Rep Path Podcast

Why Top Reps Are Winning With Virtual Selling (and You’re Falling Behind)

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In this episode of The RepPath Podcast, hosted by Joe Licata, we dive deep into one of the biggest shifts in the medical sales world: the rise of virtual selling and the hybrid sales model.

Whether you’re a seasoned rep who loves the field or a new professional trying to get in front of physicians, this conversation will change how you approach the modern sales game.

Joe breaks down:
  • The evolution of access to doctors post-COVID
  • Why virtual selling is here to stay
  • How to confidently sell through Zoom, Teams, or remote demos
  • The tools, mindset, and etiquette that separate top performers from the rest
  • How to build trust, close deals, and handle “no see” offices in today’s restricted access environment
  • The do’s and don’ts of virtual product demos, follow-ups, and hybrid meetings
  • Why adaptability and tech confidence are now essential skills
    • You’ll also hear Joe’s no-BS answers to real questions from reps, from dealing with bad Wi-Fi and disengaged doctors to nailing your presentation, earning trust remotely, and avoiding the ghosting trap.

    Key Takeaways
    • Stop fighting the hybrid model and master it
    • Learn to treat your territory like your own business
    • Remote selling isn’t a fallback, it’s leverage
    • Relationships still win, even over Zoom
      • Resources Mentioned
      Join the Academy: https://reppath.com/pages/program
      Subscribe for full episodes: Unfiltered Medical Sales Coaching on YouTube
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      #MedicalSales #RepathPodcast #VirtualSelling #HybridSales #SalesTraining #MedicalDeviceSales #PharmaSales #SalesStrategy #CareerGrowth #RepathAcademy
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      Rep Path PodcastBy Joe Licata