Medical Sales U with Dave Sterrett

Hosted by Dave Sterrett

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Aug 2026

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About the show

Prior to venturing into the world of medical sales, Dave’s diverse background included roles as a dedicated teacher, impactful work in the nonprofit sector, and humanitarian missions to Africa. However, despite his passion for these pursuits, Dave found himself falling short of his financial goals. Undeterred, Dave embraced the challenge and within less than five weeks, secured a coveted six-figure job offer. His stellar performance continued, achieving President’s Club recognition in the first year and doubling his compensation by the third year. Eager to share the secrets of his success and help others overcome barriers to entry, Dave established Medical Sales U. The driving force behind this endeavor is Dave’s commitment to guiding individuals from various backgrounds into the medical sales industry.

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August 10, 202629 min

E60 | Hired in Medical Device Sales in Under 2 Months

From Non-Profit to Medical Device Sales in 60 Days with Shannon Donohue | Medical Sales U Can you land a 6-figure medical sales role without a background in B2B sales or healthcare? Yes—and today’s guest proves exactly how to do it. In this episode of Medical Sales U, host Dave Sterrett sits down with Shannon Donohue, a former Non-Profit Director who pivoted her career into medical device sales and landed an Associate Sales Representative position at Baxter in under two months. If you are a non-profit worker, nurse, recent grad, or sales professional trying to break into the medical sales industry, Shannon’s story shows you how to turn your past experience into your greatest asset. TIMESTAMPS: 00:00 - Meet Shannon: Non-Profit to Capital Equipment Sales 01:30 - Shannon’s "Why" & Leaving the Non-Profit World 06:57 - How Non-Sales Experience Translates to Medical Sales 09:15 - Making an Impact vs. Making Money (The Corporate Shift) 11:37 - Why Cold Applying Fails & How to Network 16:17 - The Brag Book Strategy That Got Attention 20:51 - Overcoming a Terrible Interview Practice Session 25:32 - The Baxter Interview: HireVue, RSMs & Mock Pitches 27:50 - Final Advice for Job Seekers Ready to jumpstart your career in medical device or pharmaceutical sales? 🔗 CONNECT WITH US & BREAK INTO MEDICAL SALES: medicalsalesu.com/ What’s the biggest challenge holding you back from breaking into medical sales right now? #MedicalSales #MedicalDeviceSales #MedicalSalesCareer #CareerPivot #BaxterSales #BragBook #MedicalSalesInterview #SalesCoaching

July 27, 202622 min

E59 | How Top Pharma Reps Ask Better Questions

Data and AI won’t close medical device or pharma deals for you—trusted relationships will. Learn how top 1% medical sales reps use the "Ask, Align, & Tell" conversational framework to access tough accounts, handle 2-minute gatekeepers, and convert physicians. Whether you’re an experienced device/pharma rep looking to elevate your sales game or trying to break into the industry through networking and interviewing, this episode breaks down actionable, field-tested tactics you can use today. TIMESTAMPS 0:00 - AI vs. Human Reps 02:27 - The "Ask & Align" Method 03:00 - Elite Pre-Call Planning 04:55 - Better Discovery Questions 07:23 - The HBR Follow-Up Trick 09:48 - Alignment & Building Trust 11:50 - Telling Your Clinical Story 14:17 - Unlocking Blocked Accounts 19:01 - How to Get Hired What is the biggest barrier you’re facing right now in the field—account access, physician gatekeepers, or breaking into the industry? Join Medical Sales U and get the exact playbook our members are using to land job offers averaging $160k+ to $249k+: medicalsalesu.com/ #MedicalSales #PharmaSales #MedicalDeviceSales #SalesTechniques #MedTech

July 14, 202630 min

E58 | 30-60-90 Day Plan for Medical Sales

Want to break into medical device or pharma sales, but worried your interview presentation looks exactly like everyone else's? In this episode, we break down how to build a customized 30-60-90 day business plan that gets you a seat at the table. We all use AI tools like ChatGPT and Claude to speed up our workflow, but if you just copy and paste a generic template, hiring managers will spot it instantly. Today, you’ll learn the 10 critical things your medical sales 30-60-90 day plan MUST include to prove you actually know your territory, your target physicians, and your product's clinical data. Ready to break into the industry or land a high-ticket role? CHAPTERS 0:00 - The Truth About the 30-60-90 Day Business Plan 02:00 - The Danger of Sounding Like an AI Robot (Red Flags to Avoid) 05:15 - Fact-Checking Your Key Accounts & Target Physicians 06:50 - Tying the Company's Mission & Culture into Your Plan 08:00 - Dialing In Product Knowledge: MOA, Endpoints, and Trial Data 10:50 - Competitive Analysis: Knowing the Battlefield 11:55 - Mapping Key Accounts & Cross-Functional Networking 16:55 - Days 1-30: Territory Analysis & Patient Journey Mapping 18:40 - Days 31-60: Proactive Accounts Engagement (Getting Around RxVantage) 20:45 - Days 61-90: Account Penetration & Closing Business 21:46 - The Brag Book Secret: Packaging Everything Into One Winning PDF 26:50 - How to Join the Medical Sales U Cohort Join Medical Sales U and get the exact playbook our members are using to land job offers averaging $160k+ to $249k+: medicalsalesu.com/ What is the hardest part of building your 30-60-90 day plan right now? If you found value in this talk, please Like, Follow, and hit the notification bell for weekly medical sales strategies! #MedicalSales #MedicalDeviceSales #PharmaSales #306090DayPlan #InterviewTips #SalesStrategy

July 6, 20263 min

How to Break Into Pharmaceutical Sales | $163,700 in 4 Months

$163,700 in 4 Months: The Fastest Way to Break Into Pharmaceutical Sales I was a professor who taught thousands of students. I noticed something: formal education doesn't guarantee a high-paying job. That's why I created Medical Sales U. Our system gets results: ✓ Self-paced course ✓ Online virtual coaching ✓ Personal coaching from me ✓ Community accountability Last month, our members landed offers at: Novartis, Eli Lilly, Novo Nordisk, Thermo Fisher, Baxter Average: $163,700 compensation in under 4 months. THE COMPARISON MBA Path: $100K+ investment | 2 years | 23% unemployment Medical Sales U: $4,997 investment | Employed under 4 months | Members landing at Fortune 500s You could spend $100K on an MBA with no job guarantee. Or invest $4,997 in a system designed to get you hired. Apply: medicalsalesu.com #MedicalSales #PharmaJobs #CareerChange

June 17, 202652 min

E57 | LinkedIn Personal Branding in Medical Sales w/ Sheikh C. Ali

Are you a medical sales professional or healthcare executive who is completely invisible on LinkedIn? In this episode of Medical Sales U, host Dave Sterrett sits down with Sheikh C. Ali, founder of SC Medical Media, to break down the exact strategies you need to build a powerful personal brand, attract recruiters, and land high-ticket B2B opportunities. Connect with Sheikh C. Ali: https://www.linkedin.com/in/sheikhali007/ Email: SCMedicalMedia@gmail.com If you aren't visible online, you are actively shutting the door on career opportunities. In this value-packed interview, former medical student turned LinkedIn growth expert Sheikh C. Ali drops a masterclass on how to transition from a passive "scroller" to an industry authority. Whether you are a 20-something trying to break into medical device sales or a seasoned director looking to secure your career trajectory, this episode provides the exact blueprint to scale your network nationally from the comfort of your office. Key Takeaways You’ll Learn: The 4 Ps of LinkedIn Strategy The "If You Don't Post, You're a Ghost" Rule The Second-Degree Superpower Balancing professional expertise with the unique personal quirks that make you stand out in a "sea of sameness". How to leverage AI tools for content creation without losing your authentic voice. 00:00 – Intro: Meet Sheikh C. Ali & the Pivot from Med School 02:30 – Why LinkedIn is the Ultimate B2B Platform for Healthcare 04:40 – How to Break Into Medical Sales in Your 20s Using LinkedIn 07:15 – Why Seasoned Executives Can’t Afford to Hide Online 08:50 – The 3 Core Components of a Powerful Personal Brand 14:35 – The 4 Ps of LinkedIn Strategy Explained 17:40 – Mastering the 80/20 Rule: Professional vs. Personal Content 20:10 – How to Take Online Connections "IRL" (In Real Life) 25:15 – The Power of Commenting & The Second-Degree Superpower 32:45 – 3 Profile Tweaks You Can Make in the Next 24 Hours 39:10 – The Second Draft Framework: How to Correctly Use AI for Content 45:15 – Top 5 Medical Sales Creators to Follow Right Now 48:40 – Personal Growth, Time Audits, and Spielberg/Nolan Movies What is holding you back from posting your first original thought on LinkedIn? Are you utilizing the comment section to network? Drop your thoughts in the comments below! 💡 If you found value in this episode, please Like, Subscribe, and hit the Notification Bell to support the channel! Ready to break into medical sales and secure your first $95k+ base offer? Join Medical Sales U: medicalsalesu.com/ #MedicalSales #HealthcareExecutives #LinkedInStrategy #PersonalBranding #MedicalSalesU #B2BMarketing

June 1, 202626 min

E56 | Top 7 Highest-Paying Pharmaceutical Sales Jobs

Want to know what the top earners in pharmaceutical sales actually take home? The numbers you see on job boards dramatically undercount the truth because they leave out quarterly bonuses, RSUs, car allowances, and life-changing equity buyout premiums. Every Monday night, we coach you live to land the job. In this episode of Medical Sales U, Dave Sterrett breaks down the Top 7 Highest-Paying Pharmaceutical Sales Jobs in the country right now. From the incredible work-life balance of dermatology biologics to the multi-millionaire equity upside of oncology biotech startups, we are counting down the real numbers and giving you the honest truth about what it takes to clear the bar and land these elite specialty roles. TIMESTAMPS 00:00 - Intro: What Job Boards Get Wrong About Pharma Compensation 02:15 - The Total Compensation Formula (Base + Bonuses + RSUs) 04:30 - #7: Dermatology Biologics Sales Specialist ($140K - $230K) 07:10 - #6: Cardiology & GLP-1 Metabolic Sales Specialist ($155K - $250K) 10:05 - #5: Neuroscience & CNS Sales Specialist ($175K - $250K) 13:20 - #4: Rare Disease Key Account Specialist ($180K - $300K) 16:45 - #3: Biotech Specialty Sales (Gene & Cell Therapy) ($200K - $320K) 19:30 - #2: Oncology Sales Specialist - Large Pharma ($200K - $315K) 22:15 - #1: Oncology Biotech Startup Sales Specialist ($240K - $350K+ No Ceiling!) 24:40 - How to Build Your Record & Earn Clinical Credibility If you found this breakdown valuable, please SUBSCRIBE, drop a comment saying “Break in”, and share this with someone mapping out their trajectory in the medical sales industry! Ready to break into medical sales and secure your first $95k+ base offer? Join Medical Sales U: medicalsalesu.com/ #MedicalSales #PharmaSales #PharmaceuticalSales #MedicalSalesU #OncologySales #BiotechJobs #HighPayingCareers #SalesCompensation

May 18, 202634 min

E55 | How Pharmaceutical Reps Make Over $200,000: The Numbers Nobody Is Talking About

Think the real money in medical sales is only in the Operating Room? Think again. Discover how specialty Pharma and Oncology reps are quietly earning $200K - $300K+ without ever stepping into a scrub suit. In this episode, Dave Sterrett, founder of Medical Sales U and former #1 national rep at Sanofi and Virtuox, breaks down the exact numbers behind the most misunderstood — and lucrative — side of the industry: Specialty Pharma and Oncology Diagnostics. Stop listening to the "device youtuber" that says Pharma is just dropping off samples. We’re diving into the high-level clinical selling required to dominate oncology and precision medicine. TOPICS The Income Reality: Why the "floor" for our members starts at a $95,000 base salary. The Career Ladder: A step-by-step breakdown from entry-level ($110k) to Oncology ($230k+ base). Beyond the Salary: The "hidden" wealth in RSUs, ESPPs, and expense accounts that add $50k+ in value. The Interview Secret: Why smart people fail the "Clinical Conversation" and how to fix it. Work-Life Balance: Why veteran Device reps are leaving the OR for the flexibility of Pharma. CHAPTERS 0:00 - The Case for Pharma & Diagnostics 2:15 - My Journey: Turning a Territory Around 5:45 - Debunking the "Pharma is Easy" Myth 10:30 - The Salary Floor: $95k - $125k Base 15:10 - The Oncology Tier: $150k - $230k Base 20:45 - The Truth About OR Burnout 28:30 - How to Master the Clinical Conversation 35:00 - Building Generational Wealth with Equity Ready to break into medical sales and secure your first $95k+ base offer? Join Medical Sales U: medicalsalesu.com/ Every Monday night, we coach you live to land the job.

May 4, 202633 min

E54 | She Supported 60+ Surgeries a Day at Stryker. Then She Became a Medical Device Sales Rep at Hologic.

Can you break into Medical Device Sales without a background in sales? In this episode, Vidhi Patel shares the exact roadmap she used to transition from a Biology major and Clinical Researcher to an On-Site Specialist at Stryker, and finally landing her dream role in Breast & Skeletal Health Sales at Hologic. If you’ve been told you "don't have enough experience" or you’ve been stuck in a clinical role wanting to pivot to the business side, this interview is for you. Vidhi and I break down the tactical tools—from 30-60-90 Day Plans to the "About Me" PDF—that make a candidate undeniable to hiring managers. In this video, you will learn: Why the "On-Site Specialist" role is the best backdoor into sales. How to use LinkedIn to get noticed by top-tier recruiters. The secret to the "About Me" page that builds instant rapport with surgeons. Why you should let your company pay for your MBA (and why you don't need it to get hired). How to handle the grueling Stryker/Hologic interview process and the Gallup test. TIMESTAMPS: 0:00 - Intro: Meet Vidhi Patel 2:15 - Why Ohio State? (The OSU Connection) 4:10 - From Clinical Research to Stryker On-Site 6:45 - The Reality of the OR: Managing 3 Different Shifts 9:30 - How LinkedIn and Networking Landed the Interview 12:00 - Working with External Recruiters: What You Need to Know 14:50 - The 30-60-90 Day Plan: Don’t Just Copy/Paste! 17:30 - The "About Me" PDF: The Secret Weapon for Rapport 21:00 - Soft Skills: Reading the Room vs. Following a Script 23:15 - Why Hologic? (A Personal Connection to Breast Cancer) 25:30 - National Parks & Work-Life Balance in Med Sales 29:00 - MBA vs. Experience: Which one matters more? 31:30 - Advice for those stuck: "You just need one YES." Connect with Vidhi Patel: LinkedIn: https://www.linkedin.com/in/vidhipat/ 💡 About Medical Sales U: We help high-performers—teachers, nurses, and professionals—break into the medical device and pharmaceutical sales industry through expert coaching and a proven community of winners. We help professionals transition into top-tier medical sales roles: medicalsalesu.com/ #MedicalSales #MedDevice #Hologic #Stryker #CareerPivot #MedicalSalesU #InterviewTips #306090DayPlan #MedicalDeviceSales

April 27, 202636 min

E53 | He Got Married, Moved Across the Country, and Broke Into Medical Sales — All at Once

Breaking Into Med Device While Planning a Wedding & Moving States How do you pivot into a high-stakes career in Medical Device Sales while life is throwing everything at you? In this episode of the Medical Sales U podcast, I sit down with DeVaughn Crawford, who successfully broke into the industry during the most chaotic period of his life. Between planning a wedding, finishing an MBA, and moving from Louisville to Denver, DeVaughn proves that with the right "grit" and a structured plan, no obstacle is too big. Whether you’re a clinical professional, a student, or a career-changer, this episode is your blueprint for navigating the competitive medical sales landscape. WHAT YOU’LL LEARN: • The "Multi-State" Strategy: How DeVaughn landed a role covering 6 states (CO, UT, NV, ID, WY, MT). • Networking Secrets: The exact LinkedIn filters DeVaughn used to find the right hiring managers and internal referrals. • Mastering the Cadence: Why balancing high energy with professional "calm" is the secret to winning over hiring managers. • The Clinical Advantage: How to translate a non-traditional background (Political Science & Research) into sales success. • Overcoming Rejection: How to stay in the game after 50+ rejections. CHAPTERS: 0:00 – Introduction: The Challenges of a Career Pivot 2:20 – The "Random" LinkedIn Connection that Changed Everything 4:45 – Managing a Wedding, an MBA, and a Move Simultaneously 7:10 – Leveraging a Clinical Research Background in Sales 11:55 – Why an MBA Isn't Enough (and what you actually need) 14:18 – Facing 50+ Rejections: The Reality of the Hunt 16:42 – The Medical Sales U Method: Business Plans & STAR Interviews 21:27 – Remote Networking: How to Land a Job in a Different State 26:15 – Researching Products, FDA Approvals, and Competition 31:01 – Ordering the Chaos: Daily Habits for Success 35:38 – Conclusion: New Beginnings in Denver CONNECT WITH DeVaughn Crawford https://www.linkedin.com/in/devaughn-crawford-mba-81b66089/ 💡 About Medical Sales U: We help high-performers—teachers, nurses, and professionals—break into the medical device and pharmaceutical sales industry through expert coaching and a proven community of winners. We help professionals transition into top-tier medical sales roles: medicalsalesu.com/ Subscribe for more success stories and sales tactics! #MedicalDeviceSales #CareerChange #SalesInterview #MedicalSalesU #MedTech #JobSearchStrategy #DenverJobs #SalesCoaching #MBA

April 20, 202647 min

E52 | What a Top Oncologist Really Thinks About Pharma Reps — and the AI Changing Everything

Is it time to rewrite the playbook on oncology? In this episode of Medical Sales U, I sit down with Dr. David Waterhouse, a visionary leader in oncology and community research. From the emotional story that almost kept him out of medicine to the birth of Sarah Cannon (the world’s largest community-based research network), this conversation is a masterclass in professional purpose, precision medicine, and the future of patient care. Whether you are a medical student, an aspiring pharma rep, or a healthcare professional, this episode reveals why the "community setting" is the true frontier of medical innovation and how the Hippocratic Oath must evolve in the age of AI. In this episode, we cover: The Personal Journey: Why Dr. Waterhouse tried to avoid oncology—and the mentor who changed his mind. Community Power: The evolution of Sarah Cannon and why 85% of cancer care happens in the community. Precision Medicine 101: How we moved from "untreatable" lung cancer to targeted therapies and biomarkers. The AI Trust Gap: A father and son’s perspective on using AI as a partner without losing the human touch. The "Pro" Rep: What doctors actually value in a pharmaceutical partner (it’s not a "sale"). CHAPTERS: 00:00 - Introduction to Dr. David Waterhouse 02:15 - Avoiding Oncology: A Personal Story of Loss 05:30 - The Mentor Who Changed Everything 09:45 - The Birth of the Sarah Cannon Network 13:20 - Why Clinical Trials Belong in the Community 18:10 - The Evolution of Lung Cancer Treatment 23:50 - Precision Medicine & Biomarkers Explained 28:15 - Closing the AI Trust Gap in Medicine 34:00 - What Makes a Great Pharma Rep? (The Amgen Story) 40:05 - The Hippocratic Oath vs. Fiduciary Duty 44:20 - Personal Legacy: Family, Dogs, and Success Connect with Us: Follow Dr. David Waterhouse on Linked In: https://www.linkedin.com/in/david-waterhouse-md-mph-fasco-8a14b410/ About Medical Sales U: We help high-performers—teachers, nurses, and professionals—break into the medical device and pharmaceutical sales industry through expert coaching and a proven community of winners. We help professionals transition into top-tier medical sales roles: medicalsalesu.com/ Share this video with a colleague who needs to hear the truth about "patient-first" leadership. Subscribe for more deep dives into medical sales and healthcare innovation. #Oncology #MedicalSales #PrecisionMedicine #HealthcareInnovation #SarahCannon #ClinicalTrials #AIRules2026 #MedTech