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Ever struggled to tell a client or boss you’re moving on?

You’re not alone. In this episode, Lisa and Cindy dive into the real challenges of delivering hard news without guilt, fear, or burned bridges. They share five actionable steps for leaving a role with confidence, from preparing your message to giving space for honest responses. Transparency, humanity, and integrity take center stage as they guide women in sales to exit gracefully.

Whether it’s your first job or your tenth, these lessons will help you protect relationships, preserve your reputation, and leave a lasting legacy.

Must-Hear Insights and Key Moments

• Prepare, Don’t Panic – Get your facts straight and practice your delivery so you can stay present and confident.
• Lead with Transparency – Be honest with customers and yourself; honesty builds trust, not guilt.
• Show Humanity, Not Guilt – Acknowledge emotions without over-apologizing or shrinking in the conversation.
• Give Space for Response – Allow the other person to react freely; you don’t need to rescue the situation.
• End with Direction – Offer a clear next step or plan so clients feel supported after your departure.
• Protect Your Reputation – Avoid overpromising; ensure smooth transitions for customers and colleagues.
• Leave a Legacy, Not Just a Job – Your exit defines the kind of professional you are and the relationships you leave behind.
• Confidence is Key – Stand tall, be firm, and communicate your news with authority and grace.

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Have you ever been tempted to leave a job you love for a bigger title and paycheck—but something's holding you back?

In this listener-inspired episode, Lisa and Cindy dive deep into the age-old question: should I stay or should I go? From salary bumps and territory equity to timing, burnout, and future potential, they break down the practical, emotional, and professional elements that weigh into one of the most important decisions in any medical device sales career.

Whether you're at a crossroads now or preparing for the future, this honest conversation is full of grit, real talk, and expert advice.

Must-Hear Insights and Key Moments

• The Med Device Dilemma - A listener writes in with a classic question: should I stay loyal to the company I love or explore a higher-paying offer? Lisa and Cindy break down the emotional tension this causes.
• Territory Equity & Timing - Cindy shares why your rep status and momentum matter when considering a jump—and why not all of it transfers with you.
• Know What You’re Leaving - Lisa emphasizes hidden perks like stock options, car allowances, and internal promotions that often get overlooked in shiny new offers.
• Mental and Physical Health Check - Lisa opens up about a pivotal decision she made when her stress levels started to impact her health and future family plans.
• When You’re Undervalued or Coasting - From being overworked to being strung along with empty promises, the girls talk about the red flags that make it okay to go.
• Lead with Both Heart and Head - Cindy and Lisa introduce the episode’s secret: the smartest decisions in your career are made when your head and heart are aligned.

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Ever had a morning where everything goes wrong before you’ve even left the house but you still have to go sell?

Lisa and Cindy get real about those off days and share five actionable ways to show up and perform when your energy, mindset, or motivation is totally off. In this episode, they break down the secret sauce: momentum. You’ll learn how tiny actions, structured routines, and a shift in energy can help you sell through the chaos. From skipping through the parking lot (yes, really) to leaning into your checklist, this is tactical advice you can use immediately.

Whether you’re dragging from burnout or stuck in a negative loop, these five grit-fueled tools will help you reclaim your power and still crush your day. Because real grit shows up when everything else falls apart.

Must-Hear Insights and Key Moments

• Fake It with Intention, Not Perfection - Step into your strongest available self, even when you're not 100%. Confidence comes from action so straighten up, smile, and go.
• Find the Micro Wins - Tiny victories shift your momentum. Remind yourself they chose you for that case, and that matters.
• Put Your Energy Somewhere Safe - Creating distance from stress by listening to a mystery novel or music reset your brain and protect your peace.
• Let the Process Carry You - When your brain is foggy, your habits and checklists are your anchor. Fall back on routine and muscle memory.
• Be Honest But Don’t Overshare - Your customers aren’t your therapist. Vent to a friend, not your physician. Keep your energy clean and focused.
• The Secret Is Momentum - Progress, no matter how small, is the path forward. Action breeds confidence and clarity even on the worst days.

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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.

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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.

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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.

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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.

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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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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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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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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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