The Medical Sales Podcast

In this gripping episode of the Medical Sales Podcast, Samuel sits down with Jennifer Jones, a former top Purdue Pharma rep who lived through one of the most turbulent eras in pharmaceutical history. Jennifer recounts her shocking personal encounters with the FBI, the emotional strain of grand jury testimony, the collapse of Purdue from the inside, and the complicated reality reps faced far beyond the headlines. She shares raw stories of ethical dilemmas, patient advocacy, "pill mill" misconceptions, and the unseen pressures of pain management in the 2000s. Jennifer then opens up about rebuilding her life and identity after Purdue's shutdown, scaling a thriving wine business, launching a coaching company, and ultimately returning to medical device sales where she now leads in cardiology. This conversation delivers rare honesty about pharma, entrepreneurship, career reinvention, and what it truly takes to survive, grow, and lead in medical sales today. Connect with Jennifer Jones: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, Samuel sits down with Jennifer Jones, a former top Purdue Pharma rep who lived through the rise, collapse, and aftermath of one of the most controversial chapters in pharmaceutical history. Jennifer opens up about her early passion for pain management, what reps were taught, how Q12 vs Q8 dosing shaped patient experiences, and the moment Purdue shut down while she was on vacation. She shares the emotional toll of grand jury testimony, FBI investigations, and watching once-trusted leaders face prison time, while also revealing the patients and physicians who were genuinely trying to do the right thing. From navigating "pill mill" stereotypes to seeing pain doctors wrongly targeted, Jennifer gives a raw, inside look at the complexities reps faced long before the media headlines. Now a thriving medical device rep in cardiology, she talks about rebuilding her career, stepping into entrepreneurship, and rediscovering her purpose in healthcare. This is one of the most honest conversations ever recorded about pharma, pain management, and what it means to survive, grow, and lead in medical sales. Connect with Jennifer Jones: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, Samuel sits down with Dan Docherty, partner at BrainTrust and co-author of NeuroSelling 2.0, to explore what it truly takes to become a world-class communicator in medical sales. Drawing from his decades of experience in pharma and neuroscience-based training, Dan reveals the five key skills every rep must master—developing a communication process, asking powerful questions, listening actively, storytelling with emotion, and building emotional intelligence. This episode is a masterclass in how top performers connect deeply, earn trust fast, and influence through empathy, strategy, and purpose. Connect with Dan Docherty: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, Samuel talks with Dan Docherty from BrainTrust about how neuroscience is transforming the way medical sales professionals build trust and communicate with impact. Drawing from his 25-year career in pharma, Dan explains how traditional training focuses too much on product and not enough on human connection. He introduces the concept of NeuroSelling®, showing how value-based storytelling and empathy drive real influence in conversations with healthcare providers. This episode reveals how the best reps in 2025 use emotional intelligence, authentic connection, and purposeful communication to create lasting trust and deliver meaningful results. Connect with Dan Docherty: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, Samuel interviews Steven Drummond from Intellijoint Surgical, who shares his journey across endoscopy, wound care, trauma, ophthalmology, and tech-based orthopedics. Steven reveals how Intellijoint's navigation system empowers surgeons with precision and autonomy, and what it really takes to succeed in medical sales—from mastering structure and time management to building trust and balancing high-pressure cases with business growth. Packed with real stories, discipline, and insights. This episode is a must-listen for anyone looking to break in or excel in the medical sales industry. Connect with Steven Drummond: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, Samuel interviews Steven Drummond from Intellijoint Surgical, who shares his journey across endoscopy, wound care, trauma, ophthalmology, and tech-based orthopedics. Steven reveals how Intellijoint's navigation system empowers surgeons with precision and autonomy, and what it really takes to succeed in medical sales—from mastering structure and time management to building trust and balancing high-pressure cases with business growth. Packed with real stories, discipline, and insights. This episode is a must-listen for anyone looking to break in or excel in the medical sales industry. Connect with Steven Drummond: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, Samuel sits down with Steven King, president of a U.S. medtech company transforming medical education through cutting-edge virtual dissection tables. Steven shares how this groundbreaking technology is changing how anatomy is taught—replacing traditional cadavers with 3D, interactive digital models that bring the human body to life. He reveals the challenges of scaling in a market where most institutions still don’t know the tech exists, how AI is shaping the next generation of simulation learning, and why funding and awareness remain key hurdles. From selling $100K medical education tools to leading international expansion, Steven breaks down what it takes to grow a startup, build customer trust, and bring innovation into classrooms and hospitals worldwide. The conversation closes with powerful lessons on empathy, listening, and genuine human connection—skills every medical sales professional needs to master. Connect with Steven King: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, Samuel sits down with medtech strategist and creator Omar M. Khateeb to unpack how startups, reps, and leaders can win attention—and turn it into revenue—in 2025. Omar shares why LinkedIn is still the #1 starting point, when to expand to X, Meta, and YouTube, and how senior leaders at brands like Intuitive and Zimmer use storytelling to engineer markets. They dig into what actually gets attention (novelty, unpredictability, depth), why “goals” matter less than the systems behind them, and how to think about changing minds through desire, social proof, and early adopters. You’ll hear practical content rhythms (start with 3 posts/week), ways to leverage AI without sounding generic, and how founders and reps can build trust with transparency, consistency, and real value. They also hit the creator mindset: stop over-planning, start publishing, seek inspiration, and measure what moves the business—not just likes. If you’re trying to break in, become a top performer, or scale a medtech brand, this conversation gives you the playbook to create, engage, and convert. Subscribe and share with a colleague who needs the edge. Connect with Omar M. Khateeb: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this episode, medtech marketer and MarketCraft founder Omar M. Khateeb joins Samuel to break down how early-stage and growth companies can engineer markets, not just chase attention. From mastering LinkedIn and expanding to X, Meta, and YouTube, to using storytelling that actually drives adoption, Omar shares how the best brands—like Zimmer Biomet and Intuitive—create influence through consistent, authentic leadership content. He reveals the psychology behind attention, the balance between value and unpredictability, and why depth beats surface-level posts every time. You’ll also hear how AI is reshaping content strategy, how to refine your voice without losing authenticity, and why strategic pauses can reignite engagement. Whether you’re a founder, marketer, or rep in medtech, this episode is your roadmap to building authority, trust, and momentum in a noisy digital world. Connect with Omar M. Khateeb: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How » Want to connect with past guests and access exclusive Q&As? Join our EYS Skool Community today!

In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Kat Hurd, a former Fortune 500 rep, multi-time President’s Club winner, and VP turned coach, to break down what it really takes to move from frontline manager to executive leader. Kat shares how managers can avoid getting stuck, build credibility across internal teams, and know when it’s time to step outside their organization to keep growing. She unpacks the miscommunication between corporate strategy and field execution, the importance of preparing your team before moving up, and why mindset and consistency still separate high performers from the rest. Now as a CEO and coach, Kat also dives into how she helps reps and leaders refine their process, create better customer experiences, and even leverage AI without losing authenticity. If you’re serious about leading with impact and accelerating your career in medical sales, this conversation delivers the clarity you need. Connect with Kat Hurd: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How » Want to connect with past guests and access exclusive Q&As? Join our EYS Skool Community today!

In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Kat Hurd, medical device sales coach and former Fortune 500 leader with 15 years of experience. From athletic training to rep of the year, to VP-level leadership and now founder of her own coaching business, Kat’s journey is proof that you don’t need a biology degree to thrive—you need grit, process, and the right mindset. Kat shares the pivotal moment that led her to leave corporate leadership and launch her coaching business, why so many reps fail without a clear sales process, and the three biggest gaps she sees holding reps back: lack of process, lack of ownership, and inconsistent follow-through. She also unpacks the truth about work ethic, limiting beliefs, and how managers can spot red flags before making a bad hire. Whether you’re trying to break into med device, hit President’s Club, or grow into leadership, this episode is packed with real-world strategies from someone who’s been a top rep, a respected leader, and now a coach guiding the next generation of sales professionals. Connect with Kat Hurd: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How » Want to connect with past guests and access exclusive Q&As? Join our EYS Skool Community today!

In this episode of the Medical Sales Podcast, Samuel sits down with Steve Gielda, co-founder of Ignite Selling and a leading voice in sales enablement for life sciences. Together, they tackle one of the toughest challenges post-COVID: access. Steve breaks it down into two fronts—how to increase utilization inside accounts where you already have a footprint, and how to break into new accounts by linking your solutions to the hospital or IDN’s strategic initiatives. The conversation also dives into the smart use of AI in sales: from building prompts that uncover strategic goals, metrics, business units, and decision criteria, to validating data and avoiding hallucinations. Steve shares why AI won’t replace reps—but it will redefine the role, shifting top performers into strategic advisors rather than just information providers. We close with a practical playbook: planning by pipeline stages, coaching early, asking questions that challenge both clinical and business assumptions, and tracking stage velocity so opportunities keep moving. Real tactics you can apply on your very next call. Connect with Steve: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How » Want to connect with past guests and access exclusive Q&As? Join our EYS Skool Community today!

Sales legend and trainer Steve Gielda—co-founder of Ignite Selling—joins Samuel to break down what truly drives performance in medical device, pharma, biotech, and diagnostics. Steve traces his path from selling 3M copiers out of a van to leading life-sciences consulting with Neil Rackham (of SPIN Selling) and building Ignite’s simulation-based, gamified training that accelerates pipelines and product launches. We get tactical fast: how today’s top reps think strategically, map real stakeholders (beyond the “friendly” contacts), and use smarter questions that challenge clinical and business assumptions—not just needs. Steve explains when SPIN still shines, where Challenger-style questions raise the bar, and why role-playing strategy is as critical as role-playing the call. For frontline managers, Steve lays out the playbook: coach early in the pipeline, ask more than you tell, know when to sell vs. when to coach, and—yes—let your reps fail on safe calls so they learn to win without you. We dive into work ethic vs. knowledge, turning average reps into top performers, and the signals that a high producer is (or isn’t) ready for leadership. If you want practical frameworks to sharpen your questioning, focus your account strategy, and elevate your team’s coaching culture, this episode delivers candid insights you can apply on your very next call. Connect with Steve: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How » Want to connect with past guests and access exclusive Q&As? Join our EYS Skool Community today!

AI is changing sales, but most reps don’t know where to start. Samuel Adeyinka sits down with sales strategist Katie Mullen to make AI practical, safe, and profitable for everyday medical sales work. Learn where AI saves you real hours right now: building 30-60-90 plans, market analyses, proposal summaries, email drafts, and meeting briefs. Katie walks through step-by-step prompts, how to upload docs, and when to switch tools instead of fighting the interface. Get a clear tool map. ChatGPT and Claude for strategy and writing, Perplexity and Storm for sourced research, plus what to watch for with hallucinations and security. Katie shares simple QA checks so you can ship accurate work with confidence. Turn AI into pipeline. Use it to mine forums and reviews, craft wedge questions that open stuck accounts, and blend economic value stories with clinical narratives for key stakeholders and supply chain. Go beyond hype. We cover custom models, Plus vs Pro vs Enterprise, what memory really means, and why AI agents are coming. Katie explains what AI can and cannot replace, and how top reps gain an edge without losing the human connection. If you want faster prep, sharper outreach, and smarter account strategy, this episode gives you the prompts, workflows, and guardrails to put AI to work today. Connect with Katie: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How » Want to connect with past guests and access exclusive Q&As? Join our EYS Skool Community today!

Jennifer Chavez joins the show to share her unique path through medical sales — from breaking in as a remote sales rep at Medtronic, to driving strategy as a vascular account executive at Cook Medical, to now leading her own consulting firm helping medtech companies build sales teams and win hard-to-access accounts. She pulls back the curtain on what it’s really like to succeed in roles that go beyond the OR. You’ll hear how remote sales reps add value, why key account roles require a different skill set, and what it takes to balance strategic storytelling with on-the-ground sales execution. Jennifer also opens up about life as a single mom building a career in this demanding industry, the mindset shifts that fueled her success, and why betting on herself to launch a business was the natural next step. If you’ve ever wondered how to climb the ladder in medical sales without following the traditional rep-to-manager path, or what it takes to thrive in high-level strategic roles, this conversation is packed with insights you won’t want to miss. Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How » Want to connect with past guests and access exclusive Q&As? Join our EYS Skool Community today!

In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Gina Torres, a nurse-turned-medical device sales professional at Johnson & Johnson, to unpack what it really takes to thrive in one of the most competitive fields in healthcare: peripheral vascular and coronary sales. Gina shares her inspiring journey from working multiple nursing jobs to consolidating her career into one life-changing role in medical device sales. She reveals how she broke into the industry, why she chose Shockwave’s groundbreaking intravascular lithotripsy technology, and what makes the clinical specialist role such a powerful entry point for both clinicians and driven non-clinicians. From balancing 5 a.m. case starts to late-night procedures, Gina gives a behind-the-scenes look at the unpredictable but rewarding life of a vascular rep. She also breaks down the income potential, the skills that truly separate top performers, and why grit, empathy, and the ability to “get comfortable being uncomfortable” matter more than a clinical background. Whether you’re a nurse considering the leap, a bachelor’s graduate wondering if you can compete, or an aspiring sales rep curious about cardiovascular devices, this conversation delivers raw insights, career strategies, and real talk about success in medical sales. Connect with Gina: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How » Want to connect with past guests and access exclusive Q&As? Join our EYS Skool Community today!

Todd Crowder, one of the most respected leaders in medical sales, joins Samuel Adeyinka to break down the mindset and daily habits that separate long-term top performers from everyone else. Together, they reveal why the toughest challenges in your career aren’t obstacles to avoid — they’re opportunities to train, grow, and dominate your market. We explore why comfort kills sales careers and how the best reps deliberately seek discomfort every single day. Todd shares his “ABC” strategy for managing priorities, staying ahead of competition, and building a pipeline that never runs dry — whether you’re in your first year or your 25th. You’ll learn how to reframe “hard times” as training grounds, develop the resilience to perform under pressure, and prepare for the higher stakes that come with success. From handling setbacks without emotion to finding 1% improvement every day, Todd delivers a masterclass in staying relevant and unstoppable in medical sales. If you want to compete with — and outlast — the best in this industry, this episode will give you the mindset, process, and tools to make it happen. Connect with Todd: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How » Want to connect with past guests and access exclusive Q&As? Join our EYS Skool Community today!

Choosing the wrong medical sales role is one of the biggest reasons professionals burn out or walk away from the industry. In this episode, Samuel Adeyinka breaks down exactly how to avoid that mistake — and how to find the medical sales specialty that actually fits your personality, lifestyle, and long-term goals. Medical sales isn’t one-size-fits-all. From trauma reps in the OR at 3 a.m. to pharmaceutical reps building slow-burning relationships, this episode unpacks the real differences between specialties — and how those differences directly impact your happiness and success. Samuel shares four powerful questions to ask before applying to any role, helping you get clear on your ideal lifestyle, how you like to build relationships, your appetite for clinical depth, and whether you're built for building new business or growing existing accounts. You’ll also learn what hiring managers are really looking for, why desperation kills your chances, and how the wrong fit leads to fast burnout and industry ghosting. This episode is packed with real talk, strategic insight, and a roadmap to make smarter career decisions from the start. If you're serious about getting into medical sales, stop guessing. Message Samuel on LinkedIn with the word podcast to get access to MedSales Match — the free tool that helps you find the specialty made for you and unlock your next move. Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How » Want to connect with past guests and access exclusive Q&As? Join our EYS Skool Community today!

Todd Crowder, a true medical sales legend, joins us, again to break down exactly how to navigate career moves with clarity and confidence. Whether you're chasing growth or escaping a bad fit, Todd shares how to time transitions strategically, factoring in fiscal year cycles, capital equipment sales, and the difference between a smart move and a lateral mistake made out of frustration. We take a hard look at toxic leadership and how to spot it early. Todd reveals the red flags that signal deeper company-wide issues versus isolated manager problems, and how to evaluate whether a compensation plan aligns with your goals, or sets you up for burnout. You’ll also learn how to build lateral leadership experience that prepares you for the next level. For anyone evaluating job offers or company fit, this episode is your blueprint. We walk through the key things to investigate before you sign, from procedural mix and product pipeline to financial stability and market opportunity. Todd explains why local market dynamics often matter more than company culture, and how to use your network to gather the intel that recruiters won't tell you. If you're serious about building a long-term career in medical sales, this episode gives you the mindset, metrics, and strategy to make your next move your best one yet. Connect with Todd: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How » Want to connect with past guests and access exclusive Q&As? Join our EYS Skool Community today!

Haley Carswell, Vice President at Zynex Medical, joins us to share her unconventional path from managing a tanning salon to leading in the world of non-invasive pain management. What started as a pivot away from law school, thanks to advice from her father, became a thriving career built on people skills, grit, and an eye for strategy. Today, Haley supports her team through data-driven planning, leadership, and market insights that drive results. We dive into the emotional transitions that shaped her journey, including a powerful chapter in addiction treatment. Haley opens up about the personal loss that fueled her passion for mental health advocacy, and how working through the COVID crisis in recovery centers gave her a new perspective on purpose. Her move into medical sales was more than a career shift — it was a chance to align with her mission to support non-addictive pain solutions. This episode is a powerful reminder that the road to success isn't always linear. From tanning salons to treatment centers to medical device sales, Haley’s story proves that resilience, relationships, and the courage to pivot can lead to impact and fulfillment. Whether you're in healthcare, sales, or considering a leap into something new, this conversation will move you — and motivate you. Connect with Haley: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How » Want to connect with past guests and access exclusive Q&As? Join our EYS Skool Community today!