Evolve Your Success

MSP 77 John Livesay | Storytelling

 

Storytelling is a skill that humans have polished for thousands of years. Now we find out how we can use this to help fuel sales and profitability. Samuel Gbadebo talks to The Pitch Whisperer himself, John Livesay. John discusses soft skills, backing up emotions with logic and closing the sale. Tune in and learn more great sales tips from John Livesay.

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Storytelling, Medical Sales And Success With John Livesay

We have with us, John Livesay. He brings a very unique addition to what value can be brought to medical sales professionals. He is known as The Pitch Whisperer. He is a sales keynote speaker and trainer. He shows companies and sales teams specifically how to turn mundane case studies into compelling case stories so that they can win new business. From John’s award-winning career at Condé Nast, he shares the lessons he learned that turned sales teams into revenue rockstars. He has a TEDx Talk called Be The Lifeguard of Your Own Life and it has over one million views. 

This is going to be something that anyone in the industry would want to know, whether you’re trying to get in, you’re currently a sales rep or you’re leading the way. John brings a style of selling that can help anyone perform better in their role. As always, thank you for reading. This is going to be part one of this two-part interview. I hope you enjoy this interview.

John, how are you doing?

I’m great. Thanks for having me.

I’m not going to spoil it. Why don’t you tell everybody who you are and what you do?

Do you know how so many medical tech reps struggle not to drown in a sea of sameness, they push out facts and figures, and wonder why they are coming in second place when they pitch against competitors? I’m known as The Pitch Whisperer. I’ve written four books on the topic of selling and storytelling. I won Salesperson of the Year at Condé Nast. Companies bring me in as their keynote speaker or trainer at their meetings to teach their team how to tell stories that make their offers tug at heartstrings, which results in people opening purse strings.

Your focus is on healthcare sales.

It’s healthcare and medical tech.

What’s your background? Tell us a little bit about that.

[bctt tweet=”Soft skills could be listening, empathy, and storytelling. When you combine those three together, it gives you the emotional connection that makes people want to buy from you.” via=”no”]

I majored in Advertising at the University of Illinois in Champaign-Urbana, which is where I hail from. I was fascinated by what motivates people to change their behavior and go with one brand versus another. I moved to San Francisco and got involved in the world of high tech in Silicon Valley, selling multimillion-dollar mainframe computers to big companies like TRW.

I realized that even that big decision was not logic. It was emotion. They would tell me, “Your equipment is faster, more reliable and less expensive but we’re not going to buy it because we have all IBM. If it breaks, then IBM is going to point the finger at another vendor. If it breaks and it’s all IBM, they will take responsibility. I could get fired if I buy your product.” I thought, “There’s so much emotion going on here. It’s not logic.”

That was my first a-ha. I had a career working for an ad agency where we would do commercials for movies coming out on home video back in the day of Blockbuster. I learned about storytelling there and how you can take a two-hour movie depending on what you edit, make it either a comedy or a drama, and get people to want to see it if they hadn’t seen it in the movies.

I had a fifteen-year career at Condé Nast, which is Wired, GQ, Vanity Fair and all these wonderful brands, selling advertising. At one point, I got laid off in 2008. I had to reinvent myself and learn how to sell digital. I got rehired back and won Salesperson of the Year against 400 other reps. For the last few years, I’ve been on my own, getting hired as a speaker to help people in tech and healthcare, in particular, figure out how to take that complex product and turn it into a story that people remember.

First of all, you had quite a background. I love your analogy of once you learn how to take a little bit of a movie when it comes to the editing, and knowing what to change to make it how you want the person that’s viewing it to receive it. That makes so much sense. What steered you in the direction of doing this for healthcare companies?

Originally, I thought I wanted to be a dentist. I’ve always been interested in the healthcare industry. I even had a model tooth when I was a kid, instead of a model airplane. My sister works in healthcare and I said, “There’s so much drama here. People’s lives are at stake. No one’s talking about it.” They’re talking about speeds and feeds, resolution on a monitor or something. There was such a disconnect. Anthem Insurance was the first company that hired me to speak at their event.

There was a bunch of nurses and MBAs. They needed them to sell the data to doctors but they had no sales training nor did they want to think of themselves as salespeople. I said, “Let’s invite them to become storytellers.” They love that idea. I said, “What else is going to happen after I give the talk?” They said, “We’re going to have an improvisation session where people are going to shout out objections to people on stage role-playing the doctors in Anthem.”

MSP 77 John Livesay | Storytelling
Storytelling Theres such a need to help people figure out how they can get out of the nitty gritty of whats on the brochure and tell a story that will make them stand out

 

I said, “I’ll stay after my talk and whisper in their ear if they get stuck something from my talk.” They said, “That would be amazing.” People said, “How long have you been in healthcare?” I said, “I haven’t but I took the time to learn all your acronyms so that people thought I was.” That opened the floodgates. I have been requested to speak at different events and clients because there’s such a need to help people figure out how we can get out of the nitty-gritty of what’s on the brochure, and tell a story that’s going to make us stand out.

After your sales training, you’re telling me that let’s say a healthcare sales rep is having a lackluster quarter. Things aren’t going well. They’re like, “This next quarter needs to be strong. I have to find something to do to close the gap.” They can take your training and because of the way you train on how to infuse a story into your selling, they will be able to resonate with their customers in a completely different way.

First of all, the awareness that people buy emotionally and then back it up with logic is a big a-ha for most people because they tend to be left-brained. They like the numbers. Once they have that awareness that whoever tells the best story gets the sale, they start to realize, “This is a soft skill I was never taught.” Soft skills could be listening, empathy and storytelling. When you combine those three soft skills together, it gives you the emotional connection that makes people want to buy from you.

Tell us the story of when you first experimented with this method with a healthcare company and got your first results back. What happened?

Honeywell has hired me twice to come to speak at their meetings. Phoenix Controls is one of their divisions that makes the fans in the operating rooms. They were talking about how the fan was made, how fast it spins, particles and all that stuff. I’m wondering why more people weren’t buying it because it’s such a clearly great product. It’s well-made. I started asking them some questions. I said, “What happens if the fan doesn’t work?”

For a good story to have any impact, the stakes have to be high. That’s where the salesperson’s ability to understand a client’s problem comes in. The better you understand somebody’s problem, the better they think you have their solution. Hence, the empathy hat of understanding the problem. They said, “During surgery, that fan has to keep things clean. The patient could get infected. The smoke needs to be sucked up. It’s not just the patient. It’s also the doctors and nurses during surgery after surgery that could get secondhand smoke.”

The minute they told me that, I said, “We have a new story.” This is pre-pandemic. You don’t need to be talking just to the purchasing department who decides what fan to buy. You also need to be talking to the HR department. This is a key issue in keeping the people who work there safe. There’s the emotion of, “We’re not just worried about the patients. We’re now worried about our doctors and nurses not having secondhand smoke despite the mask if the fan is not working properly.” It completely changed the story and who they were telling it to. Their sales went up substantially after that.

[bctt tweet=”You want to tell the right story to the right person at the right time. The secret is they see themselves in that story.” via=”no”]

You wrote this book called The Sale Is In The Tale. It captures this method that you created that healthcare companies can use. I’m not going to say anything. I want you to tell us about this book. What is it about? Who’s in it? Why should we read it?

It’s a story about storytelling. I tell people, “When you tell a story, you’re showing someone something as opposed to telling them.” This takes you on the journey of a 30-something-year-old medical tech sales rep based in Austin, Texas. He has had some success right out of school and getting promoted but all of a sudden, he’s hitting a slump. Luckily for him, he finds a mentor, one of his tech engineers who see other sales reps telling stories, and starts to introduce the concept of why he should tell a story. He realizes it’s not just a story about the product. It’s also a story about himself and the company.

There are five storytelling secrets in the back of the book or the methodology that’s shown in the story so people have templates that they can start to use saying, “I need to have a better elevator pitch and turn that into an elevator story. I need a story of origin for people to remember me. I need a story about my company of why I love working here and what it stands for.” The magic is turning a boring case study or testimonials into a compelling case story. Finally, the impact of that is you can have all the stories from all your coworkers live in one place and share the stories.

If you think of your brain as a playlist that plays songs, you don’t want to have just one story that you’re telling all the time. When you have a repository map or Google Docs where all the stories live, then you can access other people’s stories because you want to tell the right story to the right person at the right time. The secret is they see themselves in that story. Your closing techniques completely change. You no longer have to push people to buy. You simply say after telling a great story, “Does that sound like the kind of journey you would like to go on?” Do you want to hear an example?

Yes. You’ve piqued my interest. I got to hear what this looks like.

I said to one of the tech companies I was helping and working with, “What are you saying now to doctors to get them to buy this equipment?” “It makes the surgeries go 30% faster. Don’t you want one?” They couldn’t understand why they weren’t winning pitches against the competition. They said, “It’s so logical. I don’t understand.” I said, “There’s no story.” I asked some questions and now, instead of saying 30% faster, here’s what they say.

“Imagine how happy Dr. Higgins was six months ago down at Long Beach Memorial using our equipment when he could go out to the patient’s family in the waiting room an hour earlier than expected. If you’ve ever waited for someone you love to come out of surgery, you know every minute feels like an hour. The doctor put them out of their waiting misery and said, ‘Good news, the scope shows that they don’t have cancer. They’re going to be fine.’”

MSP 77 John Livesay | Storytelling
The Sale Is in the Tale

He then turned to the rep and said, “That’s why I became a doctor for moments like this.” That rep tells that story to another doctor at another hospital. They see themselves in the story and say, “That’s why I became a doctor. I want your equipment too.” After the client heard that story, they said, “That gives us chills. Not only are we not telling a story. It never occurred to us to make a patient’s family a character in the story.”

That’s what I help do, “How do we figure out who has the highest stakes here?” It’s not just the doctor or the patient. It’s also the patient’s families that are impacted by that surgery going on. You see how I pulled you into the story by saying, “If you’ve ever waited for someone you love to come out.” Even if you haven’t, you can imagine it or you probably know somebody who could. The case stories are short but they are powerful.

Let’s say I’m a representative and I heard this episode. I said, “I want to know what this is about. I could benefit from this.” Do you have training for individuals or is everything you do company-based?

I have an online course called Revenue Rockstar Mastery that takes people through all the different steps of how to tell a story, as well as little quizzes to make sure you’re learning it. More importantly, you get to be in a group coaching session with me for four weeks. We practice your stories and get my attention. I can fine-tune and tweak your stories with you in the group. I keep the groups to twenty people at a time so everybody gets attention.

That was going to be my next question. The training for this, how long does it typically take?

I purposely made it quick because as salespeople, we’re all busy. Each module is only ten minutes. It’s ten minutes for ten days and you’re done or binge-watch it like Netflix. It’s up to you. Most of my students watch it multiple times because they want to re-listen to something or practice something. They bring in their questions and stories and I help them. They take it out in the real world, test drive it and say, “I’m selling more with saying less. I’m not feeling pushy. This is amazing.”

Have you been able to see students that you’ve coached at some point later on, and seen a complete transformation in how they do things or even how they talk about what they’re experiencing?

[bctt tweet=”For a good story to have any impact, the stakes have to be high. That’s where the salesperson’s ability to understand a client’s problem comes in.” via=”no”]

Yes. There’s nothing more rewarding than having that impact, not just on a few people but on a whole company’s culture, “Storytelling is now part of our culture. We open our meetings by telling our stories of a win that week.”

When I think about this, this is not something just for the sales team. This is for every single individual in the organization, whether it’s within the company team meeting or someone from the executive team talking to a potential business partner or a potential client. They can be infusing these stories and create a real picture of what value they are giving to whoever their client base is.

I’ve seen one client take all of these case stories and put them on a repository map. It’s now an onboarding tool for new reps to get to know their colleagues. They’re not only learning their success case stories but also their own story of origin. They find out something personal about them that makes them feel they could bond with them.

You’re saying that there’s a map where new hires can learn about their counterparts through storytelling.

You click on a city and up pops that person’s case story as well as their own story of origin. You go, “My mom was a nurse. Your mom was a nurse.” You then start the conversation.

This is great stuff. Where can people get this book?

It’s on Amazon. You buy it from my website, JohnLivesay.com. It’s The Sale Is In The Tale. It’s spelled as Tale on purpose because it’s a fable or a fairy tale.

MSP 77 John Livesay | Storytelling
Storytelling The magic is turning a boring case study or testimonials into a compelling case story

 

Where can people find you and get ahold of you?

My website is the easiest, JohnLivesay.com. If you can’t remember the title of my book or my name, just google The Pitch Whisperer and all my content comes up.

Anyone can contact you to talk to you about coming to speak at their national sales meeting or do some training. Anyone can contact you regarding that and the individual training as well. John, this was fantastic to hear. I love learning this. I know the audience did too. Is there anything else you want to share before we wrap up?

If you text the word PITCH to 66866, you will get a free gift from me on how to improve your stories.

You better go and do it. John, it was great having you. Thanks again.

Thanks, Samuel.

That was John Livesay, The Pitch Whisperer. It’s fascinating how key telling stories is to customers to help them see how your product or service brings value to the patients or whoever they’re working with. It’s a critical piece in any type of sales profession, especially in medical sales because patients’ lives and quality of life are on the line. It’s imperative that your solution is seen in its best light so that your customers can utilize them accordingly. You might be reading this and thinking to yourself, “This is an industry I want to be in. I do not know how to get there.” Maybe you’ve been trying to get there and it’s not happening. Make sure you visit EvolveYourSuccess.com and follow the prompts that you see.

If you’re someone in the industry and you’re thinking that you want to make 2022 your best year, show up as a better resource to your customers, truly provide value, and make sure that any patients you have anything to do with are getting the most out of their quality of life, visit EvolveYourSuccess.com and follow the prompts. As always, we do our best to bring you guests that bring different perspectives within medical sales, innovation, and even different strategies on how to be a performer and someone that brings true value to everyone in the medical sales space. You can visit his site. Make sure you get his book because he has an amazing way of helping you communicate better. As always, tune in for another episode.

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About John Livesay

MSP 77 John Livesay | Storytelling John Livesay, aka The Pitch Whisperer, is a sales keynote speaker where he shows companies’ sales teams how to turn mundane case studies into compelling case stories so they win more new business. From John’s award winning career at Conde Nast, he shares the lessons he learned that turns sales teams into revenue rock stars. His TEDx talk: Be The Lifeguard of your own life has over 1,000,000 views.

After clients hire John they stop coming in second place when they pitch against competitors Without being pushy

Pamela Hutzler

Account Executive at

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I just landed a job offer from In my previous role as VP of Operations and Sales within eyewear, I knew I found my niche and I am delighted to stay in the vision industry.

I owe this opportunity to the Evolve Your Success Team and my mentor, Justin Lohman. Without them, this wouldn’t have been possible! Before enrolling in the Medical Sales Career Builder, I was not getting interviews where I was close to an offer. Being in my previous position for 17 years, I did not understand the nuances to interviewing today. After a few short months in the program, I learned how to best present myself in interviews. This program grew my confidence and I was quickly landed multiple interviews. 

Prior to Evolve Your Success, I was not active on LinkedIn or frequently listening to podcasts. Throughout the program, I learned the importance of online networking and familiarizing yourself with companies to land the job. Everyone around me understood my frustrations, listened to my viewpoints, and set me up with the tools to land my dream job! The process is foolproof and if you follow each step and work hard every day, you will succeed!

Do not leave your career to chance. Joining the Medical Sales Career Builder program was the best decision I’ve made and I recommend you do the same! Yes, there is sticker shock at the beginning, but every good thing comes at a price! The community you build and continue to build long after you graduate lasts a lifetime. You have so much to gain and absolutely nothing to lose if you show up and give it 100%! If I can do it, you can too!

Thank you again to the EYS team for making my dream come true!

Jeff Boswell

Mazor Clinical Consultant at

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I just landed the Mazor Clinical Consultant position with

Prior to transitioning into the medical device industry, I was a surgical tech for 9 years. I just want to thank Samuel and the Envolve Your Success community for assisting me in finally securing a medial device position. Before enrolling in the Medical Sales Career Builder, I couldn’t secure a position. I was able to land interviews on my own but couldn’t surpass other candidates in closing in on a role. With the help of Samuel and his team, I was able to breakthrough and stand above other candidates in the late stages of the interviewing process. Before, I was trying to network with other individuals, but the MSCB program taught me how to properly network with individuals and what the right approach was. Also, the MSCB program guided me in making my LinkedIn profile elite that would make me stand out to recruiters and other medical device professionals. The hesitation that I had that prevented me from signing up immediately was the financial commitment, but I knew I’d exhausted all my resources and options on my own in trying to secure a position. I knew I needed elite mentorship and guidance, and finally signing up for the MSCB program was the best investment I could ever make. When you consider what will happen to yourself as a leader and your revenue. It’s a no-brainer. You have so much to gain and absolutely nothing to lose if you show up 100% just as Samuel does! Thank you so much to the EYS team; my life and my career will never be the same!

Haley Moffatt

Territory Specialist at

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I’m thrilled to share that l have accepted a position with as a Territory Specialist. My background has been in nursing, everything from the operating room to bedside care. Taking this step into medical sales I had no idea where to start which is how I stumbled across Evolve Your Success.
 
With guidance from my incredible mentors at Evolve Your Success and Samuel, I was able to successfully make that transition. A huge thank you to my mentors Blake Williams, Blake Cagle, Kelsey Stark, Nidhi Joshi and Emma Sturtevant who offered me continuous support throughout this entire journey.

Before this, I barely knew where to start. This program gave me the tools I needed to create a foundation so that I could confidently make this transition between careers. Learning how to approach the interview process, understand different companies, and really tell my story was what set this program apart.

I’ll admit I was hesitant to invest in this program, however, now that I’ve done it I know that it was the right decision.

Thanks to Samuel and his team, my hard work, and God, I’m grateful to be moving forward in this new career. To anyone considering the leap, I can’t recommend EYS enough. This experience has been life changing, and I’m beyond excited to see what the future holds in this industry.

Benjamin Jarosch

Associate Clinical Representative at

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I am thrilled to announce I just stepped into a new role as an Associate Clinical Representative with . I want to thank the Medical Sales Career Builder (MSCB), this wouldn’t have been possible without them!

Previously I worked as an occupational therapist in an acute care setting. And before that, as a freelance photographer. I’ve made big career jumps before, but I wanted to be more intentional and prepared this time. In school, I remember learning about emerging technologies and the valuable role that OT’s can play in non-clinical spaces, given our unique training. However, I had no idea how to grow beyond the clinic. 

Before enrolling in the Medical Sales Career Builder program, I didn’t even know what I didn’t know. I was listening to podcasts, reading blog posts, and taking inconsistent shots in the dark for networking. My biggest hesitation to sign up for coaching was committing myself to a goal when I didn’t yet have a clear direction in mind. 

From listening to his podcasts, I knew Samuel had a track record of success and a wealth of connections to a broad range of people within the industry. That gave me the confidence to sign up and follow his direction. After going through the MSCB program, I can honestly say I wish I would have started sooner. 

The team at Evolve Your Success were phenomenal. They really listened to my story and took time to customize my strategy with me. Samuel and the mentors were instrumental in navigating me into device sales based on my preferences and background. They helped lay out action plans, including research, book lists, group discussions and training sessions, as well as specific networking strategies and mock interview preparation. Through the program I gained a new like minded community to collaborate with. The whole process could not have been more straightforward, and spelled out the exact steps I needed to take to get to where I am now. 

As with most things in life, you get out what you put in. I highly recommend investing in yourself by joining the Medical Sales Career Builder program. Their team will equip you with the knowledge, tools, and support to take control of your career and reach your goals. 

Thank you again to Evolve Your Success for making this career in medical sales a reality for me.

Kienn Cape

Therapy Consultant at

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I’m thrilled to share that I’ve just received a job offer with  , working with spinal cord stimulation for chronic pain! My background has been in nursing, everything from bedside care to travel nursing and IV clinic work; stepping into medical sales felt like uncharted territory. With guidance from Samuel and the incredible EYS team, I made it here. Huge thanks to mentors like Nidhi, Blake, Jules, Shawna, and Aaron, who supported me throughout this journey and are people who genuinely care. 

Before this, I barely knew where to start. I had friends in pharma sales but wasn’t familiar with the broader field of medical device sales or how many opportunities it offered. I wanted a way to continue helping patients in a new capacity, but I didn’t know how to approach the interview process, understand different companies, or even determine the right path within medical sales for my skills and goals.

EYS was like a roadmap, breaking down each step in a way that felt almost like solving a puzzle. They helped me recognize how my clinical background as an RN is full of transferable skills that are valuable in medical sales. The program also laid out the companies, roles, and key industry players that aligned with my experience and interests, giving me the knowledge and confidence to navigate interviews successfully.

I’ll admit, I hesitated initially. I wasn’t sure if EYS was legitimate. But after talking to April and connecting with people who had been through the program, I knew they were genuinely invested in helping professionals like me succeed. It’s something we laugh about now!

I’ve come to realize how many fulfilling, growth-oriented opportunities exist in this field, and EYS has been an incredible part of making this happen. Medical sales has so much to offer, from professional development to a work culture where people are genuinely happy and hard work is rewarded, something I hadn’t experienced as a nurse.

Thanks to EYS, my hard work, and God, I’m grateful to be moving forward in this new career. To anyone considering the leap, I can’t recommend EYS enough. This experience has been life changing, and I’m beyond excited to see what the future holds!

Lou Mirabello

Associate Spine Specialist  globus logo

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One year ago, I was a registered nurse in the Emergency Department here in Columbus, OH, when Samuel from Evolve Success reached out to me. His question was simple: “Have you ever considered a career in medical devices?” The truth was, I had.

At that time, I was three months into my journey trying to break into the medical device field. I had already “considered” that I no longer wanted to be a bedside nurse. I had also decided that enough was enough.

So, I declared that asking for help was not a sign of weakness. In fact, I firmly believe today that seeking the wisdom of others is the ultimate sign of strength.

And that’s exactly what I did. I joined Samuel’s team at Evolve Success for professional, high-quality mentorship. The result? Within three months of being equipped through his program, I did it—I got the job I had always dreamed of.

My advice to you? Take yourself seriously, or no one else will. I’ve found that the best way to show respect for myself is by valuing my time and investing in my dreams. I’ve learned to use my resources to rewrite my life’s script. It turns out that mentorship is a massive competitive advantage, and I’ve learned to leverage it as much as possible.

Here’s the reality for medical sales applicants: time will continue to pass, and some of you will settle—even though deep down you know you’re selling out on your professional dreams. Days will turn into weeks, weeks into months, and eventually years will slip away as your ambition of breaking into the medical device industry fades into distant thoughts.

I firmly believe that if you give Samuel a chance to guide you in your journey, not only will you not regret it, but soon you won’t be able to contain your excitement. You’ll realize that someone out there is in the same position you were just a short while ago—lost, with a dream to change their life and potential, but no direction. You’ll likely feel as I do now: eager to intervene and change someone else’s life. To pay it forward, just as someone did for you.

A sincere thank you to Samuel and the entire team at Evolve Success for your commitment to excellence and your continued investment in me.

Wishing all you medical device applicants the best.

Christine Mortenson

Medical Device Sales | New Business Development | Fierce Advocate for Positive Patient Outcomes | Hockey is my Happy Place

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I’m Now a Medical Territory Manager! I was a Regional Sales Representative for Long-Term Care pharmacy services. I had dreamed of getting into the med sales industry when I went into my career as a nurse, but the pharmacy sales job came to me, and I had just settled. Fortunately, I had a job shakeup that allowed me to determine that now was the time to pursue my original vision. I absolutely would not have this position without Samuel and the Evolve Your Success community. A lot of people my age would just stop trying, but EYS believed in me. EYS allowed me to break into the industry in 90-Days after I had been trying on my own for over two years! I had lots of recruiter screenings, and a few interviews with hiring managers, but I was never offered a position. Before EYS, I didn’t realize I was doing the bare minimum to get hired. I was applying everywhere, hoping to get noticed and waiting. It just wasn’t working! I didn’t know that that was not enough to compete in an industry this sought after, and against people who knew what I didn’t know about the process. Of course, I had to think hard before making a financial investment that’s reasonably substantial. But when I read the testimonials of real med sales reps on the site and learned that I wasn’t the only one taking a chance on my success, that EYS was sharing that risk also, I knew I had to do it. Though you might be able to cobble together some of the steps of getting a role in med sales from online research on your own, you just can’t know what you don’t know! The process of going through EYS presents this insider knowledge to the student, as well as giving you a progression of difficulty as you obtain the information, and you begin to master it. Not only that, but they give you access to amazing mentors and instructors, allow you to practice your interview skills, and teach you how to market yourself through social media and your own website! I cannot stress enough that EYS was the factor that made the difference in my successfully landing my dream job! The support, structure, and knowledge gained was invaluable! I would recommend this course to ANYONE looking to break into medical sales Thank you so much, EYS! This journey has been life changing and has resulted in the successful culmination of my 18-Year ambition!

Jerry Johnson

Territory Manager Endoscopy with 

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I highly recommend Samuel’s EYS Program! The program is pivotal for not only people who are trying to break into a medical device/pharma career, but also for those who are already in and simply want to enhance their experience and have more success! Samuel’s team is also stellar when it comes to attentiveness and efficiency. Everyone is on the same page and they are all extremely resourceful. If anyone is looking to break into this rewarding industry and you are experiencing difficulty, I encourage you to invest in yourself and give the EYS program the opportunity to get you there!

Ashley Stratton

Sports Medicine Associate Sales Rep | Doctor of Physical Therapy | Former DI Soccer

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I am happy to announce I have accepted a job offer with Sports Medicine in Phoenix! I extend so much gratitude to the Evolve Your Success group as I land this role and get ready to pursue my dream job. I am a Physical Therapist who became a little stuck in the profession due to issues with reimbursement and the difficulty for continued growth upwards. I turned to EYS to assist me in learning about the medical sales industry and gain knowledgable mentors who were able to help coach me in this process. I am a strong believer in surrounding yourself with the best and good things will happen. I did work hard, but with the support of my mentors and other colleagues going through a career change, I felt a sense of community and it confirmed my drive to get into this industry. I have already learned so much through the interview process, and feel very blessed to have had the resources this group provided. I have made lifelong friends and I cannot wait to continue to follow others’ journeys to pursue this incredible field. I urge you to give Evolve Your Success a try to gain mentorship, guidance, and support through any career transition.

Betsy Earnest

Pharmaceutical Sales Specialist

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I landed my dream role at and am excited to make a difference in patients’ lives as a Pharmaceutical Sales Specialist.

After working as a nurse for 13 years and running my own floral design business I wanted to find a way to blend my clinical background and entrepreneurial experience to pursue a fulfilling career in medical sales.

Before I enrolled in the Medical Sales Career Builder I was hesitant to begin my journey and wanted to make sure I could be as prepared as possible when working to break in. That’s where I found Samuel and the team at EYS. I began listening to medical sales podcasts and heard story after story of how EYS helped change lives. I knew that by joining the program I would have all the tools and coaching necessary to be successful in achieving my goals.

Going through the steps of the MCSB gave me the 30,000 foot view of what it takes to break into such a competitive industry. I knew I would come out on the other side changed and that it would set me apart from the many others looking to do the same. The team at EYS helped me gain the confidence it takes to interview, taught me how to clearly articulate my story, and easily translate how my background as a nurse and business owner can drive success into this industry.

Along with the incredible learning materials I was blown away by the enthusiasm and professionalism of all the mentors I was able to learn from. Not only did they offer guidance from their past experiences they tailored their support to my unique background and career aspirations. If you know you are looking to make a change and don’t want to make it alone, EYS gives you the team and the support you need to be successful. It takes time and a lot of hard work but in the end it pays off and you will be proud of the journey you made to get there!

Thank you again to such an incredible team that changed my life and so many others!

Aaron McCartney

Disrupting Healthcare using AI | RCM | SaaS

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I just landed an offer for my dream job at ! Though I truly enjoyed working as a physical therapist, I can’t wait to start my career in the sales world as a Clinical Account Executive.

This opportunity would not have been possible without Samuel, the team at EYS, and the MCSB program. Prior to enrolling with EYS, I was very frustrated with the lack of interviews and opportunities I was getting in the Medtech sales space. With the lessons learned from MCSB and guidance from the incredible team at EYS, I was empowered with the tools needed to earn interviews and thrive in the hiring process. Though I tried to acquire knowledge through podcasts, the straightforward and personalized EYS program was a major help to learn the ways of the sales world. Samuel, Blake, and my mentor Ryan provided encouragement and boosted my self-confidence that I can secure a job in the non-clinical space. The EYS program helped me translate my clinical skills/background as physical therapist into a salesperson in the medical field.

I highly recommend anyone who is passionate about making the transition into medical sales to join EYS. You will certainly not regret it, as it is truly a family that wants to see you succeed as much as you do!

Naz Momtaz

Medical Sales Representative

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I just landed a job offer from Becton Dickinson . I owe this opportunity to Samuel, the program, and the incredible mentors at EYS.

I am a former teacher with some sales experience, and switching to medical sales felt like an impossible leap. For about two years, I applied for medical sales jobs, but I didn’t even get a single interview. I tried applying directly on LinkedIn, but that didn’t work. I had heard about EYS, and did some research on it. The biggest criticism I heard was that if you know how to start a conversation with strangers, you shouldn’t have to pay for a program to get you a job. I tried networking on my own, but it didn’t get me anywhere.

After exhausting all other options, I decided to give EYS a try. From the moment I joined, I was enrolled in workshops and connected with a supportive team of medical sales reps who genuinely wanted me to succeed. I learned how to network effectively, who to reach out to, and how to make the right connections. The classes were excellent, and soon enough, I had a strong resume, much better industry knowledge, and a lot more confidence in my ability to land a medical sales job.

Within a month of joining, I started getting interviews! I couldn’t believe I was actually being seen by hiring people and seriously being considered for these jobs. But getting an interview is just the first step; you need to stand out. I did multiple mock interviews with EYS professionals and had phone conversations with my mentors before some of my interviews. I never felt alone in the process. Even when I received the job offer, I called one of my mentors right away and got some valuable advice on the next steps.

I’ve spoken with many medical sales professionals who have shared their own struggles in landing their first jobs. They’re all amazed at how quickly I received my offer and how it came about. I can honestly say I owe it 100% to EYS. If you’re in the same position I was in and are considering joining the program, don’t hesitate. It’s worth every penny, and the sooner you start, the sooner you’ll get a job offer.

Thank you EYS team for making a career in medical sales possible for me.

Alana B.

Sales Manager delivering solutions for sales and healthcare professionals to pursue passion for customers and patients! Sales Leader | Strategic Partner | Specialty Sales | Solution Selling | ACTIVATOR

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Samuel understands how to deliver expectations in your interview. He listens to your story to provide valuable solutions towards delivering your sales portfolio in an impactful and concise way.

He also quickly identifies any opportunities you may have to successfully exemplify your candidacy match for the role you are applying for.
His methodology boosted me with tools and confidence needed to access my dream job! I hope I will get more opportunities in the future to utilize his full program.

Katherine Thrasher, MBA

Digital Marketing | Solutions & Results Driven | Pharmaceutical Sales Expertise | People Connector | Relationship Manager

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Samuel is an excellent coach that helped me prepare for my pharmaceutical sales interviews. Coming from a non-pharmaceutical background, he utilized his previous sales experience and coaching tactics to help me become more prepared and more confident before meeting with hiring managers. As a result, I was offered a sales position within the pharmaceutical field! I highly recommend working with Samuel as a sales coach!

Julie Imbruno

Executive Vaccine Representative at Merck

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Samuel is one of the most authentic, well versed, inspirational coaches in the industry. I chanced upon Samuel’s LinkedIn profile and connected with him based on his industry knowledge. Upon our very 1st conversation I knew whole heartedly that he was the exact person I needed to help me make the career change I was looking for. He explained his program and what it had to offer. He also relayed what to expect within the 6 weeks we’d be specifically working on building this change together. The program he has in place works, because of its structure and methodology. He provides the most beneficial/honest feedback and support. He makes himself available for any and all questions. He has 1st hand working knowledge and experience of & within the industry and how to become exquisitely prepared for a career change into medical/pharmaceutical sales. Most importantly what his programming offers and the steps taken to ensure personal success(es) are worth every moment of time spent (resume building, interview preparation, presentation, etc.). Without Samuel’s guidance, support, knowledge, encouragement, honesty, and support I would still be looking for a pharmaceutical sales position. I feel blessed to have met him & had his guidance. “Once a client always a client”. Although the “career change” guidance and programming is no longer needed…I will remain his client for life (that’s guaranteed). Within the 6 short weeks of programming time…I went from barely understanding the industry to landing a dream position. Without a doubt…I will continue to access Samuel as my mentor and coach throughout my pharmaceutical sales career. I will reach out to him to assure my continued growth & success in this field. He’s the gentleman anyone needs if they are serious about making a career change. There is no doubt everyone succeeds with Samuel! To say that I am extremely grateful is an understatement.

Kelli D.

Licensed Medicare Direct Sales

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I decided to invest in Evolve Your Success sales coaching program to better my chances in pharmaceutical sales interview processes. Samuel delivered an excellent customer experience. Due to time constraints on my end, we had to do a “crash” course and the information and tools I received was still invaluable. The passion and knowledge that he integrated into the consults, was everything that I needed to boost my confidence, through proper preparation and key tools for successful interviewing in this very specific niche market. Receiving recorded videos of each training session was especially helpful to be able to be fully present during the session and not have to worry if I missed taking notes on some small but integral piece of information.

I highly recommend this program for any person interested in investing in their own success in sales. If you want better outcomes you must exercise your 5 P’s: Proper Preparation Prevents Poor Performance. Samuel will go above and beyond to help those who are serious about being prepared for success! I have already raved to my colleagues about the evolve your success programs and they all saw first hand how I was positively impacted toward greater results in my sales career!

I was willing to support this new business because I saw the passion behind it. And what I received was a first rate sales program. I am better personally and professionally for it, and you can be too. Invest in your now and reap the fruits forever. 2020 is a great year to start to Evolve Your Success for the decade ahead!

Jennifer Peckman-Rethman

Business Development Kansas City at Carl Zeiss Vision, Inc.

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When I scheduled my initial appointment with Samuel I wasn’t sure what to expect. In my case I needed advice and information to push through not being able to find the right sales job. Samuel tailors his program to your specific goals and puts in place a plan for success. His knowledge about medical sales is very impressive and through his sessions I felt much more confident and prepared to interview and negotiate and ultimately land 2 job offers. I highly recommend meeting with Samuel and start working towards your goals so you can land your dream job!

Stephanie Hernandez

B2B Sales. Medical sales. Financial services

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If you want to progress in your career, I highly recommend working with Samuel. Samuel is a well experienced individual who is passionate and dedicated to get the tools you need. Like many others, I was putting time on searching interview tips online and is nothing compared like the help you would receive from Samuel. He is a great coach who is also assertive to help follow your dream career path. Samuel has been a great help on giving advice and tools on what I needed to work on to land an opportunity I have been waiting for! Again I recommend his system for anybody that wants an opportunity in the medical sales industry!

MSP 166 | Cardiac Rhythm

Crystal Sobande

Cardiology Account Manager II

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I highly recommend Samuel if you are looking to advance your career. Samuel is very professional, a great coach, and a fabulous mentor. I have learned so much through the Medical Career Builder Program. I honestly wouldn’t have been able to get to where I am in my career without him. I am very happy to say that within a few weeks of starting his program, I was able to land several interviews and have recently accepted an offer working my dream job for Medtronic.

Ryan Pfeiffer

Nuclear Medicine Flex Force & Clinical Education Specialist

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Samuel is a top-notch medical sales leader, mentor and entrepreneur who knows how to get results while teaching others how to develop their own skills to do the same. I started his program as a Nuclear Medicine Technologist and have been hired as a Clinical Specialist at Siemens Healthineers. He works extremely hard, is passionate about his mission and builds success not only in himself or his company, but in the people around him. I’ll recommend this guy any day.

Andrew Koehler

Surgical Robotics Program Builder 🦾 | Disruptive Technology | Clinical Sales | Capital Sales | Surgical Robotics

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Samuel is a joy to work with! I started the EYS program and we immediately focused in on what I had learned and Samuel was able to help me drill down to what I needed to work on and articulated how to strengthen the weak points in my armor. The Career Builder Program and the wealth of videos, personal 1-1 time, and behind the scenes interviews and workbooks helped me prepare to land the job of dreams.

Many thanks to Samuel and EYS for their help keeping the fire lit and pushing me to be my best

Eric Knotts

Senior Therapeutic Area Specialist (Neuro Psych), Bristol Myers Squibb (BMS)

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When I first embarked on my journey to break into the pharmaceutical sales industry, I feeling getting quite discouraged. I was doing everything I could to really stand out, but only finding that I was able to make it to the first and second round of interviews. A full year and a half passed, with many courses and certifications under my belt, when I finally came across the Medical Sales Podcast by EYS. From here, I heard about the Medical Sales Career Builder and immediately enrolled! I knew that I was doing something right to get me into the interviews, but something was still preventing me from getting past that final interview and this program would give me the perfect opportunity to find out exactly what that was. With Samuel’s coaching and after going through the relevant learning modules and workbooks, I was finally able to master my approach to interviews. It turns out this is exactly what I needed to finally break though and get me the job! I was ecstatic when I got the job offer and I couldn’t have done it without Samuel’s help and support . Thank you Samuel!

MSP 82 | Medical Sales Representative

Brett St Clair

Medical Device Sales Representative

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Enrolling in Samuel’s EYS Career Builder program was the best professional decision I have made to date. The knowledge I gained through the program was pivotal in making myself the candidate I desired to be. Beyond the coursework, lessons, calls (etc), the course encourages you to commit to something that is often overlooked – internal reflection. While developing your skillset, network, and overall knowledge of the industry is incredibly important. One of the biggest takeaways for me was taking what you had learned and connecting it to your “why.” Why do you want to work for this company? Why do you want to promote these products? Why is this your passion? This course isn’t structured to land you “just a job,” it is structured to help you land your dream job. Which I was able to accomplish.

I wish everyone had the opportunity to learn from an individual like Samuel. He is someone who I consider as a coach & mentor, but also as a friend. Samuel is relentlessly focused on developing talent while pushing you to grow through positive reinforcement. The EYS program has made an undeniable impact in my life, and for that I give Samuel and the program my respect and highest recommendation.

Tyler Ropp BSN, RN

Senior Mako Product Specialist at Stryker | Robotic Joint Replacement

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I just got a job offer from Stryker! I want to thank Samuel and the Medical Sales Career Builder Program. As an experienced nurse, I knew for quite some time I wanted to apply my experience in a different way within the medical device industry. Before I found the program, I had applied and interviewed for several jobs in the industry but never received an offer. I was doing my best to prepare on my own listening to podcasts, reviewing resources on LinkedIn, and reading up on any interview prep I could find. No matter what I had done, I wasn’t seeing the results I wanted and knew I needed to make a change. I found Samuels’ program on LinkedIn, and after contacting him he got back to me in less than an hour and we started working together just 3 days later. Samuel had a clear process and plan for helping me succeed. He quickly determined my weaknesses and we worked extensively to improve them. I was given the resources and support I needed to get me to where I am today with a job offer from Stryker! Working with Samuel was the best decision I have made in helping acquire my dream job. Thank you again to Samuel and the Career Builder Program!

Alana Rugg MS, CMR

Area Manager, Therapy Awareness. Northeast & Atlantic Coast

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I just got a job offer!!! Thanks to Samuel and the Evolve Your Success Community. Many thanks to the Medical Sales Career Builder, I wouldn’t have been able to do this without them. Before I discovered the program I wasn’t getting as many interviews as I was hoping despite the fact that I was applying to multiple job opportunities. I was searching for job opportunities in my area and just applying to them online and hoping someone would call me. I was becoming frustrated and knew I needed to do something different that would make me standout from other candidates, that’s when I discovered Evolve Your Success. I researched the program and spoke with others who were past clients of the program, I heard nothing but rave reviews. As soon as I joined and spoke with Samuel I knew I made the right decision. Going through the Medical Sales Career Builder program was simple and intuitive. It gave me an exact road map that lead me to my new position! Joining this program was the best decision I have ever made. It taught me so much, brought me out of my comfort zone, and it gave me the confidence I needed to win the job of my dreams. I highly suggest you join the program, do the work, because the skills you learn here and the connections you build are the best in the industry. Now that I have the dream job I’m looking forward to the future and signing up for the next phase of the program, Sales Builder. Thanks again Samuel because of you and the team my career is on the right track!

Judy Gbadebo, M.D.

Physician-Scientist | Medical Affairs | Clinical Education and Research Director at scPharmaceuticals

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I just got a job offer! Samuel’s EYS Medical Sales Career Builder Program was bar none one of the most valuable programs I have ever had the pleasure of joining. As a medical doctor transitioning from clinical medicine into the biopharmaceutical industry, I knew I needed a professional, goal-directed program to guide my way in this bold, new venture. Samuel’s program helped me learn how to leverage my experiences in a unique fashion within the biopharma industry. His program provides an overabundance of resources. From networking and resume writing to interviewing and negotiating, EYS was there at every step of the process. I never felt alone, and was constantly encouraged.

Thank you Samuel for your expertise and creation of the EYS Career Builder Program!

Katherine Stovall

Area Sales Manager

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I’m so glad I went through the Medical Sales Career Builder program! I received amazing guidance and coaching that gave me the exact steps I needed to land my new position. I would definitely recommend going through the program to anyone wanting to break into the industry like me!

Kristina Stewart

I connect prescribers with treatment solutions for Migraines and Tardive Dyskinesia

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After recently migrating to the US, I was eager to re-start my career in Pharmaceutical Sales. I quickly realized that I would need an experienced industry professional to guide me on this journey. Samuel and the EYS Career Builder Program exceeded my expectations. Having Samuel as my coach and mentor, enabled me to package my skills and experience in an effective and concise way that translated well in my interviews. I landed my new role! Thank you Samuel and your team for helping me realize my potential.

DH Williams

Specialty Brain Disease Sales Professional | Expertise Connection Builder| Fitness Educator

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I was having such a challenging time trying to land a dream job in the medical sales world. I thought I was doing everything I could to make this happen however after 5 months I became burnt out and unmotivated.

I wasn’t sure what I was going to do. I had reached out and connected with over 1000 connections on LinkedIn and to my surprise, I ran into someone from my hometown who had much success in the field. He and I discussed the issues I was having and that’s when he told me about Samuel and his program.

I decided to give the program a try and signed up on June 2nd of this year. Within hours and days of signing up, I became very fascinated with what I was learning. The program made so much sense and helped me to become lazer like focused on what I wasn’t doing earlier to become successful and what I could do to make this happen.

July 2nd of 2021 I received an offer!

Not only was it from the specific company I was most interested in but also, it was in the specific city I was wanting to move to – clear across the east to the west coast.

Samuel and his program have truly changed my life! With his guidance including a weekly online module, live class and guest speakers in the field – just to name a few – anyone can succeed to land the medical sales position job of their dream!

Nicholas Andrews

Territory Manager, Diabetes – Atlanta South / Proven Sales Professional with an Unwavering Commitment to the Service of Others.

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Samuel and his team at Evolve Your Success are game changers for professionals who are looking to present themselves at their best. I knew the competition for a career in the medical sales arena is immense and I needed to prepare myself to standout amongst all the other candidates vying for the same positions as I was. Sam will tell you I am very self aware of my strengths and weaknesses and I am very comfortable about speaking on what I know but not so much talking about myself. Enrolling in the Medical Sales Career Builder Program offered a holistic approach of how to represent my skills and attributes to hiring managers all awhile staying true to myself as I told my story. When you commit to the process the results happen, I landed a perfect role with the #1 medical device company in the world with no prior medical sales experience. You owe it to yourself and your career to join Evolve Your Success !!

Jeffrey Koshy

Supply Chain and Procurement Enthusiast | Sales Professional | Web Developer

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The journey of breaking into medical sales can be much longer and harder than many expect. One thing I learned from Samuel is that networking goes a long way into landing a job in medical sales. They also helped me get better at my interview skills and answer questions more genuinely.

Zachariah C.

Therapeutic Sales Specialist @ Leo Pharma

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Prior to enlisting Samuel’s services I was a “middle of the pack” rep at Primus. Not the worst, but far from the best. Up to that point I thought I had all of the tools necessary to get into President’s Club, but my results were showing otherwise.

The missing ingredient that Samuel has given me is fire. The fire to go out everyday and work my territory to its max. The fire to use my downtime at home to prep & prepare for the day ahead. Evolve You Success was the ignition I needed to help realize the kind of rep I am, what my unique personality brings to the table, and how to leverage the sum of these parts to the maximum.

When I began Samuel’s program in September of 2021 I was ranked 12th out of 40 reps, by the end of the year I finished in 6th place; comfortably in President’s Club. I also ended 1st nationally for our brand Promiseb which garnered me another award.

For those on the fence I strongly recommend making the investment. I have easily recouped the cost not only in the awards I won but the increased bonuses that have come along with it already.

Cody Mathis

Interventional Imaging, Siemens Healthineers | Technology Educator | Product Specialist | Outdoor Enthusiast | Winemaker | Lets Connect!

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Samuel’s Evolve Your Success program has directly contributed to my personal success, and I recommend it to anyone who will listen.

Although I was an active scroller and 👍 on LinkedIn, I wasn’t a content creator and my profile read like a resume with an outdated picture. During Samuel’s coaching and education sessions, my profile was rebranded to look more appropriate to my audience as a sales professional. With Samuel’s help, I became comfortable engaging with others with comments and creating meaningful content.

The results are in! The EYS program has helped take my LinkedIn voice outside of my company and straight to my customers. Since starting EYS, my connections and followers have doubled and my profile views skyrocket with new content. One meaningful LinkedIn interaction recently has assisted in securing a multimillion-dollar project and I’m confident there will be more! 😊

Duston Harper

Teaching high performers to achieve prosperity through mindset and accountability

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Samuel is an amazing coach and mentor to me. He has elite experience in the medical device sales industry and I love seeing his passion helping people break into medical device. I personally worked with Samuel on personal branding for a period of over 6 months.

From start to finish, he was always very structured and held me accountable weekly. The Linkedin and mindset portion of his course really helped me. Even though I already have had success in sales at multiple industries, taking Samuel’s course helped me take things to the next level! Highly recommend others doing it.