Earned Access

About Earned Access

Your go to spot to get better as a medical device sales rep and hear what the top 1% is doing daily and learn sales tactics to get better every single day.

Publisher

Ryan Jackson

Category

business

Language

en

Explicit

No

First episode

4 Feb 2026

Latest episode

23 Sept 2026

Latest episodes

15 episodes in the feed.

1. 

   23 Sept 2026

   Rep to Rep: Mapping your territory to hit your quota

   Ryan and Aaron talk through how reps can stop reacting to their calendars and start using territory mapping, zone planning, and routing to work smarter. The conversation focuses on how to split a territory into workable zones, how to measure territory health, and how to stay proactive with current customers while still creating room for growth.In this episode: Aaron explains why reps get stuck “following their phone” instead of using a real territory strategy He breaks down a zone strategy built around 4 to 6 mini territories, with one full day spent in each zone Ryan adds the idea of working from your backyard out and using an 80-20 lens to prioritize the biggest opportunity They discuss why not every zone deserves equal time and why larger metro areas or higher-opportunity accounts should get more attention The conversation covers how to measure territory health beyond raw growth percentages, especially when a small territory can look strong on paper but still be underpenetrated They talk about evaluating account depth, product mix, and the energy an account is consuming versus the upside it offers Aaron shares the importance of looking for other physician types or buyers inside the same building, system, or zone to maximize each trip Ryan emphasizes tracking metrics like physician conversion rate, certifications, and pipeline health to know where the territory should be in three quarters Aaron introduces a “two by four” mindset—thinking 2 days, 2 weeks, 2 months, and 2 quarters ahead They close by discussing how proactive territory work helps identify at-risk accounts earlier and keeps customer service efficient without wasting time 06:02 Why territory planning matters and where reps get stuck 07:19 Building zones around geography instead of random appointments 08:39 Working from micro-territories and top accounts 09:25 Why some zones deserve more time than others 10:57 Why growth percentage can hide an underpenetrated territory 12:00 Measuring account depth, product mix, and upside 13:25 Finding additional targets inside the same building or zone 14:05 Using metrics to understand pipeline health and future performance 15:48 Why zone planning requires intentional preparation 17:02 The “two by four” methodology for planning ahead 18:27 How to course-correct when a territory starts underperforming 19:02 Diagnosing drops in volume by looking at account changes 20:24 How proactive territory management helps spot at-risk accounts 22:25 Territory efficiency as a form of customer service 24:14 Wrap-up and next-step feedback on show note structure

2. 

   16 Sept 2026

   Rep to Rep: How you should prepare for a physician lunch

   Ryan Jackson and Aaron Lewis break down how reps should approach working lunches with physicians and clinic staff. The focus is simple: don’t treat lunch as free food or dead time—use it to bring a point of view, earn trust, and leave with a real next step.In this episode: Why lunch can be the best way to connect with physicians Why discovery should happen before the meeting How to map an account by speaking with the entire office team Why staff buy-in is essential for physician adoption How to create an internal champion Why the goal of lunch should be a clear next step How to support change management after introducing a new product Why value matters more than feature dumping

3. 

   9 Sept 2026

   Rep to Rep: How top reps build repeatable systems

   Ryan and Aaron talk about what makes a good routine and how having a routine can be what separates your from the everyone else. It doesn't have to be complex, it just has to be one that your will repeat to show you where to go next and if you are aligned with what matters. Key Topics Good reps have habits, but great reps have routines. How to prepare, plan, execute, review, and adjust. Building an effective pre-call plan using CRM research, account mapping, targeted questions, and a clear objective. Why post-call review is essential for improving performance. How routines help reps identify and correct what is not working. Why physician lunches should be earned and prepared for. The importance of building buy-in with staff before meeting with the physician. What to do when a lunch is scheduled before you are ready. How to define the objective of every physician lunch

4. 

   2 Sept 2026

   Rep to Rep: Zed Dhalla

   Adversity doesn't happen to you, it happens for you. In this episode of Rep to Rep, Ryan sits down with Said "Z" Dollar, co-founder and COO of Topaz Diagnostics and former MedTech VP of Sales. Z shares his remarkable career journey, from commission-only intern to leading a 70+ person sales organization, running his own advisory firm, and navigating a Stage 3B colon cancer diagnosis. Together, they dig into what it truly takes to build a high-performing mindset, take complete ownership of your territory, and lower sales resistance by simply being human. Whether you are an entry-level rep trying to find your rhythm or a seasoned sales leader looking to drive authentic culture, this conversation is packed with tactical wisdom on accountability, efficiency, and connecting with people on a deeper level. In this episode, you’ll learn: The Power of Absolute Accountability: Why top-performing reps look inward at their tonality, body language, and opening questions rather than blaming bad luck. Blue Chips vs. White Chips: A framework for prioritizing high-impact tasks over day-to-day reactive noise to build long-term momentum. The "Human-First" Sales Blueprint: How reverse-engineering conversations based on what the customer cares about eliminates early objections and builds genuine trust. Lowering Sales Resistance: Practical, real-world exercises (like asking a server for something free off a bill) to help reps get comfortable with being uncomfortable. Navigating Personal Adversity: How Z applied his sales mindset and grit to overcome Stage 3B cancer—and how that experience reshaped his passion for preventative diagnostics. Asking Better Questions: One small tweak to your opening questions that instantly moves conversations beyond polite surface chatter to real rapport.

5. 

   26 Aug 2026

   Rep to Rep: Are you acting in service or just a service rep?

   Are you actually driving value for your accounts, or are you just running errands for them? In the debut episode of our new Rep to Rep series, Ryan sits down with medical device sales veteran Aaron Lewis to tackle a hidden trap that even top-performing reps fall into: confusing customer service with account servicing. Landing the deal is only the beginning. Ryan and Aaron dive into what happens after you close, dissecting how top-tier reps protect their time, set clear boundaries, and deliver strategic value instead of becoming glorified order takers. Tune in to learn how to reframe your customer relationships, redefine what it means to be truly useful, and elevate your standing from just another rep to an indispensable partner.

6. 

   15 Jul 2026

   Becoming Impossible to Ignore with Kat Hurd

   In this episode we sit down with Kat Hurd, an industry powerhouse who has seen success in medical device sales from every imaginable angle. From winning Presidents Club four times as a sales rep and being named Rep of the Year, to leading her own team to three consecutive Presidents Clubs as a manager and eventually becoming an Area VP, Kat has spent her career mastering what it takes to perform at the highest level. Today, she channels that "lived experience" into coaching professionals across the medical device space. Kat breaks down why the most successful reps focus on curiosity and customer service rather than selfish selling, and she shares her proprietary framework for sustained, predictable success. The "iOS Method" for Sales: How to balance Influence, Ownership, and Sales process to build a bulletproof foundation for your territory. Systems vs. Motivation: Why installing repeatable, structured systems in your business protects you from the natural highs and lows of personal motivation. The Individual Contributor Trap: The biggest hurdle top-performing reps face when transitioning into leadership—and how to let your team win in their own way. Advice vs. True Guidance: Why lived experience is the most valuable asset a mentor or coach can bring to your career development. Becoming Indispensable: Why being indispensable isn't about being impossible to replace; it’s about becoming impossible to ignore. Tune in to discover how to take your clinical selling, systems building, and territory management to the absolute next level!

7. 

   8 Jul 2026

   Why Sales Opportunities Stall (And How to Keep Deals Moving)

   Opportunities rarely stall overnight. Momentum is usually lost through missed signals, unclear next steps, and a lack of clear messaging. In this episode of Earned Access, we break down exactly what makes a deal close, why meetings go well, and the silent killers that cause pipeline stagnation. Jocelyn shares a major personal update about landing a new sales career and details the perseverance required to navigate the grueling interview process. Later in the episode, we dive into the art of discovery, active listening, and building trust early in the sales cycle. We also discuss why reps must look beyond "nice-to-have" pipelines, how to address a prospect's fear of change, and strategies for navigating complex environments with multiple stakeholders (like tenured physicians and incoming medical fellows). Whether you are stepping into a new "sponge season" of learning or looking to refine your interpersonal approach, this episode provides actionable advice on how to stop convincing people to buy and start guiding them toward growth. Because access isn't given, it's earned.

8. 

   3 Jun 2026

   Process Over Personality: How to Build a Repeatable Sales Engine

   In this episode, we sit down with Aaron Lewis, a massively successful sales professional who has conquered multiple territories in the orthopedic space and successfully transitioned into tech sales. Aaron isn't just a top performer by luck, he is a six-time President's Club winner who repeated his staggering growth trajectory across completely different geographic territories. If you’ve ever been told that sales is purely a personality game, Aaron is here to gently bust that myth. He breaks down why elite sales success is driven by meticulous, repeatable systems rather than raw charisma. Whether you are a medical device veteran, a tech sales rep, or a scaling entrepreneur, Aaron’s hyper-intentional and detailed approach to territory management will rewrite your daily playbook. Because in sales, and in life, access isn't given, it's earned.

9. 

   20 May 2026

   The Art of "Leaning In" & Managing Expectations in MedDevice Sales With Jeff Ader

   How do you transition from over a decade in high-level hospitality to driving a staggering 218% quarterly growth in the competitive pain and spine medical device sector? In this episode of Earned Access, hosts Ryan and Jocelyn sit down with Jeff Ader from Stryker to unpack his untraditional journey into medical device sales. Jeff shares how managing affluent, highly driven personalities in the service industry perfectly prepared him to navigate complex relationships with elite surgeons, hospital C-suites, and Value Analysis Committees (VAC). Jeff pulls back the curtain on what it truly means to "lean in"—moving past a reactive mindset, building foolproof weekly systems, and having the clinical confidence to engage in structured debates with physicians as equals. Whether you are trying to break into the industry or looking to compress your sales cycles from nine months down to four, Jeff's philosophy on managing patient expectations and mapping out the entire clinical ecosystem will change how you approach your territory.

10. 

    13 May 2026

    Leading Without the Title: The Power of Influence

    Most people think leadership officially begins the moment they are put in charge, but the truth is that leadership starts long before you ever have authority. In this episode of Earned Access, we dive deep into what it means to lead when you’re not in charge. We discuss the core of unofficial leadership: influence. Whether you are an aspiring medical device rep or a seasoned professional, this episode explores how to stop waiting for a title and start creating a ripple effect of impact today.

11. 

    6 May 2026

    The Cheat Code for Consistent Success

    In this episode we dive into why systems, not just goals, are the "cheat code" to unlocking a top-performing year. While many professionals focus solely on the outcome, we argue that true consistency comes from the repeatable processes that allow you to troubleshoot where you might be falling off. Ryan introduces the "alignment stick" analogy, explaining that a solid system keeps you focused and makes you easier for customers to work with. The conversation explores the psychology of high performance, referencing the idea from Atomic Habits that you do not rise to the level of your goals, but rather fall to the level of your systems. They break down the mechanics of Habit Stacking, emphasizing the need for connection to existing routines, a sense of control, and progress tracking. Jocelyn also shares insights from her background in sports psychology, discussing how "macro goals" must be supported by "micro processes" to achieve long-term success.

12. 

    29 Apr 2026

    Choose Your Hard: Mastering the Science of Unstoppable Motivation

    In this episode, we dive deep into the gap between where you are and where you want to be, arguing that high performance is built on the days you don't feel motivated. They challenge the common misconception that motivation is just a feeling, defining it instead as the active pursuit of a goal that requires acting differently than how you feel. This episode breaks down the technical and practical aspects of staying driven, including: The Science of Motivation: A look at Self-Determination Theory, covering the three essential pillars of autonomy, competence, and relatedness. The Motivation Spectrum: Understanding the differences between intrinsic (innate purpose), extrinsic (rewards and fear), and pro-social motivation (serving something bigger than yourself). High-Performance Habits: Practical strategies like "habit stacking," reducing friction to make starting easier, and tracking progress to trigger dopamine hits. Choosing Your Hard: A candid discussion on why everything in life is a challenge, and how top-tier reps differentiate themselves by choosing the "hard" that leads to success.

13. 

    22 Apr 2026

    The Value Trap: Why Most Med Device Reps Miss the Mark

    In this episode of the Earned Access Podcast, we dive deep into the most overused—and misunderstood—word in the medical device industry: Value. Jason provides a major update on his journey, sharing how he navigated final-stage interviews with six different companies by applying one simple rule: Do the job before you get the job. We break down why the "cookie-cutter" pitch is a death sentence for your territory and why the supporting staff is often more important than the physician in the room. Whether you are an aspiring rep trying to break into the space or a seasoned pro looking to refine your systems, this episode is a masterclass in becoming a partner rather than just another "widget" salesperson.

14. 

    31 Mar 2026

    Mastering the High-Stakes World of Medical Sales With Vendela Dubin

    In this episode, Vendela Dubin joins Ryan and Jocelyn to break down the "calloused" foundation of B2B sales and how to pivot those skills into the operating room. From defining what "value" actually looks like in a clinical setting to the art of being a "curious asker," this episode serves as a tactical blueprint for new and aspiring reps looking to shorten their learning curve.

15. 

    4 Feb 2026

    Episode 01: Building Your Personal Brand

    In this episode we dive into building your personal brand and why "fake it 'til ya make it" is flawed. We also dive into who we are and why we decided to start this podcast.

Reach and audience

Public platform figures. Ratings count people who left a rating, not total listeners.

Apple Podcasts (US)

5.0 / 5

7 ratings

Spotify

3.7 / 5

3 ratings

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Guest appearances

Books guests

Based on episode analysis; this does not confirm that the show is currently accepting guests.