Advertise on podcast: The Medical Sales Podcast

In this solo episode of the Medical Sales Podcast, Samuel Adeyinka shares the strategies he would use to reach Presidents Club if he were starting his medical sales career today. Drawing from more than 20 years in the industry and four Presidents Club achievements within his first decade, Samuel breaks down the habits and systems that separate top-performing reps from those who struggle to hit their targets. He explains how to evaluate a territory before accepting a role, master your product and disease state, understand your territory's history, stay consistent through sales cycles, and build a living business plan that adapts as opportunities change. Samuel also explores how to design your environment for success, eliminate reliance on motivation, and build customer relationships around patient outcomes and trust. Whether you're a new rep aiming to reach Presidents Club for the first time or an experienced professional looking to return to the top, this episode delivers practical strategies to improve performance, take control of your territory, and build a sustainable path to sales success. Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with April Hoffman, a former physical therapist who transitioned into medical sales after realizing that the demands of clinical practice were no longer aligned with her financial goals, family life, and long-term career ambitions. April shares the realities of physical therapy, including rising education costs, reimbursement challenges, burnout, and the misconceptions many students have about their future careers. She walks through her 18-month journey into medical sales, explaining how networking, persistence, resume revisions, and learning to position her clinical experience helped her land her first role. April also reveals how medical sales allowed her to use her clinical knowledge in a new way, expand her impact on patient care, and build a more sustainable lifestyle while growing professionally. Whether you're a physical therapist considering a career change, a healthcare professional exploring alternative career paths, or someone looking to break into medical sales, April's story offers an honest look at the challenges, opportunities, and possibilities of making the transition. Connect with April Hoffman: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this solo episode of the Medical Sales Podcast, Samuel Adeyinka breaks down why medical sales reps plateau and what separates those who stay stuck from those who continue to grow, earn more, and advance their careers. Samuel explains the four biggest reasons reps stop progressing: confusing activity with strategy, failing to continuously sharpen their selling skills, building wide relationships without developing deep trust and influence, and waiting for their company to take responsibility for their career development. Drawing from more than 20 years of experience in the industry, Samuel shares practical strategies for identifying untapped opportunities, improving objection handling and business reviews, deepening account relationships, and taking ownership of your professional growth. If you're working hard but your territory, income, or career has stopped moving forward, this episode will help you identify what may be holding you back and what you need to change to break through to the next level. Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Steven Drummond, a technology-based orthopedics sales professional at IntelliJoint, to unpack his unique career journey across multiple areas of medical sales. Steven shares how he transitioned from endoscopy and capital equipment to wound care, trauma, ophthalmology, and ultimately orthopedic technology, explaining what he learned from each role and why different specialties require completely different skill sets. He discusses the technical and clinical demands of endoscopy, the business and reimbursement complexities of wound care, the intense pressure and 24/7 lifestyle of trauma, and the relationship-driven nature of ophthalmology. Steven also explains why he eventually moved away from trauma, how lifestyle and family priorities influenced his career decisions, and what ultimately brought him back to a more technology-driven role in orthopedics. Throughout the episode, he shares valuable lessons on preparation, accountability, time management, networking, and building a reputation in an extremely competitive industry. Most importantly, Steven breaks down the type of person who thrives in each medical sales specialty and explains why understanding what you're actually getting into is critical before choosing your next career move. Whether you're trying to break into medical sales, deciding which specialty is right for you, or looking to take your career to the next level, this episode provides a firsthand look at the different paths available and what it takes to succeed in each one. Connect with Steven Drummon: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Pete Okonkwo, a Vascular Therapies Consultant at Boston Scientific, to give listeners an inside look at what it really takes to succeed in vascular medical device sales. Pete explains what a typical day looks like, from arriving early for procedures and managing inventory to supporting interventional radiologists, interventional cardiologists, and vascular surgeons in the cath lab and hybrid OR. He breaks down the differences between vascular therapies and his previous experience as a Surgical Account Manager, including the complexity of vascular procedures, the importance of understanding imaging and anatomy, and why reps must be able to adapt quickly as cases change. Pete also shares what it takes to manage multiple accounts, balance case coverage with business development, and build strong relationships with surgeons while maintaining emotional intelligence and situational awareness in the operating room. He discusses the importance of being a self-starter, managing your own time, staying several steps ahead during procedures, and knowing when to speak up and when to simply support the surgeon. Most importantly, Pete shares a powerful story from one of his early experiences in vascular therapies that showed him the real impact medical sales can have on patient care. Whether you're considering a career in vascular therapies, trying to understand what medical device reps actually do, or looking to become a stronger sales professional in the OR, this episode offers an honest look at the skills, mindset, and clinical knowledge required to succeed. Connect with Pete Okonkwo: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Jerry Ennett, a medical device sales leader and expert in orthopedic navigation technology, to discuss the future of medical technology, what it really takes to sell complex products in the operating room, and how to build a successful career in medical device sales. Jerry shares his journey from an engineering background to launching new accounts across the U.S., training sales teams, and helping grow a national sales organization supporting navigation technology in orthopedic surgery. He breaks down the differences between robotic surgery and navigation, how technology can reduce both the physical and mental stress surgeons experience in the OR, and what makes a medical device product a compelling investment for hospitals and surgeons. Jerry also reveals the qualities he looks for when hiring successful reps, including clinical acumen, problem-solving ability, the ability to think under pressure, and a willingness to learn. Most importantly, he explains how LinkedIn transformed his own career and became a powerful sales tool, generating opportunities simply by consistently posting about his work, interests, and expertise. Whether you're trying to break into medical device sales, become a top-performing rep, or build your personal brand and generate opportunities through LinkedIn, this episode is packed with practical insights from someone who has seen the industry from both the engineering and sales sides.   Connect with Jerry Ennett: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this solo episode of the Medical Sales Podcast, Samuel Adeyinka answers a critical question: if he had to start over and break into medical sales after 2026, what would he do differently? Samuel breaks down his approach for three different types of professionals: recent college graduates, clinical professionals, and business professionals looking to transition into medical sales. He explains why the first step is not applying for jobs, but understanding the industry, researching the different paths within medical sales, and figuring out where you actually belong. Samuel also shares how to evaluate whether you truly want to sell, why having an appreciation for science and the human body matters, how to position your background and value proposition, and why interviewing should be treated as a skill that requires deliberate practice. He discusses the differences between working for large pharmaceutical and medical technology companies versus smaller organizations, why candidates need to perform serious due diligence before accepting a position, and how building a feedback loop can dramatically improve your job search. Most importantly, Samuel explains why too many talented professionals enter medical sales without doing the necessary research, end up in roles they hate, and incorrectly conclude that medical sales is not for them. Whether you're a college graduate, nurse, physical therapist, scrub tech, or experienced business professional considering a transition into medical sales, this episode will help you approach your career with more clarity, strategy, and intention. Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Gabe Albacete, a medical sales entrepreneur who went from an engineering career and $50K in debt to building a wound care business that has generated $27 million in sales. Gabe shares his journey from engineering at companies like Stryker to breaking into medical sales, launching his own distributorship, and discovering that success in medical sales is about selling more than just a product—it's about becoming a trusted resource for physicians and their practices. He explains how he built a white-glove service around wound care products, helped practices navigate documentation and billing, adapted to major reimbursement changes, and grew his business even as the wound care market faced significant disruption. Gabe also reveals how he uses data and technology to identify opportunities, why consistency and relationship-building are critical to long-term success, and how he is expanding into e-commerce and healthcare technology. Whether you're trying to break into medical sales, grow your territory, start your own distributorship, or become a top-performing rep, this episode is packed with practical lessons on sales, entrepreneurship, cold calling, building trust, and evolving with the market. Connect with Gabe Albacete: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, host Samuel Adeyinka sits down with Jaymen McClain, a Senior Cardiac Rhythm Management Sales Rep at Medtronic, to take listeners inside the fast-paced world of cardiac medical device sales. Jaymen shares what a typical day looks like, from supporting pacemaker and ICD implants to working alongside electrophysiologists and cardiologists, managing a team of clinical specialists, and responding to urgent cases. He also breaks down how to build trust with physicians, win business against long-standing competitors, become a valuable resource in the procedure room, and navigate the unpredictable on-call lifestyle. Jaymen also discusses compensation, career growth, burnout, work-life balance, and the persistence it took to transition from pharmaceutical sales into medical devices. This episode is a must listen for anyone considering a career in cardiac medical device sales or looking to become a top-performing medical sales rep. Connect with Jaymen McClain: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, host Samuel Adeyinka sits down with Heather Hansen, a former medical malpractice defense attorney of 25 years, communications consultant, keynote speaker, and coach, to explore the three C's of effective communication in medical sales: compassion, credibility, and charisma. Heather shares practical strategies for understanding healthcare professionals from their perspective, building trust with physicians, nurses, and gatekeepers, and using storytelling, metaphors, tone of voice, and belief to become a more persuasive communicator. She also reveals insights from her legal career, including how medical sales reps can become involved in malpractice cases and what reps should know if they are ever called to testify. This episode is packed with actionable communication strategies and real-world lessons that can help medical sales professionals build stronger relationships, communicate with greater confidence, and become more effective in the field. A must listen. Connect with Heather Hansen: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Brendan McAdams, a seasoned healthcare sales coach and expert, to break down what it really takes to succeed in healthcare tech and medical sales. Brendan shares practical advice for both new and experienced reps, including how to stop selling too early, listen more effectively, ask better questions, build trust with customers, and approach sales conversations as a consultant rather than simply trying to make a sale. They also discuss how clinicians can transition into healthcare tech sales, the importance of preparation and organization, strategies for accessing hard-to-reach accounts, and how sales professionals can develop the right mindset to stay motivated and continuously improve. If you want actionable strategies to become a more confident, effective, and customer-focused medical sales professional, this episode is a must-listen. Connect with Brendan McAdams: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Jon Alwinson, an Endoscopy Regional Manager, to uncover what hiring managers really look for when interviewing candidates for medical device sales roles. Jon shares the most common mistakes candidates make during interviews, from giving long-winded answers and failing to prepare, to missing opportunities to demonstrate coachability, curiosity, and work ethic. He also explains how experienced reps can successfully transition into procedural sales, what qualities separate top performers from average ones, and why organization, territory planning, and disciplined execution are often the biggest drivers of long-term success. This episode is a must listen for anyone trying to break into medical device sales or current reps who want to sharpen their interview skills, improve their sales performance, and position themselves for career growth. Connect with Jon Alwinson: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Kweku Larbie, an immunology sales representative at Johnson & Johnson, to explore what it's really like to sell specialty pharmaceuticals in gastroenterology. Kweku explains how biologic therapies for Crohn's disease and ulcerative colitis differ from traditional pharmaceutical products, why specialty sales comes with greater complexity and higher earning potential, and what it takes to support physicians treating patients with chronic autoimmune diseases. He also shares insights into the launch of Tremfya in gastroenterology, the realities of selling within a highly specialized therapeutic area, and the profound impact these therapies can have on patients' quality of life. This episode is a must listen for anyone interested in specialty pharmaceutical sales, immunology, or advancing into high value medical sales roles. Connect with Steve Gielda: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Steve Gielda, co-founder of Ignite Selling, to explore what separates average medical sales reps from top performers and how great sales managers develop winning teams. Steve shares decades of experience training life science organizations, explaining why strategic account planning, challenging customer thinking, and asking better questions create stronger sales outcomes than simply following traditional discovery methods. He also breaks down the importance of coaching, feedback, accountability, pipeline management, and leadership development, while revealing why the best managers ask more than they tell, coach early in the sales process, and empower reps to learn from failure instead of rescuing them. This episode is a must listen for medical sales professionals and leaders who want to improve their selling skills, build high performing teams, and create long term success through better coaching and strategic execution. Connect with Steve Gielda: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Meredith Gehl, a physical therapist and graduate of the Medical Sales Career Builder, to unpack how she transitioned from patient care into pharmaceutical sales in just five weeks. Meredith shares why she began questioning her long term future in physical therapy, how student debt, limited income growth, and a lack of career flexibility pushed her to explore new options, and why medical sales became the right next step. She also explains how mentorship, specialty matching, resume translation, networking, and interview preparation helped her turn years of clinical experience into a value proposition hiring managers could immediately understand. This episode is a must listen for physical therapists, clinicians, and career changers who want to break into medical sales, find the right specialty, and make the transition with more clarity, confidence, and direction. Connect with Meredith Gehl: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »