E48 | How to Master Medical Capital Equipment Sales

About this episode

Rachel Caton shares her blueprint for succeeding in medical capital equipment sales.

Are you trying to break into medical device sales or transition into high-ticket robotics and capital equipment? In this episode of the Medical Sales U, we sit down with Rachel Caton, a Regional Sales Manager and former "Inluminal Sales Rep of the Year" at one of the world's largest medical device companies. Rachel breaks down her exact blueprint for climbing the ladder from an associate to a top-tier capital equipment sales leader. We dive deep into the clinical environments of highly competitive operating rooms, what a real capital sales cycle looks like, and how to create urgency with hospital C-Suite executives. If you are an aspiring sales rep or a current representative looking to level up your healthcare sales career, this masterclass in networking, sales habits, and territory management is for you! Subscribe to Medical Sales U for weekly tips on breaking into medical sales & mastering your healthcare career! CHAPTERS 0:00 - Introduction: Meet Rachel Caton, Rep of the Year 0:50 - The Power of LinkedIn Networking (How Rachel Got Discovered) 1:30 - What Is Capital Equipment & Robotics Sales? 2:15 - Why Sell Capital? The Impact of Saving Lives 3:00 - The…

People in this episode

Host: Dave Sterrett

Guest: Rachel Caton

Topics covered

• medical device sales
• capital equipment sales
• networking
• sales strategies
• career development

Keywords

• medical sales
• capital equipment
• sales cycle
• hospital executives
• networking
• territory management
• robotics sales

Mentioned in this episode

Organizations: Inluminal, medical device companies

Places: Maryland

More episodes of Medical Sales U with Dave Sterrett

• E56 | Top 7 Highest-Paying Pharmaceutical Sales Jobs · June 1, 2026 · 27 min
• E55 | How Pharmaceutical Reps Make Over $200,000: The Numbers Nobody Is Talking About · May 18, 2026 · 35 min
• E54 | She Supported 60+ Surgeries a Day at Stryker. Then She Became a Medical Device Sales Rep at Hologic. · May 4, 2026 · 34 min
• E53 | He Got Married, Moved Across the Country, and Broke Into Medical Sales — All at Once · April 27, 2026 · 37 min
• E52 | What a Top Oncologist Really Thinks About Pharma Reps — and the AI Changing Everything · April 20, 2026 · 48 min
• E51 | From Young Life Minister to Medical Device Rep w/ Kevin Maher · April 13, 2026 · 44 min