Evolve Your Success

MSP 19 | Veteran In Medical Sales

 

Military veterans coming out of service often find themselves pigeonholed to a limited selection of careers, and medical sales is hardly one of them. However, companies are certainly missing out on some excellent qualities that these veterans can bring to the profession from their military background. Joining Samuel Gbadebo in this episode, retired US Army artillery officer, Kyle Siordia is a very good example of how well veterans actually perform in medical sales. Now holding the distinction of Key Account Manager at Invitae, Kyle shares how he got into the genetic testing niche and how some of the things he learned while in the military helped him excel in his profession and rise up the ranks in a relatively short time. This episode is also an eye-opener to the genetic testing space, which is quite a world of its own in medical sales. Like all other fields in medical sales, however, the biggest thing to remember in this space is putting patients first – a principle that Kyle can hardly overemphasize.

Watch the episode here

Listen to the podcast here

Bringing Military Selling Prowess To Medical Sales With Army Veteran, Kyle Siordia

We have an interesting guest, Kyle Siordia. He is an Account Manager for Invitae, specifically in fertility testing. That’s in the genetic testing space. The company he works for is interesting because they have a genetic test for every stage of life, all the way from preconception, pediatrics, adulthood and looking into hereditary cancers. Kyle has put himself in a position to sell this testing to customers all around his territory. Change and impact the people’s lives in the fertility space, specifically, women that want to get pregnant and that do IVF testing. It’s fascinating stuff. I’m proud to bring this episode to you because it’s a field in medical sales that’s not too often discussed.

In this episode, we’re going to get into not that interesting career that Kyle has, but the fact that Kyle is a veteran. I want to take a moment to address the fact that we’re moving forward with a veteran awareness. We’re going to have this episode and our next three episodes are also going to involve veterans. The whole reason behind this is there’s something I’ve noticed in my career. I’ve also noticed it with other people where the people that have a military background that enter any type of medical sales, they bring a level of discipline, a level of focus and a level of performance that’s noticed.

I wanted to take that thought to task, get some successful veterans in here and find out what that is about. That’s what we’re doing starting with Kyle. I hope you enjoy this episode. It’s a great episode. We get into the details of what he does in fertility testing, how he got there, his military experience, what he’s learned, why he sees and what he sees when it comes to a veteran coming from the military life and jumping into that civilian life and some of the roles they can take within the medical sales space. Enjoy the episode. Thank you for reading.

Kyle, how are you?

We’re doing good. How about you?

I’m fantastic. Thank you for joining us on the show. I’m excited to talk about all the information we have. Kyle Siordia is in genetic testing sales. Kyle, why don’t you go ahead and tell us who you are and a little bit about what you do.

Thank you for having me, Samuel. When we originally connected and I told you I was looking for some educational content while I’m getting some windshield time. I needed to veer away from my true crime and all these other shows and I came across yours. You had some great guests and great information. Thank you for making this show and asked me to come on. I’m with Invitae Genetics. Invitae is a genetics lab that has a genetic test for you at any stage of life, whether it is preconception and you’re considering getting pregnant all the way through pediatric testing and through adulthood testing with hereditary cancer diagnostics, and a full battery of other testing. Whatever stage of life you’re at, Invitae has a genetic test that could benefit your health and benefit your family.

My focus is primarily on infertility genetics. I am a key account manager for the Southeast region of the US. My call points are reproductive endocrinologists, more IVF doctors.

How does someone find out about these genetic testing? Is it something that’s referred by a primary care physician? What’s the process?

In the past, it had to be a specialized referred test because insurance coverage was shaky on it. It was expensive if you didn’t have insurance coverage. There are many labs out there that offer it at an affordable price. You put the ownership on the patient like this information is available. It’s no longer tens of thousands of dollars to receive this information. If you would like to know your genetic makeup when it comes to your carrier status for various disorders. If you’d like to know your diagnostic hereditary cancer probability, we have tests available for you. You could order from home on your own, it gets approved by a doctor, or you could simply get it from your primary care, your OB. My patients get it from their reproductive endocrinologist when they’re going through IVF treatment.

I can get my genetics evaluated from home. How does that work? Is it through your company? Is it through my insurance? What’s the first step to do something like that?

The first step would be to go to our website, Invitae.com and you could order from home. You select the test that you want and it’s confirmed by an actual MD. Say you have a strong family history of breast cancer in your family and you order a panel that isn’t focused on breast cancer, Invitae can steer you in the right direction for that and say, “This would be more suitable given your family history.” You can order it directly from home.

That’s a fascinating field to be in. I can only imagine how you found out about this. You got to take us back to childhood. What was the dream in childhood? What did you decide to do in college?

The dream in childhood was to make the NHL. I grew up playing competitive ice hockey and roller hockey ever since I was probably 8 or 9 years old and that was my dream. I was the tallest kid in sixth grade. I was the tallest kid in eighth grade, I’m like, “I’m going to be the tallest kid in high school.” For some reason, I stopped growing in eighth grade. My dreams were halted there. From there, I wanted to get into the business.

That blended into what would be awesome is some special agent with the government or some law enforcement or investigation. I went to college at California State University at San Bernardino. I got my BA in Business. My first job after college was that department that after you graduate, they call you and say, “Would you like to donate to this program or this building?” That department’s called Advancement and Development.

MSP 19 | Veteran In Medical Sales
Veteran In Medical Sales Some of the biggest things you need to have as a sales rep are communication skills discipline and a thick skin to handle rejection

 

My job was to put together these financial portfolios of some of our more successful alumni. We had a rep that would get in contact with that person and ask for a certain amount in a gift or some fund back to the university. My job was to do all the open-source investigation and say, “You should go out this person for $50,000, $100,000, $150,000.” That was my first job. I liked that. I thought I could do bigger. I thought I could do these investigations on a federal level. I want to be that special agent. I want work for the FBI or whatever.

As I was going through school, I looked at these applications. A lot of them had either an advanced degree requirement or some military service. I said, “I’m going to do both.” I stayed at San Bernardino and I got my Master’s in National Security with a concentration in terrorism. I figured I’m going to join the military as an officer to make myself the best candidate for this job in the future. I went down and spoke with these recruiters. For some reason, I didn’t consider the Navy. I knew I didn’t want to be a SEAL. I knew I didn’t want to stay on a ship for six months. I didn’t give the Navy a shot, which I should have.

Why do you say you should have?

Looking back on it, my friends that are Naval veterans, talk about how every base that they lived at was right on the beach. You traveled to all these highlands and stuff. I spoke with all the branches in the Airforce and they had a long waitlist. I would have had to wait 1 or 2 years in order to go. The Army said, “Come on in. You sound like a great candidate for the Officer Candidate School.” From there I became a field artillery officer and I served primarily with the First Armor Division.

You’re in the military, what happens next?

I deploy a couple of times first to Africa for nine months next to the Middle East for nine months. While I’m deployed, I’m considering, “I’m getting out.” My goal was to never spend twenty years in the military. My goal was to get military experience, use that, and then become a federal law. While I’m there, I’m thinking, “I’ve been gone for nine months. My family misses me. My son and my wife miss me.” I came back and I trained up for a month out in the field again. I came back for 2, 3 weeks at home. You leave for a month again to train again.

Come back and then get deployed for another nine months to the Middle East. I was thinking if I do federal law, it’s going to be the same deal. It’s going to be a lot of time away from home. It’s going to be a lot of time training. I’m not sure if this is the best thing for my family. I think of different options. I think of the private sector and unfortunately, I get pigeonholed as a veteran. You think, “When I get out, I’m going to do maintenance or I’m going to do logistics.” I’m going to do this or that, construction management, which are all great jobs, but it’s not what I wanted to do.

Why does that happen? Where does that come from?

It’s because that is a lot of what military officers go through. You are handling property books. You are ensuring the maintenance of review cycles is always in tip-top shape. You’re dealing with personnel and administrative tasks. Those three things fit into your wheelhouse of skills and qualities that you learn as a military officer. I knew I was going to get out. I link up with these third-party recruiter services. They’re called JMO. They find us careers on the outside when we get out. You essentially tell them three criteria and it’s where do you want to live, how much you want to make and what industries you would like to be in. They always found me two out of the three. They would find me a cool job in this industry at this compensation rate but it was in Wyoming or a Southern California job at not the compensation that I wanted. I almost signed an offer letter with a company doing maintenance warehouse management.

The day I was going to, I received an email from my recruiter that was like, “If you have any objections, I found this last company for you. It’s cool. It’s in genetics. I don’t know much about it, but it’s in Southern California. It’s at your price point in the medical industry. Do you want it?” I took the offer and I interviewed with a company called CombiMatrix. CombiMatrix was a small diagnostic lab in Irvine that focused primarily on pregnancy loss analysis. I’m thinking, “I have no idea about the first thing about miscarriage analysis.” I tied it back to thinking when I joined the military, I didn’t know anything about field artillery. I learned that and I gained some qualities that I took from my civilian life prior to military service and then I took some qualities from military service back into civilian life.

That doesn’t normally happen. You said that normally these different types of roles are being offered. What was it about? Was it the recruiter that said, “You should go in a different direction,” or did you voice something to the recruiter to say, “I want something a little different than what’s typically offered?” How did that come into play?

I said, “I don’t think that I want logistics. I would love something in sales.” I didn’t know in what capacity, whether it was industrial. I interviewed for a company that was strange. It’s these devices that shake apple trees. The recruiter reached out with that interview requests from CombiMatrix and he said, “This is a great military-friendly company that is in the medical industry.” I had no idea that was a thing. The CEO, Mark McDonough, was awesome. He’s a great guy. He was a former Naval officer. I had a one-on-one with him and he said, “My first job outside of the Navy was in medical sales. I had a great mentor who led me to be successful.” He wanted to pay it forward. It was his company specifically that sought-after veterans for sales positions.

I can only imagine how blown your mind was when you started getting trained. Talk to us a little bit about what that experience was like. When you first started getting out there and selling, what was that whole experience like?

I struggled at the beginning. It was a completely different field from what I was used to, but I have to buckle down and learn the science. I had to learn what chromosomal abnormalities in products of conception meant. I had to learn what causes miscarriages on the chromosomal level. I had to dive deep into genetics from a foundational level and slowly build upon that until I could turn the facts that I’ve learned and the training that I learned into more of a story when I’m presenting to providers.

I only had two products to talk about. The primary product was products of conception testing to figure out why a miscarriage may have occurred. My first day out thereafter I did all my training, I go out there and I flopped. It was difficult to take the type of communication you have to do on the military level which is, “You tell me the information right upfront. You tell me why it’s a better alternative and a better plan than what’s happening and then you get out of there as quickly as you can.”

[bctt tweet=”Be there for the ‘no,’ be there for the ‘no’ again, come back for the ‘maybe’ and then come back for the ‘yes.'” via=”no”]

I would go into these offices and say, “Hi, my name’s Kyle. I’m from CombiMatrix. X, Y, Z is why we’re a better offer than what you’re currently receiving. Where do we stamp the approval and begin testing?” We all know that’s not how it works. You need to get in there and build that relationship. You need to be on a level with the provider that they can trust you. They understand that they’re sending their patients to you, but you need to develop yourself into a partner with that group.

I struggled with that at the beginning, because like I said, communication in the military is, “You tell me the information that I need, and when you leave.” I would find myself like, “That’s what I got.” I would like essentially end the meeting. That’s the worst thing you could possibly do. The provider wants to sit and talk with you. You better stay and build that relationship. I had a great mentor at CombiMatrix that taught me the IVF space and then I also had a great mentor that taught me more of the OB space. I built from there and CombiMatrix was acquired by Invitae during my time there.

Has there been a major change going into Invitae or is it the same thing?

There was a major change, but it was all for the positive. Invitae is an amazing company that treats its employees like family. It’s a great culture to be in. We were offered a lot more products to sell in our bank too. I was limited at CombiMatrix. If the provider wasn’t interested in the product that I had, I didn’t have much else to talk about. My original position with Invitae was women’s health and oncology. I would go to an OB and I would have a handful of products to discuss. You could keep the conversation going. If they’re not interested in this then I have this to offer and we could talk about this. We can talk about that. It was a different feel. Invitae is a large company. In CombiMatrix we had like 40 employees. We went from 40 teammates to 900 overnight. It is a completely different culture, but it was a great change.

I love the fact that you had this military experience that you’ve tied into your success within the medical sales space, specifically Invitae. Give me your top three skill sets that you received in military training that’s carried over into making you a successful representative in Invitae.

There’s a lot of these skills within the military that you finally tune that you don’t think about while you’re doing it. As a rep, one of the biggest things you need to learn is communication skills. You need to be able to communicate your product, communicate a story, and always provide value at every visit. Dr. Smith knows that when you come into their office or you email them to ask for a meeting, it’s because there’s a good reason you need to be there. You’re not going to go in there and talk about the same things you talked about last time.

The ability to convey whatever information you have in a flowing eloquent story-like method is something that you hone in the military because you need to sell yourself. You need to sell what you’re doing in the military to your commanders. I was in field artillery in a world where there are laser-guided bombs and stuff from the Air Force. Artillery can seem dated. The artillery provides a lot of value to the battlespace and provides a lot of support to the troops that are out there. You need to sell a reason why he needs to allocate this artillery to this mission, whatever it may be.

That carries over to being a rep. Secondly, it’s self-discipline and motivation that go together. You need to have the self-discipline to make those calls, get out there on the road. You need to have the self-discipline that if you don’t have a good day, that you can motivate yourself to get up early tomorrow then reflect on what happened the day before, what you need to do differently, and how you can grow. Another skill is being thick-skinned. Being the military is not easy.

We all can relate to that. We all know enough about the military.

You develop a thick skin. It’s the same thing as a rep in a different way but similar. You need to be able to understand how to handle rejection. When you feel you have the perfect pitch and the perfect product or the perfect solution for that provider and they grabbed their sandwich for lunch and they say, “Thank you.” Then walk away. You need to realize and think about a new approach. You need to have that thick skin to not take it personally to not take it like, “What did I do that made him get up and walk away or made her get up and walk away?” You need to have that thick skin to accept rejection when you feel you have the perfect laid out. I was like, “Tell me some good advice.” He was like, “This is what makes me want to use a rep. This is what is a good rep. Be here for the no. Be here for the no again. Come back for the maybe, come back for the maybe, and then come back for the yes.”

One thing you mentioned that I didn’t know is that in the military you have to sell your commander on an action to take. Talk to us a little bit more about what you mean by that.

Whenever you are either in a combat situation or you are developing a plan for training, or you’re overseas and you’re trying to figure out the best way to complete an objective. Each is called S Shops. Each S shop is going to go to the commander and talk about communications, intelligence, logistics, artillery support, and armored support, and talk about their portion of how they want to contribute to the overall objective.

As a battalion commander or company commander, you do not sell your artillery to the commander. He’s going to put you guys in the rear doing some rear security and not doing your artillery job which you train for. If you could tell him or her, “This is how we can support the infantry. This is how we’re going to support your logistics to complete this objective.” This is how artillery is valuable in this situation. You sell that service. Your troops to complete and assist in completing that task because there’s probably no worse feeling than having everyone else try to complete a mission and you don’t feel like your hand was a part of that.

Is it too much to say that officers know how to sell well coming out of the military and going into the private world or any space where they can get their own position out of the military?

Many of them do. Many of them are good at sales, self-discipline, and having that thick skin, which sets them up specifically to be a great medical sales representative. It’s unfortunate like I try to hammer this and every [phone] that I know that’s getting out to do this medical sales life because not only is it a fun career, it’s extremely rewarding. You could affect the patient’s lives in a positive way. I can’t think of a better way to do that than being a medical sales rep for a product that you believe in.

MSP 19 | Veteran In Medical Sales
Veteran In Medical Sales Genetic testing is a niche when it comes to medical sales Most reps come from other genetic labs that may have done different but similar things

 

That’s clear on how you can go from the military with your skillset and bring it directly into a role. In Invitae, what’s the goal for you as far as where you want to take your career? What do you see on your horizon? Where are you trying to take things? You’ve been in this space now for around three-plus years. Where are you seeing things going?

I started out as a local rep covering Southern California Orange County, Inland Empire, San Diego that area, and now I got promoted up to a position called key account manager in a specialized team in the IVF side of the house. I now handle about five states where I work with the reproductive endocrinologist to select either a carrier screening panel or PGT-A for their embryos, miscarriage analysis for their unfortunate miscarriages and I would like to continue to grow in that.

I love my boss, Debbie, but whenever she’s ready to move on to that retirement life in ten years or whatever, I would love to be the director of IVF for Invitae We can continue to grow the product line and grow our market share. That’s why I would love to see myself maybe some training role where I could train not just IVF, but maybe our oncology and IVF teams. I could provide a lot of value there too.

In addition to the military, where do you commonly see new reps come from that get into this space of genetic testing?

Genetic testing is a niche when it comes to medical sales. A lot of the reps come from different genetic labs that may have done different but similar things. They understand genetics. They understand the call points. We do get a couple from the device, a couple from pharma but mostly it’s from different genetic testing labs.

That sounds obvious because they understand a lot already and they have much exposure to this opportunity to be a genetic testing sales rep.

There’re many things to test for in genetics but if you’re interested in oncology-specific, you can come from a lab that may have worked in infectious diseases or a different type of blood lab, but now you come over to the oncology side of MBTA and you’re focused on those breast surgeons, those genetic counselors, those OBS. You pinpoint exactly where in genetics you would like to be.

Let’s talk about the actual role a little bit more. I want to know for those reading that may be interested in this field that are not coming from pharma or medical device, maybe come to a completely different industry altogether. I want to know what they need to understand to be able to even demonstrate that they can be effective in this role. What’s the nature of the beast when you’re getting up in the morning, you’re getting ready to see your accounts? How does it work? Are you going straight for the provider like in pharma or is it more of an account sell? Is it something completely different? Do you have to see C-Suite, the provider, the accounts, and some other health systems? Talk to us a little bit about how it all works.

In my division in fertility, it’s going to be a little bit different than what you laid out. Fertility centers are often independently owned, essentially like a small business from one provider or maybe a handful of providers. Within that office, you’re going to have many moving parts that have a hand in the decision to use a lab. Every single office is going to be different. When I go to a brand-new office I’ve never visited, I’m going to start to ask these questions about where the decision-maker is in the office.

Sometimes it’s a provider. Sometimes it’s going to be a billing manager because the last thing almost primarily cash-based business in fertility is a bad Yelp review or a bad Google review or a bad Facebook review. They’re going to make sure the billing is squared away and in order. Maybe the billing manager is the decision-maker or maybe it’s the nurse manager, the one who is in charge of the nursing team who orders the carrier screening, who does the blood draws and who does the requisition forms.

Maybe it’s going to be the office administrator who is in charge of making sure the day-to-day operations run smoothly. If you go in there and your process is completely different than what they’re using, it’s going to throw everybody off and they’re not going to be successful. Maybe it is the provider who says, “I’m going to do whatever is clinically best for my patients regardless of the cost and turnaround time or whatever.”

That’s where your investigation skills need to come in where you need to figure out who is going to make the decision here, what are their frustrations and how can I help this practice be the best practice that they can be. I like to see myself as more of a partner than a rep that comes in. I am the partner to assist their group. When I go in there, that’s step one. My step one is to fill out where the decision is being made for whatever product I’m offering them.

Step two is to earn their trust as a rep and as a company to have them start sending their test to us versus one of our competitors. That sales cycle could be anywhere from one meeting to one year. These fertility groups are often well-oiled machines because if you have compounding delays that delay new patients getting the office which affects their top line and their bottom line. They have it down to a science.

A patient comes in on Monday, has blood drawn on Monday, two weeks later, their results or their carrier screen are in. Two weeks later, they’re going to start the stimulation of this and then this cycle and then this, and then that. If it is delayed by a week here, five days here, one day here, those compounding delays are ultimately going to keep patients out of the office. Sometimes it can take a long time to bring that office around regardless if you’re a better price point. If you’re clinically more comprehensive than your competitor if you’re this or that. If that workflow changes and if those delays occurred from growing pains, from switching to a new lab, they’re not going to be happy.

This might be answered to the best of your ability. What’s the expectation if you have sales cycles that can be as short as a week and as long as a year? What do they want to see from the management’s expectations? In pharma, it’s quick. When you get in the field, you’re responsible for your product. In a medical device, it can be fairly quick. Even in lab testing and lab sales, it can be quick. With genetic testing, if you’re looking at a week to a what’s the overall expectation?

[bctt tweet=”When you get into medical sales you need to always have a patient-first mentality. Keep that in mind and you’ll be fine.” via=”no”]

The expectation is to continually move the needle. Maybe that’s a cultural thing in Invitae that as long as you’re showing progress and you’re showing that you’re out there and you have to get from A to Z and you’re currently making, steps, A, B, C, D, E, F, like you’re getting your way there, the expectation is you continue to provide value to that customer. You continue to show them the benefits of using Invitae. If the sale doesn’t come tomorrow, that’s fine, just don’t go stagnate on it. Don’t get desperate and make this ultimatum to a group that’s going to ruin your chances. Take your time. Continue to move that needle for the partner, assuming it’s through the provider, and hopefully earn their business later on.

With these types of products, is it a contract type setup or they’ll use it for as long as the relationship’s good? How is it set up?

It’s rare that contracts are set in place within these groups. A lot of it is whoever’s offering us the best product, whoever offers us the best workflow, whoever offers us the best solution for whatever frustration that we’re having. If someone better comes along with a more comprehensive test or it is what it is. That’s what steers some people away from fertility is that it can be touchy. These groups can drop you after being a steady customer sending X number of patients per month. They find something that is more suitable for their practice or provides more value. They’re going to switch to that new lab without any contractual obligation.

For all of those reading that wants to get into this space, whether they’re coming from device or pharma from a different field completely, what is the number one thing you would have them consider when thinking about getting into this space?

Getting into genetic testing, I would say you need to always have the patient first mentality that everything you do can potentially assist someone in creating life if you’re in the fertility side like me or if you’re on the oncology side, you can save a life. Everything that you do need to have that patient focus mentality. A lot of people probably give that answer, but in genetic testing, we are telling you your foundations as a person. We are going down to the nitty-gritty genetics of what makes you, you.

We are able to give you a personalized approach to medicine whether it’s diagnostic oncology testing, or you’re trying to see if you and your partner are carriers of the same disorder that if you’re going through IVF if your carriers are the same disorder, there’s a different plan that you need to take when you continue on with your pregnancy journey. If you’re in pediatrics and you have a young child that seems to be affected by a disorder. You’ve got to think of that childlike you are assisting them with having a better life. If you maintain the mission to bring genetic testing to these patients, you’ll be okay. Even when the days are terrible and no one responds to your emails, or you get doors shut on you or doctors won’t see you, or whatever the case may be if you maintain that focus that, “Even if a doctor sends me one patient, I could have potentially assisted that doctor in ending a genetic disorder and that family forever.”

That’s a big responsibility and a huge payoff from a personal standpoint. I’m going to switch gears a little bit here. Let’s go back to you, Kyle. Let’s take you back all the way to when you left the army. You’re about to start with CombiMatrix. You’ve gone back in time with everything you know now, what would you tell yourself?

It’s slowdown. I would have a meeting with a provider. I would talk with them about everything that we do. I would lay out a plan for them and then they say, “That sounds great. Let me think about it. I’ll get back to you.” In my military head, I’m thinking, “Is this like two hours?” The next day, if I didn’t receive an email, I would reach out to them and say, “We met yesterday. You said you were going to make a decision on this or that, what are we doing here? I would love to work together.”

When in reality, sometimes these decisions are at the next all-hands meeting a month later or at their quarterly lab meeting. I would tell myself that patience is a virtue. If you could show patience with doctors, making these decisions, keep in touch when you have something valuable to provide but no one wants to be with someone who’s desperate. I think oftentimes, me from the military having such hard times for everything like, “By this time, this happens.”

I was expecting that same thing in the civilian world when that wasn’t the case. I think I may have handcuffed myself a couple of times with being a little bit too eager. I think it’s showing some patience, letting things play out like I said, touching a base when I have something valuable to provide, and showing them that, “I’m here to help you. I’m not here to make a sale. I’m not here to do this. I’m here to help your practice.”

It’s demonstrating your resource as opposed to trying to get a sale. That’s the best thing you can bring to the account. Thank you so much, Kyle. I’m going to ask you one last question. Is there anything you would like to share with the audience before we sign off?

Thank you to all my brothers and sisters who are serving in the military. Thank you for everything that you do. It’s not an easy life, but we appreciate it. If you’re considering joining the medical sales field, always keep your patients first. Always think about every sample that comes in or every device that you sell is something that could potentially save someone’s life or greatly improve their quality of life. Keep that in mind and you’ll be fine.

Thank you, Kyle, for sharing this with us and spending time with us. We look forward to catching back up with you and seeing how everything’s going in Invitae.

Thank you so much, Samuel.

MSP 19 | Veteran In Medical Sales
Veteran In Medical Sales What actually steers some people away from fertility is that it can be very touchy Partners can switch to a new lab without any contractual obligation

 

It was lovely to interview Kyle because we got to see some of the reasons why veterans can perform well in a medical sales role. We went into the depth of what Kyle’s upbringing look like, how he even got introduced to medical sales, and then, more importantly, we got into the transitions that he experienced getting into the industry and what skills he was able to carry over and be effective with to become a performer within medical sales. We also got into what is genetics testing and what are some of the specialties within genetics testing like IVF and what does that mean to be that sales rep and who your customer is. It was a fascinating episode.

I want you to stay tuned for some of the upcoming episodes, because like I said earlier, this is going to be a military focus. We heard Kyle and the next episodes, you’re going to hear a panel of veterans that are going to talk about a lot of their experiences and how they were able to create that success within the medical sales industry having that military background. For all of you reading out there, if you’re looking to get into the industry, veterans included, remember we have a program called The Medical Sales Career Builder.

This program is designed to help someone like yourself develop the personal brand, master those interview skills, and develop and utilize a network to get you a position within a company that you want to work for. I highly recommend you visit EvolveYourSuccess.com and you take that assessment. Set up a call and discuss with us how you can get a position in the industry. For those of you reading that are thinking about improving your performance, and excelling this year with this COVID environment, things have gotten tricky as far as what to do and how to perform, and you’re looking for ways to perform and show up, visit EvolveYourSuccess.com and check out the sales builder tab and learn about our sales builder program.

Schedule a call and let’s have a conversation and talk about how you can ramp up the performance this 2020. It’s always a pleasure to speak with all of you out there and share this wonderful information with you. I try to bring a challenge to every episode. My challenge as I challenge you to think about why you got into medical sales. If you want to share, please visit the site EvolveYourSuccess.com. To the bottom right, you’re going to see a send message tab and send us a message on why you got into the industry or anything else you want to know on any upcoming shows. Thank you for reading. Make sure you tune in for some more veteran perspectives.

Important Links:

About Kyle Siordia

MSP 19 | Veteran In Medical Sales

Key Account Manager at Invitae

IVF sales professional.

 

 

 

 

Love the show? Subscribe, rate, review, and share!

Join the Medical Sales Podcast Community today:

Pamela Hutzler

Account Executive at

Reach out via

I just landed a job offer from In my previous role as VP of Operations and Sales within eyewear, I knew I found my niche and I am delighted to stay in the vision industry.

I owe this opportunity to the Evolve Your Success Team and my mentor, Justin Lohman. Without them, this wouldn’t have been possible! Before enrolling in the Medical Sales Career Builder, I was not getting interviews where I was close to an offer. Being in my previous position for 17 years, I did not understand the nuances to interviewing today. After a few short months in the program, I learned how to best present myself in interviews. This program grew my confidence and I was quickly landed multiple interviews. 

Prior to Evolve Your Success, I was not active on LinkedIn or frequently listening to podcasts. Throughout the program, I learned the importance of online networking and familiarizing yourself with companies to land the job. Everyone around me understood my frustrations, listened to my viewpoints, and set me up with the tools to land my dream job! The process is foolproof and if you follow each step and work hard every day, you will succeed!

Do not leave your career to chance. Joining the Medical Sales Career Builder program was the best decision I’ve made and I recommend you do the same! Yes, there is sticker shock at the beginning, but every good thing comes at a price! The community you build and continue to build long after you graduate lasts a lifetime. You have so much to gain and absolutely nothing to lose if you show up and give it 100%! If I can do it, you can too!

Thank you again to the EYS team for making my dream come true!

Jeff Boswell

Mazor Clinical Consultant at

Reach out via

I just landed the Mazor Clinical Consultant position with

Prior to transitioning into the medical device industry, I was a surgical tech for 9 years. I just want to thank Samuel and the Envolve Your Success community for assisting me in finally securing a medial device position. Before enrolling in the Medical Sales Career Builder, I couldn’t secure a position. I was able to land interviews on my own but couldn’t surpass other candidates in closing in on a role. With the help of Samuel and his team, I was able to breakthrough and stand above other candidates in the late stages of the interviewing process. Before, I was trying to network with other individuals, but the MSCB program taught me how to properly network with individuals and what the right approach was. Also, the MSCB program guided me in making my LinkedIn profile elite that would make me stand out to recruiters and other medical device professionals. The hesitation that I had that prevented me from signing up immediately was the financial commitment, but I knew I’d exhausted all my resources and options on my own in trying to secure a position. I knew I needed elite mentorship and guidance, and finally signing up for the MSCB program was the best investment I could ever make. When you consider what will happen to yourself as a leader and your revenue. It’s a no-brainer. You have so much to gain and absolutely nothing to lose if you show up 100% just as Samuel does! Thank you so much to the EYS team; my life and my career will never be the same!

Haley Moffatt

Territory Specialist at

Reach out via

I’m thrilled to share that l have accepted a position with as a Territory Specialist. My background has been in nursing, everything from the operating room to bedside care. Taking this step into medical sales I had no idea where to start which is how I stumbled across Evolve Your Success.
 
With guidance from my incredible mentors at Evolve Your Success and Samuel, I was able to successfully make that transition. A huge thank you to my mentors Blake Williams, Blake Cagle, Kelsey Stark, Nidhi Joshi and Emma Sturtevant who offered me continuous support throughout this entire journey.

Before this, I barely knew where to start. This program gave me the tools I needed to create a foundation so that I could confidently make this transition between careers. Learning how to approach the interview process, understand different companies, and really tell my story was what set this program apart.

I’ll admit I was hesitant to invest in this program, however, now that I’ve done it I know that it was the right decision.

Thanks to Samuel and his team, my hard work, and God, I’m grateful to be moving forward in this new career. To anyone considering the leap, I can’t recommend EYS enough. This experience has been life changing, and I’m beyond excited to see what the future holds in this industry.

Benjamin Jarosch

Associate Clinical Representative at

Reach out via

I am thrilled to announce I just stepped into a new role as an Associate Clinical Representative with . I want to thank the Medical Sales Career Builder (MSCB), this wouldn’t have been possible without them!

Previously I worked as an occupational therapist in an acute care setting. And before that, as a freelance photographer. I’ve made big career jumps before, but I wanted to be more intentional and prepared this time. In school, I remember learning about emerging technologies and the valuable role that OT’s can play in non-clinical spaces, given our unique training. However, I had no idea how to grow beyond the clinic. 

Before enrolling in the Medical Sales Career Builder program, I didn’t even know what I didn’t know. I was listening to podcasts, reading blog posts, and taking inconsistent shots in the dark for networking. My biggest hesitation to sign up for coaching was committing myself to a goal when I didn’t yet have a clear direction in mind. 

From listening to his podcasts, I knew Samuel had a track record of success and a wealth of connections to a broad range of people within the industry. That gave me the confidence to sign up and follow his direction. After going through the MSCB program, I can honestly say I wish I would have started sooner. 

The team at Evolve Your Success were phenomenal. They really listened to my story and took time to customize my strategy with me. Samuel and the mentors were instrumental in navigating me into device sales based on my preferences and background. They helped lay out action plans, including research, book lists, group discussions and training sessions, as well as specific networking strategies and mock interview preparation. Through the program I gained a new like minded community to collaborate with. The whole process could not have been more straightforward, and spelled out the exact steps I needed to take to get to where I am now. 

As with most things in life, you get out what you put in. I highly recommend investing in yourself by joining the Medical Sales Career Builder program. Their team will equip you with the knowledge, tools, and support to take control of your career and reach your goals. 

Thank you again to Evolve Your Success for making this career in medical sales a reality for me.

Kienn Cape

Therapy Consultant at

Reach out via

I’m thrilled to share that I’ve just received a job offer with  , working with spinal cord stimulation for chronic pain! My background has been in nursing, everything from bedside care to travel nursing and IV clinic work; stepping into medical sales felt like uncharted territory. With guidance from Samuel and the incredible EYS team, I made it here. Huge thanks to mentors like Nidhi, Blake, Jules, Shawna, and Aaron, who supported me throughout this journey and are people who genuinely care. 

Before this, I barely knew where to start. I had friends in pharma sales but wasn’t familiar with the broader field of medical device sales or how many opportunities it offered. I wanted a way to continue helping patients in a new capacity, but I didn’t know how to approach the interview process, understand different companies, or even determine the right path within medical sales for my skills and goals.

EYS was like a roadmap, breaking down each step in a way that felt almost like solving a puzzle. They helped me recognize how my clinical background as an RN is full of transferable skills that are valuable in medical sales. The program also laid out the companies, roles, and key industry players that aligned with my experience and interests, giving me the knowledge and confidence to navigate interviews successfully.

I’ll admit, I hesitated initially. I wasn’t sure if EYS was legitimate. But after talking to April and connecting with people who had been through the program, I knew they were genuinely invested in helping professionals like me succeed. It’s something we laugh about now!

I’ve come to realize how many fulfilling, growth-oriented opportunities exist in this field, and EYS has been an incredible part of making this happen. Medical sales has so much to offer, from professional development to a work culture where people are genuinely happy and hard work is rewarded, something I hadn’t experienced as a nurse.

Thanks to EYS, my hard work, and God, I’m grateful to be moving forward in this new career. To anyone considering the leap, I can’t recommend EYS enough. This experience has been life changing, and I’m beyond excited to see what the future holds!

Lou Mirabello

Associate Spine Specialist  globus logo

Reach out via

One year ago, I was a registered nurse in the Emergency Department here in Columbus, OH, when Samuel from Evolve Success reached out to me. His question was simple: “Have you ever considered a career in medical devices?” The truth was, I had.

At that time, I was three months into my journey trying to break into the medical device field. I had already “considered” that I no longer wanted to be a bedside nurse. I had also decided that enough was enough.

So, I declared that asking for help was not a sign of weakness. In fact, I firmly believe today that seeking the wisdom of others is the ultimate sign of strength.

And that’s exactly what I did. I joined Samuel’s team at Evolve Success for professional, high-quality mentorship. The result? Within three months of being equipped through his program, I did it—I got the job I had always dreamed of.

My advice to you? Take yourself seriously, or no one else will. I’ve found that the best way to show respect for myself is by valuing my time and investing in my dreams. I’ve learned to use my resources to rewrite my life’s script. It turns out that mentorship is a massive competitive advantage, and I’ve learned to leverage it as much as possible.

Here’s the reality for medical sales applicants: time will continue to pass, and some of you will settle—even though deep down you know you’re selling out on your professional dreams. Days will turn into weeks, weeks into months, and eventually years will slip away as your ambition of breaking into the medical device industry fades into distant thoughts.

I firmly believe that if you give Samuel a chance to guide you in your journey, not only will you not regret it, but soon you won’t be able to contain your excitement. You’ll realize that someone out there is in the same position you were just a short while ago—lost, with a dream to change their life and potential, but no direction. You’ll likely feel as I do now: eager to intervene and change someone else’s life. To pay it forward, just as someone did for you.

A sincere thank you to Samuel and the entire team at Evolve Success for your commitment to excellence and your continued investment in me.

Wishing all you medical device applicants the best.

Christine Mortenson

Medical Device Sales | New Business Development | Fierce Advocate for Positive Patient Outcomes | Hockey is my Happy Place

Reach out via

I’m Now a Medical Territory Manager! I was a Regional Sales Representative for Long-Term Care pharmacy services. I had dreamed of getting into the med sales industry when I went into my career as a nurse, but the pharmacy sales job came to me, and I had just settled. Fortunately, I had a job shakeup that allowed me to determine that now was the time to pursue my original vision. I absolutely would not have this position without Samuel and the Evolve Your Success community. A lot of people my age would just stop trying, but EYS believed in me. EYS allowed me to break into the industry in 90-Days after I had been trying on my own for over two years! I had lots of recruiter screenings, and a few interviews with hiring managers, but I was never offered a position. Before EYS, I didn’t realize I was doing the bare minimum to get hired. I was applying everywhere, hoping to get noticed and waiting. It just wasn’t working! I didn’t know that that was not enough to compete in an industry this sought after, and against people who knew what I didn’t know about the process. Of course, I had to think hard before making a financial investment that’s reasonably substantial. But when I read the testimonials of real med sales reps on the site and learned that I wasn’t the only one taking a chance on my success, that EYS was sharing that risk also, I knew I had to do it. Though you might be able to cobble together some of the steps of getting a role in med sales from online research on your own, you just can’t know what you don’t know! The process of going through EYS presents this insider knowledge to the student, as well as giving you a progression of difficulty as you obtain the information, and you begin to master it. Not only that, but they give you access to amazing mentors and instructors, allow you to practice your interview skills, and teach you how to market yourself through social media and your own website! I cannot stress enough that EYS was the factor that made the difference in my successfully landing my dream job! The support, structure, and knowledge gained was invaluable! I would recommend this course to ANYONE looking to break into medical sales Thank you so much, EYS! This journey has been life changing and has resulted in the successful culmination of my 18-Year ambition!

Jerry Johnson

Territory Manager Endoscopy with 

Reach out via

I highly recommend Samuel’s EYS Program! The program is pivotal for not only people who are trying to break into a medical device/pharma career, but also for those who are already in and simply want to enhance their experience and have more success! Samuel’s team is also stellar when it comes to attentiveness and efficiency. Everyone is on the same page and they are all extremely resourceful. If anyone is looking to break into this rewarding industry and you are experiencing difficulty, I encourage you to invest in yourself and give the EYS program the opportunity to get you there!

Ashley Stratton

Sports Medicine Associate Sales Rep | Doctor of Physical Therapy | Former DI Soccer

Reach out via

I am happy to announce I have accepted a job offer with Sports Medicine in Phoenix! I extend so much gratitude to the Evolve Your Success group as I land this role and get ready to pursue my dream job. I am a Physical Therapist who became a little stuck in the profession due to issues with reimbursement and the difficulty for continued growth upwards. I turned to EYS to assist me in learning about the medical sales industry and gain knowledgable mentors who were able to help coach me in this process. I am a strong believer in surrounding yourself with the best and good things will happen. I did work hard, but with the support of my mentors and other colleagues going through a career change, I felt a sense of community and it confirmed my drive to get into this industry. I have already learned so much through the interview process, and feel very blessed to have had the resources this group provided. I have made lifelong friends and I cannot wait to continue to follow others’ journeys to pursue this incredible field. I urge you to give Evolve Your Success a try to gain mentorship, guidance, and support through any career transition.

Betsy Earnest

Pharmaceutical Sales Specialist

Reach out via

I landed my dream role at and am excited to make a difference in patients’ lives as a Pharmaceutical Sales Specialist.

After working as a nurse for 13 years and running my own floral design business I wanted to find a way to blend my clinical background and entrepreneurial experience to pursue a fulfilling career in medical sales.

Before I enrolled in the Medical Sales Career Builder I was hesitant to begin my journey and wanted to make sure I could be as prepared as possible when working to break in. That’s where I found Samuel and the team at EYS. I began listening to medical sales podcasts and heard story after story of how EYS helped change lives. I knew that by joining the program I would have all the tools and coaching necessary to be successful in achieving my goals.

Going through the steps of the MCSB gave me the 30,000 foot view of what it takes to break into such a competitive industry. I knew I would come out on the other side changed and that it would set me apart from the many others looking to do the same. The team at EYS helped me gain the confidence it takes to interview, taught me how to clearly articulate my story, and easily translate how my background as a nurse and business owner can drive success into this industry.

Along with the incredible learning materials I was blown away by the enthusiasm and professionalism of all the mentors I was able to learn from. Not only did they offer guidance from their past experiences they tailored their support to my unique background and career aspirations. If you know you are looking to make a change and don’t want to make it alone, EYS gives you the team and the support you need to be successful. It takes time and a lot of hard work but in the end it pays off and you will be proud of the journey you made to get there!

Thank you again to such an incredible team that changed my life and so many others!

Aaron McCartney

Disrupting Healthcare using AI | RCM | SaaS

Reach out via

I just landed an offer for my dream job at ! Though I truly enjoyed working as a physical therapist, I can’t wait to start my career in the sales world as a Clinical Account Executive.

This opportunity would not have been possible without Samuel, the team at EYS, and the MCSB program. Prior to enrolling with EYS, I was very frustrated with the lack of interviews and opportunities I was getting in the Medtech sales space. With the lessons learned from MCSB and guidance from the incredible team at EYS, I was empowered with the tools needed to earn interviews and thrive in the hiring process. Though I tried to acquire knowledge through podcasts, the straightforward and personalized EYS program was a major help to learn the ways of the sales world. Samuel, Blake, and my mentor Ryan provided encouragement and boosted my self-confidence that I can secure a job in the non-clinical space. The EYS program helped me translate my clinical skills/background as physical therapist into a salesperson in the medical field.

I highly recommend anyone who is passionate about making the transition into medical sales to join EYS. You will certainly not regret it, as it is truly a family that wants to see you succeed as much as you do!

Naz Momtaz

Medical Sales Representative

Reach out via

I just landed a job offer from Becton Dickinson . I owe this opportunity to Samuel, the program, and the incredible mentors at EYS.

I am a former teacher with some sales experience, and switching to medical sales felt like an impossible leap. For about two years, I applied for medical sales jobs, but I didn’t even get a single interview. I tried applying directly on LinkedIn, but that didn’t work. I had heard about EYS, and did some research on it. The biggest criticism I heard was that if you know how to start a conversation with strangers, you shouldn’t have to pay for a program to get you a job. I tried networking on my own, but it didn’t get me anywhere.

After exhausting all other options, I decided to give EYS a try. From the moment I joined, I was enrolled in workshops and connected with a supportive team of medical sales reps who genuinely wanted me to succeed. I learned how to network effectively, who to reach out to, and how to make the right connections. The classes were excellent, and soon enough, I had a strong resume, much better industry knowledge, and a lot more confidence in my ability to land a medical sales job.

Within a month of joining, I started getting interviews! I couldn’t believe I was actually being seen by hiring people and seriously being considered for these jobs. But getting an interview is just the first step; you need to stand out. I did multiple mock interviews with EYS professionals and had phone conversations with my mentors before some of my interviews. I never felt alone in the process. Even when I received the job offer, I called one of my mentors right away and got some valuable advice on the next steps.

I’ve spoken with many medical sales professionals who have shared their own struggles in landing their first jobs. They’re all amazed at how quickly I received my offer and how it came about. I can honestly say I owe it 100% to EYS. If you’re in the same position I was in and are considering joining the program, don’t hesitate. It’s worth every penny, and the sooner you start, the sooner you’ll get a job offer.

Thank you EYS team for making a career in medical sales possible for me.

Alana B.

Sales Manager delivering solutions for sales and healthcare professionals to pursue passion for customers and patients! Sales Leader | Strategic Partner | Specialty Sales | Solution Selling | ACTIVATOR

Reach out via

Samuel understands how to deliver expectations in your interview. He listens to your story to provide valuable solutions towards delivering your sales portfolio in an impactful and concise way.

He also quickly identifies any opportunities you may have to successfully exemplify your candidacy match for the role you are applying for.
His methodology boosted me with tools and confidence needed to access my dream job! I hope I will get more opportunities in the future to utilize his full program.

Katherine Thrasher, MBA

Digital Marketing | Solutions & Results Driven | Pharmaceutical Sales Expertise | People Connector | Relationship Manager

Reach out via

Samuel is an excellent coach that helped me prepare for my pharmaceutical sales interviews. Coming from a non-pharmaceutical background, he utilized his previous sales experience and coaching tactics to help me become more prepared and more confident before meeting with hiring managers. As a result, I was offered a sales position within the pharmaceutical field! I highly recommend working with Samuel as a sales coach!

Julie Imbruno

Executive Vaccine Representative at Merck

Reach out via

Samuel is one of the most authentic, well versed, inspirational coaches in the industry. I chanced upon Samuel’s LinkedIn profile and connected with him based on his industry knowledge. Upon our very 1st conversation I knew whole heartedly that he was the exact person I needed to help me make the career change I was looking for. He explained his program and what it had to offer. He also relayed what to expect within the 6 weeks we’d be specifically working on building this change together. The program he has in place works, because of its structure and methodology. He provides the most beneficial/honest feedback and support. He makes himself available for any and all questions. He has 1st hand working knowledge and experience of & within the industry and how to become exquisitely prepared for a career change into medical/pharmaceutical sales. Most importantly what his programming offers and the steps taken to ensure personal success(es) are worth every moment of time spent (resume building, interview preparation, presentation, etc.). Without Samuel’s guidance, support, knowledge, encouragement, honesty, and support I would still be looking for a pharmaceutical sales position. I feel blessed to have met him & had his guidance. “Once a client always a client”. Although the “career change” guidance and programming is no longer needed…I will remain his client for life (that’s guaranteed). Within the 6 short weeks of programming time…I went from barely understanding the industry to landing a dream position. Without a doubt…I will continue to access Samuel as my mentor and coach throughout my pharmaceutical sales career. I will reach out to him to assure my continued growth & success in this field. He’s the gentleman anyone needs if they are serious about making a career change. There is no doubt everyone succeeds with Samuel! To say that I am extremely grateful is an understatement.

Kelli D.

Licensed Medicare Direct Sales

Reach out via

I decided to invest in Evolve Your Success sales coaching program to better my chances in pharmaceutical sales interview processes. Samuel delivered an excellent customer experience. Due to time constraints on my end, we had to do a “crash” course and the information and tools I received was still invaluable. The passion and knowledge that he integrated into the consults, was everything that I needed to boost my confidence, through proper preparation and key tools for successful interviewing in this very specific niche market. Receiving recorded videos of each training session was especially helpful to be able to be fully present during the session and not have to worry if I missed taking notes on some small but integral piece of information.

I highly recommend this program for any person interested in investing in their own success in sales. If you want better outcomes you must exercise your 5 P’s: Proper Preparation Prevents Poor Performance. Samuel will go above and beyond to help those who are serious about being prepared for success! I have already raved to my colleagues about the evolve your success programs and they all saw first hand how I was positively impacted toward greater results in my sales career!

I was willing to support this new business because I saw the passion behind it. And what I received was a first rate sales program. I am better personally and professionally for it, and you can be too. Invest in your now and reap the fruits forever. 2020 is a great year to start to Evolve Your Success for the decade ahead!

Jennifer Peckman-Rethman

Business Development Kansas City at Carl Zeiss Vision, Inc.

Reach out via

When I scheduled my initial appointment with Samuel I wasn’t sure what to expect. In my case I needed advice and information to push through not being able to find the right sales job. Samuel tailors his program to your specific goals and puts in place a plan for success. His knowledge about medical sales is very impressive and through his sessions I felt much more confident and prepared to interview and negotiate and ultimately land 2 job offers. I highly recommend meeting with Samuel and start working towards your goals so you can land your dream job!

Stephanie Hernandez

B2B Sales. Medical sales. Financial services

Reach out via

If you want to progress in your career, I highly recommend working with Samuel. Samuel is a well experienced individual who is passionate and dedicated to get the tools you need. Like many others, I was putting time on searching interview tips online and is nothing compared like the help you would receive from Samuel. He is a great coach who is also assertive to help follow your dream career path. Samuel has been a great help on giving advice and tools on what I needed to work on to land an opportunity I have been waiting for! Again I recommend his system for anybody that wants an opportunity in the medical sales industry!

MSP 166 | Cardiac Rhythm

Crystal Sobande

Cardiology Account Manager II

Reach out via

I highly recommend Samuel if you are looking to advance your career. Samuel is very professional, a great coach, and a fabulous mentor. I have learned so much through the Medical Career Builder Program. I honestly wouldn’t have been able to get to where I am in my career without him. I am very happy to say that within a few weeks of starting his program, I was able to land several interviews and have recently accepted an offer working my dream job for Medtronic.

Ryan Pfeiffer

Nuclear Medicine Flex Force & Clinical Education Specialist

Reach out via

Samuel is a top-notch medical sales leader, mentor and entrepreneur who knows how to get results while teaching others how to develop their own skills to do the same. I started his program as a Nuclear Medicine Technologist and have been hired as a Clinical Specialist at Siemens Healthineers. He works extremely hard, is passionate about his mission and builds success not only in himself or his company, but in the people around him. I’ll recommend this guy any day.

Andrew Koehler

Surgical Robotics Program Builder 🦾 | Disruptive Technology | Clinical Sales | Capital Sales | Surgical Robotics

Reach out via

Samuel is a joy to work with! I started the EYS program and we immediately focused in on what I had learned and Samuel was able to help me drill down to what I needed to work on and articulated how to strengthen the weak points in my armor. The Career Builder Program and the wealth of videos, personal 1-1 time, and behind the scenes interviews and workbooks helped me prepare to land the job of dreams.

Many thanks to Samuel and EYS for their help keeping the fire lit and pushing me to be my best

Eric Knotts

Senior Therapeutic Area Specialist (Neuro Psych), Bristol Myers Squibb (BMS)

Reach out via

When I first embarked on my journey to break into the pharmaceutical sales industry, I feeling getting quite discouraged. I was doing everything I could to really stand out, but only finding that I was able to make it to the first and second round of interviews. A full year and a half passed, with many courses and certifications under my belt, when I finally came across the Medical Sales Podcast by EYS. From here, I heard about the Medical Sales Career Builder and immediately enrolled! I knew that I was doing something right to get me into the interviews, but something was still preventing me from getting past that final interview and this program would give me the perfect opportunity to find out exactly what that was. With Samuel’s coaching and after going through the relevant learning modules and workbooks, I was finally able to master my approach to interviews. It turns out this is exactly what I needed to finally break though and get me the job! I was ecstatic when I got the job offer and I couldn’t have done it without Samuel’s help and support . Thank you Samuel!

MSP 82 | Medical Sales Representative

Brett St Clair

Medical Device Sales Representative

Reach out via

Enrolling in Samuel’s EYS Career Builder program was the best professional decision I have made to date. The knowledge I gained through the program was pivotal in making myself the candidate I desired to be. Beyond the coursework, lessons, calls (etc), the course encourages you to commit to something that is often overlooked – internal reflection. While developing your skillset, network, and overall knowledge of the industry is incredibly important. One of the biggest takeaways for me was taking what you had learned and connecting it to your “why.” Why do you want to work for this company? Why do you want to promote these products? Why is this your passion? This course isn’t structured to land you “just a job,” it is structured to help you land your dream job. Which I was able to accomplish.

I wish everyone had the opportunity to learn from an individual like Samuel. He is someone who I consider as a coach & mentor, but also as a friend. Samuel is relentlessly focused on developing talent while pushing you to grow through positive reinforcement. The EYS program has made an undeniable impact in my life, and for that I give Samuel and the program my respect and highest recommendation.

Tyler Ropp BSN, RN

Senior Mako Product Specialist at Stryker | Robotic Joint Replacement

Reach out via

I just got a job offer from Stryker! I want to thank Samuel and the Medical Sales Career Builder Program. As an experienced nurse, I knew for quite some time I wanted to apply my experience in a different way within the medical device industry. Before I found the program, I had applied and interviewed for several jobs in the industry but never received an offer. I was doing my best to prepare on my own listening to podcasts, reviewing resources on LinkedIn, and reading up on any interview prep I could find. No matter what I had done, I wasn’t seeing the results I wanted and knew I needed to make a change. I found Samuels’ program on LinkedIn, and after contacting him he got back to me in less than an hour and we started working together just 3 days later. Samuel had a clear process and plan for helping me succeed. He quickly determined my weaknesses and we worked extensively to improve them. I was given the resources and support I needed to get me to where I am today with a job offer from Stryker! Working with Samuel was the best decision I have made in helping acquire my dream job. Thank you again to Samuel and the Career Builder Program!

Alana Rugg MS, CMR

Area Manager, Therapy Awareness. Northeast & Atlantic Coast

Reach out via

I just got a job offer!!! Thanks to Samuel and the Evolve Your Success Community. Many thanks to the Medical Sales Career Builder, I wouldn’t have been able to do this without them. Before I discovered the program I wasn’t getting as many interviews as I was hoping despite the fact that I was applying to multiple job opportunities. I was searching for job opportunities in my area and just applying to them online and hoping someone would call me. I was becoming frustrated and knew I needed to do something different that would make me standout from other candidates, that’s when I discovered Evolve Your Success. I researched the program and spoke with others who were past clients of the program, I heard nothing but rave reviews. As soon as I joined and spoke with Samuel I knew I made the right decision. Going through the Medical Sales Career Builder program was simple and intuitive. It gave me an exact road map that lead me to my new position! Joining this program was the best decision I have ever made. It taught me so much, brought me out of my comfort zone, and it gave me the confidence I needed to win the job of my dreams. I highly suggest you join the program, do the work, because the skills you learn here and the connections you build are the best in the industry. Now that I have the dream job I’m looking forward to the future and signing up for the next phase of the program, Sales Builder. Thanks again Samuel because of you and the team my career is on the right track!

Judy Gbadebo, M.D.

Physician-Scientist | Medical Affairs | Clinical Education and Research Director at scPharmaceuticals

Reach out via

I just got a job offer! Samuel’s EYS Medical Sales Career Builder Program was bar none one of the most valuable programs I have ever had the pleasure of joining. As a medical doctor transitioning from clinical medicine into the biopharmaceutical industry, I knew I needed a professional, goal-directed program to guide my way in this bold, new venture. Samuel’s program helped me learn how to leverage my experiences in a unique fashion within the biopharma industry. His program provides an overabundance of resources. From networking and resume writing to interviewing and negotiating, EYS was there at every step of the process. I never felt alone, and was constantly encouraged.

Thank you Samuel for your expertise and creation of the EYS Career Builder Program!

Katherine Stovall

Area Sales Manager

Reach out via

I’m so glad I went through the Medical Sales Career Builder program! I received amazing guidance and coaching that gave me the exact steps I needed to land my new position. I would definitely recommend going through the program to anyone wanting to break into the industry like me!

Kristina Stewart

I connect prescribers with treatment solutions for Migraines and Tardive Dyskinesia

Reach out via

After recently migrating to the US, I was eager to re-start my career in Pharmaceutical Sales. I quickly realized that I would need an experienced industry professional to guide me on this journey. Samuel and the EYS Career Builder Program exceeded my expectations. Having Samuel as my coach and mentor, enabled me to package my skills and experience in an effective and concise way that translated well in my interviews. I landed my new role! Thank you Samuel and your team for helping me realize my potential.

DH Williams

Specialty Brain Disease Sales Professional | Expertise Connection Builder| Fitness Educator

Reach out via

I was having such a challenging time trying to land a dream job in the medical sales world. I thought I was doing everything I could to make this happen however after 5 months I became burnt out and unmotivated.

I wasn’t sure what I was going to do. I had reached out and connected with over 1000 connections on LinkedIn and to my surprise, I ran into someone from my hometown who had much success in the field. He and I discussed the issues I was having and that’s when he told me about Samuel and his program.

I decided to give the program a try and signed up on June 2nd of this year. Within hours and days of signing up, I became very fascinated with what I was learning. The program made so much sense and helped me to become lazer like focused on what I wasn’t doing earlier to become successful and what I could do to make this happen.

July 2nd of 2021 I received an offer!

Not only was it from the specific company I was most interested in but also, it was in the specific city I was wanting to move to – clear across the east to the west coast.

Samuel and his program have truly changed my life! With his guidance including a weekly online module, live class and guest speakers in the field – just to name a few – anyone can succeed to land the medical sales position job of their dream!

Nicholas Andrews

Territory Manager, Diabetes – Atlanta South / Proven Sales Professional with an Unwavering Commitment to the Service of Others.

Reach out via

Samuel and his team at Evolve Your Success are game changers for professionals who are looking to present themselves at their best. I knew the competition for a career in the medical sales arena is immense and I needed to prepare myself to standout amongst all the other candidates vying for the same positions as I was. Sam will tell you I am very self aware of my strengths and weaknesses and I am very comfortable about speaking on what I know but not so much talking about myself. Enrolling in the Medical Sales Career Builder Program offered a holistic approach of how to represent my skills and attributes to hiring managers all awhile staying true to myself as I told my story. When you commit to the process the results happen, I landed a perfect role with the #1 medical device company in the world with no prior medical sales experience. You owe it to yourself and your career to join Evolve Your Success !!

Jeffrey Koshy

Supply Chain and Procurement Enthusiast | Sales Professional | Web Developer

Reach out via

The journey of breaking into medical sales can be much longer and harder than many expect. One thing I learned from Samuel is that networking goes a long way into landing a job in medical sales. They also helped me get better at my interview skills and answer questions more genuinely.

Zachariah C.

Therapeutic Sales Specialist @ Leo Pharma

Reach out via

Prior to enlisting Samuel’s services I was a “middle of the pack” rep at Primus. Not the worst, but far from the best. Up to that point I thought I had all of the tools necessary to get into President’s Club, but my results were showing otherwise.

The missing ingredient that Samuel has given me is fire. The fire to go out everyday and work my territory to its max. The fire to use my downtime at home to prep & prepare for the day ahead. Evolve You Success was the ignition I needed to help realize the kind of rep I am, what my unique personality brings to the table, and how to leverage the sum of these parts to the maximum.

When I began Samuel’s program in September of 2021 I was ranked 12th out of 40 reps, by the end of the year I finished in 6th place; comfortably in President’s Club. I also ended 1st nationally for our brand Promiseb which garnered me another award.

For those on the fence I strongly recommend making the investment. I have easily recouped the cost not only in the awards I won but the increased bonuses that have come along with it already.