The Medical Sales Podcast

In this episode of the Medical Sales Podcast, Samuel sits down with Johnny Caffaro to unpack one of the most talked about career pivots in the medical device world. Johnny shares what it looked like to build a personal brand so big on LinkedIn that it drew attention inside Stryker, how weekly legal reviews and pressure to stop posting escalated fast, and why the company ultimately pushed for a mutual separation despite his strong performance. From being handed his severance at a hotel on the day of a course he helped build, to turning that setback into a consulting run where he landed contracts immediately and became a go to connector for surgeons and orthopedic brands, Johnny breaks down the real upside and hidden cost of being the face of the business. He also opens up about burnout, chronic pain, the strain on his marriage and personal life, and the moment he decided to shut everything down and disappear. The conversation takes a deeper turn as Johnny talks about his healing journey, including plant medicine experiences that reshaped his mindset, helped him confront ego, and changed the direction of his life. If you want the truth about personal branding in med sales, career risk, and what happens when your identity outgrows your job title, this episode delivers it.   Connect with Johnny Caffaro: 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 endoscopy leader and author Jon Alwinson. John shares insights from his bestselling books on sales, faith, and leadership, and explains the role of endoscopy in modern medicine. He discusses the daily life of an endoscopy sales rep, the importance of building strong relationships with physicians, and key strategies for sales success—such as territory planning, speed, time management, and developing winning systems. The episode offers practical advice for both aspiring and experienced medical sales professionals.   Connect with Jon Alwinson: 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 Adeyinka sits down with Christopher Price, a pharmaceutical executive with over 20 years in life sciences who built a parallel path to wealth through real estate investing. Christopher shares his journey from Division I football and early pharma internships to leading content and marketing operations at a top pharmaceutical company. He opens up about becoming an accidental landlord, navigating financial uncertainty through major market crises, and discovering passive real estate syndications as a way to build generational wealth. This conversation explores career longevity in pharma, operational leadership, financial education, and how medical sales professionals can think beyond a paycheck to design long term stability and freedom.   Connect with Christopher Price: 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 Adeyinka sits down with Bruce E. Brown, a seasoned sales professional with over 20 years in pharma who made a rare and successful transition into medical device sales as an independent 1099 distributor. Bruce shares how he broke away from the corporate structure, built his own LLC, and created a sustainable business by representing multiple product lines. He reveals unconventional but effective strategies for gaining access to surgeons and hospitals, lessons learned from the opioid era, and the realities of commission-only sales. This candid conversation offers a behind-the-scenes look at what it truly takes to survive, grow, and thrive as an independent medical sales professional.   Connect with Bruce E. Brown: 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 Amy Harrington, a seasoned sales training and enablement leader who has built and scaled training programs across startups and global medtech organizations. Amy shares her unconventional path from surgical tech to nurse to orthopedic rep, and ultimately into becoming a trusted architect of sales education and practice development. She breaks down what truly makes sales training effective, why confidence comes from knowledge, and how reps can sell with science instead of scripts. This conversation pulls back the curtain on how great training bridges clinical complexity and real-world selling, why acronyms and rigid sales models often fall short, and how emotional intelligence, curiosity, and practical learning separate average reps from top performers. Whether you're a rep looking to sharpen your edge or a leader building sales teams that actually perform, this episode delivers real insight into how sales training should work in today's medical sales landscape.   Connect with Amy Harrington: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In Part 2 of this Medical Sales Podcast conversation, Samuel continues the deep dive with Rashago Kemp, a regional director in the biologics and wound care space, breaking down the real differences between W2 and 1099 medical sales. Rashago shares how he manages independent reps, why leverage and motivation work differently outside of W2 roles, and what separates average reps from elite performers in the 1099 world. They unpack earning potential, commission structures, distributor models, and how top reps scale into multimillion-dollar businesses. The conversation also explores leadership, reputation, long-term relationship building, work ethic, family responsibility, and the nonnegotiable habits required to win consistently in medical sales. This episode is a must-listen for reps deciding between W2 and 1099 paths and anyone serious about building a high-impact, high-income career in medical sales.   Connect with Rashago Kemp: 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 regional director Rashago Kemp to explore the world of biologics and regenerative wound care, revealing how amniotic tissue is transforming outcomes for diabetic foot ulcers, venous leg ulcers, pressure injuries, and complex wounds that traditional care can't heal. Rashago breaks down the science behind why this tissue works, why amputations are rising in the U.S., and how patient compliance can make or break recovery. He shares powerful real-world cases, including a patient who healed after living with a wound for 20 years, and explains what it takes to succeed in this relationship-driven specialty. From managing more than 60 independent reps to navigating the differences between W2 and 1099 structures, Rashago delivers a rare inside look at sales, leadership, and patient impact in one of the most meaningful corners of medical technology.   Connect with Rashago Kemp: 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 endoscopy leader and author Jon Alwinson to break down what makes GI and ASC sales one of the most predictable, high-impact spaces in medical devices while unpacking Jon's journey from failed entrepreneur to Stryker associate, rookie-of-the-year rep, and now ASC leader at Boston Scientific. Jon shares the systems that drive top-tier performance—true pre-call planning, zoning a territory with precision, and running each week with a focused attack list—while also exposing the pitfalls that hold reps back, from fear and negative self-talk to time-wasting habits and hiding in comfortable accounts. Samuel and Jon dive deep into identity, mindset, and mentorship, exploring how the best reps stay confident, stay disciplined, and stay out of their own heads. If you want a tactical, honest look at what it takes to thrive in medical sales and lead with excellence, this episode delivers it.   Connect with Jon Alwinson: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

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 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 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. Class on September 12th: https://www.eventbrite.com/e/1611758917309?aff=oddtdtcreator  Class on September 25th: https://www.eventbrite.com/e/1618595896899?aff=oddtdtcreator  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!