The Business Warrior Within: Breaking into Medical Device Sales

Episode Summary:
So, you want to break into medical device sales? In this episode of The Business Warrior Within, host Andy Olen shares expert insights on how to start a career in medical technology sales, build connections, and stand out in a highly competitive industry. Medical device sales come with a unique challenge—you’ll never use the products you sell. Instead, you must become an expert in persuading highly trained physicians to trust your technology. Andy discusses how to overcome this experience gap, navigate the hiring process, and position yourself for success.

Key Takeaways from This Episode:

🔹 The Unique Challenge of Medical Device Sales

• Unlike other industries, medical device reps don’t use their own products—so they must build credibility and trust in other ways.

• Sales success comes from leveraging product knowledge, clinical studies, business acumen, and strong relationships with physicians.

🔹 Andy's Journey in Medical Device Sales

• Nearly 20 years of experience at top healthcare companies like Abbott, Roper Technologies, and Siemens.

• Transitioned from corporate healthcare to running his own sales training and leadership business, still working with major industry players.

🔹 How to Break into the Medical Device Industry
1️⃣ Find Your Passion Within Healthcare

• Explore different specialties: cardiology, orthopedics, oncology, lab diagnostics, neurovascular, etc.

• Research companies in your chosen field (e.g., Boston Scientific, Medtronic, Johnson & Johnson, Stryker).

2️⃣ Identify the Right Companies

• Large companies provide structured training and career paths.

• Startups offer faster growth but require more self-sufficiency.

• Consider medical product distributors like Medline, Cardinal Health, or McKesson as entry points.

3️⃣ Network with Industry Professionals

• Use LinkedIn to find regional sales managers and reps in your area.

• Reach out for informational interviews—ask for advice, not a job.

• Learn from their career paths and let them guide you to opportunities.

🔹 The Mindset for Success in Medical Sales

• Be strategic in selecting a company that aligns with your career goals.

• Understand the industry's demands—hard work, resilience, and constant learning.

• Focus on communication, connection, and cooperation to earn the trust of medical professionals.

Final Thoughts:
Landing a medical sales role requires preparation, persistence, and networking. Follow Andy’s three-step framework to get started, and stay tuned for future episodes on excelling once you break into the industry.

📩 Connect with Andy Olen:

• Website: andyolen.com

• LinkedIn: Andy Olen on LinkedIn

• Book: The Trilogy of Yes – Master the skills of connection, communication, and cooperation in sales

🔊 Subscribe & Share: If you found this episode helpful, share it with someone looking to enter the healthcare sales world!

🎙️ The Business Warrior Within – Good Selling. Good Leading. Good Living.

Published on: March 3, 2025

Duration: 22 minutes Video

Overview:

In this video review, Andy Olen explores three key secrets to successful negotiation, emphasizing the importance of preparation, understanding motivations, and striving for mutually beneficial outcomes. Andy shares negotiation best practices, including:

• BATNA
• Tripe-Win Outcomes
• The Trading Sheet
• Trading Value for Value

Key Points Reviewed

• Start with No
• Find the Motivation
• Ask for the Moon

Additional Insights:

• Andy introduces the concept of BATNA (Best Alternative To a Negotiated Agreement), explaining its role in empowering negotiators by knowing their alternatives.
• He stresses the importance of a "triple win" outcome — benefiting the negotiator, their company, and the customer — to ensure long-term success and relationships.
• The video concludes with strategies for "Yes, if" negotiations, where agreements are structured around conditional agreements that benefit both parties.

Conclusion:

Andy's approach to negotiation combines practical strategies with ethical considerations, aiming for outcomes where all parties feel victorious, fostering repeat business and referrals.

His personal anecdotes and substantial career achievements add depth and relatability to the advice shared.

📌 Video reacted to: 3 Negotiation Secrets To Always Get What You Want

📌 Get access to Andy's Tools and Insights: AndyOlen.com

Joanna Ebbers Shares How To Thrive In The Aesthetic Industry

Executive Summary: In this dynamic episode, Andy Olen welcomes Joanna Ebbers, an accomplished sales and training leader in the aesthetics industry. Joanna shares her journey from pharmaceutical sales to becoming a top executive in the rapidly growing aesthetics field, with leadership roles at companies like HydraFacial, SkinCeuticals, and SkinMedica. Throughout the episode, Joanna provides valuable insights into sales leadership, customer education, and the booming business of aesthetic treatments. She emphasizes the importance of passion, hustle, and continuous learning in sales and leadership. Joanna also offers advice for those looking to break into the aesthetics industry while reflecting on her Wisconsin roots and experiences in Southern California.

Main Topics Discussed:

• Joanna's Career Journey:
  • Transition from pharmaceutical sales to aesthetics.
  • Leadership roles at top companies in the aesthetics industry: HydraFacial, SkinCeuticals, and SkinMedica.
  • Most recently as Senior VP of Sales and Performance Training at Glo2Facial.
• Wisconsin Roots and Southern California Life:
  • Reflections on growing up in Wisconsin, attending the University of Wisconsin-La Crosse, and her ongoing connection to the state.
  • Living and working in Southern California for over two decades.
• The Aesthetics Industry:
  • Why Joanna loves the aesthetics industry: high profitability, dynamic innovation, and helping customers feel better about themselves.
  • Insights into the booming business of aesthetics, a multi-billion-dollar industry poised for continued growth.
  • The importance of understanding and educating the customer, from estheticians to med spa owners.
• Customer Education and Support:
  • Joanna’s passion for empowering estheticians through education, training, and sales confidence.
  • The role of customer education in driving business success and client satisfaction.
  • Strategies for helping aesthetic businesses maximize current clients and attract new ones.
• Sales Leadership and Training:
  • The characteristics of a successful aesthetic salesperson, from capital sales to skincare product sales.
  • The importance of passion, hustle, and targeting in sales.
  • Building and leading high-performing sales teams in the aesthetics industry.
• Advice for Aspiring Aesthetic Salespeople:
  • Tips for breaking into the aesthetics industry, including the importance of hustle and leveraging your network.
  • How different sales experiences (e.g., in industries like payroll services and wine sales) can be great training grounds for aesthetics sales.
• Developing Businesses in Aesthetics:
  • The value of a good sales system or product for medical spas and estheticians, and how it can rapidly pay off for businesses.
  • The evolving customer demographic, with growing interest from younger consumers and men.

Connect with Joanna:

• Instagram: @Joanna.Ebbers
• LinkedIn: Joanna Ebbers on LinkedIn

Tune in for insights into the aesthetics industry, sales leadership, and Joanna’s tips for building successful businesses and empowering estheticians!