From Respiratory Therapy to Medical Sales Powerhouse: The Journey of Jaclene Corstorphine
Jaclene Corstorphine, known as the “Queen of Atlanta in Disruptive Technologies,” joins this episode to share her journey from respiratory therapy to pioneering medical device sales. She takes us behind the scenes of introducing groundbreaking technologies like the NanoKnife, offering an insider’s perspective on how innovation is transforming prostate cancer treatment in the Medical Sales World.
In this episode, you’ll learn:
- How Jaclene transitioned into medical sales and made an impact in the field
- The role of disruptive technologies in shaping modern healthcare
- Strategies for building strong physician partnerships and overcoming industry challenges
- How to balance a demanding career with family life and maintain a competitive edge
Jaclene’s story is a masterclass in adaptability, perseverance, and seizing opportunities. She also shares key insights on navigating the evolving medical sales landscape.
Meet the guest:
Connect with Jaclene: LinkedIn
Connect with Me: LinkedIn
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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, climb the corporate ladder. Welcome to the Medical Sales Podcast. And remember I am a medical sales expert sharing my own opinion about this amazing industry and how it can change your life. Hello and welcome to the Medical Sales Podcast. I’m your host, samuel, and today we have with us Jaclene Corstorphine.
01:00
This was a fantastic episode because is someone who’s in the disrupting technology space within medical sales, and that is a big deal. That requires extensive experience and a lot of know-how, and it’s something that everyone can aspire to want to be if they’re in medical sales Disrupting technologies. She actually goes by the name the Queen, queen of Atlanta in Disrupting Technologies. Do I need to say any more, just the title alone. This is going to be a juicy episode packed full of information that you absolutely want to know.
01:35
I think one of the biggest things and what I love to share about this medical sales professional she’s a five-time winner’s circle winner. She just knows how to win. That’s what she does. It’s what five-time, five-time winner’s circle winner. She just knows how to win. That’s what she does. It’s what she’s used to. It’s like her constant state and if you’re in medical sales, if you want to be in medical sales, you listen to this. The best way to be better at anything is to learn from the best. That is incredibly appropriate and incredibly tied powerfully to medical sales. If you want to be an amazing medical sales rep, you be a sponge to the best reps out there and you emulate. This is the episode that takes all that learning and condenses it into one podcast, so you got to listen. As always, we’re doing our best to bring you. Guests are doing things differently in the medical sales space, so I really do hope you enjoy this interview. Who are you, what is your space and what do you do?
02:32 – Jaclene Corstorphine (Guest)
Yes. So first of all, thank you so much for having me. This is really exciting to you know, be able to get on here and chat about, you know, something that I really love to do. So my name is Jaclene Korstorfen. I am a medical device sales rep and I started my career actually in as a respiratory therapist, so I was a caregiver first. I practiced in the Atlanta area for about five years at several different hospitals and, it’s funny, I sort of knew day one of my clinical practice like this was not for me and you know was trying to I think 24 or 25, figure out okay, what’s next for me. So I actually tried for about two years to get into pharmaceutical sales. It was really hot at that time and everybody wanted Wait, wait, wait, wait.
03:22 – Samuel Adeyinka (Host)
So why was it hot?
03:27 – Jaclene Corstorphine (Guest)
I mean, how come you even knew about pharmaceutical?
03:29
this was circa 2004, 2005 it was a you know a new kind of career path that was available. I thought that’s what I wanted to do, um, so I tried for about two years to get into it. Everybody’s like we have to have sales experience. How do you get sales experience without sales experience? So eventually I convinced a home medical, home care medical company to hire me with my respiratory therapy background. So basically I was selling oxygen which I think is kind of hilarious, selling air, you know, ice Eskimos, that kind of scenario. And I did that for one year and it just I really loved sales. And a couple of my friends were in medical device and I’m like oh, Jaclene, you got to get into medical device. So kind of a funny story of how I actually got in was I went to a trade show at the Georgia world Congress center and you know purposely took you know a dozen resumes and went and talked to every device rep that was there.
04:35
Given my background, my one year of sales experience, now I was ready at the age of 26. And I got a call the next week for a medical device job. They said would you move to Chattanooga? I said I absolutely will. So I sort of uprooted my life and kind of left everybody I knew to move to Chattanooga and you know, try this thing called medical device sales. So I have I’ve really done a lot of different spaces. It’s been interesting. I’m not one to kind of that wants to stay in the same space. I really like to challenge myself and go to a different space where I don’t know anybody. That seems like a lot of fun to me for some reason.
05:20 – Samuel Adeyinka (Host)
Let’s pause there for a second. So right now, what space are you currently in?
05:25 – Jaclene Corstorphine (Guest)
So currently I’m in urology, specifically oncology urology.
05:29 – Samuel Adeyinka (Host)
Okay, let’s pause there for a second. So right now, what space are you currently in?
05:32 – Jaclene Corstorphine (Guest)
So currently I’m in urology, specifically oncology urology, okay, and you’re selling what exactly? So right now I’m selling a product called Nano Knife. It’s a really exciting space to be in, so it’s kind of complicated, but I’ll try to break it down. So it’s really what we call focal therapy for prostate cancer. So a patient, when they get prostate cancer, has two decisions Either they get a full prostatectomy or radiation. Both have really high incidence of erectile dysfunction, urinary incontinence. These side effects are obviously not super attractive to men, so this is a focal therapy. We can treat that prostate lesion focally, right so where it’s at, without taking out the whole gland. So it’s very much a disruptive technology that is truly changing the paradigm of how physicians are treating prostate cancer which is really exciting.
06:26 – Samuel Adeyinka (Host)
It reduces the incontinence and erectile dysfunction.
06:31 – Jaclene Corstorphine (Guest)
Correct, correct.
06:34 – Samuel Adeyinka (Host)
And what exactly is being done?
06:36 – Jaclene Corstorphine (Guest)
So we apply electrical energy, so it’s the first and only non-thermal ablative modality that’s available. So there’s multiple electrodes or probes that we place into the prostate transpareneally. So we use transrectal ultrasound to guide, for visualization, and then we bracket that lesion within the prostate, apply electrical pulses, which basically what we’re doing is disrupting the cell membrane of the prostate lesion, the cancer cells. So by disrupting that membrane we cause nanopores in those cells and causing them to die with an apoptotic-like cell death.
07:22 – Samuel Adeyinka (Host)
Wow. So, now they don’t need radiation, correct? Correct so how long does it take?
07:30 – Jaclene Corstorphine (Guest)
It’s about a 45-minute to 60-minute procedure. Patients go home the same day, they wear a catheter for three to five days and really after that they’re back to activities of normal daily life and cancer is gone. You know, yes, essentially. We watched them closely for a year but the studies show a pretty low incidence of recurrence within where we ablated. Now cancer is obviously kind of a whack-a-mole situation. It can pop up on the other side where we didn’t treat.
08:07
But the really unique thing about nanonife that my surgeons really seem to like is it leaves all other treatment options on the table right. So you know, if it does come back on the contralateral side, they can get a prostatectomy, they can get radiation, we can actually do nanoknife again, treat that other side. So it’s a really nice bridge between really doing something very aggressive or radical to treat an area of an organ. That you know, doesn’t you don’t have to take the whole organ out right With any other cancer, you know, doesn’t? You don’t have to take the whole organ out right With any other cancer. You know, like I liken it to breast cancer instead of doing a mastectomy we can do a lumpectomy. You have a kidney lesion? We can treat just that, you know, portion of the kidney liver, the same thing. So it really allows us to again focally treat and not have a whole gland approach to a disease. That also reduces those adverse quality of life.
09:16 – Samuel Adeyinka (Host)
In this space. Are you there during the procedure or are you just? You are, so you’re meeting these patients.
09:24 – Jaclene Corstorphine (Guest)
Yes, so with NanoKnife we are in the procedure with the physician and really highly involved in that procedure. So there’s a piece of capital equipment that either myself or a clinical specialist is in charge of running and we also have a lot of, you know, feedback and input within the procedure in terms of where those probes should be placed and keeping in, you know, within the parameters of safety and efficacy for that patient.
09:58 – Samuel Adeyinka (Host)
So do you talk to the patients ever?
10:03 – Jaclene Corstorphine (Guest)
I haven’t in this role, but at another medical device startup I was highly involved in patient care, both pre-op and post-op. That’s a whole other different story.
10:16 – Samuel Adeyinka (Host)
We’ll get into that, okay. So your patients don’t really know who you are, or they’re not really focused on who you are anyway, when they’re in the room with you.
10:24 – Jaclene Corstorphine (Guest)
Not for this procedure, specifically no.
10:26 – Samuel Adeyinka (Host)
Sure, how long have you been doing this?
10:29 – Jaclene Corstorphine (Guest)
So I’ve been in medical device for 20 years. The past five years I’ve really focused on disruptive technology and startups.
10:36
Okay, and then this specifically so I’ve only been with AngioDynamics slash NanoKnife for about two years. Prior to that, angiodynamics slash nano knife for about two years Prior to that, I was with another startup called inspire, which was a neuromodulation system for sleep apnea. Prior to that, I actually had the unique experience and opportunity to be part of literally a true, you know, ground up startup. I was hired pre FDA approval, which is pretty unique it’s number 45 reps hired and you know, the interesting thing about that was that we we all were hired at the same time pre-FDA approval and we all started at the same time and we had the opportunity and really great experience to be part of one of the fastest growing medical device companies named in 2021. And they just actually sold to Boston Scientific for $3.7 billion. So that experience for me was really what started my love for disruptive technology and startups, because you get to start at zero and really build that business that sell.
12:01
I wasn’t there when it sold, but I was there for three years.
12:04 – Samuel Adeyinka (Host)
Okay, okay, very cool.
12:10 – Jaclene Corstorphine (Guest)
Here’s the thing about. Here’s the thing about startups and you know, medical disruptive technology is that it’s a really a great opportunity to build wealth as a medical device sales rep, cause there’s equity.
12:23 – Samuel Adeyinka (Host)
I like that.
12:24 – Jaclene Corstorphine (Guest)
And there’s something really special about everybody on your team and all of your colleagues as sales reps. We all were shareholders in the company, right.
12:36 – Samuel Adeyinka (Host)
You guys were all taken care of.
12:41 – Jaclene Corstorphine (Guest)
Well, yeah, and we’re all shareholders so we all have a vested interest in making this successful. So kind of took it away from this siloed sales rep approach to kind of a team sport right, and you know, every time we report to Wall Street and had just huge earnings and we all celebrated that as a team versus individually, and that’s really what got me hooked on startups and disruptive tech.
13:12 – Samuel Adeyinka (Host)
That’s cool.
13:25
So you know, I love what you said earlier when you said that you’ve had a really colorful career in the different specialties and you like to put yourself into new and different specialties, you know. But now I want to get into two things. First thing, I’d like to believe that every career opportunity you took advantage of when you started doing or selling the service or product, you had a moment, and that moment was either this is not it or, oh my gosh, this is what I’m doing. I want to know if. Well, first of all, is that true?
13:53 – Jaclene Corstorphine (Guest)
Yeah, if there was a moment where I knew like. Well, I’ll tell you, you know, I, honestly, I’ve been lucky enough to be at a lot of different companies where I’ve really just enjoyed, you know, the culture, the products um so so okay, so the moments I would always all of them. There was one which I will not mention, but I knew very early on that this was just not right at this moment.
14:25 – Samuel Adeyinka (Host)
So take a moment with what you do now, where maybe you were in a procedure, maybe you just got a result, maybe I don’t know. Take us there, but where you were, like you know what this is it, I’m here and I love it you know I I’ll go to my most recent experience.
14:42 – Jaclene Corstorphine (Guest)
So when I started with Mano Knife here in Atlanta, georgia, there was zero business, right, the physicians and really seeing their full, you know, 100% buy-in, that not only this is going to be good for the patients right now and really incorporating this product into their practice paradigm, but they were looking to the future. And I remember sitting at a dinner with four physicians all within the same practice. Each one of them was in different stages of, you know, starting to offer nanoknife, but they were all sitting around the table and only one of them had actually treated. But everybody was so excited about where they were going with this technology, right, the fact that we have the opportunity to help these patients, you know, not have these quality of life issues and they hadn’t even, like, actually seen the outcomes for themselves with their own patients.
15:56
And I was like this is really this is really something and you know they were saying like this is going to change the future of prostate cancer. That to me, especially as a caregiver, first, quality of life outcomes are super important to me and I like to rep products that bring those quality of life outcomes. And it was a really special moment because they could you know, they could see where we’re going and what we’re trying to do with this product and that was really exciting for me.
16:29 – Samuel Adeyinka (Host)
That’s amazing. Thank you for sharing that with us, Jaclene. Okay, so the second thing that I want to get into is I’m sure you know people that are deep into a single specialty that they’ve been hovering around their whole career and because of that they’re as far along as they are, whatever that means. And then there’s you, who’s had this amazing, colorful career and you’ve really given yourself the advantage of just being on top of all these different technologies to ultimately intentionally look for disruptive technologies you know to the best of your ability. Just share with us.
17:10
Those are two different perspectives, completely in the same space. As a new even even a relatively new medical sales rep, or as someone that wants to be a medical sales rep, how should you be looking at it? You know what’s going on in your mind in your life, that you’re looking at it the way you did, versus what’s going on in your mind in your life, that you’re looking at it the way the people that you know that’s been that one single specialty and just ascended that specialty, and you know what kind of comparisons can you make, in your opinion, of those two different pathways?
17:42 – Jaclene Corstorphine (Guest)
Right. So there, you know, there’s a couple. There’s a lot of different pathways within medical device, like that’s one of the really unique things about it and I think I think it’s really personality based. You know, for me, I’m someone that kind of gets bored with just doing the same thing every day, like I could never be a spine rep and go into the hospital every day and do cases all day long. So for me and I think it also depends if you’re someone that really wants to challenge yourself For me, going into different specialties, it was always a new challenge.
18:15
It was a way to step up my game to, you know, not know anybody in that specialty, but still go and get business and be successful. So I think you really, as if I were a younger sales rep and I was giving advice to a younger sales rep wanting to define their career, in which direction it would go, I would ask them questions about their personality, like, are you like someone that? Are you someone that really likes change? Are you someone that wants to reinvent themselves every few years and do something different and really, you know, continue. I think it just comes down to really challenging yourself and I think it’s opened up a lot of opportunities for me that I wouldn’t have had if I had just stayed in one specialty and sort of been pigeonholed into cardiac or wound care. I’ve done so. I think it depends on the person and their personalities, but I really do think that, well, I’ll stop there. Did that answer it? I mean I could go on forever.
19:22 – Samuel Adeyinka (Host)
No, no, no, you nailed it. Thank you for that. Let’s talk about disrupting technologies for just a moment longer. So your current role. What does the daily life look like? Is this an eight to five job? Is this a? I know it’s not an on-call job, but does it have on-call type tendencies Like talk to us about what is the lifestyle of this role?
19:45 – Jaclene Corstorphine (Guest)
Good question. So one of the things I really enjoy about disruptive technology is it allows me to work smarter and not harder, and it’s it allows you to change from being a, you know, a salesperson that sells a product to a salesperson that really sells a solution to a whole program or process of integrating this, this technology. I’ll give you examples. So I worked at a company called OnCue. It was a non-narcotic pain pump for post-op surgical pain. I called on everybody that cut right. So this was a what I call case chasing. You know business model. So go to the hospital, look at the board. You know, obviously a bunch of people had cases that they could use it on, and then you’re at the door hey, doc, you want to use this. This is so much different than that and really allows me to kind of bring expertise, credibility and my ability to build programs into my sales process.
21:01
Disruptive technology I think there’s a few things that you know you really have to understand and be good at or kind of within your, your skillset.
21:08
One, you do have to be a hunter right, you have to go out and tell everybody about this product, obviously. But two, you also have to be an educator, because it’s a whole. I keep using the word program, but it’s you’re selling to a whole practice or to a whole hospital, and so my approach to this is that I think of how do I sell this product to the entire practice, from the C-suite to marketing to you know patient access and you know MAs APPs. It’s really a whole practice approach. So you really have to also bring a very high level of you know focus, strategy and execution to it, strategy and execution to it, and that you know when I go back to saying working smarter, not harder, it’s again building that program around that practice to really integrate your product into everything they do. You know I want to be on their website as a landing page. I want to be part of their marketing webinars to attract new patients, and that whole part is really fun to me.
22:27 – Samuel Adeyinka (Host)
That’s amazing. I hope you’re enjoying today’s episode and I want to let you know our programs cover the entire career of a medical sales professional, from getting into the medical sales industry to training on how to be a top performer in the medical sales industry to masterfully navigating your career to executive level leadership. These programs are personalized and customized for your specific career and background and trained by over 50 experts, including surgeons. Our results speak for ourselves and we’re landing positions for our candidates in less than 120 days in top medical technology companies like Stryker, medtronic, merck, abbott you name it. Would you run an Ironman race without training and a strategy? You wouldn’t, so why are you trying to do the same with the medical sales position? You need training, you need a strategy and you need to visit EvolveYourSuccess.com, 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 With this current team. Are you on a team or are you kind of solo soldier making?
23:32 – Jaclene Corstorphine (Guest)
it happen in your territory? It’s a good question. I’m definitely an individual contributor to. I cover all of Georgia for NanoKnife, so it is an individual contributor for my area.
23:48 – Samuel Adeyinka (Host)
Okay. Is disrupting technologies something someone with no experience can entertain? Or would you just flat out say disruption technologies is a space that is strictly for highly experienced medical sales reps?
24:07 – Jaclene Corstorphine (Guest)
That’s a very good question. So I think back to, like my you know 26 year old self getting into medical device. You know, I think this is something I’ve definitely honed over a long period of time, that 15 years of experience to get to the part where I can be more of a solution seller than just a product seller.
24:38 – Samuel Adeyinka (Host)
Sure, Jaclene, indulge us If you can. Can you label all the different specialties you’ve been a part of in your 20 year career?
24:50 – Jaclene Corstorphine (Guest)
Label it in what regard?
24:51 – Samuel Adeyinka (Host)
Just knock it out, I was this and I was that specialty?
24:56 – Jaclene Corstorphine (Guest)
specialty focus labeling not specialty focus Right. So I started out in um wound care and sold a device that helps heal wounds faster from there. I actually went to a startup called iFlow. That was an on-queue product. That was the one for post-op surgical pain that delivers non-narcotic directly to the surgical site.
25:20
From there I actually got into cardiovascular sales, which was a lot of fun and at that time was a big step up for me in terms of you know, there’s hierarchies of medical device companies. I sold surgical valves as well as a product that was in the cath lab. After that, that’s when I had the opportunity to join Axonics, which was a true startup, and that was in the urinary incontinent space within urology. And then Inspire was a neuromodulation device for sleep apnea and currently with NanoKnife in the oncology space in urology.
26:05 – Samuel Adeyinka (Host)
So when you lay it out that way, you kind of had some direction but you’ve had some directionality in that. Yes, it’s been different spaces, but it’s all kind of had some direction but you’ve had some directionality in that. You know, yes, it’s been different spaces but it’s all kind of led to a higher level of a similar kind of thing. I mean to be previously in urology, in the incontinence space, and now to be in an even higher, more uh, critical, you know position within dealing with, with, with, with incontinence and and things like that.
26:35 – Jaclene Corstorphine (Guest)
I mean like, like I said it’s different in the same, it’s different in the same.
26:40 – Samuel Adeyinka (Host)
You’ve definitely progressed.
26:41 – Jaclene Corstorphine (Guest)
You’ve definitely progressed yeah, um, you know, like I said, I’ve really focused to brand myself as a disruptive. You know, startup person queen in Atlanta.
26:57 – Samuel Adeyinka (Host)
Oh the disruptive queen. You know what? That’s what we’re going to label this episode the disruptive tales from the disruptive queen. I love it, I love it.
27:07 – Jaclene Corstorphine (Guest)
Yeah, and that’s something that, like I said, after I had the startup experience with Axonics, it was such a fun and good experience and I, honestly, if I have to pick a time in my life where I grew the most as a sales professional, it was really that because it was grassroots, hard, yeah, building a program.
27:31 – Samuel Adeyinka (Host)
You were meeting the patients in that space. So, let me ask you this what do you miss about having that close patient interaction? What do you not miss about having that close patient interaction? For those that are listening and that don’t have any patient interaction, I’m thinking, man, I would love it. And for those that are listening and have only had patient interaction, say man, I would really love it. Give us both sides.
27:54 – Jaclene Corstorphine (Guest)
Both sides. So when I first started with Axonix, especially being a caregiver first, I was actually really excited about the opportunity to, you know, connect with patients one on one and really help them, you know, through this difficult time in their life where they’re getting an implant that helps their urinary incontinence, and it was really rewarding. It was kind of a blend of my salesperson self as well as my caregiver self and I was like this is it? This is what I love to do and I think for the first year and a half it was a lot of fun. The challenge comes in when you know you’re not just managing that patient at the time of surgery. That relationship goes on indefinitely right, because your implant is still in them. So I think managing, you know, $1.5 million worth of business of patients is much different than where I ended up around $3 million of business and you still are managing all of those patients. I used to say you know there’s a reason why physicians don’t give you their cell phone.
29:04 – Samuel Adeyinka (Host)
Right.
29:05 – Jaclene Corstorphine (Guest)
So you know that was truly an on-call job. That was truly an on-call job. You know patients would call at all hours and you know not just tell you about their device but their life story. And you have to be patient and kind so it can wear on you after a long time and especially the more you grow your business, you’re almost a slave to your own success in that regard right, that’s such a good way to put it. You’re almost a slave to your own success, Wow, Okay.
29:38 – Samuel Adeyinka (Host)
So we’re going to switch gears a little bit now. You’ve had this amazing career 20 years in the making here. You’ve been on, you’ve been with patients outside of patients. You’ve been in patient care before. You’ve been very busy. How have you managed to do this? Do you have a family? You are solo and that’s what you have all the time. How do you make this work? Give us the story Kids, tell us everything.
30:01 – Jaclene Corstorphine (Guest)
I am a proud hockey mom. My son is 12 and my husband is from Canada. I don’t know if you saw my logo. Uh-oh, uh-oh, represent me. He’s going to be so.
30:12 – Samuel Adeyinka (Host)
Um, my husband is from Canada. I don’t know if you saw my. He’s going to be so proud.
30:16 – Jaclene Corstorphine (Guest)
Yeah, so obviously my son was going to play hockey. My son’s name is Max and um, I guess that was just a given, my husband being from Canada, so he started playing hockey at four and um, we’ve, you know, supported him Like he’s a really good hockey player.
30:32 – Samuel Adeyinka (Host)
He’s playing college hockey right now. He’s 12. Gosh, he’s playing college hockey, he’s 12. What is 12? Is that like league? Is that high school? Is that not high school, middle school?
30:47 – Jaclene Corstorphine (Guest)
It’s middle school. He’s just in rec hockey right now.
30:51 – Samuel Adeyinka (Host)
There is no middle school league no, not in Atlanta probably in. Canada or Minnesota and what comes next. So he’s good. Now who’s looking at him and what are they looking to put him on?
31:08 – Jaclene Corstorphine (Guest)
so next up is a travel team which I am encouraging him but also terrified if he gets it, because that’s that’s a whole other ball game. But you know, I, I really have um a strong support. I think it really takes a strong support system at home. You know, there’s a lot of nights, there’s a lot of weekends for conferences you know, as you know, don’t go on time so my husband has really just been the biggest, you know cheerleader of me and just really the biggest support system.
31:41 – Samuel Adeyinka (Host)
So that’s amazing, is he in?
31:42 – Jaclene Corstorphine (Guest)
med sales.
31:45 – Samuel Adeyinka (Host)
Is he in med sales too?
31:47 – Jaclene Corstorphine (Guest)
No, he’s not. He’s in kind of software startup sales, interestingly enough, yeah. That is kind of both our lives are a little wild, but probably why we only have one child by design.
32:01 – Samuel Adeyinka (Host)
OK, all right, so the conquering family from Canada. Now my question is you are a multiple winner. I mean you win. Winning is what you do as opposed to something you’ve done. Talk to us and maybe one or two things as we come close to wrapping this up. You know there’s reps listening to this right now that they just can’t figure it out. They’ve wanted to get into Winner’s Circle for years. They’ve taken sales training. They’ve read books, they know the challenger sale and influence and and spin selling and clipped and strength finders and they’ve even read go, go, go go givers sell more and they’re still like it’s not happening. What?
32:44 – Jaclene Corstorphine (Guest)
first. First of all, I’ve read only one of those books, so I don’t know if that tells you anything.
32:51 – Samuel Adeyinka (Host)
So, with that being said, tell us. What is. What is it like? What, in your opinion? 20 years consistency what creates a winner?
33:04 – Jaclene Corstorphine (Guest)
You know, this question is it’s always hard for me, right, because I just do what I do, sure, and I think the one thing I would say is like I approach my approach to sales is really from a competitive nature. You know, I approach it like a competitive athlete. I played sports all through high school and I’ve just always had this really competitive edge to me and that breeds my you know just sheer determination to win. So when you think about a competitive athlete, you know what do they do to prepare for a game, right, they review the, the game plan, they study other players, they know the game inside and out, they read articles or just consume anything that would make them have an advantage in that space. And I think that’s really the biggest thing that’s made me successful is I’m a true student of my business and really want to absorb and not just know my product. I need to know the space, I need to know the competitive products and really position myself as a consultant to these positions that you know may have an interest in my product. But I think beyond that. It’s what you do every day in my product. But I think beyond that. It’s what you do every day, right, it’s the grind. It’s being comfortable with the uncomfortable. It’s it’s being a good human being. Right, it’s showing up.
34:46
I think one of the things that sets me apart is I have flawless follow-up. I think the number one way you can establish trust and credibility very quickly is just doing what you say you’re going to do and it sounds like a very simple thing, but I see I don’t know if it’s done routinely. It’s having EQ right. It’s knowing when to challenge a physician on something and when to let it go. I think it’s really caring about what you do and just wanting to do a good job for that customer and, ultimately, the patient. I think the other thing that’s made me successful is the fact that I was a caregiver first, so I have a very patient first approach to my sale, and I also think it’s really choosing the company that you want to partner with very carefully. I’m never going to, you know, take a job where maybe the data is questionable on the outcomes. It’s really important to me and I do a lot of research and really have been very lucky to partner with companies with significant quality outcomes for patients.
36:03 – Samuel Adeyinka (Host)
Jaclene, I love this. Thank you so much for sharing that with us. I am going to steal and coin that phrase flawless follow-up. Today am going to steal and coin that phrase flawless follow-up today, so when you see me again, know that I stole it from you.
36:18
You’re welcome. It’s trademarked here. Right, it was trademarked here, but no, this was fantastic. Thank you so much. You know I love the fact that someone like you who’s just had so much experience you’ve been an individual contributor that’s been committed to your own growth and your biggest impact on patients and it shows. And now you’re doing things like literally created a niche as the queen in Atlanta of disruptive technologies. I love it. So you know we’re going to cap it there. We have one more thing to do before I let you go. Today it’s called the lightning round, are you?
36:48 – Jaclene Corstorphine (Guest)
ready Okay.
36:49 – Samuel Adeyinka (Host)
Are you ready?
36:50 – Jaclene Corstorphine (Guest)
I’m ready.
36:51 – Samuel Adeyinka (Host)
Are you ready? Okay, are you ready, I’m ready. Are you ready? Okay, all right, all right. So I’m going to ask you four questions. You have less than 10 seconds to answer. First question is what is the best book you’ve read in the last six months?
37:04 – Jaclene Corstorphine (Guest)
Starts with why.
37:06 – Samuel Adeyinka (Host)
Oh man, that’s, isn’t that? Isn’t that just a good one? Is that such a good book that that’s an essential book? You know, I, I love a good one. Isn’t that such a good book? That’s an essential book? I love Simon Sinek’s stuff, but that one especially.
37:16 – Jaclene Corstorphine (Guest)
It’s an important read If you don’t know, your why, then the rest is really what?
37:20 – Samuel Adeyinka (Host)
are you doing yeah? I love it Okay, best TV show or movie in the last six months.
37:27 – Jaclene Corstorphine (Guest)
I’m a Yellowstone junkie, so Yellowstone and 1923 is my new obsession.
37:34 – Samuel Adeyinka (Host)
Is it better than the actual Yellowstone show, or the same or less?
37:40 – Jaclene Corstorphine (Guest)
They’re both different, but I love them both equally, I think.
37:44 – Samuel Adeyinka (Host)
Okay, yeah, I haven’t seen that, so I’ll have to put that online. It’s a good one. Yeah, really. Okay, I’ll put it down. All right, I want the item, the place and the restaurant Best meal you’ve had in the last six months.
37:59 – Jaclene Corstorphine (Guest)
My love language is pasta bolognese.
38:02 – Samuel Adeyinka (Host)
Uh-oh.
38:03 – Jaclene Corstorphine (Guest)
So it’s going to have to be St Cecilia, starting with oysters from PEI important, then moving on to a crudo, a yellowtail or some kind of fresh fish, then a pasta bolognese, ending with a whole branzino. Where does this happen? Not to be entirely specific, st Cecilia’s, here in Atlanta.
38:31 – Samuel Adeyinka (Host)
Okay, so that is the best. I have never heard such a full answer, um so check it out. You know I I haven’t talked about this and I don’t know why, but I guess I should. I’m actually doing a tour now where I’m going around the country and I’m trying all the different recommendations that my guests have made okay, and yours you just turned it into a full night event.
38:56 – Jaclene Corstorphine (Guest)
I’m definitely going to do that let’s not forget the burrata with the fresh made um italian bread like is that’s. That’s not dessert, that’s more food it’s yeah, the brought is like a cheese and they bring out this like fluffy. I don’t know what it’s like a pillow on a plate you know, it’s amazing fluffy bread with olive oil.
39:20 – Samuel Adeyinka (Host)
Now you’re just talking with my emotions. What, what, what well, we might as well finish it. What do I get for dessert?
39:28 – Jaclene Corstorphine (Guest)
I don’t get dessert.
39:31 – Samuel Adeyinka (Host)
I only have dessert. But I hear you.
39:34 – Jaclene Corstorphine (Guest)
My dessert is my wine along the way, I guess, okay.
39:38 – Samuel Adeyinka (Host)
All right.
39:39 – Jaclene Corstorphine (Guest)
If you come to Atlanta, I’ll definitely take you there, though.
39:42 – Samuel Adeyinka (Host)
You said what.
39:43 – Jaclene Corstorphine (Guest)
I said if you come to Atlanta, I’ll definitely take you. Oh, that’s happening.
39:46 – Samuel Adeyinka (Host)
It’s not. If it’s going to happen, tell your husband, tell your son, it’s happening, let’s go, and we don’t go to this place, so we’ll see. Um okay, last but not least, what’s the best experience you’ve had in the last six months? Work related or whatever you want best experience period I don’t know if there’s a safer podcast now you have to share what the heck now you have to share.
40:17 – Jaclene Corstorphine (Guest)
Um, honestly, I went on a trip with, uh, some friends of ours for a 50th birthday and it was 22 of us skiing, having fun, good food, good wine, good energy. It was just a blast. It was great.
40:40 – Samuel Adeyinka (Host)
That is fantastic. Thank you, Sarah and Jaclene. Jaclene, this was refreshing. Thank you again for being on the show. Thank you for sharing all your wisdom and your pearls. Yeah, we can’t wait to see what you go out and do in the world of disruption technologies and we look forward to hearing from you again.
40:58 – Jaclene Corstorphine (Guest)
Thank you so much for having me. It was really an honor.
41:01 – Samuel Adeyinka (Host)
Absolutely, and that was Jaclene Corstorphine. Fantastic episode. So much wisdom, so many pearls, a lot of things to learn. You know someone that’s in disrupting technology that’s the constant winner. This is the kind of episode you better have taken notes, because you do some of these things and you’re going to have an impact. You’re going to see a difference in your own territory and the work that you do.
41:23
Disrupting technology is exciting and I think hearing from someone like Jaclene and how she’s really been able to navigate her career into all these different spaces to ultimately get to a place where she hangs out in disruption technologies meaning now she’s going to be given the latest and greatest thing and she’s going to have the option to stay where she is or move on that’s a blessing. And move on that’s a blessing. You know that’s a feat in itself to create a career that allows you to be in the most innovative space within it and be able to choose whatever fits your lifestyle and fits your ambitions and fits what you’re interested in at any given moment. That’s a future we can all aspire to have, and you can too. So if you’re listening to this and you’re thinking to yourself, oh my gosh, I want the lifestyle Jaclene has. Or maybe you’re an active medical sales rep and you’re saying, huh, how do I get into a space like that? Then you already know what I’m going to say.
42:22
Visit EvolveYourSuccess.com, fill out an application, let’s have a discussion. And if you’re listening to this podcast and you want to be ready for next week, and if you’re listening to this podcast and you want to be ready for next week, make sure you subscribe so we can bring you another episode with our innovative guests. As always, we do our best to bring you innovative guests doing things differently in the medical space, so make sure you tune in next week for another episode of the Medical Sales Podcast 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 EvolveYourSuccess.com by visiting our site, filling out an application, scheduling 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.
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! 
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.
and am excited to make a difference in patients’ lives as a Pharmaceutical Sales Specialist.
! 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.
. I owe this opportunity to Samuel, the program, and the incredible mentors at EYS.
