Medical Sales U with Dave Sterrett

How to Reinvent Your Career in Medical Sales (Nurses, Trainers & Teachers) | Medical Sales UIn this episode of Medical Sales U, host Dave Sterrett breaks down how former nurses, physical trainers, firefighters, and teachers are breaking into top medical device and biotech companies like Exact Sciences, Pfizer, Canon Surgical, and Eli Lilly. Whether you are looking to break into the industry for the first time or want to reinvent yourself to get better pay, better work-life balance, and more purpose, this panel breakdown gives you the exact blueprint to make it happen. TIMESTAMPS:00:00 - Precision Medicine & Early Detection Impact10:00 - Why Precision Medicine & Oncology 12:25 - Researching Target Companies 13:30 - Real Career Change Stories 17:23 - Why Most Applicants Fail 20:45 - How Narrow Should Your Search Be? 23:30 - What Hiring Managers Look For 25:20 - Interview Prep While Working Full-TimeReady to jumpstart your career in medical device or pharmaceutical sales?🔗 CONNECT WITH US & BREAK INTO MEDICAL SALES: medicalsalesu.com/ What industry are you trying to transition out of right now?#MedicalSales #MedicalDeviceSales #PharmaSales #CareerTransition #OncologySales #PrecisionMedicine #MedicalSales U #SalesCoaching #CareerReinvention

Data and AI won’t close medical device or pharma deals for you—trusted relationships will. Learn how top 1% medical sales reps use the "Ask, Align, & Tell" conversational framework to access tough accounts, handle 2-minute gatekeepers, and convert physicians. Whether you’re an experienced device/pharma rep looking to elevate your sales game or trying to break into the industry through networking and interviewing, this episode breaks down actionable, field-tested tactics you can use today. TIMESTAMPS 0:00 - AI vs. Human Reps02:27 - The "Ask & Align" Method03:00 - Elite Pre-Call Planning04:55 - Better Discovery Questions07:23 - The HBR Follow-Up Trick09:48 - Alignment & Building Trust11:50 - Telling Your Clinical Story14:17 - Unlocking Blocked Accounts19:01 - How to Get Hired What is the biggest barrier you’re facing right now in the field—account access, physician gatekeepers, or breaking into the industry?Join Medical Sales U and get the exact playbook our members are using to land job offers averaging $160k+ to $249k+: medicalsalesu.com/ #MedicalSales #PharmaSales #MedicalDeviceSales #SalesTechniques #MedTech

Can a clinician really thrive in the high-stakes world of pharmaceutical sales?In this episode of Medical Sales U, I sit down with Randy Rhodes, a former Nurse Practitioner at the Cleveland Clinic who successfully transitioned into Oncology Sales. Randy pulls back the curtain on why he left the bedside, the "identity crisis" clinicians face when moving to sales, and the exact strategy he used to land a role at a top pharma company.Whether you are a nurse practitioner, RN, or pharmacist looking to break into the industry, this deep dive provides the tactical roadmap you need to bridge the gap between clinical expertise and commercial success.WHAT YOU’LL LEARN IN THIS EPISODE:* The "Business of Nursing": Why Randy’s business degree and clinical background became his "unfair advantage."* The MSL vs. Sales Debate: Why Randy pivoted from the Medical Science Liaison path to the commercial side.* The 4:54 AM Mindset: How a disciplined routine (and CrossFit!) fuels a successful sales territory.* Overcoming the "Salesperson" Stigma: How to stay patient-centric while hitting your quota.* Interview Secrets: The specific questions Randy wasn’t prepared for and how you can avoid his mistakes. TIMESTAMPS:0:00 - Intro: Meet Randy Rhodes, NP turned Oncology Pro02:15 - The Louisiana Connection: From Business to Nursing05:30 - Life at the Cleveland Clinic: Bone Marrow Transplant Expertise09:45 - Making the Jump: Why Pharma?13:10 - The MSL Interview Nightmare: Learning the Hard Way18:40 - Reframing "Sales": It’s About the Patient22:15 - Landing the Job: The 4-Round Interview Process26:30 - A Day in the Life: Sunday Planning & Territory Hustle32:00 - Staying Motivated When Doctors Say "No"38:45 - Leadership & Advice for Aspiring Reps42:10 - The Power of Feedback: Why Every "No" is a "Not Yet"🌐 Connect with Randy Rhodes on LinkedIn: https://www.linkedin.com/in/randy-rhodes-msn-fnp-bc-763433188/💡 Are you looking to break into Medical Sales? Medical Sales U is dedicated to helping you reinvent your career, find your specialty (Spine, Oncology, Pharma), and provide the innovation patients need. We help professionals transition into top-tier medical sales roles: medicalsalesu.com/#MedicalSales #PharmaSales #OncologySales #NursePractitioner #CareerTransition #MedicalSalesU #NursingCareer #Pharmaceuticals

Can D1 competitive mindset help you dominate the medical sales industry?In this episode of the Medical Sales U Podcast, I sit down with Justin Kershaw—former Michigan State player turned top-tier Spine Endoscopy Rep for Arthrex. Justin pulls back the curtain on how he transitioned from the locker room to the Operating Room, the reality of working for a $5B company like Arthrex, and why being a "Girl Dad" and a man of faith is what actually fuels his professional drive.In this episode, you’ll learn: * The "3 Gatekeepers" you must win over to close deals in any hospital.* Why Arthrex uses an "Agency" model vs. traditional distributorships. * How to maintain high-level physical and spiritual discipline in a high-stress career. * Tactical advice for career pivots (how Dave broke into sales at age 35!).🌐 Connect with Justin Kershaw: https://www.linkedin.com/in/justinkershaw/TIMESTAMP CHAPTERS:0:00 – Meet Justin Kershaw: From the NFL to Medical Sales02:26 – Why Arthrex? Understanding the Sales Agency Model04:05 – Distributorships vs. Agencies: What you need to know05:30 – Career Pivot: Transitioning after pro football08:12 – The "Girl Dad" Mindset: Balancing 5 daughters and a career10:45 – Faith in the O.R.: Bringing "Kavanah" to your work12:06 – A Week in the Life: Cold calls, dinners, and consistency14:12 – Winning over the 3 Pillars: SPD, Gatekeepers, and Admin18:30 – Entrepreneurship: Launching "Mom’s Bars"24:35 – Lead with Prayer: Staying grounded in a digital age29:24 – The Adult Dream: Why you should never stop pushing34:13 – Justin’s 2026 Goals: Growth, Health, and Purpose💡 Are you looking to break into Medical Sales? Medical Sales U is dedicated to helping you reinvent your career, find your specialty (Spine, Oncology, Pharma), and provide the innovation patients need. We help professionals transition into top-tier medical sales roles: medicalsalesu.com/#MedicalSales #Arthrex #SpineSurgery #CareerPivot #MedTech #SalesStrategy #Entrepreneurship #MedicalSalesU

How do top sales leaders stay on top in 2026? Seasoned National Sales Director Kristy McCracken shares her secrets.About This EpisodeIn this episode of Medical Sales U, I sit down with Kristy McCracken, a veteran leader in medical devices and biologics. From managing multi-million dollar revenues to leading national teams at companies like Essity and Merck, Kristy knows what it takes to win.We dive deep into:The "Always Learning" Mindset: Why high-level executives are returning to the basics to stay competitive.Modern Networking: How to use LinkedIn and AI to find common ground with hiring managers today.Leadership & Coaching: Kristy shares a powerful story of how she coached an underperforming rep back to success.The Future of Med-Tech: Balancing high-tech AI tools with the "human touch" that closes deals.Whether you are trying to break into medical sales or you’re a seasoned pro looking to reinvent your role, Kristy’s insights on persistence and "sharpening the saw" are essential listening. Key Moments (Timestamps)00:00 – Introduction: The greatest winners never stop learning.02:15 – Kristy’s journey: 20 years in Pharma and Medical Devices.04:30 – Why even National Sales Directors need a "Professional Community."07:45 – Breaking in vs. Leveling up: What has changed in 2026?11:10 – Leadership Deep Dive: Coaching a rep through a PIP (Performance Improvement Plan).15:30 – Networking Secrets: How Kristy landed her latest role using Dave’s strategies.19:20 – The Human Element: Asking the "follow-up" question.23:10 – Advice for the next generation of medical sales leaders.Resources & LinksConnect with Kristy McCracken: https://www.linkedin.com/in/kristy-mccracken/READY TO BREAK INTO MEDICAL SALES? We help professionals transition into top-tier medical sales roles: medicalsalesu.com/Kristy mentioned that "Persistence is Key." What is the biggest rejection you’ve faced in your career, and how did you bounce back? Let us know in the comments!If you found value in this talk, please: SUBSCRIBE for more interviews with industry leaders. LIKE this video to help other medical sales professionals find us. HIT THE BELL so you never miss a coaching session.#MedicalSales #Leadership #CareerGrowth #SalesCoaching #MedTech #MedicalSalesU #Networking2026

How do you go from a 60% pay cut to becoming a VP of Sales in one of the most competitive industries in the world?In this episode, Dave Hazard (Vice President of Sales at Nuo Therapeutics, Inc) breaks down the "unfiltered" reality of medical sales. Whether you are trying to break into the industry, ace the notorious Stryker Gallup interview, or understand the billion-dollar shift in wound care technology, this conversation is your masterclass. Dave reveals why relationships are your only "currency," the science behind the disruptive Aurix PRP platform, and the "white-knuckle" reality of scaling a medical startup from zero to 250+ distributors.In this video, you will learn:• How to survive the "Mule Year" as an Associate Rep.• Tactical tips to pass the Stryker Gallup Interview.• The "loophole" in the $12B skin substitute market.• Why Vitamin C is the missing link in chronic wound healing.• 1099 vs. W2: How to spot a medical sales scam.TIMESTAMPS:0:00 - Introduction: Meet Dave Hazard2:15 - Taking a 60% Pay Cut: "Why I started at Arthrex"5:30 - How to Ace the Stryker Gallup Interview (Pro Tips)8:45 - The Power of Relationships in Med Device Sales11:20 - Transitioning from Corporate to a Startup15:45 - The $12B Wound Care Market & Medicare Loopholes19:10 - The Science of Aurix: How PRP + Vitamin C Heal Wounds23:00 - 1099 Sales: What to look for (and what to avoid)26:45 - High-Performance Habits & Discipline32:15 - Advice for my 25-Year-Old Self RESOURCES MENTIONED:MiMedx Platform: https://www.mimedx.com/ Connect with Dave Hazard on LinkedIn: https://www.linkedin.com/in/dave-hazard-b625615/💡 READY TO BREAK INTO MEDICAL SALES? We help professionals transition into top-tier medical sales roles: medicalsalesu.com/Follow for more deep dives into the business and science of medical sales!#MedicalSales #StrykerGallup #MedicalDevices #PRP #WoundCare #SalesCareer #1099Sales #Biologics #CareerAdvice

How do you go from being the Ohio State University mascot to an ICU Nurse, and finally to a top-tier Pharmaceutical Sales Rep at Pfizer in just 11 weeks?In this episode of Medical Sales U, I sit down with Corey Stewart to break down his incredible career transition.- The "Hospital Cafeteria" Interview: The insane story of how Corey interviewed for Pfizer while his wife was in labor (and still crushed it).- The STAR Method: Watch a live roleplay of how to answer the "Tell me about a time..." question using courage and clinical experience.- Salary Negotiation: Full transparency on the numbers. See how Corey negotiated a $112k offer up to a $158k total first-year package.-Networking Strategy: Why reaching out to the team is more important than reaching out to the manager.If you are a nurse, teacher, or athlete looking to break into Medical Device or Pharma Sales, this will give you some insight.CHAPTERS0:00 - Intro: Meeting Brutus Buckeye & The "Expert of One" Mindset2:15 - Why Leave Nursing? Burnout, Family, and Income8:45 - The Strategy: Networking with Peers vs. Hiring Managers15:30 - Master Class: Using the STAR Method in Interviews (Live Example)24:10 - The "Courage" Story: Challenging a Surgeon in the ICU32:45 - Must See: Interviewing for Pfizer While His Wife was in Labor!40:20 - The "Re-Close": How to Tell Them You Got the Job45:50 - Money Talk: Negotiating Base Salary, Commission, & Relocation ($158k Total)52:10 - Final Advice: Betting on YourselfWANT TO BREAK INTO MEDICAL SALES? Ready to leave the bedside or the classroom and start a 6-figure career? Apply to Medical Sales U today: medicalsalesu.com/ABOUT THE GUEST: Corey Stewart is a former Ohio State "Brutus" mascot, a Cardiovascular ICU Nurse, and now a Pharmaceutical Sales Representative at Pfizer. He successfully transitioned into the industry in just 11 weeks using the Medical Sales U coaching program.#MedicalSales #Pfizer #NurseToSales #SalaryNegotiation #OhioState #BrutusBuckeye #PharmaSales #CareerTransition #InterviewTips #DaveSterrett #MedicalSalesUDisclaimer: The views expressed in this video are those of the speakers and do not necessarily reflect the official policy or position of any other agency, organization, employer, or company.