AI Surgery & Human Connection in Medical Sales

POSTED ON September 4, 2024

Dr. Dan McMahon, a general surgeon with a remarkable blend of military service and expertise in surgical technology, joins us to unravel the future of medical sales. COVID-19 has driven a significant transformation in the industry, pushing digital interactions to the forefront. Dr. McMahon provides an in-depth look at how platforms like LinkedIn and podcasts are not just trendy but essential tools for medical sales reps and physicians striving to stay ahead. He emphasizes the delicate balance between human interaction in complex clinical settings and the shift from traditional in-person sales calls, highlighting the need for adaptability and innovation.

From the operating room to the military front lines, Dr. McMahon’s journey is nothing short of inspirational. Learn how military scholarships and the invaluable skills gained from service, such as quick decision-making and adaptability, have shaped his professional path. Discover the advancements in surgical robotics, including the potential of A.I. and telesurgery, and their profound impact on the future of healthcare. Dr. McMahon shares his transition from a budding engineer to a passionate surgeon, driven by his love for biology and hands-on problem-solving.

For those eyeing a career in medical sales, this episode is a goldmine. We discuss effective strategies for breaking into the industry, emphasizing the importance of professional networking and continuous learning. Dr. McMahon underscores the necessity for sales reps to understand the significance of scheduled interactions with physicians, the role of human presence in the OR, and the enduring importance of collaboration. Tune in to get practical insights on navigating the rapidly evolving healthcare landscape and making impactful strides in medical sales.

Meet the guest:

Dr. McMahon is a practicing general surgeon at the University of South Alabama, performing a variety of open, laparoscopic, robotic, and endoscopic procedures. He spent 12 years in active-duty service in the U.S. Navy, with a broad range of operational experiences, including flight surgery and aerospace medicine, surface naval operations, subsurface naval operations, special operations support, and various deployments overseas.

Dr. McMahon completed an Executive M.B.A. program at Emory University with a concentration in strategy and finance and he is the founder and President of Delta Medical Consulting, L.L.C. He has a deep interest in medical devices and technologies with experience serving in consulting and advisory roles for product development and commercialization. His specific areas of interests include surgical innovation and soft tissue robotic surgery.

Dr. McMahon enjoys working on projects that advance medical devices and technologies that have a “dual-use” purpose and can serve both the civilian and military sectors. He provides clinical insights to medical device and technology companies in the domains of general surgery, robotic surgery, laparoscopic surgery, and endoscopy and is able to provide advisory services to private equity and venture capital firms investing in the medical technology and life sciences sectors.

Best Book Pick – The Ego is the Enemy

Best Restaurant Pick – Seafood Restaurant in Washington DC, Goat Cheese Ravioli with Lemon Butter Sauce (Old Ebbitt Grill – https://www.ocean-prime.com/locations-menus/washington-dc/menus

Connect with him: https://www.linkedin.com/in/daniel-mcmahon-md/

Dr Daniel McMahon’s Medical Consulting – https://www.deltamedconsulting.com/

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Episode Transcript

00:07 – Samuel Adeyinka (Host)
Hello and welcome to the Medical Sales Podcast. I’m your host, Samuel, founder of a revolutionary medical sales training and mentorship program called the Medical Sales Career Builder, and I’m also host of the Medical Sales Podcast. In this podcast, I interview top medical sales reps and leading medical sales executives across the entire world. It doesn’t matter what medical sales industry from medical device to pharmaceutical, to genetic testing and diagnostic lab you name it you will learn how to either break into the industry, be a top 10% performer within your role or climb the corporate ladder. Welcome to the Medical Sales Podcast and remember, I am a medical sales expert, sharing my own opinion about this amazing industry and how it can change your life. Hello and welcome to the Medical Sales Podcast. I’m your host, Samuel, and today we have with us another special guest, and he goes by the name of Dr Dan McMahon.

01:06
Now, this is a very fascinating individual because he has been in the military, he has been on the forefront of surgical technology and he is a practicing general surgeon. But I mean, I’m serious. The things that he’s done are things you absolutely need to learn about For example, doing surgery in a completely different country with a robot that turned out to be 100% successful and making this commonplace. Don’t let me give it away. This is an episode you absolutely want to listen to. He’s doing amazing things. He is the definition of innovation. As always, we’re doing our best to bring you guests that are doing things differently in the medical space, so I really do hope you enjoy this interview. What inspired you to say you know what I am going to get on this show?

01:53 – Dr. Daniel McMahon (Guest)
Good question, you know. I just I thought it’d be a good opportunity to have a conversation with somebody in the medical device technology sphere. Over the past few years I’ve really started to network in that industry and in that area and just have really enjoyed having conversations with people in all aspects of medicine not just clinicians but engineers working on new technologies and folks on the business and strategy and finance side. It’s been a lot of fun.

02:24 – Samuel Adeyinka (Host)
I believe it. So let’s have some fun. To kick things off, you know I was reading some of your articles and you’re clearly a futurist. Take us 10, 15 years out. What is? How is medical sales changing? What’s going to be the difference? You know, like, please just give us everything.

02:43 – Dr. Daniel McMahon (Guest)
Yeah, that’s a good question. I think a good place to start is, you know, interviews just like this. You know, I think, especially post-COVID, it’s gotten harder and harder for medical sales representatives to get into the brick and mortar structures of a physician’s office, of a hospital, of an ambulatory surgery center. So I think this type of content, you know folks from medical device and technology companies talking about their products, their platforms, new innovations I think that’ll be the area that has the most influence moving forward, instead of kind of that traditional call point, you know, to a brick and mortar. You know hospital structure.

03:26 – Samuel Adeyinka (Host)
So let’s talk specifics. So, because this is what this is what I’m seeing, you know, tell me if you know what you’re seeing. So, during COVID, as you pointed out, you know, everyone kind of medical technology companies said, ok, wait a minute, we need to figure out how to continue doing business. And hospitals and clinics said, okay, wait a minute, we’re making do through COVID right now. Maybe we don’t need to let these guys ever come back, right? So you had two opposite sides of the coin here. But now, in 2024, it looks like we’ve kind of gotten back to normal for the most part, and what I see is a lot of healthcare clinics said and, and and and, physicians, that you know what it worked for COVID, maybe we’ll let some back, but we really don’t need this. Um, and healthcare technology companies are just taking advantage of having that window. But 10 years from now, are you seeing a world where there are no live reps and it’s and unless it’s a, it’s a necessary procedure, it’s all done through Zoom, or how are you seeing it?

04:30 – Dr. Daniel McMahon (Guest)
Yeah, I think.

04:30
I think that human factor will always have to be, have to be there and that’s important, you know, having you know. In my world, in my domain the operating room particularly, you know, if a new platform is rolled out, it’s a complex platform with digital and mechanical components. I think it’s invaluable to have you know the representative there in person helping their clinical team sort of learn the system, train them up, work through early experience with the system, troubleshoot problems. So I think there will always be a place for that. But I think, outside of that sort of sphere of influence, more and more of the interaction is going to be digital, it’s going to be on LinkedIn, it’s going to be through podcasts and interviews. I rarely see these days sales representatives in the offices, in the clinics, whereas it seems like a long time ago now, when I was a medical student yeah, 20 years ago, 20 years ago it seemed like every day you were in the office there was a lunch and there were pharmaceutical representatives or medical advisor, technology representatives in the office having lunch with you, bringing lunch.

05:40
There’s just less and less of that these days. So I think those types of sales interactions and the representatives getting their word out, their content out about their new product or medication, it’s going to be on forums like this. It’s going to be interviews, podcasts, LinkedIn. I think LinkedIn is a huge resource for companies and folks in medical sales and I think it’s important for them to build their networks on that platform and get their voice heard on LinkedIn and other similar professional platforms like that.

06:11 – Samuel Adeyinka (Host)
Could you imagine that LinkedIn became what it is?

06:13 – Dr. Daniel McMahon (Guest)
It’s amazing.

06:14 – Samuel Adeyinka (Host)
Isn’t it just wild?

06:16 – Dr. Daniel McMahon (Guest)
Yeah, I was fairly anti-social media for a long time and after getting out of the military I eased up on that a bit and I’ve been on LinkedIn for a couple of years and it’s been an incredible resource for me, expanding my network and just learning. There’s so much good content put out on LinkedIn from professionals. It’s been incredible. It’s a powerful resource, a powerful tool. I’ve really enjoyed being on it.

06:43 – Samuel Adeyinka (Host)
Okay, we’re hanging out there because I got things to ask you. But before we get to that, what was the moment if there is one, if it was that defined what was the moment where you said, okay, this, this, this LinkedIn thing, I clearly need to be here, yeah yeah, that’s a good question.

07:03 – Dr. Daniel McMahon (Guest)
You a little bit about my background and sort of where I’m moving in my career trajectory. And I’m still going to practice clinical medicine, be a general surgeon, but also have aspirations of moving into the business side of medicine and medical technology medical devices, potentially some entrepreneurial opportunities and I do some consulting advisory work on the side in addition to my clinical work. So as I started to really think about doing some of those things, I was encouraged by some others in the network to build a presence on LinkedIn, build an account, start networking, start interacting, and it didn’t take long to realize the value of it. So that was kind of the nidus of me getting started on LinkedIn.

07:43 – Samuel Adeyinka (Host)
Okay, so it wasn’t like you scheduled this one call that was kind of the nidus of me getting started on LinkedIn. Okay, so it wasn’t like you scheduled this one call that was so significant. You said you’re doing it from now on. It was a gradual thing for you.

07:53 – Dr. Daniel McMahon (Guest)
Yeah, it was gradual for me. Yeah, you know I wasn’t an early adopter of social media and technology.

08:02 – Samuel Adeyinka (Host)
I’m a little slow to jump into some of those things.

08:03 – Dr. Daniel McMahon (Guest)
So it was a gradual onset, but once honestly, once. I started building some momentum. It really snowballs. You know, your network expands exponentially and you’re connected with amazing people and you can, you know, not cold call but send a DM to CEOs of massive companies and they’ll get back to you.

08:21 – Samuel Adeyinka (Host)
It’s pretty astonishing. He’s like, wow, it actually works. So, you know, as a surgeon. So let me set the context. You know, maybe, gosh, maybe five years ago, four or five years ago, yeah, I did a talk to a bunch of surgeons and a bunch of med tech CEOs and I was telling them, I was explaining to them the power of social media and what it’s going to mean for their brands in the future. And at the time, you know, this is still. It’s crazy that so much developed in the last four years but this is still like, sure, sure, not as far as medicine’s concerned.

08:56
And one physician piped up and he said, yeah, but we kind of have to get on LinkedIn first, so I don’t see how this is going to go anywhere, right, and you know, there are a few younger physicians, surgeons there that were just saying, no, actually I’ve had good experiences. And the older ones were saying, yeah, it’s just, you know, this is all just a fad. And here we are, yeah, not only did the ones that said it’s only a fad, they are actually. They have profiles and they’re trying to get more, get larger, following the LinkedIn platform now. But coming from a surgeon. Where do you see the future of this? You know, do you think this is going to get to the point where, in med school, they’re teaching physicians and hey, you’re going to have to start building your brand? You know, speak, speak, speak to that a little bit.

09:42 – Dr. Daniel McMahon (Guest)
Yeah, that’s a good point. Speak to that a little bit. Yeah, that’s a good point. You know, I think medical school doesn’t do a very good job of teaching medical students the business of health care or just any business in general, but I think a lot of physicians are eager to learn about the business of health care and the industry of health care and how all that fits together fits together. I don’t know that they’ll embed it in their curriculum, but I do see more and more of the younger generation of physicians, you know, as opposed to kind of the old guard, that are nearing retirement age, are really interested in an industry and being involved with industry, medical device and technology companies and being involved with innovations in healthcare and whatever field that they’re in. And I think you’re seeing them, yeah, kind of build their brand on Instagram or LinkedIn or whatever social media platform they like to use.

10:33 – Samuel Adeyinka (Host)
I think it’s just a shift.

10:34 – Dr. Daniel McMahon (Guest)
I think it’s a shift in culture from one generation to another and a lot of young physicians, you know, kind of want that side hustle. They want something outside of just their clinical practice and being involved with industry and getting to know sales reps, you know, when they come to call on them in the hospital or in the office. Obviously that’s a little rare these days as we discuss, but I think you’re seeing that bit of a shift, whereas the older generation didn’t really, you know, have that drive to get involved in industry as much.

11:05 – Samuel Adeyinka (Host)
but nowadays I think the younger folks are for sure so can you please tell the audience what type of surgeon you are?

11:12 – Dr. Daniel McMahon (Guest)
yeah, I’m a general surgeon, so um you know I do. Most of my surgery is intra-abdominal surgery. I fix a lot of hernias, take out a lot of gallbladders um the enviro sections. You know whatever kind of emergency general surgery things come up. Appendectomy, you know, draining abscesses and those kinds of glamorous things Fun stuff, the fun stuff.

11:33 – Samuel Adeyinka (Host)
Okay, so you know, would you say, and of course you don’t know these things, but just indulge me what percentage of surgeons in your space general surgery? Percentage of surgeons in your space general surgery do you believe, live on the LinkedIn platform?

11:48 – Dr. Daniel McMahon (Guest)
Ooh, that’s a good question. I think it’s more indexed toward the younger, again, the younger generation. You know, I would say I’d be taking a wild guess, but I would say all comers, general surgeons in the US probably less than you think honestly, I think probably maybe 25 percent 25 percent. Ok. Now if you shift toward the younger generation, I would. I would think it would be closer to the 50 percent mark. But there again I could be.

12:16 – Samuel Adeyinka (Host)
OK, so you know. On on these guesses, could we say that five years from now generally be closer to 50 percent?

12:24 – Dr. Daniel McMahon (Guest)
I think so.

12:25 – Samuel Adeyinka (Host)
Yeah.

12:25 – Dr. Daniel McMahon (Guest)
I think it’ll certainly rise in the coming years as again more of the sort of older generation retire and that younger crown starts to do enough.

12:36 – Samuel Adeyinka (Host)
Yeah for sure so you’re on the Medical Sales Podcast. Think of your typical medical sales rep. Just picture someone in your mind. Sure, how valuable do you think it will be for that rep to get on the LinkedIn platform, build an amazing profile and literally come up?

12:59 – Dr. Daniel McMahon (Guest)
with a content strategy that addresses you. I think it’s extremely important and I think it works both ways. I think it’s important for sales reps, medical reps, to build that content to bring to the physicians. But I also think in today’s age again, with a lot of physicians wanting to get involved with industry, they need to do the same thing. They need to figure out what they’re passionate about in medicine or surgery and what they want to work on as far as innovation in the next generation of you know surgical tool or medical device, and start generating some content around that. You know I’ve done that myself mostly around soft tissue robotic surgery, which is exploding these days.

13:41
It’s an incredible area of development and innovation and it’s been a lot of fun, you know, just kind of generating some content. I’ve had, yeah, sales representatives and business leaders, folks in the C-suite reach out to me and want to talk and, you know, have meetings and discuss their platform, that they’re developing and do some product development work and commercialization strategies, so it’s been a lot of fun. So I think if you’re a physician interested in getting involved with industry, you should certainly do that. On the other side, the representatives who are building good content will get the attention of those surgeons or physicians who want to collaborate and it’s synergistic. At that point it’s a great resource for both.

14:22 – Samuel Adeyinka (Host)
I like percentages, obviously, and staying in the vein of percentages, if you were to think of all the surgeons that just are active and working today, what percentage do you think realize the value of what you’ve realized on social media?

14:38 – Dr. Daniel McMahon (Guest)
I think it’s a pretty small. I think it’s a pretty small percentage. You know, at that level, you know folks, surgeons, physicians, who are generating content to get involved with representatives and companies. I think it’s probably pretty low.

14:56 – Samuel Adeyinka (Host)
All comers. You know certainly less than 10 percent if I had to guess. Sure, sure. Now you know. You mentioned networking and it sounds like, for you, specifically, social media has really given you an access to industry, which you’ve wanted, and especially if you’re a big fan of soft tissue robotics, of course you have to be connected to industry. Yeah, but you also mentioned that you’re getting, I guess, education through the networking as well. So talk to us a little bit about that. Would you say that for a surgeon that just wants to be literally informed, the networking is a necessary thing, and maybe you’ve gotten the kind of education through LinkedIn that has allowed you to make different decisions?

15:40 – Dr. Daniel McMahon (Guest)
Yeah, you know, I think the more you network, the more access to information and to subject matter experts, key opinion leaders, will be, and the more networking and thus access you have and more content you’ll be able to absorb, to educate yourself, even if you don’t want to be directly involved with a company or be directly involved with industry. Certainly, network and open that network out to you know, a global network even because there are, you know, for example, a lot of soft tissue robotics companies or, outside the US, companies that are emerging into the market. So, yeah, broadening your network, broadening your access, will bring more material for you to absorb and read and engage with and thus, you know, educate you further.

16:27 – Samuel Adeyinka (Host)
Okay, okay. So let’s talk a little bit about you now. You have quite the pedigree. Let’s take back to the beginning. You know, when you set out to be a physician, what was the mindset there? What was the lifelong ambition? Would you say that you are currently living the dream? I mean, give us the goods.

16:49 – Dr. Daniel McMahon (Guest)
Yeah, this is a funny one. You know, as a young person you know grade school into high school. I never thought I would go into medicine. You know, that’s a lot of school, that’s a lot of training. I don’t think I’ll ever go into medicine.

17:04
I always like science, always liked biology and tinkering and using my hands and taking things apart and building things, so I always had that sort of mindset. I actually went into engineering in undergrad and, for whatever reason, it just didn’t click. I just wasn’t enjoying it and I said, hey, let me, I was going to try a semester of pre-med classes and see how that goes and you know, the rest is history. Really enjoyed the coursework, what I was learning, was able to engage with it and, yeah, I decided to go to medical school, got a military scholarship to go to medical school, spent 12 years in the Navy, did all my surgical training in the Navy and had a lot of operational experience, which was a lot of fun, and then been out in an academic clinical practice for the last about four years now four years.

17:55 – Samuel Adeyinka (Host)
Yeah, so you’re. You’re new to it all. Really, you’re a baby yeah, I finished training.

17:59 – Dr. Daniel McMahon (Guest)
I finished my surgical training in 2016. So I’ve been, you know, been out of training for eight years. Four of those years was on active duty in the navy and then, uh, for four years in an academic practice.

18:11 – Samuel Adeyinka (Host)
So yeah, sure, so you know I want to. I want to shed just a little bit of light on what it means to be an upcoming physician, uh, through the military. You know, if you could and it’s going to be kind of a big question, but answer the best you can, if you could just share with us. You know what? What is the difference? You know what kind of impact does coming up to the military and becoming a physician versus not? What does that look like? What does that change for you? What kind of insights does it give you?

18:38 – Dr. Daniel McMahon (Guest)
Yeah, yeah, I was always. You know, growing up I was always interested in the military. It’s always something that had my sights on and kind of, when I found that nice marriage between medicine and the military, it was perfect for me. You know, it’s really a fantastic resource if you know to speak to the folks that are interested in going to medical school and have any inkling of interest in the military, really take a good hard look at it, because it’s a great resource. You can get a scholarship to medical school, so no medical school debt. Usually you get a bonus to join the scholarship program. Tuition is paid for, books are paid for. You get a monthly stipend during medical school, so you can emerge from medical school with zero debt.

19:24
Go into the military as an officer directly from medical school and there’s just a bunch of amazing opportunities in the military as an officer directly from medical school, and there’s just a bunch of amazing opportunities in the military. I traveled the world, got to go out on aircraft carriers, got to fly in fire jets, got to go on submarines Again. Got to travel the world and have an amazing time, learned a lot. You meet some amazing people, get to work with some amazing people, forge some incredible relationships, and it gives you the opportunity to serve your country, which I think is a wonderful thing to do, even if you do it for just a handful of years. We certainly need good, smart, driven folks to be part of our military and serve, and I think it’s a wonderful thing.

20:08 – Samuel Adeyinka (Host)
I think we just made the best military ad you could ask for on a podcast.

20:13 – Dr. Daniel McMahon (Guest)
That is fantastic.

20:16 – Samuel Adeyinka (Host)
Okay, so you know, would you say that having that military experience gave you gosh, I don’t know how else to say it a political insight coming out of the military.

20:30 – Dr. Daniel McMahon (Guest)
Yeah, yeah, I don’t know if it I don’t know how to say it A political, a political insight coming out of the military. Yeah, I don’t know if it’s I don’t know if it gave me any quote unquote political insights, but it opens up your aperture to to the rest of the world. Sure, when you join the military, you’re probably going to travel overseas multiple times and it that really gives you a view of what things are like outside the United States. You go to some places that have significantly under-resourced and you realize how good we have it here. It’s an amazing country and, despite our faults, it’s an amazing country. So I took that away from it for sure, and you know.

21:11
And also you know, when you’re in the military you get put in situations where you know things aren’t perfect. You have to kind of make do with what you have, you have to be adaptable and you have to be flexible. You have to make decisions without all the information you may want or need. So it teaches you how to be a problem solver and a thinker, how to be adaptable, how to be flexible, and you can carry that forward no matter what you go into after your military service. So that’s one of the other big takeaways, I think from military service that’s awesome.

21:41 – Samuel Adeyinka (Host)
So when in your career then did you start to get into this soft tissue advances Like what turned you on to that?

21:51 – Dr. Daniel McMahon (Guest)
yeah, in my in my surgical training. Uh, general surgery training is a four-year training process, um, and surgical robotics was just kind of getting started, um, during my early surgical training, um, and I really didn’t have very much exposure to it at all all throughout my surgical training. And then the four years I served in the military after my surgical training and then transitioning out of the military into an academic clinical practice at a university hospital you know they had robotic surgery capability there and you know I knew it was the next big thing, coming up, you know, in the world of surgery and said I better get on board with this and, you know, learn how to use this system and get involved with it because it’s going to continue to take off. So that was kind of the nexus of me getting involved with soft tissue robotic surgery when I was making that transition out of military medicine to civilian academic medicine and it’s been great. It’s an amazing.

22:49
You know the intuitive da Vinci system is the incumbent big. You know. Presence in the market. That’s the system I currently use. But, as we mentioned, there’s so many companies developing new and innovative surgical robotics platforms that are coming to market globally and innovative surgical robotics platforms that are coming to market globally, and I think it’s incumbent upon surgeons, physicians, to get involved early, to learn about some of these systems that are coming out, to make a decision hey, which one of these may be best for my practice, for my department, for my hospital, for my health system, because there are some great systems coming out. It’s not a one-size-fits-all market anymore. I don’t think, you know, intuitive has dominated the market. That’s kind of been the one size that has fit everyone, because there was only one on the market for so long. But there are so many new systems coming out that I think can be a nice fit for different segments of the healthcare system. So it’s going to be a lot of fun to watch that evolve.

23:51 – Samuel Adeyinka (Host)
How did you establish yourself as a thought leader in this space?

23:55 – Dr. Daniel McMahon (Guest)
Yeah, you know again just kind of leveraging LinkedIn to grow my network in that space to learn about the new systems, listen to interviews, listen to podcasts, read articles, go to conferences and interact with folks that I networked with on LinkedIn is really where I kind of gained the knowledge that I have about the soft tissue surgical robotics market. That’s been the main source. For me really has been LinkedIn and networking and talking to people and conferences and those kind of things.

24:24 – Samuel Adeyinka (Host)
I hope you’re enjoying today’s episode and I want to let you know our programs cover the entire career of a medical sales professional, from getting into the medical sales industry to training on how to be a top performer in the medical sales industry to masterfully navigating your career to executive level leadership. These programs are personalized and customized for your specific career and background and trained by over 50 experts, including surgeons. Our results speak for ourselves and we’re landing positions for our candidates in less than 120 days in top medical technology companies like Stryker, medtronic, merck, abbott you name it. Would you run an Ironman race without training and a strategy? You wouldn’t, so why are you trying to do the same with the medical sales position? You need training, you need a strategy and you need to visit evolveyoursuccesscom, fill out the application schedule some time with one of our account executives and let’s get you into the position that you’ve always dreamed of. So forgive me if you don’t already have one, but I sense you will be the CEO of a major medtech company in the near future.

25:29 – Dr. Daniel McMahon (Guest)
I hope you’re right. I don’t know if that’s in the cars, but I appreciate that very much, thank you. You know, and I was thinking about, you know, the podcast what we might be talking about and we spoke we alluded to it a little bit earlier but that human presence in the operating room from the sales representatives and that human presence in the operating room from the sales representatives. You know, I think the most glaring example of that for me is when I started using the DaVinci XI system. You know, it’s a big system. Frankly, I was intimidated by this thing. You know how am I gonna wrap my head and my hands around using this super complex system? That was very intimidating to me. But we had a great, uh, intuitive representative that worked with our hospital and he knew I was green, you know. Just, he was coming on board and starting robotics, uh, for the first time, and you know he took me under his wing and he was in the or with me during probably the first 20 or 30 cases that I did.

26:32
Helped me, you know, gain some confidence, helped walk me through difficult portions of, you know, the setup and the docking and even the operation itself, you know, because he’d seen probably thousands of robotic surgeries at that point, you know. So he was able to point me in the right direction at certain parts of the operation. Yeah, it was. It was an incredible collaboration. So I think that that human presence is going to be needed, you know, certainly for the foreseeable future with adopting these kinds of systems and and getting up to speed on them. It was it was.

27:04 – Samuel Adeyinka (Host)
It was great. So you’ve been. You’ve been. How long have you been working with medical sales reps? All of your eight years, or more recently.

27:11 – Dr. Daniel McMahon (Guest)
Yeah, you know, when you start your clinical rotations in medical school, you’re going to start having interaction with the clinical sales representatives, be it pharmaceutical companies or med tech, med device, robotics, whatever it may be. You’re going to start having interactions with them then.

27:27
So yeah, I’ve had interaction with them going all the way back to medical school. In the military you’re a little more sheltered from the sales reps because it’s harder for them to get into those military medical treatment facilities with the right credentials and those kinds of things. But certainly since I’ve been in the civilian academic practice those interactions have been more frequent and more involved.

27:52 – Samuel Adeyinka (Host)
Please share with the audience where you practice right now.

27:55 – Dr. Daniel McMahon (Guest)
Yeah, I’m in Mobile Alabama. It’s LA, the other LA, lower Alabama at the University of South Alabama Department of Surgery.

28:04 – Samuel Adeyinka (Host)
So right now, if a medical sales representative wants to get your attention, introduce himself or herself, introduce their product or service, from everything you’ve seen, right, you’ve seen so many different ways of someone getting access to you. Yeah, what is the most appreciated way and what would you also say is the most common way that you’ve seen?

28:26 – Dr. Daniel McMahon (Guest)
Yeah, it seems like it used to be the most common way for them to just kind of surprise visit. You know, come into the office and say, hey, can I tell you about this widget? Or find you in an operating room, yeah, can I show you this? No-transcript. I think the best and most appreciated way is to, you know, get in touch with the provider directly or via you know a secretary that works with that provider. Say, hey, can we dedicate, can we carve out 30 minutes or an hour? Dedicate some time when you’re not busy so we can sit down and talk about. You know, whatever it may be medication, hernia, mesh, some type of instrument, you know, whatever it may be. I think that’s the best way to do and I appreciate it when it’s not just a cold call. Um, you know, out of the blue, they surprised you in the hallway. Get ambushed. You don’t like to be ambushed.

29:28 – Samuel Adeyinka (Host)
Why not Okay? So then okay. So hold on, so hold on, we’re going to, we’re going to take this all the way. So, on that, in that vein, are you telling me that if you get an, an request for an appointment, regardless the product as long as it’s used in your space, you will always take the appointment?

29:50 – Dr. Daniel McMahon (Guest)
Yeah, yeah, I’m happy to have a conversation with anyone and I think most physicians are open to that. But, yeah, you know, if you can kind of block an amount of time, you know, so it’s protected time, so you’re not distracted with clinical issues or the OR, I think that’s probably the best and most efficient use of everyone’s time and resources. And the other thing that we talked about you know use LinkedIn as well. You know, send a DM on LinkedIn and say, hey, I’m a, you know, local representative or regional representative for this company. We have this product. Can we do a Zoom call or can I come by the office at some point? Can we block some time to meet? I think that’s totally fine and I think that’s also effective.

30:34 – Samuel Adeyinka (Host)
Yeah, because. Well, how about this? Would you say that majority of your colleagues have the same? Well, you did just say that you know. You think most surgeons would. Let’s talk about the ones that wouldn’t. Yeah, is it LinkedIn? That’s the ticket, or would you suggest another way?

30:52 – Dr. Daniel McMahon (Guest)
Yeah, the ones that are not necessarily open to conversations probably aren’t on LinkedIn. They’re probably just kind of st. To try and get in that, get in that loop, get in that office is probably the best way to do it. For sure, for some of those other positions it may be a little tougher to crack.

31:21 – Samuel Adeyinka (Host)
Sure. So you’ve worked with a lot of reps. You know you’ve been practicing for enough time to see. I’m sure the good, the bad and the ugly Talk to us a little bit about you know what constitutes the most effective rep in your opinion. You know what maybe? Maybe the top three things.

31:36 – Dr. Daniel McMahon (Guest)
Right. I think number one is don’t be too pushy. I’ll just, I’ll throw that one out there to start. You know and and I see a lot of you know guys and gals, theyals, they’re young, they’re hungry, they’re aggressive and I can’t fault them for that. But be able to read the room. If you’ve met with somebody a handful of times and they’ve looked at your product, they say, hey, it’s not for me, or it’s not for me right now, maybe I’ll change my mind down the road. Don’t keep pushing, pushing, pushing, because you’re probably gonna turn them off and that’s a way to sort of begin a relationship badly. So one is get down on the way first, don’t be too dogged, don’t be too pushy.

32:15
Sort of know the boundaries and every physician, every surgeon is going to be a little bit different. You know they’re going to have a little bit different love language. So sort of being emotionally intelligent in that regard I think is important, and being emotionally intelligent in that regard I think is important, and most are. The other is to be very, very well-versed in whatever it is that you’re trying to sell. You’re trying to get in front of a surgeon or a physician or hospital, hospital system. Know the ins and outs of that down to the minutia. You need to be an expert on it, without a doubt. I think those are probably two of the biggest things. Then it’s just general personality things Be affable, know the right way to approach different situations. Don’t come into an operating room, and if it’s a tense part of the surgery, then don’t try to chime in and give them the elevator pitch during a difficult part of the operation.

33:20
Wait for the right time to engage or re-engage Again. You see that sometimes with the more inexperienced reps and that’s more of a surgical, centric part of it.

33:29 – Samuel Adeyinka (Host)
But yeah, I think those are some of the most important things got it how you know and I’m sure you get this a lot how do you see ai playing into what you do now? I mean, we can we can use the da vinci robot, for example, if it’s not already a big part of it, but how do you see AI as we develop this thing? You know, one thing that I love reading about, whether you believe this or not, is singularity and how you know, from the breakthroughs with Neuralink to some of the other things that are coming, and how rapidly we’re advancing in all this. How do you see AI playing into the future for what you do now?

34:11 – Dr. Daniel McMahon (Guest)
Yeah, that’s a great question and I’ll be completely honest, I have no idea I can make some educated guesses, please do.

34:21 – Samuel Adeyinka (Host)
That’s what we’re here for. We want to hear your education, you, out of all people, the most educated, please.

34:27 – Dr. Daniel McMahon (Guest)
You know, I think, from you know from my standpoint, you know, seeing patients in the office, in the hospital, you know, in the operating rooms, I think probably the first sort of iterative piece of AI you’ll see really being and it’s already happening to some degree being embedded into the clinical workflows and how I perform surgery and how I decide how to manage patients. It’s gonna be clinical decision assist tools. You know the algorithm will gather a patient’s vital signs and laboratory data and history and age and you know gender and all these different objective data points and you know it’ll give some. There’ll be some dialogue box that’ll pop up on the screen in the electronic medical record and say, with all these different factors that we’ve analyzed, we think this patient has X, y or Z and we recommend this be the course of action to manage that. You’re starting to see some of that roll out in some platforms. So I think that will continue to evolve Sure In the operating room with a surgical robotic system, for example.

35:32
Again, I think you know the software will be able to collate a bunch of different data points. It’ll be able to identify anatomic structures. It’ll be able to compare that to some radiographic imaging study, say a CT scan. It’ll interpret CT scan data and then the patient’s anatomy, it’ll cross-reference those and then it’ll give you some visual cues to say, okay, here’s this blood vessel or here’s this ureter, guide the character of your dissection more anteriorly, more anteriorly or posterior or whatnot to you know, avoid that critical structure. It may, you know, highlight it on the screen with you know, some kind of hologram or something like that. So I think we’ll start to see those things. I think the days of a robot performing, you know, surgery through you know machine learning, I think those days are a long way off, where you can push a button on a robot and it’ll do an appendectomy or it’ll do a cholecystectomy. That will probably happen at some point down the road.

36:36
I think it’s a long way away, I think it’s not in your lifetime.

36:40
I don’t know. You know things are moving so fast it could you know who the heck knows? I was just at a conference, the Society of Robotic Surgery Conference that’s done in Orlando a couple months ago, Fantastic meeting, and there was a lot of talk about telesurgery so doing. I think there was an example of a prostatectomy being done from Beijing to Rome, that huge of a distance. With 5G network, you know, limited latency, good communication, I mean what’s the success on that?

37:17 – Samuel Adeyinka (Host)
What’s the accuracy on that right now?

37:20 – Dr. Daniel McMahon (Guest)
Pretty good. I mean on the limited scale that they’re doing it. They’re you know, patients are having good outcomes, surgery’s going smoothly. Yeah, granted, it’s a very, very small scale right now, but that’s I think we’ll see that happen before we see a robot, you know, autonomously doing. You know some tasks through machine learning.

37:39 – Samuel Adeyinka (Host)
Yeah, right, right, right. No, I get that, but even that, what you’ve just mentioned is pretty impressive. It is, so I got to take it back to you, the surgeon. What does the future look like? Do you see a world where surgeons won’t even have to, certain surgeons won’t even have to leave the hospital to do surgeries all around the world? Or I mean, talk to us.

38:06 – Dr. Daniel McMahon (Guest)
Yeah, I think it’s coming. At some point a surgeon will be able to, you know, sit in his office or sit at a console. You know, doesn’t have to be at a hospital necessarily, but you know there’s a patient in one geographic location, he’s at another geographic location and you know they say this patient has appendicitis or cholecystitis. There’s not a surgeon around, you know, and they say this patient has appendicitis or cholecystitis. There’s not a surgeon around. You know, can you do this remotely? Can we have this telesurgery capability? Yeah, I think it’s definitely coming.

38:38
It’ll be interesting to see how that scales over time. But those capabilities are there, the technology’s there. Is it practical right now? Not really, no, but will the practicality of it increase in the future? I think it will, you know, and especially for under-resourced areas you know more rural areas, you know countries where there’s limited capability, limited positions. I think leveraging some of those innovations and technology can make an impact in that regard. It’s going to take time to scale it, but it’s happening, it’s coming for sure what would you say could be improved the most that this technology we’re?

39:23
discussing can address when it comes to being a general surgeon. Yeah, the one thing that I could see innovation in technology address and most surgeons and physicians would be happy with is less paperwork, as simple as that sounds.

39:37 – Samuel Adeyinka (Host)
That’s all physicians, that’s not just surgeons.

39:39 – Dr. Daniel McMahon (Guest)
That’s every physician out there. Less time in front of a computer.

39:43
Less time clicking with a mouse. I mean it’s less time on the keyboard. It’s just unbelievable the administrative burden that all physicians and healthcare professionals have to work through and I’m hoping that technology, innovation, artificial intelligence and it’s happening to some degree on a small scale will be leveraged to minimize that administrative burden so we can take care of patients burden so we can take care of patients. So much time is sucked into administrative tasks and less and less time is available to take care of patients at the bedside. You know direct clinical tasks. You know you walk into a doctor’s lounge or a hospital workroom or an outpatient office where the surgeons or physicians are working and you hear keyboards and you hear mouses clicking. That’s about it. You know it’s sad. You know not a lot of conversations with patients per se, it’s more. Everybody’s sucked into their computer to feed this electronic medical record, this information. So I’m hoping technology will bring us back to the bedside and not sucked into the computer.

40:51
That’s kind of ground level love hanging fruit stuff, but I’m hoping that will happen. Yeah, technology to sort of eliminate some of those mundane tasks medical floor and all the nurses are pushing around these carts that have their laptop and these scanners so they can scan bracelets and they got to scan every medication before they give it and they’re constantly typing on these on these carts. You know it’s. I wish they could detach themselves from that equipment and just go to the bedside and take care of patients. Right, I think there will be solutions that are gonna come to the market that’ll eliminate some of those things. So, yeah, that that’s one of the number one things that comes to mind.

41:37 – Samuel Adeyinka (Host)
Okay, what about the more technical aspect of surgery?

41:41 – Dr. Daniel McMahon (Guest)
Yeah, yeah, there’s. There’s so many different things going on right now in the surgical sphere. You know, 50, 60, 70 years ago it was stainless steel instruments, catgut, suture and that’s about it. Nowadays there’s all kinds of devices and robotic systems and catheters and mesh, I mean, you name it. There’s just an unbelievable number of devices and gizmos and gadgets, you know staplers, and the list goes on and on and on. And it’s a great question what innovation will sort of drive simplicity in the operating room?

42:28
You know again. I think anything that can streamline the workflow in the operating room will be important. One of the things that I’ve always thought about is we pull a lot of instrumentation and consumables in the operating room that end up going unused. So we’re pulling out all this equipment that costs a lot of money, in some cases hundreds and thousands of dollars worth of consumables for one simple case. You know to have some type of data collection system that can interpret what’s being used, what is not being used during certain operations, so we can tear down the stuff that we pull out of the closet, if you will, and then end up just throwing in a trash can or wasting at the end of the day. So streamline the workflow, streamline the materials and the consumables that are being used to make healthcare more efficient and less expensive. That’s a whole other conversation.

43:32
How expensive healthcare is. In the United States, almost 20% of GDP is spent on healthcare, which is incredible. That’s a huge number to think about. We’ve got to start decreasing cost of healthcare somehow, and I think if we consume less and waste less, that’s one area where we can make healthcare more affordable and help institutions be more solvent, because the other side of the coin is about 50 of hospitals in the us are operating at a deficit, which is is tough to think about. Um, you know it’s expensive to run a hospital and if you’re using and wasting unnecessary equipment and materials, that that drags the balance sheet way down. So you know, making healthcare more efficient through technology and innovation, I think, is going to be critical moving forward.

44:23 – Samuel Adeyinka (Host)
And for our audience members that aren’t in medical sales, that are, you know, trying to be or want to be, or in a field that doesn’t experience what you’re speaking, to walk through an example of wasteful consumable interprocedure yeah, I think one parallel you can draw is seeing about Toyota.

44:45 – Dr. Daniel McMahon (Guest)
You know their sort of Lean Six Sigma type of model, how they have streamlined the efficiency and effectiveness and driving down costs through economy of motion and economy of scale and using resources appropriately. You know, that’s kind of a similar parallel that I can draw. If that makes sense and if we can do that in health care, not just at the hospital level but the hospital level, and um, then we’ll start to move the needle a little bit gotcha, gotcha you mentioned how um in well, you mentioned how the us spends 20 of the gdp on health care.

45:24 – Samuel Adeyinka (Host)
Yeah, it’s a big number, like you said, and you also mentioned how you do a lot of traveling as as a military, uh, individual. Have you seen any countries that do it better? Or have you seen any countries where you said you know what? This is an exemplary way healthcare should be treated, and I think we could learn something if we were to pay attention.

45:47 – Dr. Daniel McMahon (Guest)
Yeah, that’s a fantastic question. I mean, even though healthcare in the US is incredibly expensive, I do think we don’t have the best healthcare system in the world. Really smart doctors, really smart scientists, really smart researchers Certainly can’t beat it. So have I seen anything in other countries that we could leverage here? I think it goes back to more efficient use of resources. I think other countries and other areas of the world really maximize the efficiency and utilization of their resources. I think that’s something we can look at, which we discussed. That would be probably the big thing that stands out at me. I think I forget the statistic, but some staggering number of tests and treatments and therapies are actually unnecessary. I think it’s close to a third of tests and treatments and x-rays or CT scans or whatever therapy that are performed in the US are actually not needed.

46:51 – Samuel Adeyinka (Host)
So not needed. What is supposed to be done in those instances?

47:00 – Dr. Daniel McMahon (Guest)
Yeah, sometimes nothing at all. You know a physician will order, you know, say, a panel of laboratory tests. You know six or seven different blood tests. You know, for example, you know you could probably eliminate two or three of those that aren’t actually needed aren’t going to change the management of that patient, it’s just I’m going to order this penelapse, that’s the way we’ve always done it. Or I’m going to order this test, this x-ray, just because that’s the way we’ve always done it, instead of kind of quickly thinking about does this patient actually need that test? Is this routine test or therapy actually needed for this patient, instead of just plugging it in and forgetting about it. I know we’re getting kind of in the weeds of the economics of healthcare, but I think it’s important?

47:41 – Samuel Adeyinka (Host)
Yeah, no, and that’s what we’re here for. But when I hear that, I wonder is some of that driven by the bottom line of the institutions that you need to utilize to create great health care, aka insurance companies or the labs themselves that need to charge for their tests? Is some of this additional testing driven by the fact that we live in a capitalistic society and that’s kind of what governs everything. Yeah.

48:10 – Dr. Daniel McMahon (Guest)
I think so. Yeah, I think so. I think to a degree, you know. Yeah, you know, because hospitals can charge for every blood test or x-ray, you know. They can get pharmaceutical companies, medical technology device companies. You know, even if they lose an incremental amount of revenue, most of these big companies are going to do just fine. So, yeah, I think there’s a way to make things more efficient, less expensive, and everybody probably can still come away with a win.

48:50 – Samuel Adeyinka (Host)
Sure Well, this has been fantastic, doctor. You know, for those medical sales reps listening right now, what is the one piece of information you’d love to leave with them?

49:02 – Dr. Daniel McMahon (Guest)
I would say stay curious, continue learning, continue evolving, because the health care market’s evolving at a pace that you know it’s hard to comprehend. You know, if I was sitting here as a young medical student and you know, you said this is what the healthcare space is going to look like. You know, in 20 years, with over 200 surgical robotics companies, you know, trying to edge their way into the market, like yeah, you’re crazy. No way, you know, maybe it’ll be a couple but, you know, over to edge their way into the market Like yeah, you’re crazy, no way.

49:35
Maybe it’ll be a couple, but you know, over 200, yeah, I think it’s around 200 global robotics companies trying to get into healthcare and AI and machine learning and the internet of things, just the explosion of software and digital capability.

49:54
You know I didn’t think it was gonna move this fast, but it certainly has and it’s going to continue to pick up speed. I think the biggest piece of advice for medical sales representatives is stay on the leading edge, stay curious, read and track what’s going on the latest and greatest, because if you stick your head in the sand you’re going track what’s going on the latest and greatest because you know, if you kind of stick your head in the sand you’re going to be too far behind.

50:19 – Samuel Adeyinka (Host)
Can’t afford to be the ostrich.

50:22 – Dr. Daniel McMahon (Guest)
That’s correct.

50:23 – Samuel Adeyinka (Host)
Yeah, now you know. I know that of course, one of your major interests is what we’ve been discussing, but another interest you have is just that career shift from you know, busy physician to what the heck do I do now. Yeah, you know. On that note, in that vein, what would you share with the fellow surgeons and physicians listening to this episode right now?

50:47 – Dr. Daniel McMahon (Guest)
Yeah, it’s a big, exciting world out there and if you have any you know inkling of interest to get involved with the industry, you know, do it. It doesn’t have to be a huge grand scale and you can continue to practice full time, certainly, and be involved with industry. Go to conferences, engage with you know industry leaders, engage with representatives and learn about the new technologies. It’s a great way to learn about new platforms and new systems and new products coming to market. So, yeah, my advice is to get engaged and I’m going to continue to practice surgery as long as I can.

51:22
But the other side of my career trajectory is to get involved with the business of healthcare. Get involved with the device and technology companies and industry and do some consulting and advisory work for the medical device and technology companies and industry and do some consulting and advisory work for for the medical device and technology industry. I’ve done that a little bit. It’s been a lot of fun. I’ve really enjoyed it. You know I may end up scaling down clinically some and ramping up on the business side I would like to do at some point all right.

51:48
I don’t want to completely detach from clinical medicine because I think there’s there’s a lot of value there.

51:53
You know being actively practicing and being engaged with the medical device and technology industry. You can speak both languages and you’re up to speed clinically and you’re up to speed on the business element of it and you’re able to bridge that gap between the operating room or the ER or the physician office and the boardroom. You know of a big company or even a startup company, a smaller company. So I think there’s a lot of value for physicians, for clinicians, for healthcare professionals who want to be involved with industry, keep practicing, be engaged in clinical medicine and you bring tremendous value to the C-suite players and how they’re trying to look at the market position themselves for the future in the market, bring new and innovative products to their business, to their company and, frankly, if the physicians and clinicians are involved, those products that end up making it to patients, they’re gonna be better. They’re gonna be better products because you’ve given that direct clinical input and insight to those folks and I think that’s tremendously important, fantastic.

53:00 – Samuel Adeyinka (Host)
Where can people find you?

53:02 – Dr. Daniel McMahon (Guest)
Yeah, you can find me on LinkedIn, Dam McMahon. I’m not much of an Instagram or a Facebooker, but they can certainly find me on LinkedIn. I started Delta Medical Consulting. It’s a medical consulting advisory business I spun up after completing an MBA. Just recently Used Uncle Sam’s GI Bill to do an MBA and it was a phenomenal experience at Emory. Emory is good. What a business school. That was great. So you can find me on LinkedIn or go to the website deltamedconsultingcom. So you can find me on LinkedIn or go to the website deltamedconsultingcom.

53:35 – Samuel Adeyinka (Host)
Fantastic and you know what, real quick if you were to generalize what you consult on most like. If you want to know about this, you better be reaching out to Dan McMahon. What is it?

53:56 – Dr. Daniel McMahon (Guest)
Yeah, I think kind of you know, where I operate most is in the space of obviously surgical technologies. So soft tissue, surgical robotics, endoscopy, surgical endoscopy, you know, surgical simulation, any type of surgical technology is kind of where I operate most and most of my experience has been thus far. So that’s probably the main niche there.

54:14 – Samuel Adeyinka (Host)
Fantastic, my experience has been thus far, so that’s probably the the main niche there. Fantastic, we got one more thing to do. Yeah, fire away Dan mcmahon before I let you go today. All right, we have what we call the lightning round. I’m going to ask you four questions. You have less than 10 seconds to answer. Are you ready? Let’s do it all right. What is the best book you’ve read in the last six months?

54:33 – Dr. Daniel McMahon (Guest)
All right, what is the best book you’ve read in the last six months? The Ego is the Enemy by Ryan Holiday. That’s a good one. Yeah, that’s a good one, very good one.

54:42 – Samuel Adeyinka (Host)
That’s a good one, okay, okay. Best movie or TV show you’ve watched in the last six months.

54:50 – Dr. Daniel McMahon (Guest)
My wife and I watched Suits Isn’t that fantastic.

54:53 – Samuel Adeyinka (Host)
I mean, I just got turned on to that one too. That’s a show. Who knew, okay, okay, we want the restaurant location and the name of the item. What is the best meal you’ve had in the last six months?

55:09 – Dr. Daniel McMahon (Guest)
Blinking on the name of the restaurant. It’s in Washington DC. It’s not far I think of it they had a goat cheese ravioli with this lemon butter sauce. That just blew me away. I’m blanking on the name of the place Anyhow. It’s a seafood steak place, okay, surf and turf kind of a place, yeah.

55:38 – Samuel Adeyinka (Host)
We’re going to get that name, folks. It will be in the show notes. Okay, and last but not least, what’s the best experience you’ve had the last six months?

55:47 – Dr. Daniel McMahon (Guest)
Best experience I’ve had in the last six months. Obviously, any time with family, I cherish it. Got to spend a lot of time with family this summer, which has been wonderful. Professionally it’s probably going to the Society of Robotic Surgery Conference down in Orlando. Wonderful conference People there from all over the world industry, sponsors, physicians, folks from the finance sector Just a wonderful marriage of people and minds and seeing some of the new robotic systems come into market. It’s empowering and it’s exciting and a lot of smart people working on it. So I highly recommend the conference. It’s in. Where is it next year?

56:25 – Samuel Adeyinka (Host)
Strasbourg, france next year which will be a great venue Nice. Dr Dan McMahon, it was fantastic spending time with you today and learning so much about all the wonderful things you’re working on. We can’t wait to see the things you continue to produce, and thank you for being on the Medical Sales Podcast.

56:41 – Dr. Daniel McMahon (Guest)
Thanks so much. I enjoyed the conversation. Hopefully we can do it again some other time.

56:44 – Samuel Adeyinka (Host)
Absolutely. Thanks, Samuel. Doing surgeries in California and having all kinds of success rates in maybe four or five different countries because of all the surgeries you did in one day it’s a future that’s hard to imagine. But, as he said, there was once upon a time he couldn’t even imagine there’d be as many surgical companies in the AI space as there are, and what we didn’t share is that they’re springing up daily. So there’s 200 now. There’ll probably be 300 by next year.

57:16
It’s a fascinating time and everything’s happened exponentially, and this is the kind of stuff you get to be involved with in the medical sales space. So if you’re someone that wants to get into medical sales I know you were fascinated with what you heard and you’re like wait a minute, how do I get there? How do I start to sell a DaVinci robot and train a surgeon on how to use it? Well, you do that by visiting barbersuccesscom, fill in an application, give us some information, let’s get you on a call with one of our account executives and get you into a position, and then, if you are someone who wants to increase your medical sales, you’re in the field right now and you’re thinking to yourself I’m ready to level up. There are things that I know I should be doing, that I’m not, but I’m not quite sure where to get that resource and that help. Again, visit evarvisuccesscom. Check out our page on sales training, Send us some information and let’s get you on a call and get you to where you wanna be.

58:08
As always, we do our best to bring you guests who are doing things differently in the medical space, so make sure you tune in next week for another episode of the medical sales podcast. I hope you enjoyed today’s episode and remember I have a customized and personalized program that gets you into the medical technology industry as a sales professional or any type of role for that matter. Become a top performer in your position and masterfully navigate your career to executive level leadership. Check out these programs and learn more at EvolvesSuccesscom by visiting our site, filling out an application schedule, some time with one of our account executives and allowing us to get you where you need to be. Stay tuned for more awesome content with amazing interviews on the Medical Sales Podcast.