Evolve Your Success

Gaining clarity of where your passions are and how you take advantage of the resources around you is a sure path towards medical sales success. Sam Conaway took this to heart, which allowed him to transition from being a service laundryman to winning big in the world of cardiology sales. Joining Samuel Adeyinka, he talks about his inspiring journey as an African-American who made himself memorable and attracted the best opportunities in medical sales. Sam also talks about his experiences addressing diversity and taking on the position of a line manager all the way to a senior manager.

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From Laundry Serviceman To President Of Cardiology Sales With Sam Conaway

We have with us another special guest and he goes by the name of Sam. He does have one of the coolest names in the business, but this is Sam Conaway. This is going to be someone whom you can learn a lot from, but what I want to highlight here is Sam’s journey is quite unique. He has experienced quite a few things in his career that are not common for someone in his position.

Also, if you’re reading this episode, whether you’re trying to break in, already or a medical sales professional, or you’re leading the way, you’re going to learn something that you probably haven’t heard before. As always, we do our best to bring you guests that are changing the way in med technology, they’re pioneering trails, and doing things with new innovations. I do hope you enjoy this interview.

Sam, how are you doing?

I’m good. How are you doing?

I’m fantastic. Sam, why don’t you tell everybody who you are and what you do?

My name is Sam Conaway. I lead the Close the Gap effort, which is our strategy around healthcare inequities for people of color.

I’m going to take it back to the beginning or your college days. In college, were you thinking of doing the kind of work you are doing now or do you have a completely different pathway? Take us back to your senior year.

I’ll take you back to my senior year in high school, which was one of the most challenging periods of my life. I was a baseball player and unfortunately, I threw too many curve balls and knuckle balls and was not listening to my father, and I tore my rotator cuff. Back in those days, the early ’80s like ’82, there were different ways of dealing with that. Unfortunately, I didn’t get the proper care that I needed so I ended up not getting a scholarship to play baseball. I thought I was going to be a baseball player. I also played shortstop.

I found myself wandering around not knowing what I was going to do in terms of going to college. I grew up in a tough place in Baltimore around the Park Heights area, but I had great parents and a great family. We ended up moving out to the suburbs and that’s where I excelled as a baseball player, but that didn’t happen for me. I ended up in the laundry of the Washington Hospital Center, taking laundry from a laundry chute to a sorting box. Everyone in there were ex-convicts. It was not what I had in mind, but that’s where I ended up.

How did you find that position? Why did you want that position? What turned you on to working in the hospital?

One of my buddies, his dad was the director of linen services. Both of us were struggling with what we were going to do after high school so we went to work for him. This was in Washington DC and I lived in Baltimore. It would take us an hour to get to work every day. We commuted. There were six of us in a car, commuting into Washington DC, working in the laundry. It was a very interesting experience and it led to why I am doing what I do now. I love to share that story.

You’re in the laundry at this hospital. Take us to your senior year in college. What was going on? What was the plan coming out?

I can’t take you to senior year in college without telling you what happened in between because my story is not as linear as that. I was working in the laundry services which delivered scrubs and lab coats up to the cardiac catheterization laboratory where they did all these procedures on the heart. I would take them up there.

One of the technicians, Emmanuel Angelo, said, “What is this nice kid like you doing working in laundry? You should come up and be an orderly for us in the cardiac cath lab.” I went up and I became orderly in the cardiac cath lab in the heart station. I worked with a wonderful human being named Harold Hanna who’s no longer with us. They said, “You’re a little bit young.” I was eighteen years old. “If you want to do this work, we have a school here called the Cardiovascular Technology School that was in conjunction with the School of Nursing. If you do well in this role as an orderly, we’ll get you into that school.”

By nineteen, I got into that school at the Washington Hospital Center, learning how to be a cardiovascular technologist. We’re assisting the physicians in all of these cardiac procedures, which at that time, was blowing up because we were going from cutting someone’s chest open to do bypass surgery to angioplasty, and all these new techniques. That’s a minimally invasive technique where you go through the groin. It was revolutionizing.

I was a cardiovascular technologist and got an opportunity to then go to school, but I went to school at night at the American University. They had a program that was connected with the Washington Hospital Center. I ended up getting my two-year degree there and then going to school at night on the weekends at the University of Phoenix. I got my degree much later in life. I was already a director of sales by the time I got my degree. There’s something in between in that too.

There was a lot in between. While you were in college, you were going to this trade school. When you graduated college, was there an opportunity that you understood you wanted to get into?

I wanted to get into medical sales. I got a chance to be in medical sales before I graduated from college. I got a chance to get into medical sales after I had been a cardiovascular technologist for a few years. My first job was with Mallinckrodt Medical. They were starting a new division focused on catheters in the cardiac suite. That’s where I got my shot. It was interesting. They needed someone with a lot of knowledge of the cardiac cath lab because again, this was a new technology.

I got a chance to become a clinical specialist and work with physicians rolling out this new technology. It was a hell of an experience. More importantly, it gave me that knowledge to become a salesperson because I was interacting with people for the first time at that level, asking them to do something for me, and learning what that skillset looks like, particularly in the medical device space, which is complex as you know.

MSP 126 | Cardiology Sales
Cardiology Sales Being a clinical specialist working with physicians and rolling out new technology can give you the knowledge to become a good salesperson

 

First question, did you have any role models? I find it interesting because someone that wants to be in your position or someone that’s in college says, “One day, I want to do what he’s doing.” You pioneered and blazed a trail. They can look at a roadmap and say, “If there’s a better way to do it, maybe, but at least I have this in front of me, this is how he did it. I can follow this track.” For you, at that time, was it simply, “I’m interested. I love what I’m seeing here. I got the opportunity and I want to jump into it,” or was there someone may be in your ear that was saying, “I recommend you look into this?” Was there any guidance?

Everything about me is non-traditional. I’m not that guy who grew up with a bunch of people in their family that went to college. I got an opportunity to go to college after I pretty much established that I wanted to be in the cardiovascular space. Going to that technical school was my gateway into the medical device business. There are many ways to get into different spaces, different markets, or different opportunities. The thing I’m going to leave everybody with is a work ethic, passion, and the ability to do something. I teach a lot of my employees something called entrepreneurial learning.

Entrepreneurial learning is taking ownership of your own learning journey or educational journey. They’ll sit back and wait for people to give it to them. Also, that includes grabbing some mentors along the way. I had a guy by the name of Leroy Simon who was in the medical device space. When I got into it, he was already at Mallinckrodt. One of the oldest and probably successful African-American salespeople started at Parke Davis back in the day. He gave me a lot of mentorships to help me along the way to learn the ins and outs of this space, but he taught me, “Hit your numbers, entrepreneurial learning, no excuses, and get the job done.” That’s how I live my life.

That brings up the next point. You’re taking ownership of your life, your progress, your direction, and what you want to do, but as you said, this is back in the ’80s. You’re an African-American professional, trying to make it happen. Talk to us a little bit about what that experience was like. Did you notice it was more difficult or easier? Give us your experience.

It was back in the ’80s. Again, I had a lot of technical knowledge, so I had some credibility when I went into a lot of these accounts. There were not a lot of people that looked like me that were doing this. That was an advantage for me because I was memorable. I was the only African-American medical device sales rep going into the cardiac cath lab in the high-tech arena. It was quite an advantage for me back in the day. I didn’t realize it back then, but now, a lot of the relationships that I have that are 20, 30, or 40 years old even, people remembered who I was.

For anything that you do in life, you have to figure out how to be the best. You’re not going to get any slack if you’re an African-American so I did a lot of studying. I made sure that I was technically competent. When I worked with my physicians, if they asked me a question, I knew technically how to make sure that they understood A) What I was talking about, B) It would work for patient care, and C) They were successful during the procedure that I was involved with them.

The beautiful thing and the most rewarding thing about medical sales is you are a part of the team. The physicians rely on you. You have to be clinically competent and know your stuff. The thing that made me memorable is that I was buttoned up clinically and knew how to help them get through tough cases for their patients.

[bctt tweet=”The beautiful and most rewarding thing about medical sales is being part of the team. Physicians rely on you, and you are expected to be clinically competent at all times.” via=”no”]

That makes a lot of sense. One of the things now, that is necessary for anyone trying to get into the industry is to be memorable. Medical sales have become such a desired and attractive thing, whether people know what they’re getting into or not. Being memorable is critical for anyone that’s trying to get an opportunity. That’s wonderful to know. After Mallinckrodt, what was the next position?

Mallinckrodt was a great role. I kept my hand in the cardiac cath lab because I wasn’t sure I was going to make it. I had my credentials to work in a cath lab. I would take a call and stuff like that. During that time, there was a lot of innovation in this new technology called Devices for Vascular Intervention or DVI. They came up with a way to go into the heart and the peripheral with a device. They cut the plaque out of the vessel. It was a very slick device. A guy by the name of John Simpson created that device and he was in the lab one day and said, “I’m starting this company. You seem like a great guy and you know your stuff. People rely on you here. I would love for you to come work with my company.”

I got a chance to interview for that job. That job ended up being probably the best thing that ever could have happened to me. It’s quite funny. I remember going home and telling my father that I’m thinking about leaving Mallinckrodt and he goes, “They gave you a company credit card. You have a company car. You make $80,000 a year and you’re Black. What are you doing? Are you crazy? You can’t leave Mallinckrodt.” I said, “No, dad. This guy said we’re going to make more money.” He said, “Don’t do it.” I ended up turning the job down and not showing up for the training.

The CEO of the company called me and said, “You got to come. This is going to be fantastic.” This led to an amazing thing. DVI ended up being acquired by Eli Lilly and they acquired ACS, DVI, CPI, and Origin Medsystems. All four of those companies ended up becoming the most innovative companies. They’re doing the divestiture of Eli Lilly and formed Guidant. If you’re reading this, you know that Guidant was one of the best medical device companies in the space. I happened to be there right when it started and it was a blessing and a huge opportunity.

What was the career progression through Guidant?

Once I got to Guidant, I did the best possible I could. I won all the awards like Rookie of the Year and Territory Manager of the Year. I spent a lot of time working with our training department and became a field trainer. I made sure that I was competent there. I then became a regional manager and took on leading a team and making sure that I understood how to lead people. I did a lot of entrepreneurial learning, reading, and accessing my mentors, and then something happened.

We had a situation where the company wanted to combine two of the businesses. I was a regional manager at the time and there was a guy with more experience. I was part of a RIF or Reduction In Force. I had no idea what that meant back then. All I know I was doing well and how could they want to get rid of me?

The way that they did it was they reduced that particular force and then they were beefing up another part of the business in cardiac rhythm management with pacemakers, defibrillators, and stuff like that. I knew nothing about those. I hadn’t trained on that side of the business. I went over there blind and moved my family to Richmond, Virginia. I had two boys at the time. We went down there, learned the business, and did it all over again. I was the Sales Rep of the Year, Rookie of the Year, and Regional Manager of the Year. That was fantastic.

I then got a chance to lead at the director level. I then took on HR. One of the things that I loved about Guidant was they always wanted their leaders to have different experiences, whether it’s in marketing, sales, operations, or HR. I became Vice President of HR at the time and did a lot of work there and a lot of good stuff. I then got back into sales, so we could further the journey.

MSP 126 | Cardiology Sales
Cardiology Sales Guidant wants their leaders to have different experiences whether its in marketing sales operations or human resources

 

You had a stint in HR. How long were you in that position?

I was in the position for a couple of months. The reason is that the vice president of sales for the vascular divisions left the company and I was next up. I was the guy who had done all the right things, delivered the results, learned how to lead people, or lead from the front as I call it, and built a big colony of people that wanted to follow me. I got the opportunity to lead at the vice president sales level, which was a tough thing to do in the year 2000. I was very excited about that. Again, I moved my family to California and took on that responsibility.

Where in California?

It’s in San Jose.

As the director of HR at that time, what did you learn in that role that you could say stuck with you throughout the rest of your career?

First of all, when you take a job inside the corporation, everyone has to do it, in my mind, to become a leader. The sausage-making behind the scenes and what’s happening at the corporate level is so different than you think it’s happening when you’re at the field level. When you’re at field level, you’re invincible, bringing the money in for the company, and feel like they owe you something, but when you work inside the organization, you realize there are a lot of things that require checks and balances and a lot of things that require you to make right decisions so you don’t get the company in trouble.

There are a lot of processes that need to go into a place and a lot of buy-in from different constituents that you work with, whether it’s sales, marketing, or finance. It’s understanding the implications of decision-making and how that can impact the company. I learned so much more about how to lead and grow a company, but more importantly, run a company. It was an incredible experience.

If I had to give advice to anyone in this journey, you can get your sales experience, but you also need to get your inside experience in marketing, sales ops role, and training role so you can understand how to run a company and make good decisions so that you can lead at a level where you can be successful, be safe at what you do, and also be impactful in the company. Finally, in that role, I realized that diversity was a real issue. That’s when I went on my quest to improve diversity and make sure that we got more diversity in the medical device business because it was hardly anyone in the space.

[bctt tweet=”You can hone your medical sales experience, but you also need to get your inside experience in marketing, sales ops role, and training role. This can help you make good decisions and be safe at what you do.” via=”no”]

When you say you learned that diversity was a real issue, was it simply a matter of you looking at who’s being hired and saying, “There are not many here,” or did somebody bring it to your attention?

I looked at it and there were a lot of non-African-Americans or other people of color getting hired. The demographics of our customers were changing and we weren’t following the demographics of our customers. Customers were pointing it out to me. Our own conscious self and Guidant is such a beautiful company and we had great leaders there who realized that we needed to take this on. We took it on. I’ve brought in hundreds of people of color into the space, female and male. Not all of them make it for different issues, but when they do make it, they’ve gone on to be very successful and they’re leading their own teams now. That stuff makes you feel good.

After being the director of HR, what was next? How did it come to you? Were you asked to step out into a different role?

Yes, I was asked to do that. Again, you get on this pathway and your leadership team realizes that you have more to give than bringing in sales dollars and managing at the field level. My goal was to get on the national stage then and lead big teams of salespeople. I got that opportunity again with this vice president sales opportunity that we mentioned for the vascular interventions group at Guidant. Guidant got acquired by Abbott and the company I work for. I ran over and led the Abbott integration and led two teams in peripheral and interventional cardiology.

After a couple of years, I decided that I needed to move on and wanted to get on an even bigger stage. Now, I lead all of the cardiology businesses such as electrophysiology, cardiac rhythm management, and WATCHMAN, which is a very cool device for patients that suffer from atrial fibrillation, intervention for cardiology, and structural heart. I have five organizations that I lead with over 2,000 salespeople, leaders, VP-level, director-level, RN level, sales ops, and sales training. Also, this leveraging the healthcare inequities that we’re doing with Close the Gap, which is this beautiful way of getting our people, people of color, and women care.

In this position, you get to see a lot. You’re at the forefront of technology and where things are going. You saw what COVID did with the salesforce and how challenging it was for the salesforce to get access and for customers to be seen. Now, things are cleaning up and getting somewhat back to whatever you want to call normal, where do you think things are going moving forward 5 to 10 years out? Do we look to see an expanded salesforce or a reduced Salesforce? I don’t mean specifically to your division or anything, but in the grand scheme of things.

It’s all about technology. If you’re with a company that is leading technology in the marketplace, you’re always going to be needed in the hospital and as a clinical consultant to medical sales professionals. Whether you’re in pharma, in devices, or capital equipment, if you’re with a company that’s doing that, then you’re always going to be needed.

I am great friends with a lot of physicians and administrators and they value what we bring to the table. They know that we help out with patient care. I don’t ever see that going away. I challenge people to think about it differently when COVID hit. I was wondering, “Could we do some of this stuff remotely? Could I have a camera sitting at the bedside working with physicians and do it remotely where I could put a team in a room and have them consult?” You probably could, but it is not going to ever be perfect and people like that personal touch.

Now, that things have opened back up for my salespeople, they are back 100% engaged big-time. I do believe technology down the road could help us with some of the things that I call non-revenue generating activity, and that’s what I’m trying to figure out. As an example, if you are in the pacemaker world, you get called to go to an ER and check on a patient. Can you do that remotely? Is there technology that would allow you to do that remotely?” Yes, but in terms of us being there, working with physicians, clinicians, and nurse practitioners, bringing our knowledge on our technology, it’s not going away. I don’t see it.

Speak to the readers about what they should be considering when thinking about this industry. We talked about your pathway and how it was pretty nuanced because it was unique to you. You had a lot of opportunities that you took advantage of and stepped in front of. There’s much more of a cookie-cutter approach because there are pathways. Within our organization, we are helping professionals get positions and all the different things that are out there. Let’s talk to our readers. What would you say is the biggest piece of advice you’d give to people that want to get into the industry? What should they be thinking about before they take on?

The first thing is you need to understand what you’re getting yourself into, whether in the medical device space, pharma space, or Big Iron. It’s a very technical field so if you like technical things, then this could be a place for you. Maybe doing some self-reflection on what you like, how you learn, and what you like to learn is important. The next thing is to find someone who’s doing it already.

[bctt tweet=”Medical sales is a technical field perfect for people who like technical things. ” via=”no”]

When I was coming up, there were few and far between. Now, there are networks you can join. The National Sales Network is a great way of understanding what we do. Your organization, Evolve, is a great way of getting into understanding what we do in medical sales. A lot of companies now have programs. We have one called Boost, where we have people who are non-traditional salespeople or people outside the industry, and we introduce them to leaders in our company. We hold little virtual engagements. We get the people who we think can make the transition into the space into it.

I always love people who come from the liquor industry. They have one of the greatest training programs in terms of developing sales professionals. We hire a lot of people from a liquor sales environment. The B2B environment is another one that we hire people from to get into this device business. Nowadays, Google and other places are having healthcare divisions. If you like IT and go to that particular field first and then you want to come over to the healthcare side of IT, it’s a big opportunity to get into the medical device space.

There are so many different ways. You need to just learn it, do research, and find people who are doing this. You need to make sure that you are a person that wants to learn that way and can handle the technical rigor of teaching yourself how to be a part of something like that, and then go for it. Do your job, learn, and hustle. It’s all about hustle. This is not an easy space.

As a matter of fact, in this space, another piece of it is it’s 24/7. Particularly, in the pacemaker side of the business, you’re on call on the weekends. It’s a tough space to be in, in terms of time, managing your family, and having a balanced life. You can have a balanced life. I’m not saying you can’t. It’s just that you need to understand what you’re getting yourself into.

On that note, let’s speak specifically to the cardiology space. How does the cardiology space differ from spine, OB-GYN, ENT, or endoscopy? What is specific to cardiology that people should understand before they look for opportunities within it?

I love all those spaces. They’re all great spaces. They bring in different levels of accountability. Whenever you’re in any of those spaces, you have to be clinically competent and you have to know your stuff. What’s different probably about orthopedics and cardiology, in particular, is that a patient can have a bad situation anytime and these procedures are oftentimes not elective. A lot of them are elective, but when you’re on call, you have to leave the dinner table or grandma’s birthday party and sometimes drive two cars to go out with your spouse.

Accountability is pretty huge in the cardiology space. Not all of the divisions have that level of accountability, but you still need to be aware that it’s a little bit different. When you show up in the cardiac cath lab as a consultant or as a sales rep for the company, you have to be clinically tight. The hospital is leaning on you. They do that for orthopedics, endoscopy, women’s health, men’s health, and all the different things. You have to be clinically competent and tight in order to thrive in this space.

MSP 126 | Cardiology Sales
Cardiology Sales Accountability is important in cardiology sales When you show up in the cardiac lab as a consultant or as a sales rep for a company you need to be clinically tight

 

Let’s talk about the difference in the leadership positions you’ve had. There’s first-line leadership, second-line leadership, and organizational leadership. What have you learned as you stepped into a bigger role? What themes do you have you seen? Talk to us a little bit about what that’s been like for you.

There’s a big difference between all three of those, first line, middle management, and then senior management. When I became a first-line manager at the regional level or district level, it was a huge responsibility because you are impacting not only the sales reps, the clinical, or the people on your team, and oftentimes, that’s 12 to 10 people, you’re impacting their lives and their family’s lives. They rely on you to give them coaching and development on how to do the job, but also how to thrive in the role and make a difference.

The one thing about selling is pretty black and white. You either do it well or you don’t. You either make the numbers or you don’t. It’s the only job that I know of where you can give yourself a raise because if you do a better job and sell more, you make more money. It’s an amazing career path to be on. As a frontline manager, you’re teaching people and you’re helping them develop and grow.

You’re then trying to figure out, “Is this person going to be a lifetime salesperson? Is this person even have the skills to be effective as a sales rep? Is this my next regional manager that’s going to go up and lead a team? Is this person better at marketing? Should they take a chance and go inside marketing? Is this person so analytical that they would probably do better in a sales ops role or a finance role?”

You are the arbitrator of understanding where people lie in terms of their skillset and then making sure they go into those different roles. The challenge with that is if you don’t take that seriously, don’t appreciate that, or don’t know how to do it, you could find yourself with a poor team, underperforming, and then people leaving the industry saying, “I don’t like this,” or people in wrong jobs, which is very detrimental. Subsequently, they can’t feed their families, etc. In my mind, the frontline is a very accountable position.

When you get to middle management, the integrity piece, high ethics, understanding decision-making, making sure that you treat people fairly, understanding that you are not a biased person, and seeing the whole picture on how the organization is running, how you can impact people, where people should fit into the organization. You will get challenged and be asked to do things. People take shortcuts. People want to win so badly.

As a middle manager, you have to be keen on that and make the right decision. If you make the wrong decision, it could impact not only your company but also the employees that you lead which is a huge issue. When you get to the senior level, there are tons of accountability. Decision-making is everything. Make sure that your goals are aligned with the company. Understand what is important to leadership and how you want to be perceived as an outward-facing person for the company.

When I’m speaking to you, I’m speaking on behalf of the company I work for. It’s important that I realize that. It’s important to say the right things and do the right things, but more importantly, live those values every day. You shouldn’t be a different person than what comes out of your mouth. You should be that person and live your values that way.

As a senior leader, you’re impacting all these people in the company. As I said, there are over 2,000 employees that report directly to me. I have to show up again with that winning spirit and inclusive spirit, understanding what D&I and inclusiveness mean, being fair, being ethical, and having high integrity.

As much as you can share, what’s one of the technologies that we can all get excited about in the cardiology space now?

There are a bunch of things that I could rattle off, but you asked me for one. Cardiology as a whole is booming and it’s a great space to be in, so figure out how to get in it. In particular, this disease state called atrial fibrillation which is unfortunately something that most of us will get if we live long enough. It’s a degeneration of the heart that happens with age.

A lot of patients have this and we have the technology now where we can go in and put devices in the left atrial appendage to block clots from going up and causing strokes, which is a booming industry and booming field. We have ways to go in and use a blade of technology to burn these pathways that are causing the heart to be irregular. Both of those are booming and growing. That’s going to be a huge field in cardiology moving forward.

MSP 126 | Cardiology Sales
Cardiology Sales Cardiology is booming and a great space to be in It offers ways to use a blade of technology to burn pathways causing the heart to be irregular

 

This has been wonderful. We’re going to have a last thing here. It’s called our lightning round where I’m going to ask you four questions. The first one is, what is the best book you’ve read in the last couple of months?

I read a lot of articles and short stories about success and impact in the industry. I read a lot of stuff that’s more technical related to my field. I have to answer the question that way.

Let’s work with that. I’ve never asked this question before, but now you put me on the spot. What’s the most memorable article you’ve read in the last couple of months?

The most memorable article I read in the last couple of months was an article about the Millennials and what we have in terms of the job environment that we need to create for the next group of young people who are graduating from school and getting into businesses and how they want the employers to create an environment.

The article was about the fact that to come into an organization and sit there for years waiting for opportunities to get promotions, get the next job, and even get a raise. That is not an opportunity that people want to take anymore. They want to be promoted quickly, learn fast, get a raise, and go to the next thing. We’re going to see and we’re already seeing this, particularly in my role, people job hopping. By the time they’re in their 15th year of working, they already have about 8 to 10 jobs in 8 to 10 different companies.

This is interesting. You’ve seen what it looks like for someone to get into the company you work for and perform well enough to get into the next stages of their career. What do you think about the way this new generation’s coming in and what they expect? What do you say to all of that?

It’s different and we have to adapt and create strategies to make sure that we can hold on to our talent. We have to be a little bit more forgiving in terms of promoting our talent and making sure that they get new opportunities in their career pathway. Otherwise, you’re going to lose them. You don’t have to be an expert to get the next job. That’s the way that I grew up. You had to be an expert at this to move to this and this to that. Having an employee get different experiences will make them more well-rounded and eventually an expert in something, but we’re going to have to adapt. If you don’t adapt, then you’re going to have a lot of turnovers in your organization. That’s very frightening.

If you do it well, it’s a competitive advantage, but if you don’t do it well, you’re going to have people rotating in and out of your organization. You’ll never build those relationships with those key physicians and stakeholders that make decisions on whose product they use, where they want to buy from, and what particular company want to buy from. It’s one of the hottest topics right now that everyone, not just medical sales, but all employers should be thinking about.

When you’re thinking of tackling this, are you looking at more rotations?

Yes. Rotate and do this job for 6 months to 1 year or 1 year and 6 months. You don’t have to be on the job for 3 to 5 years. You don’t have to be like your father or what my father did. They had to go several years before they get to be the supervisor, or whatever. People are ready to learn differently. They learn fast. People get bored easily. They have so many resources to make sure that they exercise entrepreneurial learning. You can look all the stuff that is related to anything on the internet and make yourself very smart at, understand the technical nuances very quickly, and opportunities that exist. We need to move faster.

You’ve had so much success in your career, talk to us about family. How has family played into your entire journey?

The family one challenged me early on in life because in the time that I was trying to make my way, I didn’t have a lot of support. There weren’t a lot of people doing what I was doing. My family didn’t understand what it meant for me to be on call, why I was gone and missing, why I woke up at 5:00 AM to drive from Baltimore to Charlottesville to do a case early, or why I wasn’t home because I had physician dinners or at a symposium for the weekend with my physicians working with them at these different conferences.

My first marriage wasn’t successful. I had two very young boys, but that was a difficult time and I learned a lot from that. As I was focused on my opportunities, I was probably less focused on how to be a husband or a dad. The second time I got it, learned it, and I was better at it. I will say that in our marriage now, I know how to balance.

Balancing life and work is tough. Balancing life, work, and family is tough. Balancing life, work, family and a medical device career can be very challenging. You have to be very conscious of it. You have to have great communication with your partner and family to let them know why you’re doing this and you’re doing it for them. You then have to have the ability to say no and carve out time for the people you love. Otherwise, this career can take you down a pathway where you do it all the time.

I appreciate the transparency there. Thank you for sharing that. That’s something that is not heard often enough and I’m glad you shared that with us. What is the best movie or TV show you’ve seen in the last couple of months?

My wife and I love all these little TV series that come on, Your Honor.

I had never heard of it. What is that about?

It’s a very interesting TV series. I can’t remember the actor’s name because I can’t remember the names very well, believe it or not. I have to practice that. The bottom line is he was a judge and his son made a mistake and killed someone.

I do know this one.

That’s a good one. It’s on the 2nd or 3rd season, so I’m enjoying it right now.

What’s the best meal you’ve had in the last couple of months?

My wife’s food.

All married individuals have to say that.

We do go out to restaurants.

Is there a certain restaurant that stuck out?

We went out with my senior vice president of HR who was in town and we went to a place called La Mar at the Mandarin Oriental Hotel in Miami. It was Peruvian food and it was outstanding. I love all the different types of foods. You got to check it out.

The last question is, what’s the best experience you’ve had in the last couple of months?

Life is interesting. You have your family, work life, and then professional life. My wife and I decided during COVID to go back and get our MBAs. We went to the University of Maryland Global Campus. Why did I choose that? I’m from Maryland. It was a way to do it with all my travel and commitment where 90% of it was online. During COVID, we could dedicate time to it. We did that and completed that in a few years. We graduated in December 2022 together on stage and it was amazing.

Congratulations.

Thank you.

At this level or this stage in your career, why the MBA?

I am a lifetime learner. This entrepreneurial learning that we speak about or I talk about is about reading articles, books, or whatever you want to do to make yourself better and be better at your field. I’m very committed to that. I wanted to be a better leader, particularly, as it relates to finance. I felt like finance was one of the areas that I could do better at.

In this particular program, we spent a lot of time on that. We got to build a company from scratch where you were everything, R&D, supply chain, finance, HR, and everything. I wanted to have that experience. Some of my colleagues had gone through MBA programs, whether at Kellogg or wherever you go. It’s all great experiences because you’re going to be doing stuff and learning stuff that you probably haven’t done. I wanted to do that.

Also, after medical device sales, I want to be on boards and be of value. I have experience in the space, but I wanted to cap it off with a Master’s in Business to validate the fact that I’m committed to being a business leader. That’s another reason why I did it. My expectation is once I do retire from this leadership position, I will help companies get to the level where they want to be. That’s my goal to be on boards.

Also, I want to do public speaking, training and development, and motivational speaking. My story is unique. It’s not a traditional story. At the end of the day, your story can help someone. There’s someone out there struggling with the same things you struggled with. There’s someone doubting themselves. There was a long time where when I didn’t have my degree, and I was wondering, “Did I belong in this role?”

You get the stigma that you have to have a degree. You need to be able to learn and comprehend, and have the ability to have a tremendous work ethic. You learn those things in different ways. For me, validating that with the MBA was very important, but more importantly, I’ve been a lifetime learner and I’m preparing for the future.

Is the validation something that’s self-imposed or did someone suggest that you do it for the career you might have after you wrap up medical sales?

It’s both. One of my mentors and colleagues should be doing the next episode. She is a fantastic leader. She is the global D&I leader for us in HR. She said, “Sam, you need to do this. After you finish with this role, you want to get on a pathway where you’re valued in different ways. An MBA would help you with that.” She advised me to do it. I promised my dad that I would do it. I wasn’t going to give up on it. It took me a while. I want to send this message to everybody, I’m 58 years old now in 2023. You can still learn. Don’t let age, time, and where I am in the situation be an excuse. Get it done, figure it out, work your butt off, and do the job.

[bctt tweet=”You can always learn. Do not let age, time, and your current situation become excuses. Get it done and work hard.” via=”no”]

On that note, this is a fantastic interview. Thank you for spending time with us. We can’t wait to see the wonderful things that are coming from you in the future.

Thank you, Samuel. Great first name, by the way.

That was Sam Conaway. I love that story. He is the embodiment of being exactly what you preach. He talks about work ethic, passion, and entrepreneurial learning as he calls it. I like to say it as taking advantage of the resources around you and making good on them so you can move forward. That’s something to admire. It’s something to remember.

It’s easy to say that we’ll do those things when the time calls for it. You’ve heard it before. “You got to have a strong work ethic. Make sure you’re passionate about what you do. Make sure you’re taking advantage of any opportunity in front of you or the resources,” but when you’re in the midst of a true challenge that you don’t even know how to solve, that’s when words and stories like this should truly be remembered.

In fact, all of you reading this might be under a challenge. For those of you that want to break into the industry, your challenge is maybe getting that interview or maybe it’s getting to the offer stage and keep going through all these interviews and can’t make it past that 2nd or 3rd round. For those of you that are medical sales professionals, maybe it’s hitting your numbers at the end of the quarter. For those of you that lead in the way, maybe it’s getting your team to attain those numbers that you know you need to hit.

Whatever the challenge is right now, it’s fair to remember this story and to think to yourself, “Is my work ethic where it’s supposed to be?” That’s the first self-check. “Is my heart in this? Do I want to attain whatever it is I’m saying I want to attain here?” That’s the second self-check. Lastly, “Am I taking advantage of the resources around me?”

For those of you who want to break in, we talk about a resource every single week with our programs. Are you taking advantage? If it’s not our program, is it something else that you’re taking advantage of to get to where you want to be? For those of you that are medical sales professionals, I’ll ask you the same thing. “Are you taking advantage?” For those of you leading the way, you already know this, but don’t we all, “Are you taking advantage?”

I do love stories like this. I love the fact that Sam was able to spend some time with us. All of you out there, read this again if need be. When you’re having that challenging moment, remember this story. We do our best to bring you guests that are innovative, trailblazing, and pioneering new ways in the MedTech space. Make sure you come back next time for another episode.

 

Important Links

 

About Sam Conaway

MSP 126 | Cardiology SalesSam Conaway
President, U.S. Cardiology Sales
Boston Scientific
Chair, Close the Gap

Sam provides executive-level strategic direction to Boston Scientific’s U.S. Cardiology Sales Division. He leads the Cardiology Sales group, which includes three businesses: Atrial Fibrillation Solutions (AF Solutions), Cardiac Rhythm Management/Dx, Interventional Cardiology Therapies (ICTx). Sam chairs Close the Gap, Boston Scientific’s Health Equity program. Combined with other unique Boston Scientific programs, Sam leads the commercial strategy and engagement across the entire Cardiology portfolio of products. Additionally, as a member of the Cardiology Group executive team, he leads cross-functional teams focused on strategic alliances that enable customers’ compelling value propositions. Sam has 30+ years of medical device experience, including past leadership roles at Guidant and Abbott Vascular.

Sam grew up in Baltimore, MD. He started his career in medical technology as a Cardiovascular Technologist at Washington Hospital Center in Washington, DC. Sam graduated from the Cardiovascular Technology program at the WHC School of Nursing and completed a certificate degree program in General Studies at American University.

Sam holds a BS Degree from the University of Phoenix and MBA from the University of Maryland Global Campus.

Awards & Recognition

  • SAVOY July 2022 Most Influential Black Executives
  • Cardiovascular Research Foundation December 2022: Inaugural Pulse-Setter Leader Award for his embodiment of an elevated standard of excellence and demonstration of unwavering commitment to advancing health equity.
  • BlackDoctor.org December 2022 for his diligent work in providing cultural relevant solutions to preventable disease. (Formal Recognition April 2023)

 

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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.