Medical Sales U with Dave Sterrett

Hosted by Dave Sterrett

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Jun 2026

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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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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.TIMESTAMPS00:00 - Intro: What Job Boards Get Wrong About Pharma Compensation02:15 - 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 CredibilityIf 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. TOPICSThe 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. CHAPTERS0:00 - The Case for Pharma & Diagnostics2:15 - My Journey: Turning a Territory Around5:45 - Debunking the "Pharma is Easy" Myth10:30 - The Salary Floor: $95k - $125k Base15:10 - The Oncology Tier: $150k - $230k Base20:45 - The Truth About OR Burnout28:30 - How to Master the Clinical Conversation35:00 - 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 Patel2:15 - Why Ohio State? (The OSU Connection)4:10 - From Clinical Research to Stryker On-Site6:45 - The Reality of the OR: Managing 3 Different Shifts9:30 - How LinkedIn and Networking Landed the Interview12:00 - Working with External Recruiters: What You Need to Know14:50 - The 30-60-90 Day Plan: Don’t Just Copy/Paste!17:30 - The "About Me" PDF: The Secret Weapon for Rapport21:00 - Soft Skills: Reading the Room vs. Following a Script23:15 - Why Hologic? (A Personal Connection to Breast Cancer)25:30 - National Parks & Work-Life Balance in Med Sales29:00 - 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 StatesHow 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 Pivot2:20 – The "Random" LinkedIn Connection that Changed Everything4:45 – Managing a Wedding, an MBA, and a Move Simultaneously7:10 – Leveraging a Clinical Research Background in Sales11:55 – Why an MBA Isn't Enough (and what you actually need)14:18 – Facing 50+ Rejections: The Reality of the Hunt16:42 – The Medical Sales U Method: Business Plans & STAR Interviews21:27 – Remote Networking: How to Land a Job in a Different State26:15 – Researching Products, FDA Approvals, and Competition31:01 – Ordering the Chaos: Daily Habits for Success35:38 – Conclusion: New Beginnings in DenverCONNECT 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 Waterhouse02:15 - Avoiding Oncology: A Personal Story of Loss05:30 - The Mentor Who Changed Everything09:45 - The Birth of the Sarah Cannon Network13:20 - Why Clinical Trials Belong in the Community18:10 - The Evolution of Lung Cancer Treatment23:50 - Precision Medicine & Biomarkers Explained28:15 - Closing the AI Trust Gap in Medicine34:00 - What Makes a Great Pharma Rep? (The Amgen Story)40:05 - The Hippocratic Oath vs. Fiduciary Duty44:20 - Personal Legacy: Family, Dogs, and SuccessConnect 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

April 13, 202644 min

E51 | From Young Life Minister to Medical Device Rep w/ Kevin Maher

From $50k to $115k: How a Ministry Director Broke into Medical Sales (and Survived a Major Setback)Can you pivot from a nonprofit background to a six-figure medical device sales role? Kevin Maher did—but it wasn’t a straight line. From landing a dream $115,000 offer at AstraZeneca to having it rescinded over a driving record error, this is the raw, unfiltered truth about the medical sales journey.In this episode of Medical Sales U, Kevin Maher and I dive deep into the grit, the "corporate game," and the exact steps needed to land a role at top companies like Applied Medical.What You’ll Learn in This Episode:The "Panera Strategy": How Kevin hunted down a hiring manager in real life.Transferable Skills: Why ministry, teaching, and coaching are "secret weapons" for sales.The Driving Record Warning: The $115k mistake you MUST avoid before you apply.The "Corporate Game": How to balance radical authenticity with professional wisdom.Clinical Interviewing: A look inside the Applied Medical vNOTES procedure test.Timestamps:0:00 - Introduction: Kevin’s transition from Young Life to Med Sales.04:20 - The skill set: Why "Area Directors" make great Territory Managers.08:15 - Networking 101: Finding an AstraZeneca manager at Panera Bread.16:30 - The $115k Offer: Doubling a salary overnight.18:45 - DISASTER: Why the offer was rescinded (and how to fix your record).22:10 - The Grind: Delivering bulletins and taking calls from the car.27:50 - Learning from Rejection: Failing the Boston Scientific final round.31:15 - The "Corporate Game": When to be authentic vs. when to be wise.36:40 - Success at Applied Medical: The vNOTES clinical interview.41:20 - Final Advice: Perseverance and the future of Medical Sales.Connect with Us:Follow Kevin Maher on LinkedIn: https://www.linkedin.com/in/kevinmaher1/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 #CareerPivot #MedicalDeviceSales #AstraZeneca #JobInterviewTips #SalesCareer #MedicalSales

April 6, 202631 min

E50 | From Sales Rep to National Sales Director at Guardant Health w/ Todd Ford

Stop applying to medical sales jobs online. You’re doing it wrong.In this episode of Medical Sales U, I sit down with Todd Ford, National Sales Director at Guardant Health, to pull back the curtain on what it actually takes to lead and land a role in the high-stakes world of precision medicine and oncology diagnostics.Todd has hired over 150+ people at Guardant alone, and his data is clear: only 1 in 65 successful hires comes from an online application. So, how do you get in? We break down the "networking secret," the evolution of genomic testing (NGS), and the daily habits of the top 10% of sales reps who win President’s Club year after year.In this episode, you’ll learn:Why B2B sales (like copiers) is the ultimate stepping stone to Medical Sales.The "hidden" criteria Todd uses to hire D1 athletes and top-tier talent.How Precision Medicine shifted from Chemotherapy to Targeted Therapy.The reality of "The Hustle": Managing 160 flights a year while raising a family.Why your resume is the least important part of your job search.TIMESTAMPS:0:00 - Introduction: Meet Todd Ford of Guardant Health2:15 - The 10-Year Evolution: From Chemo to Precision Medicine4:40 - Career Roots: Why a Mentor told Todd to sell Copiers first7:00 - Scaling the MRD (Minimal Residual Disease) Team9:30 - How to Move from Sales Rep to National Director12:15 - The "Ante" to get to the table: Consistent Performance15:00 - Hiring Secrets: The "1 in 65" Networking Rule18:30 - Managing the Autonomy: Habits of a Remote Sales Leader21:00 - The Travel Reality: 160 Flights vs. Family Life24:00 - The President's Club: Ritz-Carlton Yachts & Rewards28:00 - Final Advice: Why Initiative is your best Interview ToolCONNECT WITH THE GUEST:Todd Ford on LinkedIn: https://www.linkedin.com/in/todd-ford-914b34/Guardant Health: https://guardanthealth.com/ABOUT MEDICAL SALES U:We help aspiring and veteran sales professionals break into and level up within the medical device, pharmaceutical, and diagnostic industries. Subscribe for weekly interviews with the leaders shaping the future of medicine. We help professionals transition into top-tier medical sales roles: medicalsalesu.com/#MedicalSales #PrecisionMedicine #Oncology #GuardantHealth #SalesLeadership #MedicalDeviceSales #JobSearchTips #PresidentClub #SalesHabits

March 30, 202634 min

E49 | Early Detection Starts Here: A Medical Director's Perspective - Dr. Jasleen Pannu, MD

What does it take to truly partner with physicians in the medical device and pharma industry? In this episode of Medical Sales U, I sit down with Dr. Jasleen Pannu (Medical Director of Early Lung Cancer Detection at Ohio State Wexner Medical Center) to discuss the massive shift in interventional pulmonology, the rise of mobile CT screening, and how reps can better understand a physician's workflow to drive clinical innovation.Whether you are trying to break into medical device sales, working as a Medical Science Liaison (MSL), or practicing in the healthcare space, this episode offers a rare look behind the curtain. Dr. Pannu breaks down exactly how device reps can integrate into clinical workflows, find gaps in patient care, and brainstorm solutions alongside physicians.Timestamps00:00 - Meet Dr. Jasleen Pannu & Medical Sales U02:15 - Journey from India to U.S. Pulmonology04:30 - The Evolution of Early Lung Cancer Detection09:04 - MedTech Innovations: 3D Imaging & Precision Robotics13:51 - Lung Cancer Screening Criteria & Risk Factors16:14 - Overcoming Barriers with Mobile CT Scanning18:30 - How Device & Pharma Reps Can Partner with Physicians20:54 - Mentorship vs. Sponsorship (Building WIP Strong)25:32 - Food, West Coast Travels, & Work-Life Balance30:15 - How Art & Creativity Drive Clinical InnovationShe also shares her personal journey from India to the US, her leadership as a founding member of WIP Strong (Women in Interventional Pulmonology), and how leaning into creative outlets like painting actually fuels her medical problem-solving.CONNECTLearn more about Ohio State Wexner Medical Center: https://wexnermedical.osu.edu/ Connect with Jasleen Pannu on LinkedIn: https://www.linkedin.com/in/jasleen-kaur-pannu-61752b21/ IG: @jasleenpannu_md 💡 Are you looking to break into Medical Sales? Medical Sales U is dedicated to helping you reinvent your career, find your specialty (Spine, Oncology, Pharma), and provide the innovation patients need. We help professionals transition into top-tier medical sales roles: medicalsalesu.com/#MedicalSales #PharmaSales #InterventionalPulmonology #LungCancerScreening #MedicalDeviceSales #MSL #WomenInMedicine #MedTechInnovation #PhysicianPartnerships

March 25, 202632 min

E48 | How to Master Medical Capital Equipment Sales

Are you trying to break into medical device sales or transition into high-ticket robotics and capital equipment? In this episode of the Medical Sales U, we sit down with Rachel Caton, a Regional Sales Manager and former "Inluminal Sales Rep of the Year" at one of the world's largest medical device companies.Rachel breaks down her exact blueprint for climbing the ladder from an associate to a top-tier capital equipment sales leader. We dive deep into the clinical environments of highly competitive operating rooms, what a real capital sales cycle looks like, and how to create urgency with hospital C-Suite executives.If you are an aspiring sales rep or a current representative looking to level up your healthcare sales career, this masterclass in networking, sales habits, and territory management is for you!Subscribe to Medical Sales U for weekly tips on breaking into medical sales & mastering your healthcare career!CHAPTERS0:00 - Introduction: Meet Rachel Caton, Rep of the Year0:50 - The Power of LinkedIn Networking (How Rachel Got Discovered)1:30 - What Is Capital Equipment & Robotics Sales?2:15 - Why Sell Capital? The Impact of Saving Lives3:00 - The Anatomy of a Medical Capital Sales Cycle4:20 - How to Leverage Personal Storytelling to Win Over Surgeons7:30 - Breaking In: Rachel’s College Journey to Med Device11:30 - The Maryland Ortho Trauma Hustle & Her First Field Ride16:10 - The Associate Grind: Proving Yourself in Your First Year18:00 - Crashing the Interview: The Bold Hotel Story That Got the Dream Job22:50 - How Selling Bike Taxi Rides Prepared Her for C-Suite Selling24:30 - Dealing with Sales Slumps: Behaviors vs. Performance26:10 - Work-Life Balance: CrossFit and Personal Growth27:30 - The Best Advice from Dad: Don’t Be a Coin-Operated Rep29:30 - Chicago Hotspots & Advice for When You Feel Behind In Your Career🌐 Connect with Rachel Caton on LinkedIn: https://www.linkedin.com/in/rachel-caton-07b904a4/💡 Are you looking to break into Medical Sales? Medical Sales U is dedicated to helping you reinvent your career, find your specialty (Spine, Oncology, Pharma), and provide the innovation patients need. We help professionals transition into top-tier medical sales roles: medicalsalesu.com/#MedicalSales #MedicalDeviceSales #MedicalSalesU #SalesTips #CapitalSales #RoboticSurgery

March 16, 202619 min

E47 | Live from the Studio

Can an ICU nurse or a college mascot land a high-six-figure job at Pfizer or Stryker? In this episode of Medical Sales U, I sit down with three successful alumni to deconstruct the exact "pivot" strategies they used to reinvent their careers and land roles at the world’s top medical companies.Whether you’re a clinician looking for better work-life balance or a recent grad navigating the post-COVID job market, this deep dive reveals the networking secrets and interview "hooks" that actually work in 2026.What You’ll Learn in This Episode:The "Network Outer Ring" Strategy: Why the person who hires you is likely already in your phone (and how to reach out without being awkward).From the "Shoe" to Pharma: How Corey leveraged being the Ohio State Mascot to prove his "sales DNA" to Pfizer.The 30-60-90 Day Rule: The specific document Viti used to stand out during the Stryker interview process.OR vs. Diagnostics: Why Ru transitioned from the operating room to Exact Sciences for better consistency and balance.The "3-Minute" Pitch: The exact answer that got a recruiter to say "Be ready for an interview on Tuesday."Timestamps:0:00 – Introduction: Meet the Columbus Crew1:45 – Ru’s Story: From Finance & Fitness to Stryker Trauma3:12 – Why Diagnostics? The shift to Exact Sciences4:30 – The Networking Myth: Your "Who" is already there6:50 – Advice for the First 90 Days in a new role8:15 – Corey’s Pivot: Transitioning from ICU Nursing to Pfizer10:15 – How to use your "Unique Hook" in an interview11:30 – The Pfizer Interview Process: "Why should I hire you?"14:00 – Viti’s Journey: Pivoting from Pre-Med to MedTech16:20 – Mastering the 30-60-90 Day Proposal18:45 – Closing: How to join the Medical Sales U Community Resources Mentioned: The Power of Who by Bob Beaudine.💡 Are you looking to break into Medical Sales? Medical Sales U is dedicated to helping you reinvent your career, find your specialty (Spine, Oncology, Pharma), and provide the innovation patients need. We help professionals transition into top-tier medical sales roles: medicalsalesu.com/#MedicalSales #CareerPivot #Pfizer #Stryker #MedicalDeviceSales #JobInterviewTips #NursingToSales #MedicalSalesU