The Chase MedSearch Podcast dives deep into the world of the medical device sales industry. We interview industry leaders and experts about their experiences in the industry, the lessons they've learned and the keys for growing and developing your brand. We also offer advice to up-and-coming entrepreneurs on to get in, stay in and evolve in this niche of the industry.
Melissa Davidian has been a very successful Medical Device Sales leader in Neuromodulation and worked in the chronic pain field for over 25 years. She's witnessed thousands of people struggle with persistent health challenges and has seen how mental and emotional stress can quietly take a toll on the body. Now she's coaching others to take action and focus on the energy behind the illness by addressing root causes.https://www.innersectioncoaching.com
Kathryn Traff worked for years in the world of Neurosurgical and Spine cases supporting complex and highly intense procedures. An extraordinarily difficult 17-hour day in the operating room led her to change her life and give up alcohol completely and start her coaching business. She joined the Chase MedSearch podcast to discuss her coaching methodology which utilizes her proprietary REVIVE Method which combines neuroscience principles, mindset work, and faith practices to create a holistic approach to revive your mind, soul and life.
Chip Moebus, VP Market Access, joined the Chase MedSearch Podcast to discuss the difficulties of getting accurate data for epileptic patients on the type of epileptic seizure they've suffered and the frequency rate. He further discussed how the Minder System has the potential to provide extraordinarily insightful data that Neurologists have never been able to capture before. www.epiminder.com
In this episode of The Chase MedSearch Podcast, Jordan interviews Tony Koop, who wrote “Discovering the Sale: Dx Before Rx”. Tony focuses on diagnosing customer challenges before proposing solutions, advocating for a consultative, diagnosis-driven sales approach, focusing on developing champions and implementing psychological insights to improve sales results.
Michael Blackwell, most recently Vice President and Managing Director for Medtronic India, joined the Chase MedSearch Podcast to discuss the importance of mentorship and delivering results as key to career advancement.
Neil Dougherty, Chief Strategy Officer and Dan Rogers, Chief Revenue Officer from Spinal Simplicity joined me on the Chase MedSearch podcast to discuss their careers, and the rapid growth and bright future of Spinal Simplicity.
Jim Surek, VP of Sales for Rhaeos, commercialization strategist and podcast host of Medical Sales Nation, joined the Chase MedSearch Podcast to discuss breaking into medical device sales, launching a Neuromodulation startup sales team, how social media savviness can be a competitive edge for sales reps, and what's around the corner in the medical device industry.www.chasemedsearch.comMedical Sales Nation PodcastConnect on LinkedIn:Jim SurekMatthew Ray Scott, Virtual Sales Rx
Travis McCoy returned to the podcast to discuss creating meaningful connections with customers, avoiding bad sales techniques and valuable insights from his book “Authentic Sales”.Buy Travis's book
Author Alert! I was delighted to welcome a friend and former Medtronic Human Resources colleague to join me on to the podcast recently. Dr. Tonya Jackman Hampton is the author “The Myth of the Fearless Leader: Exposing a New Path Beyond Fight, Flight and Freeze.” Tonya encourages leaders to not pursue having no fear, but rather to know their fears to unlock their true leadership potential.www.drtonyajackmanhampton.comThe Myth of the Fearless Leader: Exposing a New Path Beyond Fight, Flight and Freeze
In this special Thanksgiving-themed episode from 2020, Jordan interviews his long-time and good friend John McDonald, now retired from Medtronic Deep Brain Stimulation. The pair discuss their Thanksgiving traditions, how John is staying in the game after retirement and how both a Wall Street Journal® article from 1961 & an excerpt from the journal of William Bradford still ring true today.
Bob has been a highly successful salesman and Neuromodulation sales manager at every job and at every level he's achieved in medical devices. Bob joined the Chase MedSearch podcast to discuss his career, his hiring and promotion process for his employees, and what has led to the kind of sales success that few ever achieve.
Jon Alwinson, author of Relentless Sales returns to the Chase MedSearch Podcast! Jon is not only a published author but also a winner of the coveted Diamond Award Legacy Award which is the highest award possible for Regional Managers at Boston Scientific. Jon continues to share hard earned wisdom from his published book, “Relentless Sales.”https://jonalwinson.com/Relentless Sales
Dr. Siraj A. Sayeed joined the Chase MedSearch podcast to discuss his experience working with multiple reps in the orthopedic niche of the medical device industry. Dr. Sayeed is a board certified, fellowship trained, orthopedic total joint replacement surgeon, specializing in primary and complex total shoulder, hip, and knee replacement surgery. He is the co-founder and President of the South Texas Bone and Joint Institute, in San Antonio, TX. https://southtexasbone.com
Travis McCoy joined the podcast to discuss breaking into medical devices, winning 10 President's Clubs at Boston Scientific as an individual contributor, getting promoted to run International Sales in Europe and Asia and his book “Authentic SALES”.Buy Travis's book
Angie stopped by the Chase MedSearch podcast to share her process in coaching athletes and medical device sales reps for elite performance. Angie's previous experience includes highly competitive collegiate basketball, top performance as a Medical Device Rep and over a decade as a District Sales Manager for Medtronic Spine and Biologics. Angie shared her story of breaking into medical devices, her promotion to medical device sales management and launching her coaching business.https://youarestrong.com/Connect with Angie on LinkedIn
Kat Hurd joined the podcast to discuss breaking into medical devices, getting promoted from a Clinical Specialist into a Territory Manager position, and then her formula for winning 6 President's Clubs at Boston Scientific as an individual contributor and leader. Kat also discussed joining a startup medical device organization and now, founding her own consultant practice “The Med Tech Collective.”Med Tech CollectiveConnect on LinkedIn
Dr. Gupta, author and addiction specialist, joined the Chase MedSearch Podcast to discuss his book and his prescription for the devastating opioid crisis in America that causes an estimated 100,000 deaths in the United States each year. https://thepreventableepidemicbook.com https://www.amazon.com/Preventable-Epidemic-Frontline-Experience-Recommendations/dp/B09QJPFW24
Beth Bertelson, a deeply experienced medical device employment lawyer, dropped by the Chase MedSearch podcast to discuss the FTC ruling and what it means for the industry.
Alexandra Center and Mike Cummins of Development Dimensions International return to the Chase MedSearch podcast discussing Sales Leadership Development and DDI's processes to enhance organizational leadership capabilities.
featuring Jamie Tipton, Principal - Founder, Clutch City Medical
Dr. Yi-Kai Lo, the co-founder and CEO of Aneuvo joined me on the Chase MedSearch podcast to discuss exciting developments in the field of external Neuromodulation for spinal cord injury patients.
In the latest episode of the Chase MedSearch podcast I interview Jon Alwinson, author of “Relentless Sales: The Skills, Mentality & Faith needed to be great in sales.” Jon is a highly successful Sales Manager with over 15 years of experience, most of it in medical device sales. He's both won a number of awards and coached his team to win a number of awards.We had a great conversation about breaking into medical device sales and the book he's authored which I have begun recommending to new college grads, experienced sales reps that want into medical device sales and everyone in general!
Melanie Wood at PI Midlantic helps organizations hire better sales representatives immediately using her company's behavioral assessment. I have a client that has adopted her process with stellar hiring results and corresponding exceptional sales performance. Recently I took the assessment myself and shared it with my team. It's remarkable how accurate the assessment is, and the insights a candidate and organization can gain so quickly. Listen in and grow!
Recently, something new happened! A member of our podcast audience reached out to suggest a topic AND asked if he could be a guest.Josh Reynolds is not a client of mine, but his topic was so intriguing I wanted to have him on immediately.Josh is an Area VP from OrthoFundamentals and competes in the very fast growing SI fusion marketplace. In this episode we discussed Josh's career, his perspective on the SI market, coding and reimbursement advancements, handling complications and his company's product and approach to the SI market.
The STAR interviewing technique (also known as Targeted Selection Behavioral Interviewing System) has been used for years in the hiring process for many industries including medical devices.Two experts, Alexandra Center, Business Development Consultant and Mike Cummins, Manager, Client Partners, both of DDI joined me on the Chase Medsearch podcast to discuss successful STAR interviewing methods from the employer and candidate perspective.
Scott Platoff returns to the Chase Medsearch podcast. In a wide ranging discussion we cover the startup DNA of medical device companies and reps.A big question on the table - “Are you ready to do this?”
In this episode, Allison joins the Chase MedSearch podcast to discuss starting her career in healthcare sales after beginning a family.
Ben Gignac is the epitome of a successful medical device sales rep who hustled his way into the industry through pure grit and determination. He's been in the space for nearly a decade, working his way through several industry leaders until ultimately landing in the endovascular space. Through his tenure, Ben has navigated a diverse number of call points, and now spends his time being a vital asset to not only interventionalists, but also to hospital systems, where he partners with different specialties to help build life-saving programs.
Crossing the Chasm has gone through 3 editions, over 1 million copies sold and has been named as one of Inc. Magazine's top ten marketing books of all time. Praise for Crossing the Chasm is not hard to find. The author of Crossing the Chasm, Dr. Geoffrey Moore, dropped by to discuss his book and why it endures in popularity and effectiveness with early-stage high technology companies including medical device startups. 77 years strong, our session was his THIRD podcast of the day!
Nile Harris is a former medical device field marketer, strategist, and creator of HVG Executive Solutions, who partners with MedTech and life sciences organizations to formulate and execute winning strategies and effective marketing plans. In a wide ranging discussion, Nile dropped by the Chase MedSearch podcast to share insights that included managing conflict between sales and clinical team members on field sales teams.
For multiple decades, Marcus Reid ran one of the largest and most successful Pain Neuromodulation districts in the world. Well-liked and universally respected, Marcus has been a much sought after guest on my podcast. Now in a recent and very active retirement, Marcus dropped by to share some of his secrets on creating success for himself and others in the world of both Pain Neuromodulation and Movement Disorders.
Colleen Matschi is a deeply experienced career coach and advisor. She is especially skilled at coaching individuals who are experiencing job transitions. Colleen joined the Chase Medsearch Podcast to discuss her advice for creating a customized career transition strategy that leverages each client's unique key strengths and skills. Colleen also discussed several cutting edge tools she uses as part of this process.
Danielle is the host of “The Dream Job with Danielle Cobo” and a former Fortune 500 Medical Sales Manager (and working mother) that led her team to #1 despite significant challenges and a job that required 60% travel. It was around this time her husband deployed as a Blackhawk helicopter pilot. In this episode, Jordan and Danielle discuss the effects of burnout, how to self-diagnose it, and most importantly, how to avoid it.
Albert Turgon has always walked to the beat of his own drummer. From college at Texas Tech to elevator sales and into the medical device world, Albert has not been afraid to push limits, change paradigms, and ultimately leverage the trusted relationships he's built as he crafted his own highly successful distribution network in the spine and interventional pain world. Albert joined the Chase MedSearch podcast to discuss the highs and lows of a career in medical devices and starting his own business. Coming out the other end of his challenges successfully, Albert reflects on what it took then and what it takes today.
Brian Storrer returns to the podcast! Brian is the President of Coast to Coast Recruiters and an incredibly successful recruiter based in Austin, Texas. In this discussion we cover the state of the medical device industry with respect to hiring and layoffs.
Scott Platoff returns to the show! Scott is the VP Executive Search at Howard-Sloan and a valued friend of Jordan's in the recruiting business. In this episode, the two discuss the current state of hiring in the Medtech industry with a particular focus on those impacted by recent reduction in force activity and the steps they can take to get back in the game mentally and professionally.
My guest today knows about busting NCAA basketball brackets and has taken a foray into medical sales! Ricky Moore is a college basketball legend. Ricky Moore became the first NCAA Division I player in history to win a championship as a player and then as a coach! During his time at UConn as a player, Ricky was a three-time co-captain for the Huskies and led them to their first national championship against a very heavily favored Duke squad in 1999. His defense against two Duke players including in the final seconds is seen historically as the key to UConn beating Duke. Ricky played 11 seasons professionally, retired as a player, came back as a coach and played a huge role as an assistant in the UConn 2013-2014 championship run.
Scout Teal exemplifies the attributes of grit, determination, hard work, and resilience needed in the world of medical device sales. A former Division II basketball player for Lubbock Christian University, Scout's family legacy includes West Texas cotton farming and multi-generational collegiate basketball players.The survivor of a 6th grade sledgehammer accident, Scout visited the Chase MedSearch podcast to share his unusual journey into the world of medical devices.
Eric Harris has enjoyed an incredibly successful medical device career. Former Director of Neuromodulation Sales for the Western US at Medtronic, Eric moved into the biotechnology world with the Al Mann company as CCO for Medallion Therapeutics and Bioness where he served in executive leadership positions. Eric then went into the world where technology and healthcare intersect, driving SaaS technology enabled solutions for several clinical research organizations, allowing them to create faster and more predictable clinical trials.
Robin Adams is a deeply experienced medical device Neuromodulation sales representative that was part of the initial launch team at Nevro. Robin's success has few parallels. She has extensive relationships nationally with Pain Management fellows and key opinion leaders all over the United States. Prior to launching her medical sales career, Robin worked for Xerox for nine years and won President's Club five times.
In this episode, Jordan shares a simple but deeply important truth that he's observed over the past 20+ years: in interviewing, "stay positive or else".
In this episode, Jordan interviews Steve Callender, a retired FBI agent that spent 31 years with the agency investigating a wide range of criminal activity that included the $750 million Arthrocare securities fraud scheme. Steve shares the details of his career and dives into the specifics of that case.
Before he was an uber successful medical device sales executive, Jason Smith honorably served our country as an AH-64 Apache pilot in the Aviation Branch of the US military. Born and raised in Lehigh Valley of Pennsylvania, Jason comes from a family whose history of military service dates back to the American Revolutionary War. Jason joined the Chase MedSearch podcast to discuss his life and career, and to offer some advice and lessons based on his military experiences and his rapid rise through the ranks of medical device sales.
In this episode, it's Jordan's pleasure to introduce Omar Khateeb to the Chase MedSearch audience. Omar's business is focused on helping medical reps grow their pipeline with social media. In fact, Omar wants to change how med tech companies sell and market to physicians by using social media in a powerful new way. Listen and grow your business!
In this episode, Jordan had the pleasure of interviewing Anthony Disney, a career coach at Building Legends, on his 5 tips on how to separate yourself from the crowd when interviewing for a job. Jordan discovered Anthony when he shared these tips on a Twitter thread that went viral and has garnered nearly 90,000 likes.
In this episode, Jordan interviews Jeff Orr, a highly accomplished Neuromodulation medical device sales representative, about his recent decision to relocate from California to Tennessee. They discuss the factors Jeff considered in making his decision, the challenges faced in starting over in a brand new medical market and the impact the move had on his family. Jeff also shares tips he's learned along the way that make for a smoother transition.
Throughout his career, Junius Hill has been a trailblazer. From humble beginnings to leading sales strategy for incubator businesses at the most powerful medical device company in the world, Junius has contributed to more commercial innovation than most people will in a lifetime. In this episode, he shares how he has developed sales teams and individuals along the way into the leaders of tomorrow.
My guest, Brian Storrer, is an incredibly successful and accomplished medical device recruiter. In this conversation, we discuss common interview pitfalls, hot areas of recruitment, career trends, and more!
In this episode, Jordan interviews Douglas Jackson, President and CEO of Project C.U.R.E., a humanitarian effort providing life-saving medical devices & supplies throughout the under-sourced world. Douglas details how he got started with Project C.U.R.E., how his company provides support worldwide, and how his upbringing led to a career of helping those most in need.
Scott is an ultra performer in hyper-growth sales situations, companies that are established doing new things and companies with FDA approval that need to build startup teams. Scott has worked in sales at every level, at the individual contributor level, management level, VP level and individual contributor again, the common denominator is it's always a high growth situation.
Jason Severn is an extremely accomplished sales professional and leader in the world of startup medical device sales. Jason's driven tremendous sales in the context of a very large company and also in smaller, niche situations. In either case, the results are the same, hyper-growth. In this episode, Jason breaks down what it takes to begin and accelerate sales in the startup context.
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