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What’s the real reason you didn’t hit that goal—too busy, or just too many excuses?

In this Secrets in Medical Device Sales episode, The Girls of Grit tackles the fine line between taking a much-needed break and letting excuses derail your progress. 

Whether missing quotas, balancing work and life, or letting fear get in the way, excuses are often our biggest barriers. We all need a breather sometimes, but when "I'm too busy" becomes a habit, it's time for a mindset shift. 

Tune in to learn how to overcome excuses with SMART goals, accountability, and celebrating small wins. It’s time to stop letting excuses sabotage your success and control your career.

4 Tips to Overcome Excuses

• Tip #1: Find an accountability partner:
  Having someone to check in with you regularly helps hold you accountable and keeps you on track with your goals.
• Tip #2: Set SMART goals:
  Make your goals Specific, Measurable, Achievable, Relevant, and Time-bound. This creates a clear path and makes your goals easier to achieve.
• Tip #3: Use positive affirmations:
  Remind yourself of your strengths and abilities. Positive self-talk can help boost your confidence and motivate you to act.
• Tip #4: Celebrate small wins:
  Recognize and celebrate even small achievements along the way. These small victories can build momentum and keep you toward your larger goals.

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How can you stand out in a male-dominated industry?

With over 16 years in sales and a remarkable track record in the medical device industry, Patricia Choquette’s story is one of grit, resilience, and determination.

From selling cars to becoming a four-time Rep of the Year in medical devices, Patricia’s journey is a testament to the power of persistence.

In this episode of Secrets in Medical Device Sales, Patricia shares how she grew her annual sales from $100,000 to $6.5 million in just four years. She highlights the importance of delivering real value and consistently outworking the competition. For Patricia, success is the result of daily excellence and dedication.

She also offers candid advice on navigating a male-dominated industry: be more prepared, more knowledgeable, and more focused than anyone else. Her philosophy? “Be better, do better, and you’ll win.”

This episode is packed with actionable insights for anyone aiming to elevate their sales game, especially women in medical device sales. Patricia’s story proves that with the right mindset and hard work, anything is possible.

Must-Hear Insights and Key Moments

• Persistence and Hard Work Lead to Success – Patricia shares how her journey from selling cars to becoming a top medical device sales rep is a direct result of her commitment to outworking the competition and never giving up.
• Importance of Providing Value – True success in sales comes from consistently delivering value, not just focusing on making a sale. Patricia stresses the importance of building trust and offering meaningful solutions to clients.
• Navigating a Male-Dominated Industry – She emphasizes the importance of being more prepared, knowledgeable, and focused than competitors.
• Outwork the Competition – One of her core beliefs is that hard work and resilience will set you apart in any field, as people respect a strong work ethic.
• Success is a Byproduct of Dedication – Success is a byproduct of daily dedication, preparation, and doing your best every single day, Patricia highlights. It’s about showing up fully and consistently.
• Balancing Personal and Professional Life – Patricia highlights

Real Talk About Marketing

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Ruthless Truth--Episode 10: Steve Jobs, the iPhone and Me...The Untold Story

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What if the secret to selling isn’t about your product but the energy you bring into every conversation?

In this empowering episode, The Girls of Grit sits with the author of The Spirit of Selling, Rhonda Petit. Rhonda shares her journey from sales professional to peak performance coach, emphasizing the transformative power of mindset and universal laws in the sales world.

The conversation dives into the role of energy, conviction, and passion in selling, offering valuable insights on how aligning your thoughts and actions can lead to success. Rhonda passionately explains how awareness, empathy, and service are key to building strong, trusting relationships with clients.

She also discusses the importance of shifting from a scarcity mindset to one of abundance, urging listeners to focus on creating value rather than competing.

Whether you're in medical device sales or any other industry, this episode is packed with pearls of wisdom that will inspire you to approach sales with renewed confidence and energy.

Must-Hear Insights and Key Moments

• Mindset is Key: Success in sales is 95% mindset and 5% mechanics. Aligning your thoughts and beliefs with the right energy can significantly impact the outcome of a sales conversation.
• Energy and Conviction: The energy you bring into a room plays a crucial role in building trust and closing deals. If you believe in your product with passion and conviction, your clients will feel it and be more likely to buy.
• The Law of Attraction: Rhonda emphasizes the importance of aligning with the Law of Attraction, which suggests that what you focus on is what you attract. 
• Awareness and Emotional Intelligence: Understanding your mindset and your clients' emotions is key. By empathizing with their needs, you position yourself as a trusted advisor, not just a salesperson.
• Empathy and Service: Sales is about serving, not just selling. Understanding your clients' needs and focusing on their success builds trust and fosters lasting relationships.
• Create, Don’t Compete: Instead of competing, innovate and offer unique solutions. Focus on creating value and differentiating yourself to stand out in the marketp

Real Talk About Marketing

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

Listen on: Apple Podcasts   Spotify

Ruthless Truth--Episode 10: Steve Jobs, the iPhone and Me...The Untold Story

Is an opinion platform hosted by Marvin “Truth” Davis.  My life and career...

Listen on: Apple Podcasts   Spotify

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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 if the price objection you keep hearing isn’t really about the cost?

In this episode, the Girls of Grit dive deep into one of the most common challenges in sales—cost objections. With years of experience, they reveal an important insight: it’s rarely about the price tag but rather the perceived value. 

Whether you’re selling a $50 product or a $5 million device, how do you effectively communicate the worth of what you’re offering?

They break down the secret to overcoming cost objections by explaining how value is relative and how essential it is for sales reps to identify and convey the unique benefits of their product to different stakeholders, whether it’s a doctor, a purchasing committee, or administrators.

Tune in to learn five practical tips for overcoming cost objections and how to successfully guide your clients toward understanding the true value of your product.

Five Tips for Cost Objections

• Tip #1: Think About What's Their Why
  Uncover the real issue behind objections by asking open-ended questions about their patient population or current struggles.
• Tip #2: Don’t Assume, Ask Questions
  Explore deeper than the initial objection. Keep asking questions to reveal true concerns and identify where you can provide solutions.
• Tip #3: Leave Your Personal Feelings Out
  Stay objective and focused on the value of your product. Avoid letting personal feelings influence your response to cost discussions.
• Tip #4: Present the Value
  Show the impact of your product on patient outcomes and healthcare. Emphasize that they’re investing in a positive result, not just a product.
• Tip #5: Present with Confidence
  Discuss the price confidently, knowing you’ve demonstrated your product’s value and addressed their concerns. Confidence in pricing can sway decisions.

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How can we avoid being a "one-hit wonder" in medical device sales?

In this episode, The Girls of Grit delves into the crucial strategy of maintaining excellence and avoiding complacency. They explore the discomfort of realizing you're no longer the expert in the room and offer practical advice on how to consistently elevate your game.

Cindy and Lisa highlight the need for continuous effort and learning to avoid becoming a "one-hit wonder." Just as top athletes and musicians continually refine their skills, staying at the top in medical device sales requires ongoing self-assessment and growth, not just initial success.

Tune in to discover actionable tips for ensuring you’re always prepared, confident, and ready to lead in the ever-evolving landscape of medical device sales.

Must-Hear Insights and Key Moments

• Commit to Lifelong Learning: Emphasize the importance of continually updating your knowledge and skills to remain relevant and effective in medical device sales.
• Avoid Complacency: Understand that initial success is just the start; maintaining excellence requires ongoing effort and a proactive approach.
• Conduct Regular Self-Assessments: Regularly evaluate your performance and strategies to ensure they align with industry changes and personal growth goals.
• Maintain Preparedness and Confidence: Stay ready for new challenges and keep your confidence high to effectively lead and perform in a competitive market.
• Adapt to Industry Changes: Stay informed about evolving trends and innovations in the medical device industry to ensure you remain at the forefront of your field.

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How can you rebuild your passion and excitement after career setbacks?

In this episode, The Girls of Grit reveals their top secret for overcoming challenges and rebuilding success. They dive deep into how to recover from a decline in performance, a territory realignment, or other career obstacles by tapping into the power of the "honeymoon phase."

They share personal struggles and the power of approaching setbacks with renewed enthusiasm. By embracing the same excitement you had at the start of a new role or relationship, you can turn setbacks into comebacks.

Discover practical advice on focusing on low-hanging fruit, maintaining face-to-face interactions, and staying positive. Learn how to approach your work with optimism and resilience, and transform your rebuilding phase into an opportunity for growth and renewed success.

Tune in to uncover the secret to embracing the honeymoon phase and rising to the top once again!

Must-Hear Insights and Key Moments

• Embrace the Honeymoon Phase: Gain insights on how to rekindle the enthusiasm you once had at the start of your career. Learn how this fresh perspective can help you turn setbacks into growth opportunities.
• Acknowledge and Address Emotions: Discover strategies for understanding and managing the frustration and emotions tied to career obstacles. This knowledge will equip you to move forward with greater clarity and resilience.
• Focus on Low-Hanging Fruit: Learn how to identify and tackle achievable goals that provide quick wins. This approach will help you regain confidence and build momentum during your rebuilding phase.
• Maintain Face-to-Face Interactions: Find out how personal meetings can strengthen your connections with clients and colleagues, rebuilding relationships and trust more effectively.
• Stay Positive and Resilient: Get practical tips on maintaining a positive attitude, even when facing challenging recoveries. Your outlook will play a crucial role in overcoming setbacks and achieving success.
• Make a Decisive Choice: Understand the critical role of making firm decisions in your recovery process. Committing to clear actions can drive progress and help you navigate through setbacks with purpose and direction.

Real Talk About Marketing

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How can you deliver a gold medal performance in medical device sales?

In this episode, The Girls of Grit draws inspiration from the Olympics to reveal the secret to achieving gold medal performance in the medical device industry. They highlight the parallels between Olympic athletes and top-performing sales professionals, emphasizing the importance of self-belief and preparation.

They discuss how resilience, determination, and core self-belief are important to triumphing in both the Olympic arena and the competitive world of medical device sales. Whether navigating challenging cases or high-stakes situations, they highlight that belief in oneself and thorough preparation are essential.

Tune in to discover how to harness these secrets for your gold medal performance in the medical device field.

Must-Hear Insights and Key Moments

• Resilience is Key: Just as Olympians must overcome setbacks and challenges, medical device sales professionals must stay resilient to obstacles to maintain high performance.
• Self-Belief Drives Success: They discuss how confidence in your abilities is crucial. Believing in yourself and your product helps you navigate high-stakes situations and close deals effectively.
• The Importance of Preparation: Thorough preparation and planning are essential for success. Just as athletes train rigorously, sales professionals should prepare meticulously for meetings and pitches.
• Overcoming Doubts: They share personal stories highlighting how facing and overcoming self-doubt can lead to extraordinary achievements in sales, paralleling the mental strength required for Olympic success.
• Commitment to Goals: Understand how unwavering commitment to your goals and persistent effort, despite challenges, is a shared trait of top athletes and successful sales professionals alike.

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How is AI transforming medical device sales?

In this episode of Secrets in Medical Device Sales, The Girls of Grit chat with Jim Mercadante, Senior Vice President of Growth and Revenue, about AI’s growing role in healthcare. Jim shares his journey from medical devices to AI, driven by his passion for technology and its potential to revolutionize patient care.

He explains that AI is not here to replace medical professionals but to support them, enhancing early detection and treatment across various diseases, particularly in stroke care, where it significantly reduces time to treatment and improves outcomes.

Jim also highlights how AI can identify previously undiagnosed conditions, leading to more medical procedures and a greater need for medical devices. This episode offers practical insights for those in the medical device industry, showing how embracing AI can enhance sales and advance patient care.

Must-Hear Insights and Key Moments

• AI as a Support Tool, Not a Replacement: Jim emphasizes that AI is designed to support medical professionals rather than replace them. Its role is to enhance capabilities, not to take over jobs.
• Revolutionizing Early Detection: AI is significantly improving early detection and treatment across various diseases. In stroke care, for instance, AI reduces the time to treatment, which can drastically improve patient outcomes.
• Transforming Patient Care: The use of AI allows for more precise tracking and visualization of disease states, such as mapping the exact location and volume of aneurysms, which can lead to more effective and timely interventions.
• Identifying Undiagnosed Conditions: AI can uncover previously undiagnosed conditions, resulting in more medical procedures and an increased need for medical devices, thus impacting the industry positively.
• Global Impact: Jim highlights AI’s potential to make a global impact on healthcare by improving patient care, reducing hospital stays, and accelerating advancements in technology.

Connect with Jim:

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Why talk less in the OR?

In this episode, The Girls of Grit dive into the crucial topic of effective communication in the operating room. They reveal the "Morse code of the OR" and discuss why sometimes less is more. Over-talking can disrupt teamwork and patient care, so understanding when to speak and when to listen is key.

They provide practical tips for overcoming "Chatty Kathy" tendencies and stressing the value of listening and speaking only when necessary. By understanding the unspoken rules of the OR, medical device professionals can enhance their effectiveness, build stronger relationships with surgeons, and contribute to better patient outcomes.

Tune in to discover the secret to avoiding this one mistake in sales and how refining your communication style can elevate your medical career.

Must-Hear Insights and Key Moments

• The Power of Listening: They highlight the importance of listening more than speaking in the OR. Effective communication involves understanding the dynamics and adjusting your input accordingly.
• Impact of Over-Talking: They discuss how over-talking can distract and potentially disrupt the flow of an operation. It’s crucial to gauge when your input is needed and when it's best to be quiet.
• Building Trust: By speaking less and focusing on listening, you can build stronger relationships with surgical teams, earning their trust and respect.
• Recognizing Non-Verbal Cues: Learn how to pick up on and respond to non-verbal signals in the OR. Understanding these cues can improve your ability to work seamlessly with the team and enhance overall efficiency.
• Observe, Speak Clearly, and Minimize Distractions: Before contributing, understand the conversation flow and team dynamics. When speaking, be direct and relevant. Frame questions thoughtfully to enhance clarity and avoid small talk or irrelevant comments.

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In this episode, The Girls of Grit continues their conversation with Alisha Merlo. With 25 years of experience in the medical aesthetic industry, Alisha shares her unconventional path, from retail and telecommunications to her true calling in healthcare, showcasing the power of resilience and seizing opportunities.

Alisha reflects on her transition from a front desk director to a clinical study coordinator, where her interactions with device reps ignited her passion for the medical device field. She shares valuable lessons on persistence, continuous learning, and aligning career choices with personal values and family priorities.

Her leadership insights emphasize creating a better future, empowering others, and maintaining a balanced approach to mind, body, and spirit.

Tune in to gain valuable perspectives on navigating career transitions, embracing opportunities, and leading with purpose and integrity.

Must-Hear Insights and Key Moments

• The Power of Resilience in Career Transitions: Alisha’s path from retail and telecommunications to medical aesthetics shows how resilience can turn setbacks into career opportunities. 
• Leveraging Early Career Experiences: Her shift from a front desk role to a clinical study coordinator highlights how early jobs can be stepping stones to future success.
• Aligning Career Choices with Personal Values: Alisha’s career choices reflect how aligning with personal values and family priorities enhances job satisfaction and balance.
• The Importance of Continuous Learning and Growth: Emphasizing ongoing education, Alisha shows that a growth mindset is crucial for long-term career success.
• Healthy Leadership: Discover what healthy leadership means and why it's essential for both personal well-being and team effectiveness. 

Connect with Alisha:

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Real Talk About Marketing

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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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