Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com/podcast

Jacob is joined again by Seth Colletti, who started in boat sales, broke into medical device sales after college, and became a regional sales manager in under five years. They talk about climbing from associate rep to manager, working for two of the largest med device companies, how to survive the first year of sales, training at big companies versus the grind of a startup, how to handle OR chaos, being seen as a true resource, personal connections to the product, and how to stay relevant in the industry.

Key Takeaways:

• Be prepared to get overwhelmed your first year. it’s normal to feel like you're drinking from a firehose. Don’t panic, just stay consistent and give yourself time to settle in.
• Don’t rely only on company training. Go beyond, call top reps, build your own network inside and outside your team, and stay curious.
• Ask yourself daily if you're providing value. If not, leave the room or find a way to make yourself useful. staff and surgeons remember reps who make their jobs easier.
• Never lie. If you don’t know something, say so, and then find the answer. Trust is everything in this job.
• Top performers don’t just “work hard,” they work smart. Busy doesn’t equal productive. Spend your time doing things that actually drive revenue.
• If you’re not in it for the right reasons, you’ll burn out. Find a division or product you believe in. it makes the long hours worth it.
• Your success is your responsibility. If you want to grow, keep learning. Books, podcasts, conversations with mentors. and treat self-development like part of your job.

00:00 - Start

02:56 - Seth’s Career In Medical Device Sales

04:44 - First Year Experience

09:45 - The Expectations I Wanted To Achieve My First Year

12:19 - When Did Your Nerve Start To Calm Down During Your First Year

15:29 - What Traits Do You Think You Need To Stand From Other Reps

25:36 - Difference Between A Big Company vs A Startup

33:03 - Story About A Bad Day For Seth In The Field

38:11 - Moments That Make You Love Your Job

41:53 - Advice For Upcoming Reps

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com/podcast

From filing for bankruptcy to working with the top medical device companies, Roxy Tirado shares her full journey. Topics include grit and perseverance, what it’s really like being a female in medical device sales, landing multiple job offers in six weeks, surviving and thriving at Medtronic and Intuitive, the pressure of big-name companies, building confidence, preparing like a pro, investing in mentorship, and staying grounded in gratitude and humility.

Key Takeaways:

• Don’t wait for rock bottom. If you're feeling stuck or beat down in your current role, don’t wait for a breaking point—make the move now.

• You don’t need sales experience. Roxy broke into top companies like Medtronic with zero B2B sales experience. Hard work and coachability mattered more.

• Ask for help. Utilize mentors and community. Roxy leaned on others when she doubted herself, and it made all the difference.

• Be human first, sales rep second. Build relationships with honesty and authenticity. People buy from reps they trust, not robots with brochures.

• Play the long game. It's not about a quick sale—it’s about becoming someone your clients can count on for the long haul.

00:00:00 - Start

00:02:04 - Who Is Roxy Tirado

00:08:00 - What Was Your Experience, First 6 Months With Medtronic

00:16:11 - Finding Motivation While Being Told You Will Fail Every Day

00:21:09 - Accepting Failure To Succeed

00:26:44 - Keep Relationships When You Move On

00:39:13 - Changing Companies

00:46:09 - Reflecting On From Being Bankrupt To Successful

00:55:58 - Biggest Takeaways From The Last 3 Years In My Career

01:04:15 - Future Plans

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com

Veteran-turned-medical device rep Edward Dix joins the show to share his story of breaking into orthopedics, transitioning to diagnostics, and launching RepPrep.ai. An AI-powered pre-call tool for sales reps.

Topics include military-to-sales transitions, trauma and ortho grind, rep relocation, growing territories, how diagnostics differ from ortho, how RepPrep works, real-life impact on patients, and putting reps first in tech.

Key Takeaways

🔵 Start where you can, not where you want.If you're early in your career, being flexible with location can fast-track your entry into medical device sales.

🔵 Be moldable.Being new is an advantage. You’re trainable and don’t bring bad habits. Use that to your benefit and absorb everything you can early on.

🔵 Sales isn’t just case coverage.Top reps go beyond just “covering” and actually sell. That means approaching docs, understanding their needs, and building relationships.

🔵 Passion outperforms pressure.Reps who find purpose beyond the paycheck—like helping patients—usually outperform those chasing commissions.

🔵 RepPrep.ai gives you the unfair advantage.Reps can now get hyper-personalized doctor insights and talking points in 30 seconds, including competitive analysis, relevant research, and how their product ties to each physician’s practice.

🔵 Own your career like a business.Keep your own CRM. Track revenue. Track contacts. If you're laid off, your data and success history should follow you.

🔵 AI won’t replace you, but reps using AI will outperform those who don’t.Using RepPrep isn’t about laziness; it’s about efficiency. Do better research in less time and show up prepared, every time.

00:00 - Start

01:37 - Who Is Edward Dix?

04:50 - Working In Orthopedics With Zimmer

13:00 - From Ortho To Oncology

21:49 - Inspiration For RepPrep AI

25:47 - What Is RepPrep AI

33:32 - RepPrep Is For The Rep First And Foremost

40:57 - Competition Doesn’t Compare

46:36 - Giving Reps The Upper Hand To Their Own Careers

50:07 - What Rep Is RepPrep Targeted For?

52:58 - Contact Edward or RepPrep.ai