The Business Warrior Within: Breaking into Medical Device Sales

Episode Summary:
So, you want to break into medical device sales? In this episode of The Business Warrior Within, host Andy Olen shares expert insights on how to start a career in medical technology sales, build connections, and stand out in a highly competitive industry. Medical device sales come with a unique challenge—you’ll never use the products you sell. Instead, you must become an expert in persuading highly trained physicians to trust your technology. Andy discusses how to overcome this experience gap, navigate the hiring process, and position yourself for success.

Key Takeaways from This Episode:

🔹 The Unique Challenge of Medical Device Sales

• Unlike other industries, medical device reps don’t use their own products—so they must build credibility and trust in other ways.

• Sales success comes from leveraging product knowledge, clinical studies, business acumen, and strong relationships with physicians.

🔹 Andy's Journey in Medical Device Sales

• Nearly 20 years of experience at top healthcare companies like Abbott, Roper Technologies, and Siemens.

• Transitioned from corporate healthcare to running his own sales training and leadership business, still working with major industry players.

🔹 How to Break into the Medical Device Industry
1️⃣ Find Your Passion Within Healthcare

• Explore different specialties: cardiology, orthopedics, oncology, lab diagnostics, neurovascular, etc.

• Research companies in your chosen field (e.g., Boston Scientific, Medtronic, Johnson & Johnson, Stryker).

2️⃣ Identify the Right Companies

• Large companies provide structured training and career paths.

• Startups offer faster growth but require more self-sufficiency.

• Consider medical product distributors like Medline, Cardinal Health, or McKesson as entry points.

3️⃣ Network with Industry Professionals

• Use LinkedIn to find regional sales managers and reps in your area.

• Reach out for informational interviews—ask for advice, not a job.

• Learn from their career paths and let them guide you to opportunities.

🔹 The Mindset for Success in Medical Sales

• Be strategic in selecting a company that aligns with your career goals.

• Understand the industry's demands—hard work, resilience, and constant learning.

• Focus on communication, connection, and cooperation to earn the trust of medical professionals.

Final Thoughts:
Landing a medical sales role requires preparation, persistence, and networking. Follow Andy’s three-step framework to get started, and stay tuned for future episodes on excelling once you break into the industry.

📩 Connect with Andy Olen:

• Website: andyolen.com

• LinkedIn: Andy Olen on LinkedIn

• Book: The Trilogy of Yes – Master the skills of connection, communication, and cooperation in sales

🔊 Subscribe & Share: If you found this episode helpful, share it with someone looking to enter the healthcare sales world!

🎙️ The Business Warrior Within – Good Selling. Good Leading. Good Living.

Published on: March 3, 2025

Duration: 22 minutes Video

Overview:

In this video review, Andy Olen explores three key secrets to successful negotiation, emphasizing the importance of preparation, understanding motivations, and striving for mutually beneficial outcomes. Andy shares negotiation best practices, including:

• BATNA
• Tripe-Win Outcomes
• The Trading Sheet
• Trading Value for Value

Key Points Reviewed

• Start with No
• Find the Motivation
• Ask for the Moon

Additional Insights:

• Andy introduces the concept of BATNA (Best Alternative To a Negotiated Agreement), explaining its role in empowering negotiators by knowing their alternatives.
• He stresses the importance of a "triple win" outcome — benefiting the negotiator, their company, and the customer — to ensure long-term success and relationships.
• The video concludes with strategies for "Yes, if" negotiations, where agreements are structured around conditional agreements that benefit both parties.

Conclusion:

Andy's approach to negotiation combines practical strategies with ethical considerations, aiming for outcomes where all parties feel victorious, fostering repeat business and referrals.

His personal anecdotes and substantial career achievements add depth and relatability to the advice shared.

📌 Video reacted to: 3 Negotiation Secrets To Always Get What You Want

📌 Get access to Andy's Tools and Insights: AndyOlen.com

Joanna Ebbers Shares How To Thrive In The Aesthetic Industry

Executive Summary: In this dynamic episode, Andy Olen welcomes Joanna Ebbers, an accomplished sales and training leader in the aesthetics industry. Joanna shares her journey from pharmaceutical sales to becoming a top executive in the rapidly growing aesthetics field, with leadership roles at companies like HydraFacial, SkinCeuticals, and SkinMedica. Throughout the episode, Joanna provides valuable insights into sales leadership, customer education, and the booming business of aesthetic treatments. She emphasizes the importance of passion, hustle, and continuous learning in sales and leadership. Joanna also offers advice for those looking to break into the aesthetics industry while reflecting on her Wisconsin roots and experiences in Southern California.

Main Topics Discussed:

• Joanna's Career Journey:
  • Transition from pharmaceutical sales to aesthetics.
  • Leadership roles at top companies in the aesthetics industry: HydraFacial, SkinCeuticals, and SkinMedica.
  • Most recently as Senior VP of Sales and Performance Training at Glo2Facial.
• Wisconsin Roots and Southern California Life:
  • Reflections on growing up in Wisconsin, attending the University of Wisconsin-La Crosse, and her ongoing connection to the state.
  • Living and working in Southern California for over two decades.
• The Aesthetics Industry:
  • Why Joanna loves the aesthetics industry: high profitability, dynamic innovation, and helping customers feel better about themselves.
  • Insights into the booming business of aesthetics, a multi-billion-dollar industry poised for continued growth.
  • The importance of understanding and educating the customer, from estheticians to med spa owners.
• Customer Education and Support:
  • Joanna’s passion for empowering estheticians through education, training, and sales confidence.
  • The role of customer education in driving business success and client satisfaction.
  • Strategies for helping aesthetic businesses maximize current clients and attract new ones.
• Sales Leadership and Training:
  • The characteristics of a successful aesthetic salesperson, from capital sales to skincare product sales.
  • The importance of passion, hustle, and targeting in sales.
  • Building and leading high-performing sales teams in the aesthetics industry.
• Advice for Aspiring Aesthetic Salespeople:
  • Tips for breaking into the aesthetics industry, including the importance of hustle and leveraging your network.
  • How different sales experiences (e.g., in industries like payroll services and wine sales) can be great training grounds for aesthetics sales.
• Developing Businesses in Aesthetics:
  • The value of a good sales system or product for medical spas and estheticians, and how it can rapidly pay off for businesses.
  • The evolving customer demographic, with growing interest from younger consumers and men.

Connect with Joanna:

• Instagram: @Joanna.Ebbers
• LinkedIn: Joanna Ebbers on LinkedIn

Tune in for insights into the aesthetics industry, sales leadership, and Joanna’s tips for building successful businesses and empowering estheticians!

Joe McClung: How to Get Hired in Healthcare - Grit & Growth Mindset On the List

Executive Summary: In this compelling episode of The Business Warrior Within, host Andy Olen welcomes Joe McClung, the President of Floodgate Medical, a leader in talent services for the medical device industry. Joe shares his journey from medical device sales and leadership to talent management, highlighting his experience in the field and insights into building successful teams and careers in medical devices. Joe emphasizes the importance of good listening, grit, intellectual curiosity, and a growth mindset—both for sales professionals and the companies seeking them. This episode provides practical advice for breaking into the medical device industry, advancing to leadership roles, and navigating the hiring process with a talent-focused perspective.

Main Topics Discussed:

• Joe McClung’s Career Journey:
  • Transition from medical device sales and leadership to President of Floodgate Medical.
  • Key takeaways from his time in healthcare and how it shaped his career in talent management.
  • How Joe’s passion for innovation and improving lives fuels his work at Floodgate.
• Floodgate Medical and Differentiated Value:
  • How Floodgate Medical revolutionizes talent recruiting in med device with a focus on preparation, retention, and client satisfaction.
  • The value Floodgate offers to candidates, including career preparation and holistic support.
  • Differentiating from single-desk recruiters by focusing on a personalized approach and long-term success.
• The Importance of Listening:
  • The significance of Stephen Covey’s quote is that “No one cares what you think until they think that you care.”
  • Active listening and understanding customers or team members is crucial to success in sales and leadership.
• Breaking into the Medical Device Industry:
  • Advice for individuals without med device experience who are looking to enter the field.
  • The importance of demonstrating grit, overcoming challenges, and seeking associate-level or entry positions to gain experience.
  • Tips for preparing resumes and working with recruiters to land the right opportunity.
• Keys to Leadership and Career Growth:
  • How to position yourself for promotion from individual contributor to leadership roles.
  • Importance of communicating career aspirations, taking initiative, and leading without a formal title.
  • The power of mentorship and volunteer opportunities to gain leadership experience.
• Interview Preparation and Behavioral Interviews:
  • The growing trend of behavioral interviews in med device companies.
  • The value of preparing and practicing stories that demonstrate key attributes like resilience, problem-solving, and adaptability.
  • Tips for navigating panel interviews and delivering engaging presentations.
• Floodgate’s Mission and Impact:
  • Floodgate’s mission to improve lives by uniting great people with great companies.
  • The firm’s community involvement and commitment to volunteerism and giving back through their foundation.

Connect with Joe McClung and Floodgate Medical:

• Website: Floodgate Medical
• LinkedIn: Joe McClung on LinkedIn

Tune in for inspiring insights from Joe McClung on talent recruiting, career growth, and making an impact in the med device industry!

The Business Warrior Within: A Leadership Story: Sensient CEO Paul Manning

Summary:
In this engaging episode of The Business Warrior Within podcast, host Andy Olen welcomes Paul Manning, the CEO of Sensient Technologies. Paul shares his remarkable career journey, from his time at Stanford University and the Kellogg School of Management to his roles in the U.S. Navy and corporate world. He discusses his leadership experiences at Sensient, where he has driven the company to become a global leader in specialty ingredients. The episode also delves into Paul's personal reflections, professional philosophies, and insights on leadership, culture, and business growth.

Topics Discussed:

Leadership and Culture:

- Importance of defining and maintaining a strong company culture.
- Sensient's four cultural pillars are integrity, Professionalism, Safety, and Customer Focus.
- The impact of culture on business integration and acquisitions.

Military Experience:
- Leadership lessons from the Navy.
- Early responsibilities and the value of making mistakes.

Business Strategy and Operations:
- Sensient's approach to acquisitions and integration.
- Emphasis on finding a way to say "yes" to customers.
- Simplifying communication for effective leadership.

Personal Insights:
- Balancing professional and personal life.
- Maintaining a weekly cadence of one-on-one meetings with direct reports is important.
- Strategies for recharging and staying motivated.

Future of Sensient Technologies:
- Optimistic outlook on sustainable and profitable growth.
- Long-term strategic goals and the importance of consistency.

Advice for Aspiring Leaders:
- Taking advantage of opportunities and being willing to tackle challenging tasks.
- Importance of flexibility and readiness to seize career windows.

Tune in to hear Paul's inspiring journey and gain valuable insights into leadership, culture, and business strategy from a seasoned executive.

In this engaging episode of The Business Warrior Within, we welcome Tim Riesterer, the Chief Strategy Officer at Corporate Visions, for a free-ranging chat about sales and marketing strategies that drive growth and transform customer conversations.

Tim shares insights on the power of storytelling in sales, addressing status quo bias and the importance of personalized value conversations.

Tune into this episode to learn how to turn up and deploy Gobs of Contrast to overcome the customer’s status quo.

Hot Topics Discussed on This Episode

Importance of Salesperson's Role

Human vs AI in Sales

Company & Customer Storytelling

Status Quo Bias in Sales

Gobs of Contrast

Challenging the Status Quo

Leveraging Status Quo as the Incumbent

When to Visit Wisconsin

Tim's LinkedIn Profile: https://www.linkedin.com/in/tim-riesterer/
Tim's Books on Amazon.com: LINK HERE

Influencing, presenting, and leading require moving energy around the room and steering the business agenda forward.

In this episode of The Business Warrior Within, join us as we delve into the fascinating world of HR with Michael Walters, a distinguished HR executive and Chief Human Resources Officer for Samsung Semiconductor.

Michael shares insights into his journey, from his impactful roles in big tech, healthcare, and entertainment industries to his decade-long dedication as a global keynote speaker and management instructor.

Highlights include his thoughts on overcoming imposter syndrome, effective public speaking techniques, and the nuances of HR leadership in a multicultural environment.

The Show Flows Through Engaging Topics

• Michael's Public Speaking Insights
• Influencing Decision-Making in HR
• Tackling Imposter Syndrome
• Presentation Q&A Challenges and Strategies
• Preparation for Presentations
• HR Leadership at Samsung Semiconductor
• Building Your Career in Business
• Ladders Versus Spiral Staircases
• Sales Success

LinkIn with Michael Here: https://www.linkedin.com/in/mwalters62

Subscribe to Andy's Monday Mojo Skills Newsletter and Overcome the Expectation to Skills Gap: https://www.andyolen.com/subscribe-to-newsletter