The Medical Sales Podcast

In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with TJ Quigley to break down the biggest shift in medical sales: why features and benefits selling no longer works and how value driven selling wins in today's healthcare landscape. TJ explains how buying decisions have moved from physicians to complex committees, forcing reps to connect clinical outcomes with financial impact. He shares real world examples of breaking into major health systems like Cleveland Clinic, the importance of aligning sales and marketing, and how top performers build influence from both the ground up and top down. You will also learn how to create compelling value analysis briefs, generate demand in a post Covid world, and stand out in an increasingly competitive and crowded market. This episode is a must listen for anyone serious about mastering modern medical sales and closing high level deals. Connect with TJ Quigley: 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 Stéphan Toupin to unpack one of the boldest transitions in medical sales, from a successful pharmaceutical career into the riskier but far more flexible world of medical device distribution and entrepreneurship. Stéphan shares why he willingly took a major pay cut to leave pharma, how freedom mattered more to him than salary, and what it really looked like to build something of his own from the ground up after divorce, major life change, and a move from Canada to the United States. He explains the key differences between pharma and med device, why distribution can offer unlimited upside for the right person, and what people misunderstand about the U.S. medical device market. He also breaks down how his company now helps foreign medical device manufacturers enter the U.S. by supporting everything from strategy and importing to warehousing, distribution, and commercialization. This is a must listen for anyone curious about entrepreneurship in med device, the distributor path, and what it truly takes to bet on yourself. Connect with Stéphan Toupin: 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 Dr. S. Thaddeus Connelly, an oral and maxillofacial surgeon, to unpack what medical sales professionals need to understand about selling to surgeons in high stakes surgical environments. Dr. Connelly shares his journey from dental school to becoming an MD, surgeon, and PhD, then gives an inside look at the operating room, the role reps play during complex procedures like TMJ replacement, and what separates a valuable rep from a pushy one. He also breaks down how innovation has changed his specialty, from custom plating systems to virtual surgical planning and AI's growing role in oral surgery. This episode is a must listen for reps who want to better understand surgeon psychology, build stronger clinical relationships, and see how technology is reshaping the future of maxillofacial surgery. Connect with S. Thaddeus Connelly: 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 Jerry Johnson Jr., a former UCLA and NFL athlete who successfully transitioned into medical device sales and now represents Ambu, the global leader in single use endoscopy. Jerry breaks down what single use endoscopy actually is, how it compares to traditional reusable scopes, and why more clinics are embracing the convenience, efficiency, and patient safety benefits of disposable technology. He also shares what it takes to win in a highly competitive space, from territory management and relationship building to overcoming objections around image quality and cost. This conversation is packed with insight for anyone curious about breaking into medical sales, navigating a career transition, or understanding how to succeed in an industry where consistency, service, and strategy matter every day. Connect with Jerry Johnson Jr: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, host Samuel Adeyinka sits down with Naz Momtaz, a Medical Sales Career Builder graduate who broke into medical device sales after transitioning from teaching and family business sales, then quickly earned a promotion to Territory Manager for Endo Urology at Becton Dickinson. Naz shares what it is really like to work in elective urology medical device sales, from covering cases in the OR and introducing new products to surgeons, to navigating value analysis, purchasing, and hospital contracts. She also opens up about the challenges of breaking into the industry, how networking and mentorship helped her land her first role, and what it takes to succeed in a space where relationship building, persistence, and problem solving make all the difference. This is a must listen for anyone who wants an honest look at how to enter medical sales, grow fast, and thrive in a competitive hospital based environment. Connect with Naz Momtaz: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, host Samuel Adeyinka sits down with Emmanuel Orange, an acute care sales rep at Medline, to break down what it really means to be the connector inside a hospital. Emmanuel shares how he manages relationships across entire health systems, from supply chain to clinicians, while overseeing hundreds of product categories and acting as the go to resource for solving critical needs. He walks through a day in the life of covering multiple hospitals, building partnerships, and driving growth in a highly dynamic environment. The conversation also dives into the mindset required to succeed, including agility, grit, and continuous learning, as well as the impact of AI and personal branding in modern medical sales. Connect with Emmanuel Orange: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, host Samuel Adeyinka sits down with Marie Robert, a GE Healthcare product sales specialist, to break down what it's really like selling capital medical equipment in one of the most competitive markets in the world. Marie shares how she entered the industry through GE's Commercial Leadership Program, what a day in the life of a New York City medical sales rep looks like, and how selling anesthesia machines requires deep hospital relationships, strategic thinking, and constant collaboration with physicians, procurement teams, and biomedical engineers. She also discusses the realities of working in a large corporate environment, the future of medical sales in an AI driven world, and the mindset, discipline, and resilience needed to succeed in this fast paced and highly competitive industry. Connect with Marie Robert: 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 Alex Kinsel, a rising medical device rep specializing in noninvasive pain management. Alex breaks down what it really means to be a full cycle rep, from prospecting and clinician relationships to hands on patient education inside the VA system. He shares how autonomy, discipline, and strong CRM habits drive performance, what earnings can look like in a commission heavy structure, and why smaller companies can offer lifestyle freedom without sacrificing income. Alex also opens up about imposter syndrome, career trajectory, leadership growth, and the qualities every aspiring rep must develop, including empathy, honesty, tenacity, and the ability to truly listen. This conversation is a transparent look at building a high income, high impact career in modern medical sales. Connect with Alex Kinsel: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, host Samuel Adeyinka sits down with Alex Kinsel, a medical device rep specializing in noninvasive pain management within the VA system. Alex breaks down how his electrotherapy technology works, how it helps veterans reduce chronic pain, improve mobility, and reclaim their daily lives, and what it takes to sell into an integrated delivery network like the VA. From navigating bureaucracy and building clinician trust to educating patients and driving long term outcomes, Alex shares a transparent look at the hunter mindset required to win in this space. He also opens up about his personal journey into medical device sales, the impact of patient follow up, and why purpose driven selling is the key to lasting success in healthcare. Connect with Alex Kinsel: 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 Gage Mize, Director of Government Sales at Med Pro Associates, to break down what "government sales" really looks like inside healthcare. Gage explains how a 1099 contract sales organization supports VA and DoD facilities by representing dozens of manufacturers, from capital equipment to everyday disposables, and why understanding contracting, credentialing, and call point strategy is the real gateway to winning in this space. You'll hear what a day in the life looks like with true autonomy, the skill set that makes or breaks reps in the 1099 world, and how top performers win by staying consultative, educational, and relentless with follow up. Gage also shares realistic earning ranges, how long it takes to build momentum, the truth about access challenges in the VA, and the mindset shift that helped him thrive early in his career. Connect with Gage Mize: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, host Samuel Adeyinka sits down with Jaclene Corstorphine, a seasoned medical device sales leader known for building her career around disruptive technologies. Jaclene shares how moving across specialties helped her grow faster, why selling solutions and programs matters more than selling products, and what it really takes to succeed in startup and innovation driven roles. They dive into disruption tech sales, individual contributor life, working smarter not harder, balancing family with a demanding career, and the habits that separate consistent winners from average reps. This is a must listen for anyone exploring long term growth, disruptive innovation, and elite performance in medical sales. Connect with Jaclene Corstorphine: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, host Samuel Adeyinka sits down with Dr. S. Thaddeus Connelly, an oral and maxillofacial surgeon, professor, and researcher, to give medical sales professionals a rare behind the scenes look at what it takes to earn a surgeon's trust and win in the OR environment. Dr. Connelly breaks down his path from dentistry to an MD and PhD, what a real operating room setup looks like, and exactly how reps add value during complex cases like TMJ replacement surgery. He explains why long term relationships matter more than flashy pitches, what "subtle" outreach really means when approaching surgeons, and the consistent habits of the best reps he's worked with for decades. The conversation also dives into the biggest innovations transforming his specialty, including virtual surgical planning, custom plates, guided implant workflows, and how AI is starting to reshape imaging, planning, and rep responsibilities. If you sell into surgeons or want to, this episode is a masterclass in professionalism, patience, and how to become the rep who belongs in the room. Connect with Dr. S. Thaddeus Connelly: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, host Samuel Adeyinka talks with Shawn Mertes about the DME and acute care side of medical device sales and why it is one of the most underrated entry points into the industry. Shawn shares his journey from respiratory therapist to territory manager, clinical specialist, and now regional sales manager at a smaller distributor, explaining how rental based equipment supports hospitals and post acute care, what differentiates distributors from large manufacturers, and why service and education often matter more than brand names. They dive into day to day life in the role, relationship driven selling, compensation expectations, leadership lessons, and what hiring managers really look for in entry level candidates who want to break into medical sales. Connect with Shawn Mertes: 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 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 »