Evolve Your Success

MSP 4 | Genetic Testing Sales

 

In this episode, Tyler Menke, Strategic Accounts Manager at Myriad Genetics, joins Samuel Gbadebo as they talk about the less-traveled path of genetic testing sales and what a potential career in the genetic testing space looks like. Tyler and Joshua dig deeper into genetic testing sales as Tyler gives an overview of this lucrative niche in the medical sales industry that acts as a quarterback within the health system. Learn how Myriad Genetics help to tailor a treatment and a prevention pathway to the individual based on your family genetics. Get to know Tyler’s journey and his experiences in the B2B world coming from device sales to his role at Myriad Genetics. Tyler and Joshua also discuss what it takes to become great in sales and the importance of patience for a driven individual.

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The Less Traveled Path of Genetic Testing Sales

Tyler, how are you doing?

I am doing great, Samuel. How about yourself?

No complaints, just learning how to live in this new world we’re living in that hopefully is about to end.

Yes, I think we would all like to get back out there in some capacity sooner rather than later.

I’m going to let you go ahead and tell us where you’re from and what you do.

[bctt tweet=”Genetics is one of the rare products that exists that helps all three parties, company, patient, and hospital.” via=”no”]

It’s always the hardest question to start with for some reason. It may be tough to sum up in a short amount of time. I call myself a lifelong sales guy that has an entrepreneurial spirit. I am somebody who’s constantly learning. I enjoy learning, challenging myself, and taking on new endeavors. I work in a strategic account manager role for a genetics company. We work a lot in the Froedtert cancer space and personalized medicine with genetics. I’ve been doing that for years. Prior to that, I spent a good amount of time in device sales. That’s a little bit different world as you’re very well accustomed to. I’ve done a little bit of everything in the B2B sales world.

Look at you, you are making big moves. Your role, is that a sales role or is that a little different?

It’s like a hybrid manager sales role. We’ll come into a health system and pull from all the different divisions. We have an oncology division, a women’s health division, a neuroscience division, multiple different divisions within the realm of genetics. We act as the quarterback to help implement a genetics protocol within a health system. I’ll be the quarterback for the length of a project and it is sales. A lot of times, I’ll be the guy who comes in and does the C-Suite presentation.

To capture it in a nutshell, I want you to correct me if I’m wrong. You’re selling genetic protocol services to health systems.

What we’re selling is personalized medicine, but more importantly, it’s behavior change. You’re trying to take something that historically has been done in a systematic way in medicine and create a shift to where you’re not looking on patients based on their age or other risk factors. You’re looking at the individual patient based on their personal genetic makeup tailoring treatment and prevention to the individual.

MSP 4 | Genetic Testing Sales
Genetic Testing Sales Products run a life cycle and you get to a point with products where theyre mature

 

Was this an education for your customers with technology? Are you implementing a system or software that they can use or is this more of how they do things and almost like a recommended way of doing things differently?

Both. With the advent of technology and interoperability, you’ve got the technology side where you have to have information, even if it’s genetic information readily available with any EMR. You also have to have information fed into EMR. There’s a lot of technical aspects to it, but primarily speaking, think of it in the realm of, I take your blood, Samuel. We send it off to our lab in Salt Lake City. Based on the panel of genetic testing that was done, the information that would come back would tailor a treatment pathway, a prevention pathway, maybe for cancer medications. We do a lot with antidepressants and tailoring not only the drug to the individual but also prevention.

How do you typically find your customers?

A lot of times, we have our brown troops and they do so much for us. They’re out there on the day-to-day in front of our customers building small protocols within offices or small group practices, and they’re finding interested parties. As that grows, they tend to bring a strategic account manager to try and tie up all the loose ends and speak to the C-level and get engagement from the hospital system as a whole. At that point, things take off. You can start seeing, go into primary care, OB-GYN, GI, oncology, and surgery. You’re implementing this within multiple facets of a hospital system.

Give me an example of the type of problem one of your customers would have that would make them say, “We need the type of solutions Tyler’s attached to.”

[bctt tweet=”Start small, and dream big.” via=”no”]

Genetics is one of the rare products that exists that helps all three parties, company, patient, and hospital or the provider themselves. As a patient, you want personalized information, and much of this is covered under the Affordable Care Act. As a provider or a hospital system, are you familiar with Triple Aim? If you think about what healthcare is now and where it’s headed, you’re trying to lower costs at the same time that you’re improving outcomes and driving and improving patient satisfaction. This is one of the rare products that you can do that without incurring a lot of costs. It’s very much a behavior change. It’s very much a protocol and a process. When it’s done correctly, you can reduce costs because every person you can prevent from getting cancer. You’re saving the health system a tremendous amount of money, which in turn is great for a patient. Are you a fan of all the mob movies?

Yes.

If you think about it, they rarely ever catch the mob boss. Usually, one of the underlings leads them to the mob boss. Hereditary cancer, which is where our company was founded out of, that’s often the case. You’ll find somebody, a patient, or an individual within a family where you find a dominant gene that’s causing all this cancer in their family. Half the people have the gene and half don’t. When you find that, it helps to solve the puzzle or the riddle that’s been causing this cancer in this family for such a long period of time. By doing that, you not only prevent that one cancer, but you’re also preventing a lot, 50% of an entire family in the first-degree world. If you think about it that way, you’re reducing costs, improving outcomes and increasing patient satisfaction, whether it be with threads or cancer or anything in the personalized medicine world because you’re tailoring things to the individual.

You’re mostly dealing with owners and C-Suites as opposed to the providers within maybe a medical practice.

It can go both ways. A lot of times, we’ll start in a small OB-GYN clinic or an imaging center. They’ll see the benefit of it and it will start spreading to different buckets within the health system. When I explain this as something that would take on a life of its own within GI primary care, everything I listed before, it would be impossible to do that at one given time. You sort of piece mail it and go specialty to specialty, office to office. A lot of times, you start small. It is like my tagline on LinkedIn, “You start small and dream big.”

MSP 4 | Genetic Testing Sales
Genetic Testing Sales At different times in your career there are different levels of negotiation that happen

 

I want to understand how you got there. Take us to the beginning. When you left college, what was your major? What was your interest? What happened after that? Give us the short and sweet of each step.

I originally wanted to be a doctor like my grandpa and a lot of my uncles, but I struggled mightily with school. I always made my way to an A or B-plus, but it was not without a ton of effort. Pre-med did me in. It was at that time that I had not uncovered learning disabilities, but I switched to business. Coming out of college, I never lost that passion for medicine. It’s something that’s deeply within my blood. I saw medical sales as an opportunity to marry two interests, business and medicine. You don’t ever break right into medical sales so I started off in a couple of different B2B ventures. Lo and behold, it was when I was trying to take one of those challenging entry tests at one of my first medical. You’re probably familiar with the test in training. I was in the training class trying to remember a bunch of anatomical terms and lots of data points in a short amount of time.

I was reminded of my struggles with school. I had a primary care appointment and I’m telling the primary care doc about this. He’s like, “Have you ever been tested for ADHD?” I’m like, “No. I thought that was only for hyper kids.” I was never a hyper kid, somebody that got in trouble. He said, “No, it manifests differently. Some people have a more hyper brain.” Long story short, I ended up being diagnosed late in life with ADHD. It wasn’t until my oldest son was tested in first grade that we found out that it’s ADHD and dyslexia, which are often very much aligned and common. For me, all the puzzle pieces fell into place. I couldn’t necessarily be a doctor. I got to a certain point when I did figure it out when I had kids and wasn’t going to go back to med school. This was an opportunity to marrying two interests.

You went business to business and you got into medical devices. What conditions were you working with when you first got into medical devices?

It was a role called the Surgical Sales Specialist. These roles will exist within companies. Sometimes you’ll have an associate territory manager, but often that’s within geography. What this was is if there was a maternity leave or somebody who had been fired or let go, you would fill in that open territory until the permanent person either came back or they found a permanent fill. I would travel around the country. I spent about two years in a hotel and I call it learning medical sales by drinking from a fire hose because that was right about the time that the vendor credentialing systems are coming out and there were about a dozen of them. With each new assignment that I got, I would have to go through all of the vendoring credential systems again and learn the hospitals, which are very complicated. They’re all like a maze. I would be running into ORs, nobody knows who I was, fresh and babyface. I learned a lot.

[bctt tweet=”There is no silver bullet to selling. There is a learning curve.” via=”no”]

You were thrown into the fire. How long were you in that? Was that your entire experience with medical devices or did you go to a few different roles with medical devices?

I did that role for about two years. They then gave me my own territory. I excelled and did well. We then acquired a couple of different products, so I got to learn a product launch and launched a couple of new products. We had my oldest son and I moved and got to take on another new territory and product. Through it all, there were six years or so in that role of device sales.

In six years, you’ve gotten to a level of proficiency with it. You were doing well to sell. What caused you to leave?

I like a constant challenge. I’m sure you’ve experienced and others out there that are reading, they run a life cycle and you get to a point with products where they’re very mature. A lot of times, you can ride that out for a while or you can say, “I want something new where I can make an impact.” I’m somebody that’s driven by impact. I felt like I was at that point where every product I carried in my bag was very mature. Genetics was something that was starting to explode. This was about the time that our company had the Angelina Jolie effect. She was diagnosed with being a carrier of the BRCA gene and that led to her prophylactic surgeries. She did a lot to create awareness around what the possibilities were with genetics and the cancer space. I thought that was great. There were a lot of changes happening. The hospitals are buying up all the physicians. Everything was becoming much more difficult to navigate. Your physicians had less leverage. I thought it was a great time to shift and it was.

What piqued your interest with your specific company? Did you say, “I like genetics, I want to get into that. I’m going to focus on making this move?” Did someone come to you or how does the opportunity present itself?

MSP 4 | Genetic Testing Sales
Genetic Testing Sales If youre learning and youre challenging yourself and youre feeling purposeful thats where the real joy of life happens

 

I had several people that I respected that work that had left my prior company. Talking to them, I came to believe quickly that it was something worth investigating. There was an open territory that became available in Cincinnati where I lived. It was perfect timing.

Was it pretty challenging to get the position or was it pretty much a shoe-in for you?

All the time, I’ve had interview processes. It was probably one of the easiest ones. It’s not a company that’s known for that, but I had done well in all of my roles and had people vouching for me. I think I had about one interview. At different times in your career, there are different levels of negotiation that happen. I was in a position where I could tow that line of tension and try to get terms that would be beneficial and less risky for me to make a move. It was one of those rare instances where I was able to move without as much risk.

Even within your role with the genetics company you work for, you’re clearly managing other people now. You’ve made it to excel there as well. You still made time to do things like write a book. Give us the name of the book. What inspired it and what did you learn while creating it?

I have two inspirations. The inspiration was out of frustration. I’m not sure what you or the readers believe, but the thought that we get trained on one method, whether it be challenger sales or spin selling, whatever the methods are that are out there. There is no silver bullet to sell. Anyone that tries to tell you that I think is being a little bit disingenuous. There is a learning curve and to me, if you look at my career path and trajectory, it was all either personal experience through those fire hose types of situations. More importantly, it was all those little experiences that taught me so much. Every experience or new assignment I had, particularly in the beginning, but with every shift of job and product, you learn from the best.

[bctt tweet=”The why is only important if you actually understand it. ” via=”no”]

I was driving down the road years ago, listening to a podcast. I’d already become a hyper learner because I’ve figured out this whole puzzle that caused me to not be able to learn that easily growing up. I heard a quote from Steve Jobs, “It’s more fun to be a pirate than joining the Navy.” They were talking about Apple. We think of Apple is the most innovative company in the world. I found it fascinating that Steve Jobs’ big thing was there is someone out there that knows better than you, how to do whatever you’re trying to achieve. Go learn from the best, bring it back and we’ll apply it in our own way and to our own system. That’s what I want to do with sales. I want it to be able to write and create something that would accelerate the learning process for anyone, whether they were in medical sales or not.

That’s what I did. I spent years researching different business books and interviewing top salespeople from around the country. I took all the best ideas and pirated them for the book. To answer your first question, what made me want to do it was the fact that, to me, if you’re learning and you’re challenging yourself and you’re feeling purposeful, that’s where the real joy of life happens. It’s one thing to learn a new skill, it’s another thing to practice a new skill, but to write about it and interview other people. I learned so much on this journey. Unbelievably, that’s powerful for me.

Give us the name of the book.

It is The Pirate’s Guide to Sales: A Seller’s Guide for Getting from Why to Buy. The why being your anchor. If you don’t lift the anchor, you never get anywhere.

I won’t spoil it for our readers. I read this book. It’s an excellent read. I highly recommend you guys to all check it out. You probably talk about this all the time, but I want to know what are the top three things, three lessons you learned as far as being a sales representative from your own experiences and from the people you interviewed when you wrote your book that you would say stand out? What are the top three that you would want anyone to keep in mind?

MSP 4 | Genetic Testing Sales
The Pirates Guide to Sales A Sellers Guide for Getting From Why to Buy

I would say the first thing that comes to mind and the way you phrase that question caused me to go here. The biggest lesson is the biggest piece of advice that has ever done wonders for me was to announce your goals. Make them public. I did it with a goal of quitting drinking for life and that’s a whole other episode. It’s something that has been tremendously powerful. We all want to be accountable to our own words and actions. When you publicly announce something, you strive to achieve that goal in a different way than if it’s a personal goal that you wrote down on a piece of paper and made with yourself. You have to do that, but when you tell other people, “This is my plan and goal,” in the people you respect, that holds you the fire. That would be the first thing.

The second thing is learning the why. We talk about it so much in today’s environment. It is only important if you understand it. You understand the person’s why, the business’ why. We still make a lot of assumptions, myself included. It’s only powerful to get to the why if you truly are getting to the root cause. The Simon Sinek’s of the world who certainly didn’t invent the why, but did a lot to create awareness around it. Lean Six Sigma and the Japanese, I’m sure there were others before them who did a lot to uncover the why. The analogy often used is to be the Undercover Boss, the brilliance in that show. Are you familiar with that show?

Of course, I am.

Hopefully, most of the readers would be, but the brilliance in that show is you’ve got a CEO and he or she comes in. They go to the ground floor of their company and they see exactly what’s happening. In Japanese terms, they call it the Gemba. If you watch that show, every time there they go back and they implement huge changes to their companies. There’s something to be said about getting to the ground floor and understanding as much as possible about what’s going on in the inner workings of the business or product that you’re selling on a very deep level. When you get to that place where you understand things like you’re going in as an undercover boss, that’s where you find solutions like you never thought possible. That’s the second thing, to be an undercover boss.

The third thing is I would implore everyone to be a pirate. If you see somebody in your company that’s an outlier and exceeding, inherently there’s something about us in sales where a lot of times, we’ll say, “It’s their territory. It’s their excuse for their success.” That may be the case, but don’t take that for granted. Call that person up and find out what they’re doing. More importantly, call people outside of your industry. Try to find the best outside your industry, see what they’re doing and what you can take from their system and apply it to yours. That’s something that has been tremendously powerful for me. Announce your goals, be an undercover boss, find the best and learn from the best.

In the vein of goals, what’s on the horizon for you? You want to continue to excel and thrive within your company. What’s one of those goals that are maybe 3 or 5 years out that you are working towards?

[bctt tweet=”Find the best and learn from the best.” via=”no”]

There’s something that’s happened in the last years that I can’t perfectly define. It’s a calling or a purpose to help others and the part that I can’t define is in what exact role or capacity that will be. I always have believed that it’s not the age of the car, it’s the miles. I’ve logged a lot of miles and had some crazy things happen along the way. I would like to be able to steer people away from some of that stuff and hopefully help people achieve their own goals, dreams, and passions. That’s something that I haven’t clearly defined how. That’s my loose goal.

I share some of those same exact goals. If you could go back in time and tell yourself one piece of advice going into everything you experienced when you came out of college or maybe even when you were leaving the medical device to go with the genetics, what would it be?

I would say patience. The more driven the individual is, the less patient they seem to be. Sometimes, and still I’ve failed this, but you need to let something simmer. I remember when I was getting married, one of my uncles said, “Whoever said never go to bed angry was full of crap.” Sometimes when you’re tired, the babies are up, the best is to go to bed and take a new fresh look in the morning when you’ve had some good sleep. The same thing goes in business. Learning to be patient or understanding the times when you need to be patient and let something simmer for a minute. I think that that’s something I would go back and tell myself. There are those moments that you need to understand. If you feel like you’re in one of those moments where you’re maybe being impatient or are not doing what is needed, that’s where you need to have a business mentor or coach that you can turn to.

Understanding when to be patient, that’s the key. For people that want to get into what you’re doing, I’m sure some readers heard this and thinking, “That sounds interesting,” what would you advise?

We have talked about this. It’s tailoring your personality and your passion to the purpose. That’s different for every person, but if you’re passionate about making a difference, passionate about healthcare, you always liked anatomy physiology. You are driven by helping people and patients. You’ve got to find a way to get into this world. There are so many great rewarding jobs. It’s not a role for somebody who’s trying to make money. I think the days of that are gone and that’s good. You shouldn’t be in any role just to make money in my opinion. If the passion is there, it comes down to how much you can stomach because there’s going to be a lot of uncomfortable transitions. We both know when you’re calling on doctors, they have long days, rough days.

Most doctors and hospital systems, they’re incredibly passionate people and compassionate people, but they have long hard days. You have to be willing to fight through uncomfortable times. Learn your craft wherever you’re at, be patient, try to excel above and beyond what everyone else is doing, document that, and keep fighting. Keep making connections, networking, and talking to people on LinkedIn. Make connections wherever possible and you’ll find your place.

Tyler, thank you for this and that you shared with our readers. It was great to hear from you and I hope to be talking to you sooner than later.

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Pamela Hutzler

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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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