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What if you take that leap of faith in the Medical Device Industry?

In this compelling episode of Secrets in Medical Device Sales, The Girls of Grit interview Jen Cart, a trailblazer who has navigated a remarkable career trajectory from sales professional to Vice President and ultimately President in the clinical diagnostics industry.

Jen’s journey began with entrepreneurial ventures in dietitian consulting before transitioning to healthcare sales, where she thrived in roles spanning pharmaceuticals, medical devices, and clinical diagnostics. 

She emphasizes the importance of bold career moves and the invaluable role of mentors in her professional growth. She discusses overcoming obstacles and fostering a team-centric approach to leadership, highlighting her passion for empowering small and medium-sized businesses to achieve sales excellence.

This episode is full of inspiring insights on resilience, mentorship, and the transformative power of embracing change in the competitive landscape of medical device sales.

Must-Hear Insights and Key Moments

• Gain the Confidence to Take Bold Career Moves: Learn how Jen’s journey from sales rep to VP and then President exemplifies the power of making bold, calculated career decisions.
• Understand the Value of Mentorship: Discover how surrounding yourself with mentors can provide crucial guidance and support, enhancing your professional growth.
• Learn to Adapt to New Challenges: Hear about Jen’s transition from pharmaceuticals to medical devices, and understand the importance of adaptability and continuous learning in your career.
• Appreciate the Power of a Team-Oriented Culture: Understand how fostering a collaborative team environment can drive success, as demonstrated by Jen’s emphasis on teamwork and support.
• Develop Your Creative Problem-Solving Skills: Gain insights into how Jen’s creative approaches to overcoming sales and operational challenges can inspire you to think outside the box.
• Master Leading Through Crisis: Learn from Jen’s experience of leading her team effectively during the pandemic, gaining tips on how to maintain vision, decisiveness, and resilience under pressure.
• Inspire Yourself to Continuously Evolve: Take away Jen’s advice on the importance of reinventing yourself and staying relevant in a changing industry, encouraging you to seek ongoing growth and new opportunities.
• Discover the Power of Following Your Passion: Find out how Jen’s focus on sales and helping businesses succeed underscores the importance of pursuing what you truly

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Have you ever wondered what sets top-performing sales reps apart in the competitive world of medical device sales? Curious about their secrets?

In this episode, the Girls of Grit unveil the ultimate secret to success in medical device sales: mastering the sequence of asking the right questions. As summer sets in, they remind us why now is the perfect time to plant seeds for future business and refine our sales strategies.

They guide listeners on how to uncover customer needs with precision and delve into a proven framework of five essential questions, plus a bonus tip, designed to deepen client relationships and boost sales effectiveness. 

These questions help sales reps transcend surface-level assumptions, allowing them to connect authentically and offer solutions that truly resonate with their customers' needs, whether it's about dollars, patient care, or personal impact.

Join us as we break down each question's importance, share compelling examples, and encourage you to approach every conversation with genuine curiosity and empathy. 

This episode is a must-listen for anyone looking to elevate their sales game and build lasting partnerships in the medical device industry.

5 Key Questions to Deepen Client Relationships and Boost Sales (In Sequence)

1. Asking about the Challenges/Issue: Tell me more about the challenge or issue we discussed earlier and why we are meeting today.
2. Clarifying the Problem: Can you provide an example of this problem or need? This helps clarify the issue and provides context.
3. Assessing Value and Impact: If you could solve this, what would it mean to you in dollars or patient care? Assessing the impact and value of the solution is crucial.
4. Understanding Urgency and Relevance: Why is this issue important to you right now? Understanding the urgency or relevance helps us prioritize solutions.
5. Personal Impact Exploration: How does this issue affect you personally? Exploring the personal impact deepens our understanding.

Bonus Tip: 

Seeking Comprehensive Insight: Help me understand your situation better. Can you unpack that for me? This encourages a deeper dive into needs and impacts."

Mentioned on the Show:

• 5 (Powerful) Sales Questions To Ask A Potential Client To Determine Their Needs by Marc Wayshak

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The New Manager Playbook with Lia Garvin
The old rules of management are broken. Get the new playbook for today's workplace.

Listen on: Apple Podcasts   Spotify

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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!

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Rob’s message to all women: 

“Don't let somebody tell you that you need to act another way to be successful. You can be successful and will be successful by just embracing who you are.” 

In this second part of The Girls of Grit episode with Rob Williamson, they delve deeper into the challenges women face in the industry. 

Despite being male, Rob empathizes with these challenges, advocating for diversity and women's career advancement. He advises women to define success individually and offers practical strategies for navigating professional obstacles.

Rob highlights the current opportunities for women in the industry, encouraging them to seek mentors and be vocal about their career aspirations. His emphasis on embracing femininity and leveraging unique skills highlights the value of diversity in driving success.

The episode serves as a compelling resource for women navigating the complexities of the medical device industry, promoting empowerment, and advocating for gender diversity and inclusion.

Must-Hear Insights and Key Moments

• Understanding Gender Dynamics: Recognize the gender disparities and challenges women face in industries like medical device sales.
• Empathy in Leadership: Learn the importance of empathy and understanding different perspectives, even if you can't directly relate to them.
• Advocacy for Diversity: Understand the significance of advocating for diverse candidate pools and supporting women's career growth.
• Seizing Opportunities: Realize the current opportunities for women in the medical device industry and the importance of seizing them.
• Defining Personal Success: Define success on your own terms, focusing on strengths and enjoying your work.
• The Power of Mentorship: Appreciate the value of both personal and professional mentors in career development and growth.
• Managing Challenges: Learn strategies for distinguishing between temporary issues and fundamental career obstacles and tackling them effectively.
• Leadership Adaptability: Understand the importance of adapting leadership styles based on individual team members' proficiency levels.
• Embracing Femininity: Embrace and leverage feminine qualities as valuable assets in sales and leadership roles, contributing to a diverse and inclusive workplace.

Connect with Rob:

• Linkedin
• Facebook

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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 does it take to build a successful career in medical device sales while fostering a culture of integrity and innovation?

This episode features the podcast's first male guest, Rob Williamson, an industry veteran with 27 years of experience. The Girls of Grit dive deep into Rob's extraordinary journey from selling dental supplies to leading a powerhouse team at Shockwave Medical. 

Rob's career, marked by tenacity, resilience, and strategic thinking, includes navigating multiple acquisitions while building a robust sales team with impressively low turnover. He shares the secrets behind his hiring success, emphasizing character over experience and the importance of mission-driven recruitment.

Gain invaluable insights into succeeding in medical device sales, from creative problem-solving to maintaining a genuine passion for people and the industry. Rob's story highlights not just professional milestones but also the cultivation of a culture of integrity and innovation.

Must-Hear Insights and Key Moments

• How to Leverage Your Network: Understand the importance of using family connections or any available network to get a foot in the door and start your career.
• The Power of Resilience and Tenacity: Learn how to persist through challenges and setbacks to build a successful career, inspired by Rob's navigation of multiple acquisitions.
• Strategic Career Planning: Discover the importance of planning and executing career moves thoughtfully to ensure growth and advancement in a competitive industry.
• Effective Hiring Practices: Gain insights into focusing on character and alignment with the company's mission over just experience when building a team.
• Maintaining a Low Turnover Rate: Learn strategies to maintain a low turnover rate within your team, fostering stability and long-term success.
• Mission-Driven Recruitment: Understand the benefits of prioritizing individuals who are passionate about the company's mission, ensuring a cohesive and motivated team.
• Creative Problem-Solving Skills: Discover how to develop and apply innovative solutions to overcome challenges in the medical device industry.
• Sustaining Passion for People and Industry: Learn the importance of cultivating a genuine interest in people and the industry to sustain long-term success and satisfaction in your career.
• Building a Culture of Integrity: Gain insights into fostering a work environment that emphasizes integrity and innovation, leading to a strong and ethical organizational culture.

Connect with Rob:

• Linkedin
• Facebook

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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!

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Have you ever wondered what sets top-performing sales reps apart in the competitive world of medical device sales? Curious about their secrets?

In this episode, the Girls of Grit delve deep into the art of crafting a compelling elevator pitch—a powerful tool to capture attention and leave a lasting impression, all in a matter of seconds.

Elevator Pitch Definition from The Girls of Grit

The elevator pitch is not merely a sales spiel but rather a strategic conversation starter designed to intrigue and engage potential clients or collaborators. And it can happen anywhere, not just in elevators. Whether you're at a conference, waiting in line at a coffee shop, or even at a networking event, these moments can serve as opportunities to deliver your pitch and make valuable connections.

By honing this indispensable skill, listeners are poised to elevate their success in the competitive realm of medical device sales.

Do watch out for future episodes where we give elevator pitch examples and elevator pitch formats you can use to uplevel your networking game.

4 Tips for Mastering Your Elevator Pitch

1. Know Your Purpose and Clearly Introduce Yourself: Begin by understanding your purpose for the pitch. Once your purpose is clear, introduce yourself confidently, ensuring your name is heard and remembered.
2. Summarize What You Do: Highlight your background and experience succinctly.
3. Explain What You Want: Be specific about your goals and what you are seeking.
4. End with a Call to Action: Request a contact or the next step to keep the conversation going.

Words of Wisdom: Standout Quotes from This Episode

• “If you have a practice elevator pitch or a quick way to make sure when you get in front of people who could open a door for you, you make sure you say what you need to say quickly, nicely, and make an impression.” – Cynthia Ficara
• “Remember, you had to figure out your goal before the elevator pitch. If it's just to network, then great. But why do you want to connect with them? They're not just going to connect with you for no reason, they want to know why. So you need to give them a good, solid reason why you want to connect with them.” — Anneliese Rhodes
• “When you practice, you become more confident. When you're more confident, you deliver a better message, and when you deliver a better message, people will hear it better.”  — Cynthia Ficara
• “Practice makes perfect but perfect practice makes practice perfect.” — Cynthia Ficara
• “Always smile because everything's delivered better with a smile and

The New Manager Playbook with Lia Garvin
The old rules of management are broken. Get the new playbook for today's workplace.

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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 key to breaking into a coveted industry wasn't just about your resume but about the connections you cultivate?

In this episode, The Girls of Grit dive into a pivotal secret for breaking into the medical device industry: networking. They emphasize that effective networking hinges on creativity and authenticity, offering invaluable insights for both new graduates and industry veterans.

Networking isn’t one-size-fits-all. It requires creative thinking and leveraging every opportunity, no matter how unconventional. From college lab partners to social media connections, networking can happen anywhere.

As networking is a long-term investment, the key is to be patient, persistent, and consistent. This practical advice will empower you to unlock doors of opportunity through genuine, creative engagement.

Ten Actionable Steps To Refine Your Networking Strategy

1. Define Your Objectives: Know your goals to focus your networking efforts.
2. Research Your Target Audience: Use LinkedIn and other platforms to find key industry players.
3. Develop an Elevator Pitch: Prepare a concise, compelling introduction.
4. Attend Industry and Community Events: Engage in various settings to expand your network.
5. Be Approachable and Engaging: Maintain positive body language and be open to conversations.
6. Leverage Social Media: Utilize platforms like LinkedIn and Twitter to connect with industry professionals.
7. Follow Up: Maintain relationships with timely, professional follow-ups.
8. Offer Assistance and Value: Be proactive in helping others, fostering reciprocal relationships.
9. Seek and Become a Mentor: Build and share knowledge through mentorship.
10. Be Authentic and Maintain Integrity: Trust and genuine connections are foundational to successful networking.

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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

The New Manager Playbook with Lia Garvin
The old rules of management are broken. Get the new playbook for today's workplace.

Listen on: Apple Podcasts   Spotify

Follow The Girls of Grit™:

• Website
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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!

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How can new graduates enter the competitive medical device industry straight out of school?

In our inaugural episode of the Starter Series, dedicated to those on the brink of graduation, recent graduates, and early-career professionals considering a leap into the medical device industry, The Girls of Grit delve into the captivating journey of Emma Grace Ficara, Cindy's daughter. Emma shares her experience breaking into the medical device industry as a young woman in the field, highlighting the importance of mentorship, networking, and building relationships with fellow healthcare professionals.

Drawing from her journey, Emma sheds light on the challenges inherent in navigating the intricate landscape of the operating room, where she honed her skills amidst a steep learning curve. Central to her narrative is the emphasis on honesty, adaptability, and persistence as essential virtues for overcoming obstacles and thriving in the competitive domain of medical devices.

Emma empowers aspiring professionals to embrace authenticity, remain agile in the face of uncertainty, and tenaciously pursue their aspirations within this dynamic industry.

Must-Hear Insights and Key Moments

• The Power of Networking: Learn how networking can open doors and create opportunities in the medical device industry.
• Embracing Opportunities: Understand the value of saying “yes” to opportunities, even if they may not align perfectly with your initial career goals.
• Navigating Learning Curves: Gain insights into navigating the learning curve and overcoming challenges in a fast-paced industry.
• Importance of Adaptability: Discover the importance of adaptability in dealing with changing circumstances and environments.
• Persistence is Key: Learn how persistence can lead to success, despite setbacks and obstacles.
• Building Meaningful Relationships: Understand the significance of building honest and genuine relationships with colleagues and clients.
• Honesty and Integrity: Learn how honesty and integrity are fundamental to building trust and credibility in professional relationships.
• Utilizing Available Resources: Discover the importance of using resources such as mentorship and industry networks to support your career growth.
• Real-world Experiences Matter: Understand the value of learning from real-world experiences and applying practical knowledge to your career journey.
• Guidance for Aspiring Professionals: Gain practical advice and guidance for aspiring professionals looking to enter and excel in the competitive field of medical device

The New Manager Playbook with Lia Garvin
The old rules of management are broken. Get the new playbook for today's workplace.

Listen on: Apple Podcasts   Spotify

Follow The Girls of Grit™:

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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!

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What does it take to lead effectively in the ever-evolving world of medical device sales?

In the latest episode, the Girls of Grit explores the intricacies of leadership within the medical device sales industry. This second part of the thoughtful conversation with guest Heather Goodchild centers on navigating the uncertainties of leadership and the pivotal role of mentorship in shaping successful careers. Heather emphasizes the need to embrace the unknown and develop analytical skills while sharing her experiences of overcoming challenges in her role as vice president.

Heather emphasizes the value of teamwork as she credits her achievements to the support and collaboration of her team. Her journey from facing professional hurdles to becoming a role model in her field illustrates the significance of trusting oneself and continuously learning. She also stresses the importance of adaptability and resilience in their own careers. 

The Girls of Grit and Heather Goodchild's candid discussion offer a source of inspiration and practical advice for those in medical device sales or other similar industries.

Must-Hear Insights and Key Moments

• Embracing Uncertainty: Why it’s important to be comfortable with the unknown and take calculated risks as a leader in medical device sales.
• Analytical Thinking: The need to break down challenges and analyze one's strengths and weaknesses to adapt and grow.
• Mentorship: Attributing success to the mentorship and guidance received from great leaders throughout our career.
• Teamwork: How to work together and celebrate collective achievements over individual accolades.
• Resilience: The need to adapt teams and strategies when facing unexpected challenges. 
• Continuous Learning: The importance of continuous self-improvement through reading, listening to podcasts, and seeking diverse perspectives.
• Trusting Yourself: Listening to and trusting your instincts in decision-making.
• Role Transition: The evolution from being a mentee to a mentor and how perspective and role at the table have changed.

Mentioned on the Show:

• The Alchemist by Paolo Coehlo

Connect with Heather:

• Website
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• Instagram

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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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How can resilience and adaptability pave the way for a successful career in medical device sales or any other industry?

In this captivating episode, hosts Anneliese Rhodes and Cynthia Ficarra welcome Heather Goodchild, Vice President of Professional Business at Color Science. Heather's journey from working alongside a dermatologist as an esthetician to achieving a prominent leadership role within the medical device industry is nothing short of remarkable. She generously expounds on her career transition, discussing the challenges she faced in entering the world of pharmaceuticals and how she overcame them with determination and perseverance.

Heather's story is a true testament to her grit and resilience, as she shares her journey of taking on new roles and responsibilities with unwavering enthusiasm and a can-do attitude. Her adaptability and problem-solving mindset have established her as a trailblazer in her field.

Gain valuable insights from Heather's experiences in mentorship, leadership, and centering on the critical importance of believing in yourself and your team. As she offers actionable advice on how to navigate complex industries and excel in your career path, let this episode be your source of inspiration and practical guidance on professional growth in the medical device and pharmaceutical sectors.

Must-Hear Insights and Key Moments

• Embrace Change: Transitioning from one career to another can be daunting, but staying open to new opportunities can lead to growth and success.
• Persevere Through Challenges: Even when faced with obstacles, persistence, and problem-solving can help you navigate and overcome adversity.
• Trust Your Instincts: Saying yes to opportunities even if you're not fully prepared can lead to unexpected successes and personal development.
• Seek Support: Surround yourself with people who believe in your abilities and can provide encouragement and guidance.
• Stay Adaptable: Being able to pivot and adapt your approach, especially during uncertain times like the COVID-19 pandemic, is crucial for success.
• Leverage Mentorship: Learning from mentors and leaders can offer valuable insights and help guide your career trajectory.
• Propose New Ideas: Bringing forward innovative ideas and programs can demonstrate initiative and contribute to professional growth.

Connect with Heather:

• Website
• Linkedin
• Instagram

The New Manager Playbook with Lia Garvin
The old rules of management are broken. Get the new playbook for today's workplace.

Listen on: Apple Podcasts   Spotify

Follow The Girls of Grit™:

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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!

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What does it take to become a leader? In our last episode, we had the pleasure of speaking with Dr.Freischlag, whose leadership qualities and energy were truly inspiring. Today, we are taking a deeper dive into leadership, exploring the hallmarks of a true leader, examining the qualities that make leaders successful, and focusing on enhancing our daily lives with leadership attributes.

The New Manager Playbook with Lia Garvin
The old rules of management are broken. Get the new playbook for today's workplace.

Listen on: Apple Podcasts   Spotify

Follow The Girls of Grit™:

• Website
• Instagram
• LinkedIn

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