Med Device Unleashed

About Med Device Unleashed

A fun and dynamic show delivering real world content by having relevant conversations and interviews with industry leaders and people on the front lines of the medical device and sales sectors. The show is designed to deliver value and entertain all experience levels whether you are an aspiring rep, a new rep in the filed or a seasoned veteran/executive in the medical device space. The overall goal of the podcast is to shed light on some of the complex intricacies of what it is like to live, breathe and sell in this ever-evolving industry.

Publisher

Jamie Tipton

Category

business · business

Language

en

Explicit

No

First episode

12 May 2020

Latest episode

1 Sept 2021

Latest episodes

15 episodes in the feed.

1. 

   1 Sept 2021

   #14 : American Society of Pain & Neuroscience Founder and Chairman Dr. Tim Deer and Vice Chairman Dr. Dawood Sayed as well as interviews and discussions LIVE from the conference floor with some of the top thought leaders in the pain medicine specialty.

   A full length podcast live from the floor of ASPN , speaking with some of the top thought leaders in the interventional pain space and taking a look into the future of pain medicine and what's on the horizon for ASPN as an organization in which is growing very rapidly.

2. 

   3 Jun 2021

   #13 : Giovanni Di Napoli President of Medtronics Gastrointestinal Divison discusses the influence and use of AI in healthcare , the game changing technology called GI Genius and how to stay ahead of the competition plus much more

   In this episode of Med Device Unleashed, I am talking to Giovanni Di Napoli. He is the President of Medtronic’s Gastrointestinal division. Listen in as Giovanni discusses the new product launch of GI Genius, AI applications, and strategies for managing territories. “Artificial Intelligence is here to help; to keep performance stable... or to improve performance.” Top Takeaways: Put in the time to learn things inside out. Prioritize the people you want to work with. Balance what you can achieve short and long term. Take care of your physical body to take care of your mind. Get up early to get ahead. Create value for physicians and patients. Have clear visions. Foster an open-minded attitude. Episode’s Timeline: [03:52] What Giovanni learned from his time at Johnson & Johnson. [05:57] How Giovanni felt about working in sales. [07:20] How Johnson & Johnson parses territories and reps. [08:55] Strategies for dealing with a large territory. [13:42] Advancing devices to preserve surgical techniques. [15:25] Moving up the sales ladder into leadership. [18:16] How Giovanni maintains his one-man show. [22:40] About GI Genius. [29:45] The GI Genius development timeline. [30:50] How GI Genius integrates into a practice. [31:23] Will the Medtronic GI division move to direct to patient marketing with the GI Genius? [34:00] Did Giovanni expect the progress of his department 5 years ago?

3. 

   19 May 2021

   #12 : Medical Device sales leader Sean Bryant talking on the makeup of a highly successful medical device sales leader, how to prepare to win the day , Always failing forward and embracing the grind.

   Sean Bryant is a seasoned medical device sales leader whom has developed professional habits and sharpened his sales skills in a multitude of ways. He is extremely engaging and filled to the brim with advice and knowledge to level up your sales/leadership game and open new doors in both your personal and professional development.

4. 

   23 Mar 2021

   #11 : Allison Turner NP deals out some real world thoughts on what makes a rep stand out good or bad , building the right kind of trust , what it takes to make it in the Interventional pain space and much more

   Allison Turner brings her A game day and in and day out. She comes to work dedicated to building trust and delivering the right therapies to her patients to drive the best results possible. In her career she's worked with some of the busiest practices in the country and through this experience she provides us brutally honest and direct insights into what it really takes to be a medical device rep from a woman who has worked with some good reps and some not so good reps. Her story is a great one and we were happy to have her on the show as our first NP ever on MDU.

5. 

   1 Mar 2021

   #10 : Denise Muresan is one of the industries power house representatives and this episode she shows why: we get the low down on , the power of humility and how playing professional tennis changed her game in device sales

   In this episode of Med Device Unleashed Podcast, we have invited Denise Muresan, an Area Sales Manager for Vertiflex and a Pro-tennis player. Denise started as a clinical specialist with Boston Scientific. She is a highly talented, very successful medical device sales rep. She studied brain behavior and cognitive science at Michigan ( Go Blue ). Today, Denise shares with us her journey from being an athlete to Medical Device Sales and gives her advice to aspiring people and current device sales reps alike. Athletic Background [02:04] Denise went to the University of Michigan and studied pre-med undergrad where she did brain behavior and cognitive science. She excelled in college tennis and decided to play professionally for four years. Path to Med Device [03:00] Denise didn't know about the industry. She was focused more on the pre-med track and potentially becoming a physician or an anesthesiology assistant. The first time she learned about it was from his brother who worked for GlaxoSmithKline. After graduating, some of her athlete friends got into device sales and encouraged her to try it. [03:40] When Denise stopped playing tennis, she applied for 30 to 40 med device jobs but didn’t get one email back. With her best friend’s connection, a couple of spots were open up for a CS position at Boston Scientific. She was interviewed and got it. Denise’ Day to Day [05:32] Working at Boston Scientific, she was working with spinal cord stimulators as a clinical specialist. She was covering cases and re-programming. She would re-program an actual stimulator that's implanted in the patient's body through a Bluetooth type of device to cover the patients’ pain areas where they feel like a buzzing tingling sensation to block the pain. [06:07] She would look for ways to help her territory manager grow the accounts, and come up with ideas based on conversations and what she’d seen with physicians. From Clinical Specialist to Sales [07:00] Denise said she didn't understand what sales incorporated in that capacity. She got into medical device sales because she didn't want to do any type of sales. She liked its healthcare aspect. But as she started developing and learning what the sales role entailed, she realized that she can get more into those clinical and higher-level conversations with physicians. Denise loved developing the business, too. Her Advice [09:57] In medical sales, we try and act like we know everything all the time, and that's not always true. When you first start, take advantage of the fact that you are new. The doctor knows that you're new. Ask questions if you don't know what's going on. They'll respect you because they'll know that you will be even better prepared next time that you're with them, and you're truly there to learn and not just watch. [11:45] Before you go in, talk to other reps that have been in the room with a physician. Everybody has a different personality in the operating room. We're there to make them comfortable, and provide the product for them and make sure everything's working properly. But if you can cater to their personality as well, they'll appreciate that. Skills Acquired From Tennis [13:05] One of the skills that Denise acquired from playing tennis is teamwork. She said it’s important not only to be a team player but knowing how to work with different people. [16:06] For Denise, being coachable is another important skill. You need to ask questions to see what it takes to get to that next level, but don't rush because that just means you want to get better. It doesn't mean it feels good getting that negative feedback, but it's always best and can always grow from it. Vertiflex [19:10] It's a minimally invasive spine implant for mild to moderate lumbar spinal stenosis with neurogenic, intermittent claudication. It is for older patients that aren’t allowed to go through a major back procedure. [20:11] This device was created to treat the mechanical component of pain. Hesitations on Vertiflex [22:15] Denise was scared to make the jump because Boston Scientific is such a well-known company. She was the market leader selling products. She took the risk and went to a new company to help bring a brand new product to market that was a groundbreaking therapy. She was very nervous about making that decision but was glad she did. [25:02] Denise saw a quicker path to upward mobility than she did at Boston Scientific at the time. Outside Work [28:48] When at home, Denise was studying the clinical study, spinal anatomy, lumbar spinal anatomy, and having everything nailed down. She wanted to be prepared to answer on the spot. Tips in Managing a Team [31:45] It's a constant learning process for Denise. She tries to understand what motivates her teams and what goals they have and try and support them as best as possible. She gives input on where they can grow, and help them develop those skills, and be supportive. Advice for Aspiring People [32:20] Dennis said that there should be energy to work hard. A lot of people want to be in medical device sales, but it's not for the faint of heart because it is a lot of work. You have to bring that energy to your physicians. [33:10] We need somebody open to learning to improve, so they have to be coachable. [35:21] Be humble. Know that you don't know what you haven't learned yet. Learn as much as you can whatever role you are in. Ask your manager to be involved in those opportunities, so that once you get to that role, you're well qualified. [36:50] When you step into medical device sales, your game face and support should be in your position. You must know the product well and be good support. Keep things calm. Be ready and prepped for them. Follow Denise Muresan on her social: LinkedIn: https://www.linkedin.com/in/denise-muresan-40056ab0/ (https://www.linkedin.com/in/denise-muresan-40056ab0/) Follow Jamie Tipton on his social: LinkedIn: https://www.linkedin.com/in/jkt1117/ (https://www.linkedin.com/in/jkt1117/) Listen to more episodes of the podcast on: Website: https://mdunleashed.com/ (https://mdunleashed.com/) Apple Podcasts: https://podcasts.apple.com/us/podcast/med-device-unleashed/id1513156937 (https://podcasts.apple.com/us/podcast/med-device-unleashed/id1513156937) RSS: https://feeds.transistor.fm/med-device-unleashed (https://feeds.transistor.fm/med-device-unleashed)

6. 

   22 Feb 2021

   #9 : Nick Grossman CEO & Founder of Maverick Medical lets us into his world owning and operating a top performing medical device distribution company , Developing the right kind of team and the art of preparation and much more

   In this episode of Med Device Unleashed Podcast, we have invited Nick Grossman, CEO and Founder of Maverick Medical. With more than 15 years of experience in medical device industry, his medical and sales expertise stemmed from working with massive medical companies like Pfizer, Zimmer Biomet, SI-Bone, etc. Today, Nick educates young entrepreneurs the crucial aspects of a goal-driven company, hiring insights, and network-building to boost your market presence. Maverick’ Mission [02:43] Nick’s company is built around “paradigm-shifting” devices for orthopedic and pain management purposes. Few people thought it was provocative but his team aimed for going against the status quo, help surgeons and patients have an open-mind, and to improve the medical system for improved outcomes. Nick’s Calling [07:25] Nick thought that if he built his company at some other time, he would have failed. Thinking of his career experience, you need to have a degree of understanding in sales and medical practices. [08:10] Do you have the network to tap in to entrepreneurship? Asking this question helped Nick assessed that he made the right decision. [09:46] Don’t wait for the stars to align because if you do, doing this is not for you—find comfort in chaotic times. Learnings at SI-Bone [11:36] Patient as the center is SI-Bone’s clinical mission. Paired with superior product, Nick was able to soak everything—sales, sales leaderships, medical practices, etc. [12:32] Having an irreversible bond with the customer, you now have an opportunity to service the local market through referrals. It was Nick’s first time to find the convergence of business and medical sales. Nick’s Advice [17:44] Find where talented people go, understand their model, how will it get you a warm lead and find trustworthy people that can provide you a small territory to start. Couple it with doing the right thing for your career, the confidence of independence and knowing that there will be people who supports you are your gauge will help you break in the barriers that prevents you from entering the market. [19:06] Show you track record and launch strategies are not enough. Nick encountered challenges when other distributors pitched earlier or have a connection with a prospect customer. However, he resolves this through goal alignment and finding an avenue for mutual success. [21:41] Do what you can do and fight for it. Don’t make false promises and inflate expectations to you companies—be modest and project realistic expectations for yourself and for people you are working with. Models of Distributors [23:43] For Nick, there are distributors with limited market scope but offers unique devices or distributors who offers unique devices to the masses—he resonates with the second model. [24:49] Nick felt that this world has enough positive feedback and appetite for the adoption of a novel technology. Hiring Insights [30:14] Nick made mistakes of hiring people thinking they are the same as him. Look for people who show up every day, expressive, hard-worker and likeable. They should be passionate about winning and the space they are working in. Barriers of a Hospital System [33:38] Nick finds the world to be different. It changed the way his team evaluate their products. You need full honesty to your customers in terms of patient outcomes and efficiency standpoint. [34:37] Value analysis committee hardly cares on the bottom line as they do with the top line. Therefore, you need to have sufficient evidence to support the claims you introduce if you wanted to make something big—otherwise, you get rejected. [34:59] Lastly the insurance company. If the hospital, surgeon and insurance company does not align, then it is not the right time for you. Find representatives that can fight for a few years and prime the market. Nick’s Aim [37:30] Nick hopes for big companies to be looked as a partner. By understanding contracts, facilitating reimbursement and volume, he wanted various facilities to lean on them. Through developing the right relationships and being consistent for a long time, they would reach out more. Market Insights [39:19] For Nick, you can be successful as long as you have an aptitude of recognizing launch strategies and market dynamics. [41:42] Nick thinks that 99% of little tips that happen in the industry is not worth following. You need to stay focus on your mission, goals and be optimistic. Advice for Young Entrepreneurs [42:50] You don’t know what you don’t know and stick to what you have. If you are new the business, have the confidence to lead and don’t stress on small things. [44:54] Have the focus and responsibility to be better. Don’t get to a certain point of losing the edge—have a healthy level of paranoia but not to the point of preventing you from moving forward. Follow Nick Grossman on his social: LinkedIn: https://www.linkedin.com/in/nicholasgrossman/ (https://www.linkedin.com/in/nicholasgrossman/) Follow Jamie Tipton on his social: LinkedIn: https://www.linkedin.com/in/jkt1117/ (https://www.linkedin.com/in/jkt1117/) Listen to more episodes of the podcast on: Website: https://mdunleashed.com/ (https://mdunleashed.com/) Apple Podcasts: https://podcasts.apple.com/us/podcast/med-device-unleashed/id1513156937 (https://podcasts.apple.com/us/podcast/med-device-unleashed/id1513156937) RSS: https://feeds.transistor.fm/med-device-unleashed (https://feeds.transistor.fm/med-device-unleashed)

7. 

   6 Oct 2020

   #8 : The Art of Influencing , Attracting and Winning people over with the author of the book "The Like Switch" Dr. Jack Schafer and much more

   Have you ever been in a sales call and wondered if the customer cared about what you were saying? Have you walked out of a meeting no knowing if what you said had effect on the client? Dr. Jack Schafer spent 20 years in the FBI studying people , behavior and the art of winning people over as he was tasked to find spies befriend them and turn them against their own countries. He knows a thing or two about reading people , influencing people and consequently getting what he wanted. In episode #8 we take a deep dive into this topic and a handful of concepts he covers in his book " The Like Switch " an Ex FBI Agents Guide to Influencing , Attracting and Winning People Over. These little details are what can take your sales game up to the next level no matter the industry you work in.

8. 

   31 Aug 2020

   #7 : Dr. Ed Garcia Co Founder of Space City Pain Specialists from a physicians point of view discussing : the makeup of a great medical device sales rep, current state of the interventional pain device industry and how passion is mission critical plus much more

   Dr. Ed Garcia is very upfront and honest when it comes to what he believes makes up a great device rep. During this podcast he tells it how it is and direct to the point. He also talks in detail about the speciality of pain medicine current day and where the opportunities are for reps in this industry here in 2020.

9. 

   27 Jul 2020

   #6 : Scott Binder EVP of Medical Sales college takes us behind the scenes discussing the MSC advantage and their story , importance of a multifaceted training program, the reality of a medical device sales rep and much more

   In this episode we get to go behind the scenes at Medical Sales College which has become a staple among both companies and representatives looking to break into and get educated in the vast field of orthopedic implants and technologies. Scott has been with them since the start and gives great insight into how , what and why behind what they do at MSC.

10. 

    20 Jul 2020

    #5 : Cam Sexton CEO/Founder of RelayOne on - Entrepreneurial spirit , defeating self doubt , finding your niche and dominating it and much more

    In Episode 5 we go inside the mind of X medical device sales rep turned med tech start up CEO Cam Sexton to find out what exactly makes him and other med tech entrepreneurs minds tick. He takes us behind the scenes of on how his company was formed and came to be today. This includes all the challenges they faced , wins they had and similarities between running a company and selling medical devices in a territory everyday.

11. 

    2 Jul 2020

    #4 : US Director of Sales Operations for Saluda Medical Scott Walle on how to win in any territory, the importance of resilience , the art of becoming irreplaceable and much more

    understanding your territories current sales environment and developing strategies and delivering results is critical in any sales role. In this episode we go in depth with Scott Walle on how he did just that all the while launching his own sales software company and acquiring his MBA. Certainly this episode is packed full of tips/tricks and advice you can put to use immediately inside your own territories.

12. 

    15 Jun 2020

    #3 : Matt Dixon on all things Challenger Sale , building constructive tension and how to win in todays selling environment

    In this Episode of the Podcast we talk with NY times and international best selling author Matt Dixon about his book The Challenger Sale. The Challenger Sale Released in 2011 and has sold over half a million copies. Matt takes us back stage and he tells us about the inner workings and years of data backing the idea around the challenger sales rep. He does a deep dive on how to adopt these sales strategies and develop and integrate the challenger mentality into your own business and every day sales activities. Matt also touches on what it means and how effective it is to have the ability to teach , tailor and take control and more.

13. 

    1 Jun 2020

    #2 : CCO of Intersect ENT Rob Binney - Inside the mind of a dynamic leader

    In this episode of the Med Device Unleashed Podcast Rob Binney talks - How to successfully lead a sales team , the attributes and traits that make up a great leader , utilizing adversity to develop your leadership mentality and more.

14. 

    12 May 2020

    #1 : CEO of Chase MedSearch, Jordan Chase on new age interviewing tactics , Breaking into the industry, keys to building a strong career and the power of being comfortable being uncomfortable

    In depth, interesting and fun conversation with Jordan Chase CEO and founder of Chase MedSearch a high end medical device recruiting firm based out of San Antonio, Texas. Chase MedSearch has placed hundreds of reps in a multitude of specialties throughout the USA and maintains strong connections with industry leaders. Jordan personally has over 20 years experience in the highly competitive recruiting sector. He is a wealth of knowledge when it comes too breaking in, staying in and building a solid career in medical device industry and an honor to have on the podcast.

15. 

    12 May 2020

    MDU Podcast Trailer

    The what behind the Med Device Unleashed podcast

Reach and audience

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

Apple Podcasts (US)

4.9 / 5

69 ratings

Contact Med Device Unleashed

Guest appearances

Books guests

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