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What’s the difference between a 3 a.m. case and a 7 a.m. case? Everything. And yet… nothing at all.

In this episode, Lisa and Cindy pull back the curtain on one of the biggest secrets in medical device sales: success in the OR isn’t about the clock, it's about energy, adaptability, and presence. From arriving early to reading the room, they share practical strategies to thrive under pressure.

Whether you’re a new rep still figuring out the rules or a seasoned pro who needs a reminder, this conversation will sharpen your mindset and prepare you for any time, any case, any room.

Must-Hear Insights and Key Moments

• Timing is Everything – Why a 3 a.m. call feels different than 7 a.m. and how to show up at your best no matter the hour.
• Arrive Early or Don’t Bother – Why “15 minutes early is on time” could be the rule that saves your career.
• Plan Like a Pro – Packing your car, checking boxes, and running through pre-call prep the night before.
• Read the Room – Matching your energy, tone, and presence to what the OR actually needs from you.
• Thick Skin Required – Why a surgeon’s stress isn’t personal and how to stay steady when things get tense.
• The Energy Audit – How to track your personal energy levels to optimize meetings, calls, and case prep.
• Professional Presence – The difference your body language and calm demeanor can make in high-stakes situations.

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A Team Dklutr production