curious, and committed to remembering every name.
• Smile Through the Awkward – The Science of Confidence - Cindy shares how something as simple as smiling (even when you’re nervous) can change the chemistry of a call—and your results.
• Don’t Forget the Follow-Up – Where Cold Calls Actually Convert - The follow-up isn’t just an afterthought—it’s where the ROI lives. The girls talk scheduling, accountability, and making sure you never forget to order lunch again.
• The Secret to Cold Call Success – It's Not About Perfection - Cold calls won’t always be pretty, but each one teaches you something. Hear how Lisa and Cindy use reflection to grow and fuel their momentum.

Real Talk About Marketing

An Acxiom podcast where we discuss marketing made better, bringing you real...

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What if your greatest challenge became your greatest calling?

In this unforgettable 100th episode of Secrets in Medical Device Sales™, Cindy and Lisa sit down with two powerhouse women who turned fear into purpose—Tina Valbh and Jessica Krauser. These warriors didn’t just survive a life-altering diagnosis; they chose to rise, speak out, and change lives. From breast cancer to early-onset Parkinson’s, their stories are proof that grit, resilience, and purpose can ignite movements. This is an episode about redefining strength, finding your voice, and building something bigger than yourself—even in the face of uncertainty.

Whether you're in sales, in a storm, or just in need of hope—this one will stay with you long after the episode ends. Cheers to 100 and beyond!

Must-Hear Insights and Key Moments

• From Diagnosis to Drive – Tina and Jessica open up about how two devastating diagnoses led them to create platforms for change—Tina in oncology advocacy, Jessica in Parkinson’s awareness.
• Hitting Rock Bottom – Both women share raw, emotional moments when they nearly gave up—and the people who helped them find the strength to keep going.
• Parenting Through Pain – Jessica shares a powerful story of vulnerability in front of her teenage daughter—and how that moment shifted her outlook and led to a life-changing decision.
• Turning Pain into Purpose – Tina reflects on the trauma of watching her daughters grow up while she was in treatment—and how it fueled her mission to become a patient advocate.
• The Power of Community – The group discusses how impact grows when women use their voices, build movements, and support one another through dark seasons.
• Lessons in Perspective – Cindy and Lisa reflect on how Tina and Jessica’s stories are reminders that health and humanity matter more than any deal or sales win.
• Final Words of Wisdom – Both guests offer a message of hope and resilience for any listener facing adversity, reminding us all that grit is something you grow.

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A behind-the-scenes podcast where creatives talk candidly about how they actually...

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We'd Love to Hear Your Stories!

Your experiences are important to us. Share how you've navigated catalysts for growth and personal transformation. Connect with us on social media or leave a review on your preferred podcast platform. Your feedback and stories inspire us and guide future episodes!

A Team Dklutr production