The Future of Orthopedic Medical Sales
This episode reveals how orthopedic surgery is being transformed, not by expensive robots or CT scans, but by smart, affordable navigation technology. Jerry Ennett, Senior Managing Partner at Intellijoint, joins us to share how their system is helping surgeons achieve precise hip and knee replacements while reducing costs and complexity.
We explore how robotic systems like Mako are changing surgical strategy, not just in the OR, but in how surgeons attract patients and grow their practices. Jerry highlights real-world examples, including Dr. Marshall in Rhode Island, showing how technology becomes a competitive edge in both clinical outcomes and patient engagement.
The conversation digs into the debate over accuracy, consistency, and personalized care. Jerry breaks down how Intellijoint ensures even the outlier patients who fall outside textbook ranges, receive the precision and reliability they need. It’s a powerful case for why navigation systems are becoming essential, not optional.
Looking ahead, we discuss the growing demand for smaller, faster, outpatient-friendly systems like the T-mini. Jerry shares how market shifts, patient expectations, and surgeon branding are all driving change and why sales professionals need to adapt if they want to succeed in this evolving space.
If you’re in medical sales, orthopedics, or just curious about how innovation reshapes industries, this episode is packed with insights that will sharpen your strategy and broaden your perspective.
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Episode Transcript:
00:07 – Samuel Adeyinka (Host)
Hello and welcome to the Medical Sales Podcast. I’m your host, Sam, 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, 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 another special guest and he goes by the name of Jerry Ennett. He is a senior managing partner at IntelliJoint, fascinating product that changes navigation for surgeons in the orthopedic space.
01:09
This is an episode you don’t want to miss. If you’ve ever thought about being in medical device sales, if you’ve ever been interested in orthopedics, you can’t miss this episode. And if you’re in orthopedics, you absolutely cannot miss this episode. This is one of those highly technical, highly informative episodes that make it so that anyone that’s curious will get a boatload of information and truly be able to act on it. We get into everything. As always, we do our best to bring you the different innovations and the different ideas and different concepts and the advancements in the medical sales space.
01:39
I really want you to listen to the full episode. It’s going to be a two-part episode. This is part one and then you’re going to get into part two and I really do hope you enjoy this interview. Jerry, we got a lot of people listening that have no idea what you’re talking about. Right, Because they want to be in medical sales. And of course, we have a lot of people listening that know exactly what you’re talking about. But for those that don’t, that want to be in medical sales and are not familiar with the nuances of the orthopedics, break it down for us on what was traditional before IntelliJoint’s option. And then, how does IntelliJoint make, as you’re saying, navigation sort of procedures better?
02:20 – Jerry Ennett (Guest)
Yeah, so the way I think about it is hips and knees especially. I mean you talk to any surgeon. For the most part they’re really successful surgeries. So hips, like a total hip, if there was like a Nobel prize in the last 100 years for like the best surgery developed in terms of improving patient lives, sure yeah that’s probably the one.
02:49
And and knees are very like knees are. You know? Some claim 96 satisfaction or success rate, some claim 80. Still it’s. It’s a significant. You’re never going to please everybody, but it’s a very significant portion of the population. If you get this surgery, you are going to improve your quality of life because these are weight bearing joints and walking is the most essential thing people can do for their own independence. So in terms of patient satisfaction, big thing is pain and they. They improve pain a lot.
03:23
And we’ve gone from you get, get a total hip, you get a total knee. You’re in the hospital for a week or more and it’s. It’s a pretty debilitating rehab. There’s a lot of muscle being cut to. Now there’s less muscle or no muscle being cut. You’ve got, you know, same day you’re walking, which patients are, wow, astonished by. Same day, same day, yeah, you can get your knee and you can walk out of there. That. So there’s been tons of improvement. It’s a very successful surgery.
03:54
But those goal posts of what success look like, those change. So in the past, if you could get a, you know younger people are getting more joints. They want to be active. You have NHL players that get a joint and want to still play hockey. I play with a former NHLer that every week that he has two fake hips and he’s still playing hockey at a high level. So you have the goalposts that are moving. So what success looks like moves. And there’s always these nuances and theories of maybe mechanical alignment is for a knee is, which is, you know, kind of a easy way to do it with some mechanical jigs as you cut perpendicular and restore what you think they used to have or whatever. But some are shifting kinematic, make them not change their gait pre to post-op and let them feel like maybe that’ll improve it a bit and maybe that means they can run instead of just walk. But there’s, so there’s all these factors going.
04:56
Everyone’s trying to improve orthopedic surgery and what intellijoint’s mission is is basically, if you can have a robot which a lot of our competitors sell, and the robot does it to a, it costs 2 million bucks to get the robot at the hospital and then it’s maybe $500 per case of indisposables, per case of indisposables, and that is going to be accurate to like within one millimeter and one degree, okay, of accuracy. Okay, it’s ct based. You see, you need a ct scan. Get sent to a, an engineering department that processes that scan, produces a plan, sends you the plan and then you execute. It’s a big thing. But if intellijoint can do that, provide the same kind of like, the real, what people can leg length, cup position, various valgus slope, resection depth, if those numbers are what’s really moving the needle, and we can get you to within within two millimeters. Okay, so one millimeter less accurate, but you don’t need a CT scan. You save 2 million bucks and all you do is pay the disposables each case and it fits into any OR and it can work with any implant.
06:22
So if you have five partners at an ASC, you don’t have to agree to use Striker and use a Mako. You can use any implant because we don’t care. And so what? The robot sales guy has to prove to you that that one degree more accurate or one millimeter more accurate is going to move the needle, when we already have a success rate of 90% on knees with eyeballs and no robots and no technology. So it’s, it’s a that’s kind of.
06:54
The thing is we give you what is clinically relevant, which a lot of surgeons will agree is kind of plus or minus three millimeters or degrees. So we give you that accuracy that’s clinically relevant, with no other, none of that fluff and the pre. So you can use it in a revision, you can use it in the primary. You can use it. I have surgeons that could. Someone comes in a trauma case, they could use it on that, like that day. They could use the case. They don’t have to get a ct scan two weeks ago, try and get reimbursed for it doesn’t happen. Then you have two week plan for the robot surgeons in two different wars. He’s in the robot fighting over the time with it and everything so that’s kind of the thing.
07:37
so if you love there are flexible plans for people to get you know robots, if you get a deal on the implants and then it saves the sc in the long run, then maybe that is better for you. But our kind of model is not everyone can afford a robot and not everyone wants to commit to an implant, so so, so let’s go ahead. So yeah, we just, we just want to give you what’s clinically relevant without having to commit to an implant, without having to commit to capital purchase.
08:08 – Samuel Adeyinka (Host)
I love it Okay, and that sounds fascinating, but there’s so many places to go with this. The number one thing that I can’t stop thinking about, then, is let’s go back. What’s the true value of the robot? Because from what you just said, it almost sounds like you’re like eh, robots.
08:27 – Jerry Ennett (Guest)
Eh.
08:28 – Samuel Adeyinka (Host)
So then, why do we have these $2 million robots, why are they purchased at all, and what’s the true value of a robot?
08:34 – Jerry Ennett (Guest)
So the careful part of me would say I’ll give both answers, but the first answer is-.
08:44 – Samuel Adeyinka (Host)
We’re making a podcast. We don’t guard realty, we give them our own, say. I’ll give both answers, but the the first answer is podcast.
08:48 – Jerry Ennett (Guest)
yeah, yeah, yeah. So the the care, the professional part of me would I would say some surgeons love it. Some surgeons are really like dr marshall and rhode island can do thousands of mako hips a year, so it’s not slowing him down at all, it’s not taking up time, like there’s a registration that can get it.
09:10
He clearly he’s a wizard with the device and he’s producing really good hips with it and he’s in whenever he’s doing there. So some do love it. Some do get rebates for their implants because they use it and then it’s a good financial deal. Maybe there’s usually hidden costs in there that that I talk with Vax about and stuff like that but that’s part of it. The other part is to be honest, and I think most people would agree with me at this point is it’s a marketing tool to the patient. So the surgeon wants to be seen as a robotic surgery specialist, trained on the mako as access to a rosa, whatever it is, because the billboard will bring in a patient looking for that and then the person across the street doesn’t have that. You get more patients, that’s. I don’t know if that’s proven. I don’t like it’s. It’s a hot topic of debate, but I don’t think there’s a debate that robotics is a big marketing tool.
10:06 – Samuel Adeyinka (Host)
So then okay. So then I got. I wonder, let’s just let’s talk about that millimeter shift. Would you agree that in anything, 1% improvement, often consistently, is going to ultimately create a huge improvement for whatever it is?
10:26 – Jerry Ennett (Guest)
So I would say no, okay, because when you look at here, we so if let’s say you take two navigation systems that are registered in, so computer assistance, whatever it is, if you have two different systems, one’s registered in a certain way, another that’s different than the other one. But do you, let’s say, system B claims to be a millimeter more accurate than system a?
11:02 – Samuel Adeyinka (Host)
right.
11:04 – Jerry Ennett (Guest)
It you have to dig into like okay, is that? Is that more accurate? Like, is the registration within a millimeter’s accuracy, or are the implants you’re putting in even within a certain tolerance? If we’re talking less than a millimeter, is there, you know, is the angle at which the patient’s laying on the bed within a millimeter of the or a degree of the angle of when they’re standing. There’s a lot of variables when you put them in, like you know, when you put in specialty navigation, most don’t do various valgus retroversion on the stem. So if you’re putting the cup somewhere within one degree but you’re not even navigating the stem, there’s going to be an angle. The big thing is people want to be within plus or minus three to five degrees of a cup and plus or minus kind of clinically relevant leg length discrepancy pre to post would be five millimeters, is is I think it’s getting closer to three. But you know you can get sued for a leg length discrepancy bigger than five millimeters if someone feels terrible or trips and falls, and so those are the kind of numbers you’re trying to hit.
12:20
And what technology does do really well is reduce outliers. So our navigation system tracks patient movement because the the camera is mounted to the patient’s pelvis on a hip with pins into their iliac crest, and it moves with them. So when you’re if you can imagine someone laying on their side and a surgeon’s trying to put a cup in, if the patient’s under the draping, under that that blue trape, and they’re rolling forward and you’re still putting the cup in where you normally would yeah, and rather related to the room, maybe you’re still putting the cup in where you normally would, related to the room. Maybe you’re pointing at the corner or the ceiling that patient’s rolled forward, you could be retroverting that cup, which means they’re going to dislocate. You could be putting too much inclination on the cup, which is going to cause instability, and that might only happen.
13:17
One out of 15, one out of 20 times. Our system shows the average patient rolls forward seven to 10 degrees. So if you’re looking, a surgeon will aim for 20 degrees of antiversion. That’s kind of a gold standard. Sure, you know 15 to 25. If you’ve rolled forward 10 degrees and you’re aiming for 15, now you’re at five and you’re really close to being flat. Wow, and you don’t want flat. So that’s kind of the like, even if it my thing is. You want consistency, you want peace of mind when you leave the OR that your cup is where you think it is and if you are, if they say outlier but my thing in med devices, my mom getting a hip might be that outlier like that’s not it’s still right, right, we don’t want it, we don’t want it.
14:06
Yeah, I always have a problem with public health, talking about statistics based on population data, and I think the big trend in med is it’s going to become more personalized with genetic testing and things like that, because you’re you’re not just a number like right, like if you’re reacting bad to a medication, but it’s it’s two in a thousand. It’s like what if you’re the two and you could just fix that.
14:31 – Samuel Adeyinka (Host)
We should probably be zero.
14:32 – Jerry Ennett (Guest)
If you can test these things, there’s always going to be risk. But it’s funny when we talk about outliers. It’s funny when we talk about outliers, it’s like, yeah, no, that’s, that’s a person that’s going to fracture from falling and then have to get a revision and it’s a disaster. So I don’t like selling on. Hey, I’ll help you reduce revision or like outliers, cause it’s. It’s not like I want. I want to be have such a good user experience that they want to use us every case, no matter what, and that’s usually what we see.
15:02 – Samuel Adeyinka (Host)
So so eliminate outliers. Without product, outliers don’t even exist. So with the robot, then so, and let me make sure I understand what I’m hearing. The robot reduces outliers. Yep, your product potentially eliminates outliers.
15:16 – Jerry Ennett (Guest)
Both. Both would reduce and eliminate. There’s going to be error within their own systems. Okay, I think the big thing is that people would argue against.
15:23
Navigation is so with the million dollar price tag and the pre-op ct scan, the thing you do get for that is, if registration goes well and there’s not these osteophytes in the way and things, you will get a really, really solid hit. Like it’s, there’s checks and balances. That that’s going to be very accurate on navigation side could, because we’re not confirming all these things with a with an image and then registering with regards to that image, matching it up. If you do a poor registration, this idea of garbage in and garbage out, if you do a bad registration, the nav is not going to help you. We can’t tell you it’s it’s bad or not.
16:08
Now, if you there are some like the it really only takes kind of 30 seconds of being really attentive when you’re positioning the patient and when you’re doing the registration to do a good registration. And I, if I’m doing that and I’m in the, or especially for the first few cases with the surgeon, I am zoned in for those first two minutes, like making sure everything speak up, don’t be quiet. And if, if that goes well and I guarantee the surgeon will be like I don’t buy these numbers. I’ll say, hey, I’ll write down what we’re saying you’re at. You write down what you think you’re at, you put it where you want and we’ll compare after. And I’ve never been, I’ve never had the system be wrong. I always get an email saying you guys are right, should have trusted it. That’s the best. That’s the best way a trial can ever go so okay.
16:59 – Samuel Adeyinka (Host)
So with navigation, you guys, you guys help with ensuring that it’s a good process. With the registration, yes, you guys eliminate the outliers, just like any other robotic system. With robotic systems, the registration is always going to be good. It’s going to be close in millimeters, but you got this two million dollar price tag and you got some other hidden fees that whoever the user is is going to be close in millimeters. But you got this $2 million price tag and you got some other hidden fees that whoever the user is is going to have to be worried about.
17:23
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18:19
Now, one thing that I am interested in is even in surgery, there’s a marketing piece. You said patients are it sounds, and correct me if I’m wrong are driving the desire for using the robots. Talk to us a little bit about that. Is that with every case? Is that just generally speaking? Is that what just educated patients, or is that? Just talk to us a little bit about that.
18:45 – Jerry Ennett (Guest)
It’s a really good question because I don’t think people know that much. I think it’s a similar thing where, especially Bill, my wife’s a real estate agent. When you look at marketing and things, it’s really hard to know if that billboard did much. It probably does in its touch points and familiarity with your name and face. But it’s a lot easier to tell in the digital age and digital marketing of how many people clicked it. What did the click result in?
19:13
So I think surgeons, obviously they want to grow, they want to be known as a thought leader in the space. They want to be known, as everyone has an ego, the space they want to be known. As you know, everyone has an ego. Orthopedic surgeons definitely have an ego. Usually they’re rightfully so the smart people who did a lot of training and things. So I think some of it is surgeons want to use it because they want to be in the, in the, using the current technology, providing their patients with the best care they can, even if it costs a little bit more. And I think some also see it as a marketing thing. They like it’s.
19:52
It’s hard to separate yourself from the, the 20 other orthopedic surgeons in your neighborhood and if you’ve got some partners that want to go in on a robot and pair up and kind of be known as a robotic center, you’re probably going to get more patients coming because they’re going to just recognize that or be interested in that. I think the big thing is that patient education. In terms of, if you were to ask a typical total hip patient, do you think the CT-based engineering team planned, robotically executed total hip is going to be more accurate than the person using just their eyeballs? They’d probably say yes, and it would be.
20:36
But accuracy is not the only factor in terms of what a successful case looks like. I think it’s something that we, especially in the navigation and robotic space, focus on because we have to, but it’s, it’s what our bread and butter is. But there’s so many other like if I was getting a total hit now, after, or if my mom was and I was evaluating, I wouldn’t necessarily ask, like, what technology they’re using. I want to know their volume. I want to know experience, the, the approach, the, how long they’ve done that approach, what their staff, how familiar they are with their staff, what’s their average surgery time? A huge one that no one ever talks about is who’s their anesthesiologist, what, what, what, what pain management are they doing during the case? After that, like? Those are the kind of things that probably end up moving the needle more than one versus two millimeters of accuracy, right?
21:33
so that’s those you know everything like that matters. But I think it’s really hard to tell if the the robotic marketing side of things is working on the patients. That that much I. Because I also think, like if we we’d market as in computer assistance, and would they know the difference between navigation and robotic? Probably not. It’s computer. When we’ll do, if we’re doing an anterior case, you could have a patient with our system get their left hip done and have two little pinholes above the incision in the iliac crest and a lot of the time they’re like what is this? What are these two holes, these little stitches? They go. It’s computer assistance, like oh sweet a robot.
22:28 – Samuel Adeyinka (Host)
It’s like yep sure.
22:28 – Jerry Ennett (Guest)
Exactly, yeah, I think yeah, it’s definitely a big piece is the marketing factor. A big chunk is the big implant brands have to have robots if they’re gonna sell their implants, because they got to be able to place a big price ticket item to compete with the other one that’s doing the same thing, so that the hospitals feel like they’re getting a big deal.
22:49 – Samuel Adeyinka (Host)
So, yeah, that that’s always a piece of it so, so, so then again, my big question is if, if the world seems to be going the direction of the robot for let’s just talk marketing purposes alone, and AI and accuracy, and even though you guys have exactly that, the robot is kind of the symbol of that to a layman what’s the future look like for you guys? Where do you guys see your place growing in the market? Is there a nuance of even though robots symbolize technology? There’s this smaller population that understand that navigation also symbolizes technology, or is it a little different?
23:27 – Jerry Ennett (Guest)
so I think there’s. I think there’s. I’m going to say two thoughts that I have on that. I might come up with a third while I talk about it. But the one is the robots historically have always been like almost human size, big, look like kind of r2d2, four times the size, take up. They also have a tower for cameras. They’ve got they’re taking up this like two pas spots in the in the operating, and that we’ve already seen with the T-mini and the success navigation that our small handheld devices have had is we have seen a shift to try and make things smaller. So we are already tiny and we have a lot of the robots going. We don’t need all that. We don’t. We gotta be small. We don’t need necessarily to be an arm that cuts the bone for the surgeon or guides the cut. We can be smaller and just guide them visually. They’re like yeah, it’s almost getting closer to navigationist. So there’s the t-mini.
24:32
Is is an, I think, kind of a peek into the future, because you have a big push into the outpatient center for hips and knees, which is inherently going to mean smaller operating rooms. The t-mini is also kind of neat because there there is this agnostic component to it it can be used with different, different implants, which is very good at an asc, also good at a hospital. So you have this shift from big, bulky things because that’s just what they’re like any technology and now it’s getting smaller. We were already small, we’re staying small, so that’s that’s a good conversion. The other thing that we excel in is reimbursements are going down and health care costs and health care spending is a huge topic of discussion and at certain point you got to ask people, we’re placing the robot here, no you, it’s making your implants. Someone’s paying for the thing in the end.
25:35
The patient the insurance, the implants, someone’s paying for these things. And if we are less expensive than a robot providing almost the same accuracy and stuff like that and the same outcomes, then you have a convergence that, like, the robots have to get cheaper, say, well, we’re already cheap, robots have to get smaller. Well, already small. So there there is a an interesting kind of dance going on.
26:03
Right now it’s almost like the robots are chasing you guys in a way where, as long as they keep their, there’s a huge debate of, like, what even a robot is, what the what makes a robot a robot? Is the t-mini a robot? Sure it’s. It looks like a drill that has a gimbal on it that moves, sure, so I mean, is that a robot? It my engineer. I’m an engineer by trade, so I have a definition of a robot that means it’s taking in data, it’s processing it and it’s moving or creating action from that data through electrical.
26:47
So the T-mini would be a robot, and so I think there’s some conversion in the middle that it. It’s got to be cheaper, it’s got to be probably some form of no capital purchase and just a fee per use or flexible, at least, I think, agnostics the future, because it just and that’s the T-mini’s goal is all these people, rosa Mako, you have all these big companies battling with these robots, velas, and then if you can just get one, that’s good. With all of them, it’s going to make a big hospital just by that. That’s the. It’s a big. All these questions are like there’s big debates going on right now, but there’s, yeah, it’s, those are good questions.
27:36 – Samuel Adeyinka (Host)
So so, okay, and and and I know I’m going on and on about technology, the robot and your navigation system, but I’m really trying to paint the picture here and really I’m trying to just kind of indulge me in looking into the future. Indulge me in looking into the future. I had a surgeon that I was speaking with a few months back and he’s really big in the AI front and he’s deep into the robotics front. The coolest thing that he was a part of was he was able to be part of a surgery and I think and you know my guests are gonna be like, actually, samuel, but let me just guess the best I can I think he was in Rome and the surgery happened in France, and so they were able to successfully. You know there’s nobody in the in France, they were all in Rome and they’re able to successfully do a surgery in in in France, and so it was like, wow, you know, like this is, we’re here.
28:24
You know, when you think about the future maybe 20 years too aggressive, 10 years out from now what do you see? Do you see a bunch of procedures like that and somehow your navigation system is also there, or do you see that, like you said, robots are very, very small and it’s navigation versus the robot, and everyone is kind of like I like to be more hands-on, so I’m going navigation or no, I want to be less hands-on, so I’m going robot. How do you see it, the future, with that in mind? Maybe 10 years out?
29:00 – Jerry Ennett (Guest)
I would say 10 years is going to look a lot like it does now. The biggest. I think you’ll probably see technology being used in almost every OR of some sort. But the idea of like the da vinci, that’s remote and it’s doing soft tissue surgery or laparoscopies, stuff like that, I think quite far from from a total joint perspective.
29:23
It’s a macro procedure like it’s a, sometimes it’s a workout like the certain, like you’re dealing with either hard bone doing a revision, trying to get the thing out, trying to get the, the screw in. It’s often tough you can get like you have to lift the leg and put it through a range of motion and a patient might be. That leg might be 50 pounds. That like might make the 150 pounds. Sure, you know you’re sweating buckets You’re often needing. I think it’s a it’s a macro kind of more aggressive surgery that a robot especially what robots are good for is like doing surgery on a grape, like tiny, fine things. That doesn’t translate yet to orthopedics. So I think in the total joint space would look a lot like it does. Now. There’ll probably be smaller robots and probably, I’m guessing, more agnostic type stuff and navigation and things like that.
30:22 – Samuel Adeyinka (Host)
Got it Now when it comes to navigation. Are the surgery shorter or it’s still same time?
30:29 – Jerry Ennett (Guest)
So our system, clinic, like studies wise, we, our claim is we had on a hip, we had less than three minutes. Now when you say that it’s like, okay, well, you had time, but in reality that’s that’s what we’re looking at is there’s 2.9 minutes of setup, registration and final numbers. We expedite the process of trialing. So if you have, let’s say, you put in a certain size and it feels short, the leg short, you might go up a size, still feel short, go up two sizes. Now it feels long. I’m gonna go back. That takes a long time. What our system you’d see. Look at the macbook pro and say I’m three millimeters long. Okay, I’m actually fine with that. I don’t want to go to five, I’m just and I mean so it. It expedites that process, it.
31:33
You can look at offset, see right away that oh, we did reduce offset, let’s go high offset, finish it. Final implant done. So there are components of the surgery that you do speed up. Typically we navigation is quicker than a robot. That’s usually what we see. Is if we do have a surgeon going from a robot to us, a lot of the time it’s either they’re switching implants is a big one or they go from a hospital to an ASC and the ASC doesn’t want the robot, so they use us instead to not spend money. Third, most common would probably be the robot’s taking too long. I’m not good enough with it. I need to.
32:14 – Samuel Adeyinka (Host)
I want to get yeah so I mean like a 30 to 45 minute hip or knee is not uncommon, but there are wizard with the robots that can do 30 minute joints too sure so you know and I don’t think I’ve ever asked this any surgeon, surgeon or med tech entrepreneur like yourself, when it comes to the stress to the surgeon navigation versus robot is that even a factor or not really?
32:42 – Jerry Ennett (Guest)
Stress, physical or mental, both. So I would say physical stress that’s one of the arguments for robots, would that be? It’s an actuated arm that’s kind of guiding you. I have heard that as you’re doing it it’s kind of fighting you and it’s kind of like a haptic feedback thing. So I think when you get good at it, it’s probably less.
33:07
There’s a lot of other things too, like the woodpecker from, I think whatever it’s called from. That’s the or zimmer has one now. I think it’s the pneumatic broach and things like that. That’ll that hammer it in pneumatically, which is an argument for reducing physical stress and elbow strain and things like that. But yeah, I think there’s nothing crazy on either side.
33:32
I think both improve mental stress because you are leaving the OR not too worried. You’re going to get an outlier. Like a big stress for a surgeon is when they think they did a good case and they battled a little bit. They’re unsure and they leave that post-op x-ray still has to come through and if they see something it’s like, oh shoot, that’s the gotta be the worst feeling. So one thing we do I do talk to surgeons about, we do talk about as a sales team, is we want them to go home, cool as a cucumber. Go work out or be with your family. We don’t want you to worry about the post-op x-ray, which is that outlier piece that’s what’s good about it and that was Jerry in it.
34:17 – Samuel Adeyinka (Host)
I mean amazing stuff. The technology in medicine just gets more fascinating by the day. The fact that there’s even navigation that’s in a sense competing with robotics, and they’re neck and neck with what they bring to a surgeon’s experience, it’s amazing. And for it to be driven by the patient and both of them to have a marketing piece involved, who knew? This is the kind of content that’s going to change the game for you if medical sales is your goal and if you’re in medical sales, same thing, because if you’re not in this space you’ve ever wanted to be. You got some inside information that’s going to truly allow you to make some really powerful decisions.
34:55
As always, we do our best to bring you the best and the most innovative in medical sales. One thing that allows us to continue and that allows us to bring you these awesome episodes is if you subscribe to the podcast. So if you’re listening right now and you have not subscribed before, make sure you subscribe to the Medical Sales Podcast and keep coming back for more, and I look forward to seeing you next week for another episode of the Medical Sales Podcast. I hope you enjoyed today’s episode. 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 allow 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.
