Boosting Medical Sales Through Social Media

POSTED ON August 14, 2024

Unlock the secrets to harmonizing marketing and sales in the medical industry using social media with Terrence Wiggins, the Global Marketing Director at Cook Medical.

Discover how leveraging diverse marketing channels—from social media to promotional events—can catapult brand awareness and product success.

Terrence demystifies the often-contentious relationship between sales and marketing, offering actionable tips for aligning these teams to achieve shared goals and maximize impact. Navigate the post-COVID-19 sales landscape with insights into how medical sales reps have adapted to virtual interactions and conquered communication challenges. Learn about the stabilization of supply chains and the return to in-person engagements, while retaining valuable virtual elements. We also focus on the pivotal role of social media, especially LinkedIn, for enhancing market awareness and engagement, complete with strategies for setting clear goals and metrics for success. Elevate your social media game as a sales rep by understanding company guidelines, crafting engaging content, and maintaining a consistent online presence. From LinkedIn to specialized networks like Vue Medi, explore how different platforms can expand your professional influence and networking opportunities. Whether you’re a seasoned sales professional or eyeing a transition into marketing, this episode offers valuable strategies and personal anecdotes to help you excel in the dynamic field of medical sales. Tune in for a wealth of knowledge and practical advice to propel your career forward.

Meet the guest:

Terrence Wiggins is a dynamic leader with over two decades of experience in the MedTech industry and is currently the Global Marketing Director at Cook Medical, a role he has held since December 2021. Known for his passion for marketing and a proven track record of driving market share growth, Terrence has previously served as Global Group Marketing Manager at Terumo Medical Corporation, Marketing Product Manager at Integra LifeSciences, and Product Manager at Stryker. He excels in crafting and executing strategies that enhance brand distinctiveness and deliver strong financial results. A results-driven marketer with deep business acumen, Terrence has led multiple initiatives that have accelerated profitable growth and sustainable business transformations. As a customer-centric executive, he leverages his technical and commercial expertise to create competitive advantages and impactful partnerships. A forward-looking servant leader, Terrence is committed to fostering collaboration, diversity, and work/life balance within high-performing teams.

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Episode Transcript

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

01:13
But as the global director of marketing, you know sales and marketing go hand in hand, and sometimes you might hear that old adage sales never agrees with marketing and marketing never agrees with sales.

01:24
I’ll let him tell you whether that’s true or not, but the value of this episode is really the importance of understanding what marketing plays in the medical sales organization and, more importantly, what marketing plays as you, as a brand, as a sales professional, you know we are now in a time where social media is not just a cool thing you do when you have some free time. Social media is literally just a cool thing you do when you have some free time. Social media is literally in every facet of our lives, and sometimes it’s a complete distraction. Other times it’s a complete resource and companies have caught on. Just in the game of hiring alone, social media has become almost everything and it’s happening to other spaces and, of course, it’s happening to medical sales. So this is one of those episodes where a senior executive is going to give us real knowledge that we can apply about what it means to understand marketing, use it for yourself and, of course, use it as a professional in medical sales.

02:20
As always, we do our best to bring you innovative guests that are doing things differently in the medical space, so I really do hope you enjoy this interview. Terrence, who are you and what do you do?

02:30 – Terrence Wiggins (Guest)
Great Well, thank you again. As I mentioned, I am so humbled and happy to be here to share my story. My name is Terrence Wiggins right now and I’m the global marketing director of Cook Medical. Cook Medical, founded in 1963, is one of the largest privately owned medical device companies in the world. We manufacture and invent medical devices used for aortic stent graft. If you have some issues with the abdominal aortic or thoracic aortic, we use stents to go in, and if you have pain and, obviously, areas treating peripheral arterial disease, we have stents and balloons to do that. Embolization opportunities access. I represent the vascular division. We have another division that’s called MedSearch as well, and me and my colleague on the MedSearch department. What we’re ultimately responsible for is promoting and providing awareness around our breadth of products through a fabulous team that is focused on promotional activities, meeting and events, excellence, driving marketing initiative all across the globe. So that’s a little bit about what I do and a little bit about me, I love it, I love it, so you know.

03:34 – Samuel Adeyinka (Host)
So this is the medical sales podcast. We talk about how to get into medical sales, what it’s like in medical sales, and really our goal is to kind of introduce everyone to all the facets of what make up medical sales, from the different specialties to the positions within them. But marketing, I don’t think marketing, in my opinion, I don’t think it’s discussed enough. You know, there’s so much discussion about what the sales force is doing, but a lot of our audience they’re curious about medical sales and of course they are in medical sales. Talk about how does marketing play into the success of a product? You know what is the marketing department? Besides the obvious of we get the word out, what does it really mean when the marketing department is doing a good job and functioning well for a company?

04:19 – Terrence Wiggins (Guest)
That’s a great, great you know question. I think you know. I can lay it down to the basics. The ABC, the dictionary episode of here’s what marketing does. You can get all of that, everybody can read that, but ultimately it’s really around owning a spot in the customer’s mind through a lot of different channels through podcasting, through launching new products.

04:40
Through social media through LinkedIn that’s a big channel of ours. Through social media through LinkedIn that’s a big channel of ours. We do opportunities where we go into meeting and events and making sure we’re showcasing our products as well. So the promotional collateral right when we’re giving to our sales team to make sure they understand the value proposition not just features and benefits, but the value proposition this is going to bring. One of the big things that I preach a lot with my team is around that marketing and sales alignment right. My marketing team make a great marketing campaign and a drive and awareness around a specific procedural solution. However, if the sales force is not aligned, then that’s a disaster. So it’s really around. What we’re trying to do is set up the direction of the current existing pipeline as well as connect with key physicians and figure out what that unmet market need is for the future pipeline and bringing working not bringing working alongside sales through that entire process. Does that answer what you’re looking for? It does it?

05:40 – Samuel Adeyinka (Host)
does it, does it? Does you know? In sales there’s this kind of age old adage that sales and marketing don’t get along often enough, I’m aware. So you know. Please talk to us a little bit about that. You know how is sales supposed to get along with marketing and what typically happens? That even creates an age old adage like that.

06:10 – Terrence Wiggins (Guest)
You know I got a great theory about that or a great analogy Earlier in my career, before I got into marketing, I used to be a waiter at a country club and you know I used to obviously go and serve the customer, right. That’s there, that’s ordered from the menu. I look at this analogy around marketing sales working together as the waiters and the chefs right. So marketing is really trying to understand what is the hot new sort of menu recipe or the hot new item, right, put that together by putting all the ingredients together. But if the waiter right is not serving what the customer wants and they’re not the cook, right.

06:40
The sous chef or the line cook is not talking to the chefs I’m sorry, the waiters that’s out in the field then that’s a disaster because the customer is serving a meal that’s too cold or too well done right. We’ve all maybe had a well done steak. Send that back. Send that back right. So I think it’s important for the sales team to understand what those customer needs are, explain that to marketing right. So therefore marketing can get it right and then, like I said, that’s where the harmony happens, where the chefs are working with the waiters and the customers leave that restaurant happy and telling their neighbors or their spouses or their friends, hey, you got to go to the Wiggins restaurant. It’s happening there, right.

07:19 – Samuel Adeyinka (Host)
Does that make sense? Yeah, it makes perfect sense. What’s the challenge in that?

07:23 – Terrence Wiggins (Guest)
Well, the challenge in that is, I think, really understanding, and it’s around communication. And that’s an easy challenge to overcome. I think in my group and even in my career, I found the opportunity to just sit down and communicate, making sure the goals are aligned, making sure that both teams understand where the goals are, how do they measure the goals, how do they drive success, follow up, et cetera. I think it has to do a lot with just communication and collaboration. But if you’re working in sync like a well-oiled machine, then you can really do some really great things together. So a challenge is really just communicating. And the one thing I’ll add in as I think about it now it’s tougher to communicate right. We’re doing this virtually right. You know, a lot of companies are remote and hybrid. Even our team, our sales, our field team, is out in the field and they’re making phone calls or having windshield time right, they’re not really necessarily connecting as if they’re in an office-based setting. So that makes communication even harder as well.

08:22 – Samuel Adeyinka (Host)
So, as the global marketing director, you’re in charge of it all. What weighs more, the marketing that happens outside of what the sales reps are supposed to do, or the marketing that happens with the sales reps, or is it even, at least, with Cook? How does it? Where is break that down for us?

08:43 – Terrence Wiggins (Guest)
Yeah, absolutely I’d love to break it down. Where is break that down for us? Yeah, absolutely I’d love to break it down. You know what? I’m blessed to have what I call a market development team as well as a global product marketing team as well, and there’s a lot of different facets within marketing at Cook. We have an agency team, we have a brand team, we have a marketing operations team, probably forgetting a few, but it’s a big group to really, like I said, making sure we’re providing brand awareness so, therefore, we can attract customers and obviously retain customers.

09:11
So when I look at this more, I’m gonna really hone in on the market development team, because the market development team is supposed to develop the market. They’re the ones, that is, their job descriptions be very connected through understanding that customer connection right. Who are the physicians that we need to partner with because of the influence they may have over a certain geography or even a certain, you know, specialty? The other part of that is really making sure we’re sales enabling right. Again, our sales team. They’re busy, you know. They’re trying to obviously hit their specific goals and objectives from a number perspective. They’re trying to make sure they’re following up with their customers, etc. However, there’s a lot of tools at their disposal and our market development team is trying to become sales enablement.

09:57
Did you know? You can say or use this, or this is a good opportunity to showcase this specific data site that shows how we went against the competition. So, really, that market development team is the one that’s really bridging that gap and, more importantly, they’re listening. They’re listening to the market and they’re bringing it back into the good folks at Cook. So therefore, we can understand when we develop new products or new ideas or new marketing initiatives. It’s really what the market wants.

10:23 – Samuel Adeyinka (Host)
Sure, sure. So I’m going to give you, I’m going to give you a real scenario and I want to know what you would have said to this person. So you know some. A sales rep asked you know, we have a lot of money as a company and we have our resource in the Salesforce, but, man, our patients just don’t understand the message and we have a hard enough time trying to get our customers, the doctors, to communicate what the patient needs to understand. Why can’t the company just have more commercials for the product? What’s the problem? What would you say? Break that down. What would you say to that?

10:55 – Terrence Wiggins (Guest)
Well, I would like to understand what is the overall goal. Right, you can have a commercial, but if nobody listens to it or if it doesn’t resonate, then it’s just a waste of time. Right, let’s just be fair. We’ve all seen commercials. Take out, take off our medical device hat, sales, hats Right, we’ve probably all watched something on television where it’s you’re sort of scratching your head or you didn’t pay attention to it. Or commercial came on, you immediately went to your phone because you need to check your LinkedIn message or Facebook message, etc. Right, so we got to be, we got to make sure the goal is what are you trying to do? Are you trying to drive a call to action, visit, click on something, go to a QR code? Are you trying to just provide general brand awareness? Are you trying to show community impact? Right, so you got to really understand what is the specific goal. And then the other thing is, again, when we’re in medical devices, we’re regulated, right, we have to be true to what we say on label. That’s important, right, and so we.

11:53
Sometimes it takes time and I know sometimes our sales force may say, hey, man, our competitors are doing this. Well, we need to make sure we cross our T’s, dot, our I’s, work with our regulatory partners, making sure we’re saying things that are true and legit. Right, no one looks good in an orange jumpsuit. I’m sorry, no one looks good in an orange jumpsuit. So my point is, it’s really just understanding what are the goals. And some of the times, what we have to do is make sure we have a risk analysis, right, so we don’t ever want to cross the line, but make sure we’re within NDT standards before we jump up. You know we don’t ever want to jump over that line, like I mentioned. So making sure we understand what the risk is to saying we’re doing that. And then also there’s a budgetary concern. Right, trust me, I want the entire, all the budgets. Right, give me all the budgets, but again, at the end, at the same time, there’s a cost around doing certain things as well.

12:45 – Samuel Adeyinka (Host)
Does that make sense? No, it’s making perfect sense. You know this makes me want to explore a little bit about the current time we’re in. I want to take it to COVID. Actually, you know, before COVID, sales reps had a lot of access. They could do what they needed to do. They can show up at the office, the hospital, you name it, whether it be elective or something absolutely necessary or even something like in pharma. Covid hit and everybody was restricted. What was marketing? I mean, think back to that time. What was marketing trying to figure out while your sales reps were pretty much grounded? How were you thinking? What was the plan to reach customers? How were you guys thinking through it?

13:24 – Terrence Wiggins (Guest)
That’s a tough one. So I think one of the things that we’ve did is we focused on how can we bridge the gap within knowledge gaps of our sales team through training and education. So at the time when COVID hit, I wasn’t with Cook Medical, I was with a different company, a competing company. That’s a great story someday, but my point is our team really tried to help the sales team through those training education gaps.

13:51
Now again, hospitals were closed out it’s not like they were going in, and let me show you my new widget. It can do A, B and C and this is the value prop. We actually had to turn to end services virtually, and so the way to communicate right I’ve had, I had literally had sales reps talking to physicians from the hospital parking lot saying you need to do the push this catheter there to insert there, and physicians were inside the hospital really trying to understand that technology right, Because they may have troubleshooting opportunities or, again, they just want to learn. So I think what we did is we really focused on those training gaps, working with our medical education team, working with our training team to have that value proposition resonate and all of those little technical details that you may forget. So that was one of the things we really focused on.

14:44 – Samuel Adeyinka (Host)
So, now that we’re three years out, what happened? Would you say that it’s much more of a practice to be able to communicate something from the parking lot to a provider? Would you say things have snapped back to the way they were pre-COVID? How has COVID changed the way things happen today?

15:00 – Terrence Wiggins (Guest)
Well, I think what happened with COVID and I can only talk for the companies I’ve represented or I was at at the time, but I believe from my standpoint the market really suffered a lot of supply chain challenges right, you can have a great story and a great value proposition, but if you don’t have the supply even outside of medical cells my son he plays PlayStation 5. When it first came out he was dying for it, he was craving for it, but, as you know, it was high demand, no supply. Right, high demand, no supply. So I think we’re finally now starting to turn the corner where supply is starting to get stabilized. I think when I look at, for example, meeting and events people are going back to in-person. There’s very rare more hybrid opportunities, virtual opportunities.

15:51
Some hospital systems are still holding a little tight right. They don’t want a bunch of reps in with the red hats, et cetera. They need to. Hey, you know you guys stay out. We tell you when we may come in. But for the most part, what we’re trying to do is we’re trying to add value to the overall, if it’s an operating room or CAF lab, et cetera. So I think we’re starting to normalize and allowing sales reps to get back in, not to sell but to offer, offer, a um, offer as a a benefit, as a um as being a solution right To the overall operating room.

16:20 – Samuel Adeyinka (Host)
Yeah, and I ask because you know. To go back to that point, a couple of things happened during COVID that I didn’t anticipate, For example, the social media game. Right and correct me if I’m wrong, but I’d like to say, before COVID, linkedin was respected, but it wasn’t a resource to get customers. During COVID, we literally had a program that people couldn’t get enough of that was successfully getting access to customers. And now I mean, it seems like if you’re a professional in medical sales and you’re not using LinkedIn, you’re just doing yourself a disservice. What would you have to say to that?

16:59 – Terrence Wiggins (Guest)
Well, I’m very biased because I’m on LinkedIn constantly. I’m very grateful for the amount of followers that I have and the likes and reposts and the comments that I get. I use it as a tool to listen and understand you know, the market itself, to pay attention to whatever competitors are doing Right. They post a lot as well, and so it allows me to stay in the know as a marketeer.

17:29
What I would say, then around LinkedIn, and it’s interesting because I think, when you have LinkedIn compared to Twitter right or X sorry, x, not Twitter, right, I think, because I find Twitter being more of an ocean right, there’s so much in there versus LinkedIn, you can really be targeted and it’s focused on more of like, I don’t know, lake Michigan, right, you sort of understand it’s not as big and you, even though it’s large as far as careers et cetera, but you can really hone in a little bit.

17:52
What we’ve decided to do is we need to, like I said, have a goal. What is the thing we’re trying to measure? What is our metrics? And, from what I understand, a good engagement rate is anywhere from two and a half to 3%. Great is 5%, I can tell you here at Cook, and we’ve really stepped up our game in social media, where we’re receiving 9%, 11% engagement, sometimes on a single post, 22% engagement, right, and we’re measuring that month over month. Now, what I would say, and what we’re trying to do too, is making sure our sales team is dialed in on that as well, right, and so we’ve done a lot of trainings internally, to give some trainings on what to do, what not to do, what’s a good post, what can be posted, et cetera. And we work very closely along with our press release and, I’m sorry, public relations group and our communications group to do so.

18:39 – Samuel Adeyinka (Host)
I want to hear percentages. What percentage think of marketing and reaching the customer? Is 100% and it’s made up of Salesforce, direct-to-mail email and social media. What percentage of social media drives revenue? And I know you don’t know exact numbers, but give us something general.

18:57 – Terrence Wiggins (Guest)
Yeah, yeah, that’s a great question. I would say I haven’t been able to connect the dots on a social media campaign driving to a specific sale. Overall, in everything we do, ok, so, but I’m going to share with you a story that I think happens very often. Ok, very often I take back.

19:19
A couple of months ago I was actually having a great physician dinner. We were talking about ways to partner with each other. I was with my sales leadership team and a regional marketing manager and it just so happened the physician he was a vascular surgeon out of Connecticut and he had said hey, how is the Slipcalf product launch coming along? I never mentioned Slipcalf, I never mentioned the product launch, I never even brought that up during the conversation. And I said to him well, how did you hear about it? And he said because social media. I’m on social media and I I saw the how it’s made videos, I saw all the different information and it just so happened I’m next to the regional marketing manager said well, I’m glad to hear that you know about our product launch. Would you like to try it or trial it? Absolutely Right. So that was a trial, that you know. I checked in with the physician a couple of weeks later loved it Right.

20:07
My point is can we tie that specifically to a percentage? It’s difficult, but it’s anything about brand. You need to be out there, you need to, you know, maintain a presence, you need to showcase what’s going on.

20:20 – Samuel Adeyinka (Host)
So, as global director, you know how does it work. Do you say we need to be on LinkedIn and we need to put some energy into this? For example, you had that dinner. You’re like wait a minute, this is big. And you go back to the company and tell them and they say you know what You’re right, do what you want. Here’s the budget. Or does it not really work that way?

20:38 – Terrence Wiggins (Guest)
You know, I like to characterize my leadership style as I’ll bring opportunities for my team to consider. I don’t want to hire and I never hired a bunch of smart people for me to tell them what to do. I want them to tell the company what we should do, just as if my leadership would come to me, I would say this is my recommendation. I think what you need to do is have a recommendation plus a proposal to get exactly what you need. Like I said, everything comes at a price, whether it’s a time commitment, whether it’s a cost commitment. So what I’ll do is I’d like to understand. I’d like to understand what’s the future looking at? Like right, what are other people doing? What haven’t we not tried? What do we need to do to get closer to our customer? We have specific metrics internally where we look at brand perception and we know that. Where we’re at within our other companies, how do we sort of change the game there? So we have specific strategies inside that we turn on as well.

21:36
To my point, I like to go back to my team and I said this is the opportunities that are out there Can you work with internally, cross-functional, what would you like to do and what is the proposal and then, therefore, when I look at all opportunities, I’m trying to understand what is my best return on investment. Right, what is my best return on investment? If I do this podcast, I’m going to reach this many listeners. Or if I paid this much money into social media, I’m going to get this return, and I absolutely have to make that decision. That’s best for the company. So, therefore, we get the greatest return on investment and win market share.

22:13 – Samuel Adeyinka (Host)
Sure sure. Thank you for that. You know, one thing I loved about the things you’re doing in your current role is you did have you had social media engagement and social media reach identified as a metric? Has that always been there or was that post-COVID?

22:30 – Terrence Wiggins (Guest)
That hasn’t always been there for Cook, you know, I think part of what we needed to do is make sure we put out good content, right, it’s not. I’ll give you an example. You may have a big meeting, such as a Society of Interventional Radiologists, sir, or SVS Society of Vast Surgeons, and you can put a post. We’re going to be there. Well, everybody does that. So what, you’re going to go to a meeting, right? I’m sure that’s great.

23:04
We’re now launching XYZ product. We now have this simulator that’s online. That’s never before seen. We now have these podcasts. We actually do podcasts at booths as well, right? So we need to a reason why what’s in it for me? And so, therefore, we created a lot of content earlier on and we continue to develop it, and we’re constantly thinking about new content. We’ve done a lot for around meeting and events. Recently, we’ve been focusing on highlighting physician studies, clinical studies to support our product lines. We’re also looking at community impact and also, as Cook Medical, we’ve looked at ways we’re communicating to the outside around how we’re changing as an organization. Those are just a little flavor of what we’re doing. There’s a lot more. I’m not going to give you the whole bag, but there’s a lot more that we’ve already prepared, that we want to do to capture the hearts and minds of physicians.

23:52 – Samuel Adeyinka (Host)
So let me, let me take it to the rep, then you know, I think one thing that’s pretty cool, that’s happening in this day and age is a sales rep can become an influencer on a platform Absolutely, and just like now we’re talking about linkedin a sales rep become an influencer on linkedin and I mean, I’ve seen sales reps go from working with the company and because their brand got so big, within two years they’re leading an entire division right. So it’s almost as if social media has created a career support to let, to give you the ability to do things you wouldn’t be able to do otherwise. But from your vantage point, you, being global marketing director, have been in marketing for 20 years. What is your opinion on sales reps trying to use social media to reach customers?

24:41 – Terrence Wiggins (Guest)
Well, I think they have to understand the rules of and I hate to say, the rules of the game, but everything has rules, right, so, really understanding what’s going to provide good content. What can you do within the realms of the company? Right, speaking with your, if you have a social media manager or a communication team. Really understanding that you don’t want to put something out there that is not on brand. Right, you’ve created yourself or something that can potentially land you in some deep trouble. Right, so you got to make sure you understand that Some companies don’t like to do that.

25:19
Right, there’s some companies that are not on social media and you got to respect that. So, is there a way where you can use that while you’re staying within, like I said, coloring within the lines? So I think, really, number one understanding the rules is number two, right, number one, sorry. Number two is speaking what’s going to drive good engagement, right, what is your audience want to see and, again, producing it. The third thing is being making sure you have a count of either a content calendar or you’re being consistent. I can tell you, right, we’ve all probably had podcasts or specific social media areas where you go on and you go oh, they gave up. You know, they did one or two.

26:05 – Samuel Adeyinka (Host)
Right, and that’s it, and it was good stuff, you know I actually had sort of side story.

26:09 – Terrence Wiggins (Guest)
I had a cook employee that actually wanted to do some podcasting and he did one. And he said to me and he was like man, I think I only got like 15 views. I should. You know what did I do wrong? And I wrong. And I said you haven’t even. You didn’t do anything wrong. Right, get a goal, do 10, and then come back and look at that, because then you can really sort of gauge what works and what doesn’t work. And he said, oh okay, great, so don’t talk to me until you have like 10. I mean, I can consult you in all 10, sure, but then we can look at it as a together, not just one episode. Could you imagine looking at a game of thrones episode and seeing episode one and not the rest of the season?

26:44 – Samuel Adeyinka (Host)
You’d be so upset. Right, keep going, keep going. No, I like it. I like it. Okay, with the sales rep. Do you feel that in 2024, it’s necessary for a sales rep to have a social media presence?

27:02 – Terrence Wiggins (Guest)
Absolutely, Absolutely, Absolutely. Number one you know there are some folks that still I’ve had people that have not had LinkedIn accounts before, both in leadership positions and also just starting out, and I said you need to have one because, if anything, even if you don’t post, even if you don’t have a lot of content, you need to follow the conversation, you need to be in groups. You can get some great inspirational ideas just by being in the social media seat, Right. So I think if you’re not, you’re at it. You’re putting yourself at a disadvantage. Ok.

27:34 – Samuel Adeyinka (Host)
OK, do you think that’s going to be that much more important 10 years from?

27:41 – Terrence Wiggins (Guest)
now, possibly, possibly. You know, one of the things I struggle with and that keeps me up at night is how do we go to market with our strategies? The traditional there’s a great Boston consultant group study, I believe it’s called the Milkman Articles. Right, where the sales rep is our most expensive resource. Right, we talk to the sales rep is our most expensive resource. Right, we talk to the sales rep around, here’s their value proposition. Here’s some of the rebuttals. Here’s some of the open probes. Here’s whatever sales sort of training activity you have. Right, we follow that process.

28:16
But they actually, in medical device, have to go and speak to a physician. Right, that’s a person that’s that there’s a lot involved in doing that Virtually right, that’s a person that’s that there’s a lot involved in doing that virtually right, is there a more cost-effective way to do that, whether it’s, you know, account-based marketing through virtually opportunities, or inside sales, et cetera? Right, I think those ideas need to be well thought out before deploying, because, and if it’s not, how do you fail fast? Or how do you learn from your mistakes and tweak, I would say, in a future, maybe we have less bodies in the field, right, and other ways to get the messages across around. Why is this a good product for that physician?

28:58 – Samuel Adeyinka (Host)
Gotcha, gotcha. So let’s go back to the social media then, with LinkedIn. So you believe that you should have a presence on LinkedIn? Do you believe that a sales rep should be posting regularly?

29:10 – Terrence Wiggins (Guest)
Absolutely. I think if you’re new, I’ll give you this advice. I’m going to pause on my answer. I’m going to walk it through. At the very least, use it as a listening channel, right. And then, when you feel like you have information to share or repost or like on even your company, listening channel, right. And then when you feel like you have information to share or repost or like on even your company’s areas, right.

29:29
I look at social media as seven degrees of separation, right. And so I put a post out. I may have 500 likes and a good engagement. Well, if you repost, I may now have 550 because of just the small effort. It doesn’t take a lot to repost and put a comment. A comment’s better, right. Hey, I really enjoyed this. Or this is great, Terrence. Or thank you, cook Medical or Cook Vascular for sharing, et cetera, et cetera. At the very least, that gives you opportunities to widen your network as well. So I think, like I said, being there listening but also commenting and like on your company’s information and being part of that. And, like I said, once you know the rules I’m not saying everybody has to post, because some companies may not want that, but you understand the rules of the game and then press go, if you’re allowed to do that.

30:17 – Samuel Adeyinka (Host)
So then, what’s a good platform besides LinkedIn?

30:21 – Terrence Wiggins (Guest)
Yeah, yeah, you know it depends. I look at, uh, we post on cook vascular and think we have a cook medical channel as well. There’s also the opportunity to we do have x. Right, we talked about that earlier. Again, I believe that’s a large ocean versus a body, a small body border, so your voice may be maybe drowned out a little bit. And then the other areas. There’s Facebook, which, again, those who do have Facebook is more of a personal what’s going on in your family life, friend’s life? I don’t see a lot of work related things there, but that’s always an option If you’re looking for employee and community engagement. The other areas Instagram. I find with Instagram, with a lot of younger physicians use Instagram for medical education purposes, so there’s an opportunity there as well. So, for example, if you went to a medical education course on behalf of your company, you can post hey, great, you know, course, this is what I learned, or something like that. You have to be careful too, because, again, there’s privacy areas, et cetera, et cetera. So make sure you ask if you have pictures of other people. I always say are you comfortable with me posting this? And you get permissions.

31:33
What about TikTok, tiktok? I personally use TikTok to just watch funny videos before I go to bed, so I’m not probably the best person to be asking about. We don’t have a TikTok channel at my company. Maybe there is an opportunity in the future. I know TikTok is still developing right? Facebook, when it first came out, has come a long way. Linkedin before was just a platform to get your resume out. Look how it has transformed. So I’m not counting TikTok out or Snapchat or WeChat or all those different opportunities. I would say we just got to understand what is the return on investment, what’s the value At the end of the day? We have so many different channels. We have to make sure we are responsible on those channels and, like I said, we’re posting regularly because we don’t want to stop posting and it gets sort of drawn in the noise that makes sense.

32:27 – Samuel Adeyinka (Host)
And then, lastly, what about youtube?

32:29 – Terrence Wiggins (Guest)
youtube is is something we’re exploring. Other companies have youtube. I think it’s a great opportunity from a video perspective to show what’s going on. I know there’s other companies similar like youtube. I’m not sure if you’ve heard of viewmedi, which is available right, very similar to ViewMedi.

32:46
So again it’s. Is it ViewMedi or is it YouTube? Right Again, with YouTube, you got to have content that is regularly created At a company. Before I came to Cook, I actually launched their very first YouTube channel and we had to film a bunch of content. Right, you gotta have it short and small and you may have it long as well, but what I realized after I left if you don’t have somebody that’s an ambassador of youtube or a company or a group that’s keeping the information up, it can become kind of stale. Right, we’ve all seen videos. You’re like, oh, that’s 10 years ago or that’s six years ago again.

33:22
Youtube, I think, is a great channel. We haven’t necessarily moved forward with it and in some parts of our company we have, but I think there’s an opportunity to put that together and move forward.

33:31 – Samuel Adeyinka (Host)
I hope you’re enjoying today’s episode and I want to let you know our programs cover the entire career of a medical sales professional, from getting into the medical sales industry to training on how to be a top performer in the medical sales industry to masterfully navigating your career to executive level leadership. These programs are personalized and customized for your specific career and background and trained by over 50 experts, including surgeons. Our results speak for ourselves and we’re landing positions for our candidates in less than 120 days in top medical technology companies like Stryker, medtronic, merck, abbott you name it. Would you run an Iron man race without training and a strategy? You wouldn’t. So why are you trying to do the same with the medical sales position?

34:16
You need training, you need a strategy and you need to visit evolveyourassesscom, fill out the application schedule some time with one of our account executives and let’s get you into the position that you’ve always dreamed of. Yeah, yeah, so you’ve worked. I mean, you’ve worked for so many different companies. Just looking at your LinkedIn, four to five companies right off the bat, and you’ve been in marketing the whole time. Again, just staying on that vein of social media, would you say that now companies are seeing the value of social media to the point where there may be developing social media departments or having a social media role that is, a full-time social media role. Talk to us about what you’re seeing.

34:57 – Terrence Wiggins (Guest)
I believe that’s going to be the wave of the future. I think with social media, you’re going to find us. We have social media communication managers that are currently out there you can have. I’m really impressed when companies do a lot around social media engagement for talent searches and for HR related purposes. I believe there’s a really good opportunity there from a brand standpoint and just from an awareness standpoint, and I think a lot of companies really need to invest those areas because that’s that that is the wave of the future. I see a world where HR should have a social media manager on the area.

35:35
Right, if you especially if you are a company that you know is big enough where, unfortunately, you may have you know people in and out right, that’s going to be happening, right, not saying that you have a high turnover rate, but you’re a large company and you know that there’s going to be attrition, right. So it’s important to just make sure you’re showcasing an opportunity to come work for your company. Or maybe, if you’re a startup company or startup new division and you need to say we’re hiring, grab a bunch of folks. Right. When we started our social media campaigns for new opportunities, we get a lot of resumes and a lot of interest from social media. The next step is to make sure the people are qualified. Don’t mistake motivation and inspiration as experience Right. We need to make sure they’re qualified to do the role, and we do a lot of that as well. Sure.

36:29 – Samuel Adeyinka (Host)
Let’s jump back to marketing in general and sales. So if you’re a successful sales rep, think of your 10-year sales rep. Consistent success understands the company does well with the business, even on the administrative side, has a great reputation in-house and in the field with the sales force and wants to get into marketing. What would you advise that representative?

36:55 – Terrence Wiggins (Guest)
That’s a great question. I get that question all the time. Number one sometimes companies have sales advisory boards. See if there’s an opportunity that you can get on that sales advisory board. The reason why is you’ll be able to connect with senior leaders within the organization, plus also marketing, and because we marketing tap into those sales advisory boards to understand what is it that’s working well, what needs improvement Across even. Maybe there’s a specific launch campaign you might be on or a specific defensive strategy this cut this product versus that product right. So sales advisory boards seek out how to get. There would be a number one if your company does not have a sales advisory board.

37:36
The second best thing is to get close to somebody in marketing, asked to have a virtual coffee chat with a marketeer and better understand what they do and ask some insightful questions and come up with a plan on a next step. If you’re at it representing a meeting and event, I got to tell you we’ve done a good job with focusing on meeting and events and making sure they’re impactful. I don’t know if you’ve been to a trade show, but you walk around and you see those reps on their phone. Nobody wants to go up to a rep that’s on their phone or not paying attention. So see if there’s an opportunity to go to a trade show and not only just greet your customers but greet others Right and showcasing those.

38:14
There’s usually a lot of marketeers that are at those meeting and events, medical conferences there’s a great opportunity to see, hey, is there a project you can help work on? Opportunity to see, hey, is there a project you can help work on? So I think you know, by sales advisory boards, networking within marketing, going to medical conferences or even if you just have a great idea, call up your marketeer, find out who you can ask and then do a follow-up right, because sometimes ideas are just ideas and they may not do it. So follow up. Really understand that, does that?

38:44 – Samuel Adeyinka (Host)
make sense. It makes perfect sense now considering your experience. You know you, you’ve been in marketing your whole career but you’ve worked closely with sales and, like we were just discussing, from striker to bristol, marsquib to jeromeo you’ve worked for all these companies and you’ve seen their sales reps and you’ve worked with the marketers. What is you know for those sales reps listening right now that are thinking I want, want to have a role in house, something like marketing. How common is that? Is that? Would you say? You see that most of the time. Would you say you see sales reps staying in their role and just advancing within the sales force most of the time. What do you normally see from your vantage point?

39:26 – Terrence Wiggins (Guest)
see from your vantage point. Yeah, I think it’s really important to understand from that company culture what is the culture around remote and hybrid versus being in-house. I’m very fortunate and grateful that Cook has really embraced remote work for marketing. Pretty much all of my marketeers are remote. Actually, some folks live closer to the home office but they’re not required to go into the home office. It’s good, right, because, again, we still need to connect with the team that’s there at the at the home office as well. So, really finding out geographically where you are, where is your home office right? Is there an opportunity if they, if they feel that marketeers need to be in-house, are you in a geographic location or will you be able to move closer to that area? If that’s not, you know, is there an opportunity to still bring value by doing projects remotely Right?

40:14
A lot of our sales team again, like I mentioned, I’m blessed with market development team they’re all remote. We have a team in America, team in Europe, a team in APAC, and they don’t live next to the home office. They can go into the home office et cetera, but their job is, like I said, sales enablement, customer engagement et cetera. So they really need to work with the sales team to understand what are the best of their needs and create projects that meet that. So what I would say is figure out what your company policy is, number one and then also, like I said, then try to figure out is that your career path, where you want to go on to? Is it a career marketing overall, or is it a stepping stone to something else?

40:56 – Samuel Adeyinka (Host)
Okay, now let’s take a check in your career path. So you started as a market marketing intern for golf. Um, did you actually now I saw Bill Murray there in a little article about that Did you actually meet Bill Murray? Yes, really it was awesome.

41:12 – Terrence Wiggins (Guest)
Bill Murray and his family, his brothers. Wow, you would say celebrities are celebrities right All-struck moment. I’m 21 years old. He opened up the very first Caddyshack restaurant at World Golf Village in St Augustine. I happened to be working there, working for the PGA Tour, so part of what I was doing in marketing was communications and I had to get press releases out and get the local media around. We opened it up like scissors and the big red tape and everything. And here walks in Bill Murray. Everybody’s very nicely dressed. We got the world golf commissioner there. We’ve got. You know, I think I was in a suit and tie. Right bill murray comes in with a t-shirt. I think he had like a little ketchup stain somewhere and you know, his hair wasn’t really not trying to beat up bill murray, but he’s like he’s a celebrity you know, this is my restaurant I’m not gonna.

41:59
I didn’t get dressed up like, hey, here you go. You know was fun, but yeah, got to meet Bell and I got to meet Tiger Woods as well, while I was there.

42:07 – Samuel Adeyinka (Host)
Yeah, I got to meet Tiger Woods, so in fact.

42:10 – Terrence Wiggins (Guest)
Another quick, fun story. You know, here I am 21 years old, I’m I’m thinking, you know my head’s bigger than it is and I was excited to be at the PGA Tour and it was the year of the PGA Championship and I remember all my interns sitting around the lunch table with us. The players got to eat in and out right of TPC Sawgrass, which is in Point of Idris, so they got to practice there, eat there, et cetera. And one of my interns said hey, who do you think is going to beat the PGA Championship? Right, this is 2021. You know, tiger’s on his come up.

42:41
And I said, no, I don’t think he’s going to do it. I think he’s too overrated. You know, I think Duvall, who was a Jacksonville Nato, I think Duvall’s going to take it. And so, of course, I’m talking all this schmack, right, everybody’s eyeballs get big and white. I go, he’s right behind me, isn’t he Sure enough? Mr Woods was right behind me. It’s like talking smack in his arena. And that’s where I was. He pointed to me. He knew I was talking about him and I was scared. Nothing else happened. I thought I was going home, hr was going to call me. They never called me, but if you look it up 2021, duvall took the championship that year and that was the only year no one has heard from Duvall since right and Tiger lost.

43:26 – Samuel Adeyinka (Host)
So I was right.

43:27 – Terrence Wiggins (Guest)
I was right. I’m sorry, maybe.

43:28 – Samuel Adeyinka (Host)
I got into his head. Maybe I got into his head?

43:30 – Terrence Wiggins (Guest)
I don’t know.

43:31 – Samuel Adeyinka (Host)
I don’t know. But, I got into his head. So from that you got into medical sales. How did you discover the field? Was this a plan already, or did you hear about it from a friend or a?

43:43 – Terrence Wiggins (Guest)
colleague. What happened? Yeah, so when I left the PGA Tour, I wanted to stay down there. I could have had a marketing degree in just golf and I thought that was pretty cool. However, my family’s in the Northeast, everybody’s from Jersey, pa area, so I went back up to Jersey and it just so happened this was going into my senior year, right, so I was interning the summer before my senior year, right, so I was interning while my the summer before my senior year I went to ride university go Bronx. And so Bristol Myers Squibb pharmaceutical company is right down the street from riders main campus and I used to go there because it was a nice park, get away from the campus and the frat life and all the noise, and I would study there.

44:21
And I remember I’ll never forget this the Bristol-Myers Squibb helicopter came down right on the little helipad and I was sitting there, I was having lunch, reading for getting ready for a course or whatnot, and I saw all these people started exiting the helicopter, going to the building, and then they left the building and they got into their cars and drove away, etc. So at some point I asked somebody. I was like who are those folks? And they were like oh, that’s the executives of of, of, of Bristol Myers. You got the chief marketing officer, you got the chief medical officer and whoever, and it goes down the list. And I was like, huh, marketing, right. And I was like marketing can be an hold, a position of executive power in a company, right?

45:03
So, of course, where did the first person at first company I worked for Bristol-Myers Squibb. I worked there in a department tried to create how did they make their marketers better marketers? And I was in a department. It was like a mini MBA program and I got to soak it all up through marketing excellence. How do you launch products effectively? How do you voice, how do you do value propositions effectively? How do you work with sales? And so that sort of worked into my first opportunity. And then the story goes on.

45:31 – Samuel Adeyinka (Host)
Sure, you know what I love about your career. The way you described marketing when you first got on this call is you’re developing the market, and when you’re developing a market, you have to understand what it means to every facet right the patient, the provider and all your internal stakeholders, like the sales force. When it comes to the patient, what is the way that marketing finds out what they need to know to properly develop a market?

45:58 – Terrence Wiggins (Guest)
Well, that’s a great question. I think you’ve got to understand what the business opportunity is. Right, got to understand what the business opportunity is. You can make a great product, but if the market is just not there or it’s a niche market, then you’re going to be in a lot of trouble. So, really understanding the market research, the business analytics If you have an opportunity, even though you have all that data, you’ve got to marry the quantitative and the qualitative together. So a good marketer not only just looks at the data and what the data tells him what he or she should do. They’re testing that out with their customers, with their sales team, and they’re saying, okay, if I do this or develop this product or I make this specific change to a current existing product, will it be able to get more market share? I always tell my marketers you’re either doing one of two things You’re developing a product for a brand new market that doesn’t exist right now. Right, think of what Steve Jobs did. We all have app, mostly iPads and phones now. Right, that has all types of information. That was a new market that never existed. I mean, yeah, there were MP3 players and yeah, there were, you know, phones et cetera. But he really developed a brand new market with what he did.

47:11
And then also the second part what you’re doing is you’re stealing share from your competitors. So you then you have to ask your question which slice of the pizza pie right? Which slice of the share you plan to target right? Are you going to go after the big you know big, multi-billion dollar company, or are you going to go at the smaller guys, right? How are you going to win? So how are you going to win?

47:34
To do that, building a market, stealing a market share how do you get feedback from the patients? From the patients, we usually get the feedback from the physicians through listening to, from the patients. You know, we’re not I’m not in a business where we do a lot of patient focused marketing. We do a lot of more of here’s the procedure or here’s the disease state, right, here’s what you need to understand about peripheral arterial disease, here’s what you need to understand about aortic disease, right. And we do some overall disease state awareness opportunities. Typically, what we’ve done is we’ve done patient videos and patient stories, but that’s after the fact that the physician had said hey, I have a great story, Terrence, you got to hear this. And then we get connected with that patient Sure sure.

48:21 – Samuel Adeyinka (Host)
What is, you know, your global director. Now I kind of want to go get a little bit into how you got to this position, because you started as an intern, you became a product manager and then here we are. What was the last company you worked for before?

48:35 – Terrence Wiggins (Guest)
Cook. This was founded in 1901. It was called Terumo Medical Terumo Interventional Systems. Terumo Medical is the bigger company.

48:46
Terumo Interventional System was a division of Terumo Medical and they had an office in New Jersey and I worked there as a product marketing, product manager, focusing on first. I was there for 10 years but at the time. So you’re probably asking how did I, why did I leave or why did I get to the next area? You know I really enjoyed and I think there’s some great folks there, but at the time I was working in that department where I was focusing on managing this product line and then managing this product line, and then managing this product line, which is great because I got great exposure around embolization or CLTI and PAD.

49:21
And then, before I left, I was manager, global manager, of the entire vascular closure business, which was which is awesome, very blessed and grateful to do that. But in my career I thought I felt enough on how to manage a franchise. I really wanted to manage the whole thing and by by you know, thank God, this position to opened up to opportunity to manage all of Global Vascular and it was just a fit fit where my career ambitions, the experience I had and obviously were able to move into this position and, like I said, I’ve been here for almost three years.

49:58 – Samuel Adeyinka (Host)
Wow. So when you think back to your position at Termo and you were moving from project manager into your into director role, you know, if you were identified three things you started to do differently or just exceptionally well that allowed you to make that move. What would you say?

50:15 – Terrence Wiggins (Guest)
I usually say it’s actually. I’m going to break it down to two, because this is what I say to many folks when they come into either working for me or working through with me know the business, know the stakeholders. Know the business, know the stakeholders Number one. You know you chose to do this right. This, this, this, whatever job that you’re signing up for, so be the best at it, right? Why would you give 80% when you can give 120%? Do people know you for your work ethic? Do they know for you? For, really, hey, when I tap on Terrence’s shoulder, he’s going to help me, and if he doesn’t know the answer, that’s okay, but he’s going to follow up. Right? So know your business as best as possible, and what that means is knowing everything about it, right? So, therefore, you’re that key product leader or whatever you’re doing, right. So really be good at your job, right, basically, and don’t have no excuses, right? I would say know the business is number one. Now, that’s one part of the formula. The other part is knowing key stakeholders that can help you as well. Right, because you can’t do it all by yourself. You can’t. You need to understand who in your organization either a cross-functional that you can go to help get those answers when you don’t know it. So knowing the stakeholders is very important. Know the business, know the stakeholders.

51:33
And again, there’s a great book by Patrick Leone around humble, hungry and smart. I think those are good leadership principles. Dale Carnegie right, great, there’s a lot of great books. I’ve read how to stay neutral right when things. There’s a lot of great books. I’ve read how to stay neutral right when things get, sort of by Trevor Mowat, when things go maybe lopsided. Those are all great sort of traits. But I always go back to my first two is know the business, know the stakeholders and then all those other different things help you to stay hungry for the next opportunity?

52:03 – Samuel Adeyinka (Host)
Absolutely, we’re going to be bringing it to a close soon, Terrence. This has been fantastic, but I have a few more questions. When it comes and I’m taking it back to social media, you know we’re on a virtual podcast right now and virtuals become such a big player, even in the medical sales space. When it comes to your biggest win through social engagement, you know and I’ll set the context, one of you know we worked with a sales professional that was trying to get access to the chief of neurosurgery in a big hospital and the rep had no access. I mean, just nothing could happen. They weren’t able to. They weren’t able to get access any way they saw fit. We helped them become an influencer in the space and, long story short, the chief neurosurgeon actually reached out to them and they landed one of the biggest contracts of their career. When you think of all the experience you’ve had in social media, give us your biggest win from a customer perspective.

52:59 – Terrence Wiggins (Guest)
I was going to go back to that dinner. You see, I already told you my biggest win it’s those little things. Right, it’s a small win that adds up to big wins. But since you’re asking me for my biggest, biggest win, man, you know I would say just, I’m going to wrap it up in a big theme. You know Cook Medical is doing some fantastic things. If you’re not following us, please follow us at Cook Vascular or Cook Medical, or you could follow me and you could see I repost a lot of that.

53:29
I’m really really proud of the team and it’s the win collectively around the content and what we’re doing on that channel.

53:37
If you were to go back, maybe two, three years ago, there was some good content, but the way the team is, you know they’re not, they’re thinking about a marketing initiative, right To get in front of our sales team and immediately I could ask the question well, what’s your social media strategy?

53:53
And they go boom, boom, boom, boom, boom. So I’m really really proud that biggest win of the team is now thinking about putting social media as well right With their overall marketing initiatives, media as well right with their overall marketing initiatives. And there’s some good information on there, you know, and I always smile when I go on and I see something I didn’t even know about but, like our medical education just had a really great course and they’re posting on social media. When I see a physician that’s holding you know a banner that talks about you know 12 years of custom cell zones with the disclaimers there, but he’s really proud, right, those things make me smile and they make me proud. So my biggest area is just what we’re doing right now as a collective group. We’re not doing it in a silo, we’re doing it as a collective group.

54:39 – Samuel Adeyinka (Host)
Thank you for that Terrence. Well, Terrence, you know where can people find you?

54:43 – Terrence Wiggins (Guest)
You can find me on LinkedIn and Twitter. At Twitter, my handle is TWMarketingDude Obviously fits the bill, and then it’s just Terrence Wiggins, first and last name T-E-R-E-N-C. Wiggins, W-I-G-G-I-N-S. At LinkedIn, I would love for you to follow me and, you know, if you have ideas or anything that we can connect on, please feel free to reach out, just like Samuel did. We’re able to reach out and I made a new friend, which is great.

55:10 – Samuel Adeyinka (Host)
Terrence. We have one more thing to do. It’s called the lightning round. Are you ready?

55:15 – Terrence Wiggins (Guest)
I’m ready. Let’s lighten up. Let’s light it up.

55:17 – Samuel Adeyinka (Host)
Okay, okay, first question. You have less than 10 seconds to answer. What is the best book you’ve read in the last six months? What is the best book you’ve read?

55:24 – Terrence Wiggins (Guest)
in the last six months. Good to great by Jim Collins. I literally just bought this book about two weeks ago and I just finished it. So boom, good to great.

55:34 – Samuel Adeyinka (Host)
Nice. That will be in the show notes, folks. What is the best movie or TV show you’ve seen in the last six months?

55:41 – Terrence Wiggins (Guest)
House of the dragons. I love it. House of the dragons, season two every Sunday night. I’m like let me get up there and get my popcorn. You know, let’s go. Team green, team black, I’m in it.

55:52 – Samuel Adeyinka (Host)
That’s fantastic, I have to agree. What is the best meal you’ve had in the last six months? We want the restaurant, the item and the location.

56:00 – Terrence Wiggins (Guest)
Great, great. So I had some friends that flew out to Philadelphia. We went to this restaurant called Pod. There is a sushi lover, it’s called. They do this dragon roll. That’s unbelievable. It’s downtown, that’s the Rittenhouse Square in Philadelphia. It’s called Pod Sushi Restaurant.

56:16 – Samuel Adeyinka (Host)
Man, you just sold that one. That’s happening. That is going to happen. Okay, and then last question, but not least what’s the best experience you’ve had in the last six months?

56:22 – Terrence Wiggins (Guest)
oh, man, oh um, best experience it’s. It’s actually not work related, it’s just being with my family. This summer has been great. My kids are swimming, uh, my son is winning baseball championships. My older son is about to go to high school, so we’re preparing for that. So just being home, right, I haven’t been traveling that much. This because it’s summertime, so it’s been just being with my family and then again, having this remote work allows me to be a good dad as well as be a good employee.

56:52 – Samuel Adeyinka (Host)
Couldn’t be said better Terrence. Again, thank you for the time.

56:55 – Terrence Wiggins (Guest)
Thank you so much, appreciate it.

56:57 – Samuel Adeyinka (Host)
Terrence Wiggins wasn’t that fantastic. You know what I love about what he said is he also agrees that this is the direction things are going. The virtual world is the real world, and engagement on the virtual world is becoming more and more and more important. And not only that doing things in the virtual world is becoming more and more effective. Results real results are happening now. I remember years ago I’m talking maybe 15 years ago, maybe even longer and I remember I saw an article about I don’t know if it was political, but it was a public figurehead that made a tweet and I remember thinking, oh my gosh, it’s a tweet, nobody’s going to see that, nobody cares, that’s never going to have any relevance. And here we are where tweets are taking people out of office, tweets are helping people get into office. Tweets are literally changing people’s lives. Things they posted 10 years ago, things they posted yesterday. It’s amazing how social media has really become its own animal. And if you’re not paying attention, you’re doing yourself a disservice. If you’re not utilizing it for your career advancement, you’re doing yourself a disservice. And if you’re not paying attention to keep it clean and properly represent the brand that you are, you’re also doing yourself a disservice, and we got to address all that on this episode today. So if you’re listening to this, you already know what I’m going to say. If you’re a subscriber, fantastic. You definitely want to say if you’re not a subscriber, I’m going to ask you to subscribe today.

58:36
We created this podcast for a couple of reasons. Number one we want you to know about all the different types of medical sales careers out there, every single one of them, and not just oh yeah, you do this in that space. No, what is the job like? What are people actually doing? What are the people like that are in those jobs? What does a day look like for them? Do they like it? Do they love it? Are they challenged significantly every day? Are the challenges something that are pretty easy to get over? Who knows? But when you listen to these episodes, you learn those types of things.

59:08
Maybe you’re in a field that you like, but you want to try something different. You want to get into something more elective or something more trauma-based or something outside of the hospital. This is where you come to learn what you can do, and this also goes for career advancement, right? Maybe you want to go in-house, you’re tired of being in the field. Or maybe you’ve been in-house and you’re like what does the field life like? And then, of course, maybe you’re not in the industry and you’re thinking what medical sales field should I pursue? Again, this is why we do the Medical Sales Podcast.

59:41
So if you’re listening and you’re wanting to get into medical sales, you need to go visit evolveyoursuccesscom. There’s where we have. You can get access to a program. Go to that website, read up on what the medical sales career builder is. Hit the apply. Send us your information, schedule some time and talk to one of our account executives about how we can change your life. If you are someone that wants to improve your sales, maybe it’s Winner’s Club or maybe it’s a promotion into a different department, but you got to get those numbers where you need to be first. Again, go to bebarbastasscom. Look at our sales training program. Give us some information just so we can contact you. Get some time with us and let’s have a discussion about how we can change your life as well to you. Let’s get some time with us and let’s have a discussion about how we can change your life as well.

01:00:28
It’s truly a joy to do these podcasts.

01:00:30
It’s truly a joy to share all this information with you, my amazing subscribers and again, I say subscribers, because it’s critical for us to be able to continue, for us to bring you this amazing information, these fantastic guests that are just packed with valuable resources and valuable information for you to excel in whatever you choose to do.

01:00:51
Please subscribe. If you’re listening right now and you haven’t subscribed, take a moment and subscribe right now. As always, we do our best to bring innovative guests, so make sure you tune in next week for another episode of the Medical Sales Podcast. I hope you enjoyed today’s episode and remember I have a customized and personalized program that gets you into the medical technology industry as a sales professional or any type of role for that matter. Become a top performer in your position and masterfully navigate your career to executive level leadership. Check out these programs and learn more at EvolvesAssesscom by visiting our site, filling out an application schedule some time with one of our account executives and allowing us to get you where you need to be. Stay tuned for more awesome content with amazing interviews on the Medical Sales Podcast.