Evolve Your Success

Using innovative AI-assisted devices redefines treatment approaches and envisions a future where technology greatly enhances patient care. In this episode, we have Charles Gellman to talk about the revolutionary world of AI-assisted robotic devices. Join us as Charles explores the game-changing HiDO device, a groundbreaking technology designed to transform patient care and medication management. He discusses how this device empowers patients with chronic diseases, dementia, and stroke. It gives them independence and freedom. Charles discusses the importance of AI in healthcare and how it can collect and analyze real-time data to provide personalized treatment and disease management. Ready to explore the future of healthcare? Tune in now!

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Changing Health Care With AI-Assisted Robotic Devices With Charles Gellman

We have with us another special guest. He goes by the name of Charles Gellman. He is a fellow podcaster with interviews from notable university professors leading researchers and fourth-thinking podcast hosts. He’s one of the top voices on AI-assisted robotics digital health and its impact on health care. He was featured in a full feature documentary AI Robotics: The HiDO Story.

This is a fun interview. One of the things I like to showcase on this show is people who get into this space of MedTech and then find something that they want to commandeer, whether it’s an invention, or being assigned to a new opportunity with the company that needs leadership. It’s nice to be able to speak with guests that have had been long enough in this space that they now are in a position to be part of something new and game-changing or lead something new and game-changing. This is exactly what Charles gets to share with us, but I am not going to say anymore. I’m going to save it for the interview. As always, we do our best to bring your guests who are doing things differently in the medical sales space. I do hope you enjoy this interview.

Charles, how are you doing?

I’m doing great. How’s your day going so far?

Fantastic. No complaints. I want you to tell us who you are and what you do.

My background is in Data Science. What we do is specialize in robotic devices to help people take care of themselves at home without the assistance of others.

Let’s break that down a little bit. Does this mean that you are selling to providers that are selling patients on taking these devices home or are you selling directly to the consumers?

This is not a DTC product. We sell directly to payers. The payers isolate the patients who are struggling at home which happens to cost the most amount of medical spend. We focus on helping enable folks, for example, who have congestive heart failure that they are on multiple medications. They might have some health inequities at home. Let’s say, it’s a social or economic disadvantage, a bad area or minority, and then a combination of different underlying disease states. We enable them to care for themselves by leveling the playing field and having a robotic device that essentially is like a portable doctor in a box to help assist them for themselves.

You say you sell to payers. We have readers who don’t understand what that means. Give us a little background on what it means to sell to the payers and how it ultimately gets to the patient.

The payers select patients upon their medical spend. Depending upon the level of severity of the illness of that patient, they had utilization of hospitalizations, emergency room services, and provider utilization. When the payers look at folks with chronic disease states, they look at the total cost of care and then they have to manage that population-based upon all of the premium spread across the healthy patients, the ones that are struggling, and then the ones that are in the hospital. What we do is isolate the folks that are struggling the most. The payers are selecting those patients for us to deploy the robotic devices to help them alleviate some of those high costs.

What does that look like? Let’s walk it back a little bit. You have this entire company. What is your company made up of? Is it a large or small salesforce?

We focus primarily on R&D and Engineering. The majority of the folks are on the engineering side of the house, whether that be mechanical, biomedical engineering, or software design. We hired three sales folks. I’m very excited. Those are all folks within my network that I have done business with in the past and very excited to bring them on. We are looking for some fast growth with some major health payers and self-funded health plans in the future. It’s instrumental to have quality sales folks who can tell the story to others and broadcast the messaging and awareness. You have to be highly skilled at conversations as well as being able to pivot the conversation based on the audience’s reaction. This is a very very defined skillset.

Walk us through that. What does a day in the life of a sales professional for your company look like?

Every day is different. Nothing is the same. What I would say is that the foundational knowledge of the salesperson is what the core foundation is, but a lot of the day-to-day interactions are reaching out to executive leaders telling them the story of what the future can be in addition to showing them what robotics technologies can enable patients to do and being able to tell that entire story and why it’s important from a patient standpoint but also living on will tell them from a financial standpoint why it’s important to them. Being able to have that intellectual aptitude to wrap that story around why and important for both parties to engage in a particular type of sale.

Your sales reps are calling insurance companies or the payers. They are trying to get access to the C-Suite within those insurance companies. This is a phone-based type of sale.

It could be either/or. I believe in whatever it takes. If it’s a phone, video, or face-to-face, they need to go to conventions and go elbow to elbow if they need to talk to people in person. Generally speaking, these are complex sales cycles. For some of the folks that may be reading this, if they are a little bit newer to medical sales, there are some transactional sales that could be several months, but there are other sales that are complex sales cycles that could be anywhere from 2 to 5 years depending upon how high up and if it’s an enterprise B2B sale. This would be an enterprise B2B sale.

How long have you been doing your thing?

We have been around for many years.

You have some sales that closed that you started when you guys started.

As you are building the plane and flying it, you are also in parallel paths selling the plan and the technology, and then they should come together as one.

MSP 165 | HiDO
HiDO As you are building the plane and flying it youre also in parallel paths selling the plan and the technology and then they should come together as one

 

I think this is unique because it’s not often that people know about these types of services you guys offer to payers. I don’t even think there are a lot of people who don’t know that payers buy these types of devices for patients. Talk to us a little bit about how you got into this. Is this something that you have always known when you entered medical sales? Did you work on a certain side that allowed you to see this? Is this a new opportunity that you started to get in front of?

My background is in Data Science. My Master’s degree is in Clinical Informatics at UC Davis Medical Center. I did a post-baccalaureate Pre-Med program at UC Berkeley. I mentored StartX Med for some Stanford-based startups. I also started my career with Johnson & Johnson, being exposed to the Pharma side and then went to medical devices. I help Premier out with some GPO stuff in Walter’s software.

I have always been within the medical arena and writing for different companies. I stumbled across a couple of different variabilities that exist within healthcare and those underlying foundations of healthcare where I thought that there were challenges that nobody ever solved. That was, “What is the blueprint for health look like? How do we figure out which cocktails and medications elicit at best outcomes based upon disease, age, gender, race location, and some of the other social disparities of health, and has anybody solved that?” Before I even started HiDO, which stands for Health Information Data Outcomes, I wanted to see if a technology existed that had data to present so I could then extrapolate that and share a good gold standard of care across organizations across the country.

What is the closest technology that did exist for this?

They don’t. There are reminders on your phone app. There are some devices that dispense pills. There’s nothing that gives you 100% confidence in the data so you can extrapolate whether or not medications are taken or missed and then correlate that with bloodwork, ER visits, and hospitalizations. I had zero intent to do this. I have no interest in people dispensing at all. That wasn’t even on the radar, but because I was trying to figure out a different idea and solution, it thrust me into the medical device space. I happen to know a number of engineers out of Stanford. They went down this crazy rabbit hole with me. Now we are here talking to your audience.

Let’s dig a little deeper into these devices. You brought up congestive heart failure. Give us another example. Walk us through the patient goes to their provider, suddenly, they are in this position that you guys can help in their insurance. Walk us through the whole thing down to it’s now in their living room or wherever it is and taking care of them.

A patient would already be hospitalized within the previous twelve months and they probably have an ER visit or two. These are the folks that could be struggling with congestive heart failure. Maybe they are a hypertensive diabetics. Maybe they had a stroke or mild to moderate dementia. There could be a number of different chronic disease states that could be a good fit for the HiDO device. Once the payer of a health plan selects the specific patient, they would be contacted by a case manager or nurse within the plan and suggesting that they have a device and it’s free of cost to them.

At no cost, that will help alleviate some of the complications that they have with medication taking so we can reduce their exposure to the hospital and the ER. Once the patient also agrees, then a HiDO employee will come to their house. They will set up the device. It’s got a face ID or a passcode. The patient will then go up to the unit, test it out, and make sure that it’s working to dispense the medications and then we do a remote direct observation recording in front of the device. The goal behind it is to eliminate home medication errors.

This is all reported to their physician or their team of physicians.

The providers are not monitoring this information. Their doctors and nurses do not need to monitor this information. This is monitored by the health plan. They could have pharmacists, MedTechs, or case managers in the background that monitor the behaviors of these patients. There’s no additional burden on their primary providers or specialists.

You guys have several years. There’s data on how well this works and please share it with us.

I’m throwing this to you and your audience. What do you think the reduction in hospitalizations would be for congestive heart failure patients who are using an assistive robotic device such as this they have multiple hospitalizations and ER visits. What type of reduction occurs on a percentage basis with the utilization of a HiDO device?

I would like to believe, if the device does everything that’s claiming it does, it’s 30% or 40%.

Higher.

60% or 90%?

We had an 80% reduction in hospitalizations for the most severe congestive heart failure patients with mental health conditions, diabetes, and underlying conditions that frankly are real for a lot of folks who are struggling at home, but it also speaks to how much these people are struggling at home, trying to care for themselves. Nobody truly understands the caregiver burden or if you don’t have any caregiver the burden is you and I. It’s us looking in the mirror and trying to care for ourselves when we are struggling with the disease. A lot of these folks don’t have anybody but themselves to care.

[bctt tweet=”Nobody really truly understands the caregiver burden.” via=”no”]

Over what period of time is this Improvement?

We have an 80% reduction over 12 months. This is not a one-month thing. This is twelve months of data, not HiDO data, but the health plans data given to us to report. We have a fantastic white paper for any of your readers at HidoHealth.com. You can jump in there. You can read all the information.

This is a pretty fascinating stuff. What I want to know is if you have an 80% success rate in reducing hospitalizations for these diseases that are very necessary to be treated consistently, then it almost seems like you don’t need a salesforce. This is a no-brainer. Where is the resistance? Where’s the challenge in getting every pair to say, “What we are doing this. No questions asked?”

I would never underestimate the power of this salesforce. The salesforce to me are professional storytellers. If somebody comes to you and is not aware of the technology, the data, or the story, then you need a way to communicate that effectively to the market. We are not DTC. We are not putting commercials on TV. We interact one-on-one. A lot of the relationships that we are growing and communicating to are often the executive leaders that are able to read a white paper or maybe they don’t come across a video. It wasn’t incumbent upon a dedicated talented group of sales individuals to get that message across so people are going to be aware that this technology occurs.

What type of resistance do you guys get when you engage a decision-maker within one of these healthcare insurance companies?

Everybody is very excited about this technology. People are not aware that we exist. The greatest resistance is getting to the right folks so we can message them and they know that this technology can alter the way they care for folks. The resistance is not knowing that we exist.

When you do engage someone you guys don’t have any resistance.

People are very excited about what this can do. Sometimes, in life, one thing can transform everything. If people can care for themselves at home right now without assistance, think about the labor strikes and the cost of hospitalizations, ER visits, and the total medical spending that pairs are already having to put money out. What if we can drastically reduce that spending on things that keep people out of the hospital so they can live their lives happier and better without utilizing those high-cost services?

[bctt tweet=”Sometimes, in life, one thing can transform everything.” via=”no”]

Can you share what type of clients you have as far as the insurance companies?

We have been live at a Medicare Advantage Health Plan. We have done NIH-funded studies at Stanford University where we are studying HIV-positive patients with antiretrovirals, in which we determined that a sub-therapeutic adherence threshold had non-detectable viral loads. We have also done NIH-funded research with RUSH University in Chicago with mild and moderate dementia. This is where the next curveball comes right to you. What percentage at a total number of fifteen patients with dementia could utilize a new robotic technology with zero assistance from anybody else and then dispense the medications multiple times?

The question is how many patients can operate this?

How many patients can operate and use the device out of fifteen patients without being trained?

If they have dementia, it would seem to be difficult, but based on your other statistics, I would say you guys figured out how to get them all trained.

Out of fifteen, what do you think are success rate would be?

Fifteen.

15 for 15. Usually, you are supposed to go a little bit lower.

I missed that, but if I missed it, then the audience might have missed it too and went straight to the punch line.

Imagine if patients who have cognitive impairment are able to utilize a device. We have made it easy that patients with mild and moderate dementia are able to utilize this device, the implications for the greater populations that have chronic disease and polypharmacy are wide.

It almost sounds like this device needs to be in every single patient’s home. With this device, without sharing too much. What does the experience like from a patient’s perspective?

Are you a coffee drinker?

No.

That’s unfortunate. All of your audience who are coffee drinkers, probably are familiar with a Keurig coffee device.

Even being a coffee drinker, I do have a Keurig.

I guess we can re-engage in conversation. For all of those people who are familiar with the Keurig coffee machine, you have those little pods in the background, what does this look like we did this by design, it’s very similar to the look of a coffee machine and a hybrid of a ring device. The idea behind this is we don’t want to remind people that they are sick all the time. We want to put a piece of technology that looks nice in the home so it’s got beautiful colors. It’s white and gray. It’s got a gigantic screen on it. It uses a face idea to unlock. It’s very easy to use. We did that by design because we not only want people to be able to use the device. We want it simple, but we also want it to look like a piece of artwork within the home. We aren’t reminded that they are sick, but they want to use the device because it helps them stay healthy and happy.

That’s great, but give us more. What’s the operation like? Walk us through one of these types of patients that utilize this device. What is experience like for them? What’s happening?

I’m going to give you a patient. His name is Anthony. He’s all on our website. Anthony and Helen. Anthony was super active. He was eating right, playing rugby, and lifting weights. He is an absolute beast but he had a stroke. Due to the stroke, he was paralyzed in half his body. He is a friend of a friend. His wife Helen is struggling in trying to work full time and take care of her husband who is newly diagnosed with a stroke. There’s a bunch of medications. All he wants is a little bit of Independence and freedom.

He rolls up to the device in his wheelchair. He’s paralyzed. He’s able to go up to the device. It unlocks. He doesn’t have the ability to even unlock the bottle, unlocks, dispense the medications and then he’s able to put it in his mouth and then stroll away. His experience with the device is to give him a sense of Independence and freedom. Also, his wife, Helen, no longer has to be at home to give him the medications that he needs to make sure that he’s in a healthy state from a cardiovascular standpoint. That’s one specific instance of the types of people that we can service.

It doesn’t take your vitals or anything like that. This device specifically administers education with the goal of making sure that no doses are missed.

The goal of the device is a behavior modification device. We need to know whether or not you missed or taking your medications. The goal is to stabilize your medications so you have disease stabilization or regression. For folks that have cardiovascular disease, there’s a thing called heart remodeling. There are very effective drugs that can improve the function of your heart if you take the drugs. There are hundreds of billions of dollars spent in R&D and Pharma manufacturing to distribute drugs. If we don’t know people are taking the medications as prescribed, then it’s a complete travesty because hundreds and billions of dollars are spent one year on drugs that aren’t being taken.

MSP 165 | HiDO
HiDO The goal of the device is behavior modification device

 

The training with this device is you need to be fully dependent on this device for any type of medication as long as you are, we can have a better chance of making sure you stay compliant.

The HiDO device assists people who have chronic disease and polypharmacy to ensure that they are following the directions of their doctors and nurses as prescribed. Instead of having to remember everything, “Why am I taking this device? When I’m supposed to take this device?” We automate everything for you.

With technical malfunctions, all technology has these issues. How does it play into this space? How do you guys stay in front of that type of issue?

With this type of thing, we have tested tens of thousands of times. The useful life of these products was probably not going to be more than 3 to 5 years, but what we have done with this because of the level of severity of illnesses, we have taken it to the nth degree. The reason why we have tried this on dementia patients and patients with stroke or these were supposed to be stress-testing cases. We didn’t expect that to work so well. As it works so well, we opened up the markets to disease states that we would have never thought were possible.

How does it alert the patient to take the medication, like a beep or something worn? How does it work?

How about you give us some things that you think would be helpful to patients? How do you think patients would best respond to the different types of communications from an alerting standpoint?

The cell phone, sound, and a smart TV if need be.

We alert, not only the patients but also if they miss their medications, their caregivers, or loved ones. The fastest way to change your behavior, if you are married or you ever have a significant other is to alert your caregiver or loved one that you missed your medications and you will have a very quick change in behavior in regards to taking medications on time and as prescribed.

With this type of device, can you get your pills before it’s time to get them or it’s locked and there’s no way, there’s no access at all in the hopes of modifying your behavior?

There are guardrails on it. If you have dementia, bipolar schizophrenic patient, or can’t recall whether or not you took your meds, it will not dispense certain meds if it’s not within a window. We usually do a plus or minus two hours so that’s fine and you can do that, but very specific drugs that are time-dependent have to fall within a certain range because of the toxicity of the drugs or because if you wait too long, you don’t want to have some type of contraindication happen.

I’m going to be honest. This sounds like it would be a great consumer product. I can already think of at least 2 or 3 people that I know of that would benefit from something like this. Why is it not going back direction, or is it something that you guys saving for a different time?

I think that there could be a time and place for that in the future. We are solely focused on the folks who are at greatest risk and who desperately need this type of technology. It’s not to say in the future that a major company like Google, Microsoft, or Amazon might have devices like this where they are in every single home like a microwave or a stove. The entire public has access to something like this.

I’m going to challenge you. I want a better answer because this sounds, from what you have described so far, I’m thinking why in the world wouldn’t anyone, especially the elderly population, benefit from a device like this? If it’s as straightforward and sleek as everything you guys have created, why wouldn’t you be working to make it a commercially available product?

That’s a completely different vertical DTC. It’s much different. When you have a startup you have to be very mindful of the markets that you enter. If you try to do everything, you will die as a startup. You don’t boil the ocean. You have to be very specific about your approach and the verticals. You have to do things very well. Once you do things very well, then you can be mindful about the next approach.

If you do too much then there will be no HiDO and we will not be helping anybody. My goal is to help the folks that you the most right now. Once we get out into the wild and have enough funding behind us because we are a startup, then we can be very mindful of our next steps in regards to increasing our awareness as well as our scope to deploy enough devices to service all the folks that do have chronic diseases.

You explained this earlier, but I’m going to backtrack a little bit. You discovered this opportunity to go to the payers because why was that the first notion?

It wasn’t the first notion.

We need some history. Give us as much as you can share about what the first notion was and remind me of how you ended up with, “We need to talk to payers?”

There are a couple of different total addressable markets. It depends on where you want to go. As you have alluded to, many people have focused on direct-to-consumer and that is fantastic. There’s a specific marketplace for that. My background is not direct-to-consumer. My background is in enterprise hospitals, and health plans and covering large patient populations. That’s my expertise.

MSP 165 | HiDO
HiDO There are a couple different total addressable markets It just depends upon where you want to go

 

As a salesperson, you have to figure out what is your bread and butter. Maybe if I had established relationships with pharmaceutical companies and we were looking at clinical trials, real-world evidence from real-world data, and I had established relationships on the ecosystem, that may have been the vertical that we are attacking.

I was very fortunate. The grand slam area that I’d like to address would be health plans because of the reach and the scope, but I didn’t think that I’d be able to get to that place. We have been very fortunate because people understand what the technology can do to enable that population, but also we have some fantastic advisors behind us who have very strong connections with those folks. I would have never said to you, “This is our plan. This is where we are going to hit. This is where we are going to end up,” because I would have been fooling myself.

You discovered the opportunity as opposed to coming out the gates and wanted to turn some things up.

I wish I could say that everything was strategic, “We did 1 through 5 and this is how we got there,” but that’s far from the truth. I always wanted to get there but you need to have a team behind you to support you to get to that level.

From everything I have heard, this is a no-brainer, but you did talk about how sometimes the sales cycle can take up to five years. Give us a little bit about what major milestones are happening that are causing this no-brainer to take up to five years.

No matter what the product is, whether it’s a software solution or there’s a device, there are other Market factors that the decision-makers have to wait for. That could come down to budget, reimbursement rates, and organizational disruption. There are a lot of different mitigating factors. There are strikes going on with providers. There are different contractual negotiations in the background. all of those things tend to delay the sales cycle. In addition, you have to make it within the top ten projects to even be part of the conversation and then it has to go through different subcommittees. This is not a fast process and the larger the organization generally speaking, the longer it takes to get a deal done.

By 2025, what are you what is your biggest hopes and ambitions with HiDO?

My goal is to have full pharmacy integration and workflow so patients get their medications directly from mail-order pharmacy to their home into the device and then into the mouth. What we want to figure out is the last mile that Amazon has done for shipping but for medications. It will be the first one to document whether or not people are taking or missing their medications in real-time.

The power of that is to completely transform the healthcare system because once you know which cocktails and medications work best for different types of populations, then doctors can treat patients as such. They are using a peer treatment which is based on their medical education and their clinical experience. What if they can make decisions based on real-world data that they are getting from their patient populations?

With this device, you said the payers ship it to the patients.

We take care of that. We contract with payers.

For the medication that goes into the device, the patient is responsible for setting that up.

Everything is pre-programmed. We have patent technology within each cap. Each cap knows the medication name, dosage, frequency, and count. It’s like a Keurig coffee machine. You would load up the bottle in the back and the device auto recognizes all the information so the patient whether or not they are cognitively impaired doesn’t have to remember that.

If a dose is changed by the provider, I’m assuming it’s told straight to the machine.

That is possible to do in 2025. Now, we could do that but that might require some additional designations and classifications. Whatever’s prescribed by prescription is what we dose, but what you are talking about is titrating up or down. It’s upon people’s reactions. That has to go through the proper channels of electronic prescribing in order to alter those.

If a patient gets their dose changed and they are using this device, something is submitted to your company. Can you guys remotely adjust or do you have to send a checkout or how does it work?

We could remotely adjust if needed.

How many patients would you say are on HiDO?

We have under 100 patients that are on the HiDO device. It stems from patients with terminal cancer, stroke, dementia, hypertensive diabetic patients, bipolar schizophrenic, and HIV-positive patients. We have run the gambit.

I want to ask a strange question. How large is the team that’s managing the 100 patients? When you guys think of scaling, and let’s say by 2025, you would be able to get 2,000 patients. What’s in place that can handle that or do you guys have to figure it out and restructure or higher?

Software scales. I’m not concerned about that. Ultimately, we are not care providers. We are not taking care of the patients, the health plans have either pharmacists, MedTechs, or case managers have access to the clinical dashboards. For us, that’s not the question. We will scale out devices like every other manufacturer going to a third-party manufacturer, tens of thousands, hundreds of thousands of units to deploy and then the software itself, once you prop that up, you have people behind it. That’s not our team.

This is good. It seems like you are very excited and passionate about what’s going on. How’s it going so far?

We are very excited. I came back from a healthcare conference in Las Vegas. Every single person that I spoke to whether the reporters, health plan executives, or investors is very excited about the future of care, especially when it comes to assisted robotics in the home. There’s a lot we can do to impact millions of lives. The question is, “How fast do we get there? How do we create the awareness? Who are the salespeople that are going to come along for the ride?”

[bctt tweet=”There’s a lot we can do to impact millions of lives. Now, the question is how fast do we get there? How do we create awareness?” via=”no”]

If someone is reading this saying, “I have to get involved,” is there something that someone can get involved with, whether it be investment or hired by you guys, what opportunities are available?

The first thing to do is go to HidoHealth.com and take a look at the videos, the testimonials, and the technology. Feel free to connect with me on LinkedIn at @CharlesGellman. Feel free to drop me a note or connect, and then we can see where the conversation goes from there.

This has been fantastic. I love everything you guys are doing. We are going to wrap this up pretty soon. Is there anything else you want to share with the audience? Remember, the audience is people who are trying to get into medical sales, are in medical sales, and are leading the way within medical sales. Any last words you want to share with the audience now that you know who they are?

When I started my career in sales, I would keep learning as much as I could, especially with medical sales because it’s changing fast. Be curious. Read up on what’s going on with the different technologies, understand the reimbursement landscape, and the struggles that exist in the challenges and the gaps, and position yourself for success. If you are not strong at a specific suit, if it’s speaking or knowledge base, work on your gap so holistically, that you grow and become stronger as a person. You can communicate your message effectively. That will separate you from everybody else out of the bunch.

We have one more thing to do before we let you go. It’s called the lightning round. The first question is, what’s the best book you have read?

None.

That’s where you are leaving it.

No book. I am 100% focused on clinical research, reading journals, and going forward with the business.

We can take that. What’s the last journal you have read?

I read one with the Infectious Disease Society of America and then I get thrown journals every single day.

Best TV show or movie?

I watched the Four Men movie on The Airplane. That comes up top of my mind.

Was it any good?

It was pretty good.

The third question is, what’s the best meal you have had?

I love everything that my wife cooks.

You got all the can answers. Last question, what’s the best experience you have had?

Going and watching my son and daughter at the swimming. That was awesome.

What type of swimming?

They do freestyle and breaststroke.

My son got into aquatic swimming. These kids are beasts. Some of them have been doing this since they were 2 or 5 years old. They are like little professional Olympians. He’s only been doing this for a number of months, but because he’s very diligent in understanding the strokes, he won his first week because all the kids got disqualified.

How old is your son?

He’s thirteen. How old are your kids?

My son is 10 and my daughter is 5. She’s excelling pretty quickly. She’s pretty young.

How long they have been doing it?

I have been trying to get him into sports forever. He doesn’t stick to anything. He’s only been doing it for maybe 1 or 1.5 years.

That’s a good time. He’s getting it. It was awesome spending time with you. We are excited to know everything we are going to know about from HiDO. We are going to be checking it out. I’m sure my readers will as well. Thank you for being on the show.

Thank you for having me. I wish all of your audience the best in their sales career.

That was Charles Gellman, a pretty cool guy who is doing some very cool stuff in the medical sales space. You have read this episode and I already know what you are thinking. You found something that was interesting. You are even more motivated to get a medical sales position or you want to figure out how you can work for a healthcare company.

I’m going to say this. If you want to work for a manufacturer in medical technology. It includes everything. If you want to work for a pharmaceutical medical device, genetic testing, or diagnostic testing manufacturer or you want anything to do in that space, whether it’s a salesman, clinical specialist, associate sales, rep support role, quality control role, or execution role then I want you to visit EvolveYourSuccess.com.

Select Apply. Fill out the application, schedule, and make sure you make that appointment and have a discussion with one of our account executives and let them show you how this can be a reality. This is why we do this. We do this because you only have one life to live. Life is too short to be wishing you could be somewhere when there are resources that can take you there. That’s what motivates me. My whole philosophy for anyone, everyone, and what I hope to do in the biggest way possible in this world is to remove barriers for people.

Evolve Your Success is a company that allows that to happen. This show is one that allows that to happen and works with Evolve Your Success. It’s a beautiful thing to see. It’s a beautiful thing to be a part of. It’s very energized to trudge on regardless of what we face. When you have something like that supporting you as a candidate who wants to get into a position, it makes the difference.

That’s why we have people that have been trying to get a position for 2 or 3 years. They haven’t and then they joined the program and now they are working as the professional they always wanted to be because the support is real. Sometimes I laugh because I believe the words taken a little bit too lightly, “Maybe you can add some support. We would like to support you,” but I think that support is the reason why people get to where they go. If you have the right support behind you, you are limitless. You cannot be stopped.

If you know how to find the right support, cultivate that support, and keep it with you in your entire career, the sky is the limit. If you want to be here, then get to EvolveYourSuccess.com, fill out the application, schedule some time, and have discussions with one of our account executives, and let’s get you where you need to be. As always, we do our best to bring you guests who are doing things differently in the medical sales space. Make sure you tune in for another episode.

 

Important Links

 

About Charles Gellman

MSP 165 | HiDOCharles Gellman – Chief Executive Officer of HiDO Health. With over 100+ podcast interviews from notable University professors, leading researchers and forward-thinking podcast hosts. NIH funded research in collaboration with Stanford and Rush Universities. He is one of the top voices on AI-assisted robotics, digital health and the impact on care. Charles Gellman was recently featured in a full feature documentary, “AI Robotics… The HiDO Story.” He publishes his analyses regularly in the newsletter, “The Future of Care.” He is a former advisor for StartXMed and has worked in various executive roles at Startups as well as Fortune 500 companies. He received an MSHI degree from the University of California at Davis, Medical School.

 

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Pamela Hutzler

Account Executive at

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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

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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

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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

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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

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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

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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

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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 

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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

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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

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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

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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

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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

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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

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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

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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

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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.

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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

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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

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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

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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

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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)

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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

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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

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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

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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

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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

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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

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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

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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.

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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

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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