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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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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.

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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

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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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Ever felt like you’re giving everything to your career and wondering if it’s giving enough back?

In this candid and uplifting episode, Lisa and Cindy sit down with powerhouse sales leader and founder Kirsten Haight to talk about what it really looks like behind the scenes in medical device sales. From overwhelming schedules and missed milestones to reclaiming your power and building a team that lifts you up—this conversation hits deep.

Whether you're grinding through long shifts or debating your next move, this one will remind you why you started—and why you’re strong enough to keep going.

Must-Hear Insights and Key Moments

• To the Exhausted Rep - Kirsten reads the viral LinkedIn post that touched thousands of reps, giving voice to the emotional and physical toll of life in the field.
• From Trash to Triumph - Yes, Kirsten went from selling trash services to launching a thriving medical sales business—and every pivot had purpose.
• The Real Struggles Behind the Glamour - They talk about what outsiders don’t understand about the 24/7 life of reps and the personal sacrifices made behind closed OR doors.
• Creating a Safe Space for Women - Kirsten shares how she built a team culture focused on collaboration over competition—and why it’s changing lives.
• Letting Go of People-Pleasing - Inspired by Mel Robbins’ “Let Them,” Kirsten reflects on how letting go of expectations has helped her lead with more clarity and confidence.
• You Can Do Hard Things - In a powerful closing message, Kirsten reminds every listener that strength is in showing up—even when it’s messy, even when it’s hard.

About Kirsten

Kirsten Haight is a former medical device sales rep turned founder who built her own company after years in the field. Known for her honesty and leadership, Kirsten leads a high-performing all-female team and is passionate about building a culture rooted in support, balance, and communication. Her viral LinkedIn post on burnout struck a chord across the industry, reminding reps everywhere that they're not alone. Through her work, Kirsten is creating space for women to thrive in a male-dominated field—without sacrificing who they are.

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You finally landed the whale… now what?

After months—maybe years—of chasing down the biggest account of your career, this episode is your blueprint for keeping it. Lisa and Cindy break down the exact playbook they’ve used to turn high-stakes KOLs and massive hospital systems into career-long allies. Discover the secret to retention, the six steps every rep should master, and how to transform your whale into your best advocate. If you’ve ever wanted to turn one big win into long-term sales dominance—this one’s for you.

Must-Hear Insights and Key Moments

• Celebrate, Then Execute – Don’t let your first win be your last. Mark the milestone but immediately start the real work.
• Flawless Onboarding – A smooth handoff is everything. Lisa walks through how to support everyone from the OR nurse to materials management.
• Build Internal Champions – One relationship won’t keep the whale. Cindy shares how mini-advocates inside the account keep momentum when you’re not there.
• Be Johnny-on-the-Spot – The fastest rep wins. Learn how to embed yourself in the hospital’s ecosystem and show up before problems become deal-breakers.
• Grow the Account Strategically – Don't stop at one facility. Lisa outlines how to protect your turf by expanding into other hospitals and partners.
• Make Your Whale Your Sales Rep – A true KOL can do your selling for you. Cindy explains how to turn client satisfaction into testimonial gold.

Words of Wisdom: Standout Quotes from This Episode

• “Winning a major account in medical devices isn’t just about selling the product—it’s about embedding yourself into the ecosystem of care.” — Anneliese Rhodes
• “You landed the whale. Now the marathon begins.” — Cynthia Ficara
• “Celebrate the win. Then get to work. The PO is not the finish line—it’s the starting gate.” — Anneliese Rhodes
• “Turn your whale into your best sales rep. That’s where your true ROI begins.” — Cynthia Ficara
• “If you’re not there to solve the problem, your competitor will be.” — Anneliese Rhodes
• “You can’t keep a whale with transactional service. You keep them by being unforgettable.” — Cynthia Ficara
• “When a customer says, ‘I won’t do a case without my rep in the room,’ you’ve done your job right.” — Anneliese Rhodes
• “Grow the account before your competitor grows back in.” — Cynthia Ficara
• “Bad service gets told five times more than good service. You’ve got to be the first to show up.” — Anneliese Rhodes
• “You don’t just support the physician—you serve their whole world.” — Cynthia Ficara

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Ever wonder how some reps manage to land massive hospital systems or superstar surgeons while others struggle for small wins?

In this episode, Lisa and Cindy break down the art and strategy behind “landing a whale”—those game-changing customers who can transform your entire territory and career. They share real stories, key mindset shifts, and practical steps to help you win big in medical device sales. Whether you’re chasing an IDN, a KOL, or a high-volume surgical practice, this episode is your go-to guide for building long-term, high-impact partnerships.

Get ready to master the secret most reps miss: patience.

Must-Hear Insights and Key Moments

• Define Your Whale - Lisa and Cindy explain what “a whale” really means in medical device sales—and how to identify the ones that matter most to your business.
• Patience is a Power Play - They reveal why patience isn’t just a personality trait—it’s a tactical advantage that separates rookies from rainmakers.
• Build the Inner Circle - You’ll learn how to win the trust of everyone around your whale—assistants, techs, schedulers, committee members—to create unstoppable momentum.
• Red Flags to Avoid - Cindy shares a vulnerable story about losing a key contact and explains why you can’t put all your eggs in one basket when chasing big deals.
• Play the Long Game - The Girls of Grit™ wrap with hard-won truths on sustaining relationships and the real reason why landing the whale is only the beginning.

Words of Wisdom: Standout Quotes from This Episode

• “If you’re chasing a whale, it’s not a sprint—it’s a marathon.” – Anneliese Rhodes
• “Whales don’t respond to pressure. They respond to partnership.” – Cynthia Ficara
• “Landing a whale is not about luck. It’s about strategy, consistency, and patience.” – Anneliese Rhodes
• “You’re not just selling to the surgeon—you’re selling to their entire orbit.” – Cynthia Ficara
• “Don’t get discouraged by the no. Get motivated by the opportunity behind it.” – Anneliese Rhodes
• “Key opinion leaders are like A-listers. You better know their coffee, their people, and their pressure points.” – Cynthia Ficara
• “You don’t keep a whale by coasting—you keep them by continuously showing up with value.” – Anneliese Rhodes
• “This isn’t a transactional deal. This is a long-term partnership with big-time payoff.” – Cynthia Ficara
• “Even one bad case doesn’t define you. It’s how you handle it that makes or breaks the relationship.” – Anneliese Rhodes

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What’s the cost of one bad decision at a professional meeting?

In this episode of Secrets in Medical Device Sales™, Lisa and Cindy get real about what it takes to show up like a true high performer in male-dominated spaces. From avoiding after-hours pitfalls to mastering your presence at conferences, the Girls of Grit™ serve up hard truths, smart strategies, and high-impact advice. Whether you're a rising rep or seasoned pro, these stories and action steps will have you rethinking how you show up, speak up, and follow up. It’s time to take the high road—and leave with leads, not regrets.

Must-Hear Insights and Key Moments

• The Bar Trap – Lisa breaks down how late-night networking can backfire and how to make a memorable impression without the next-day regret.
• Dress Like a Leader – Cindy and Lisa dive into why wardrobe choices matter more than you think, especially when you're representing yourself and your company.
• Know Your Audience – From dietary preferences to cultural norms, learn why thoughtful consideration of your customers sets you apart.
• Respect Over Relatability – The hosts unpack why professionalism earns more trust than trying to "fit in" after hours.
• Follow-Up Like a Pro – Cindy shares the underrated power of post-meeting communication to build momentum and maintain relationships.

Words of Wisdom: Standout Quotes from This Episode

• “You don’t have to get drunk to make an impact.” – Anneliese Rhodes
• “One bad night can become a career-long impression.” – Cynthia Ficara
• “If you want to be seen as a leader, show up like one—even after 10pm.” – Anneliese Rhodes
• “Knowing your audience is more than names and titles. It’s values, habits, and boundaries.” – Cynthia Ficara
• “Leave with leads, not regrets.” – Cynthia Ficara
• “Classy is memorable. Sloppy is forgettable.” – Anneliese Rhodes
• “Your outfit speaks before you ever say a word.” – Cynthia Ficara
• “Big brother is always watching—especially when you don’t think he is.” – Anneliese Rhodes
• “We’re not here to blend in. We’re here to stand out—for the right reasons.” – Cynthia Ficara
• “Take the high road. It always leads somewhere better.” – Anneliese Rhodes

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Are your physician dinners falling flat instead of closing deals?

In this high-impact episode, Lisa and Cindy share the 3 essential steps to execute a standout physician dinner — from strategic planning to unforgettable execution and the one crucial follow-up tactic most reps miss. Learn how to avoid the anxiety and start maximizing ROI with every meal.

Whether you're launching a new product or building long-term trust, this episode will change the way you approach customer events forever.

Must-Hear Insights and Key Moments

• Why Dinners Matter More Than Ever – Cindy and Lisa explain how physician schedules make dinners a rare but powerful moment to connect and influence.
• Intentionality Is Everything – Discover why being laser-focused in your planning, targeting, and execution changes the entire trajectory of your event.
• Invitation Strategy that Works – From personalized PDF invites to ChatGPT-generated hooks, learn how to ensure your guests show up.
• How to Keep Them in Their Seats – Craft an experience that respects time, stimulates engagement, and turns colleagues into advocates.
• Follow-Up That Converts – What you do after the dinner is where the real selling starts—get scripts, timelines, and insider tactics.

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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!

A Team Dklutr production