Medical Sales U with Dave Sterrett

Hosted by Dave Sterrett

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Oct 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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October 19, 202635 min

E65 | 12 Steps to Get Hired in Medical Sales

Want to break into pharmaceutical or medical device sales, but tired of hitting dead ends? In this episode of Medical Sales U, Dave Sterrett lays out a clear, step-by-step playbook to land your target role in medical sales, even if you have zero clinical background or formal sales experience. Most job seekers waste time blasting hundreds of resumes and hoping for a miracle on LinkedIn. Dave breaks down why that spray-and-pray method fails and replaces it with a strategic 12-step system. You'll learn how to leverage AI to sharpen your resume, build a high-converting LinkedIn profile, stand out using a customized brag book, and secure internal referrals that jump you to the front of the line. Whether you're a nurse, teacher, firefighter, or professional looking to pivot into a $160K+ career, this guide gives you actionable steps to stop overthinking, take control of your job search, and get in front of real decision-makers. TIMESTAMPS: 00:00 - Stop Applying the Wrong Way 02:20 - Trap of Applying vs. Perfection Paralysis 04:46 - Step 1: Update Your Resume in 24 Hours 07:13 - Step 2: Optimize Your LinkedIn Storefront 11:58 - Step 3: Map Out Your Top 10 Target Companies 14:17 - Step 4: Identify Your Practical 7 Job Openings 16:42 - Step 5: Network Strategically on LinkedIn 19:09 - Step 6: Send High-Converting Outreach Messages 21:35 - Step 7: How to Run the Initial Phone Call 23:59 - Handling Common Industry Pushback 26:25 - Step 8: Build and Send a Customized Brag Book 28:48 - Step 9: Apply with an Internal Referral 31:13 - Step 10 & 11: Build Multi-Contact Momentum and Practice Video Answers 33:39 - Step 12: Repeat the Process Until You Win Subscribe to Medical Sales You for more practical advice on breaking into and scaling your career in medical sales! Ready to build your strategy, prep your clinical knowledge, and land your offer? 🔗 CONNECT WITH US & BREAK INTO MEDICAL SALES: medicalsalesu.com/

October 5, 202632 min

E64 | What Pharma Sales Hiring Managers Really Want

The Real Rules of Medical Sales Success: Character, Coaching & Mindset | Medical Sales U Why do candidates with top-tier degrees and years of grit still get rejected in medical and pharmaceutical sales interviews? Because breaking into this industry isn't just a test of your knowledge—it's a test of your character under pressure and your willingness to be coached. In this masterclass episode of Medical Sales U, host Dave Sterrett breaks down why isolation dressed up as independence leads to failure, how a former firefighter landed a $207,000 package in pharma sales, and the 3 C's every candidate needs: Coachability, Collaboration, and Confidence. TIMESTAMPS: 00:00 - Character vs. Knowledge in Medical Sales 02:26 - Case Study: From Firefighter to $207K Pharma Offer 04:47 - Coachability: The Danger of Being Unteachable 07:09 - Lessons from Bud Bender, Kobe Bryant & Michael Jordan 12:05 - Energy Givers vs. Energy Takers in Sales 16:59 - Confidence, Cockiness & Preparing for Clinical Trials 24:15 - Using Your Unique Story (And Turning It Into Value) 29:09 - How to Handle Rejection & Close the Hiring Manager Ready to build your strategy, prep your clinical knowledge, and land your offer? 🔗 CONNECT WITH US & BREAK INTO MEDICAL SALES: medicalsalesu.com/ What is the biggest lesson you’ve learned from a tough coach or mentor in your life? #MedicalSales #PharmaSales #MedicalDeviceSales #SalesMindset #MedicalSalesU #CareerTransition #SalesCoaching #PharmaCareers

September 21, 202653 min

E63 | Career Change Advice: Transferable Skills

Looking to break into medical sales or take your sales career to the next level? In this episode of Medical Sales U, host Dave Sterrett sits down with leadership coach and principal advisor Jason Autry. They dive deep into the mindset shifts needed for a successful career change, how healthcare professionals can leverage their transferable skills, and why mastering core fundamentals like communication, personal administration, and integrity will make or break your success in high-stakes sales. Whether you’re a nurse, pharmacist, or professional looking to transition into pharma or medical device sales, or an established rep striving for your next promotion, this conversation delivers practical strategies to help you handle rejection, build confidence, and land the role you want. TIMESTAMPS: 00:00 - Introduction 02:25 - Communication, Administration, and Integrity 04:42 - Leading Through Crisis 09:32 - High-Stress Careers and Taking Care of Yourself 11:57 - Why Smart People Struggle to Communicate 13:46 - How Communication Assigns Value 16:12 - How to Improve Your Communication Skills 20:55 - Urgency vs. Importance 23:16 - Developing Skills Through Practice 28:03 - Making a Career Change 32:44 - Using Your Past Experience to Your Advantage 39:57 - Discipline and Health in Professional Life 46:59 - Leadership Coaching with Jason Autry 51:45 - Closing Remarks Jason Autry's LinkedIn: https://www.linkedin.com/in/jasoneautry/ Follow Medical Sales U for more practical advice on breaking into and scaling your career in medical sales! Ready to build your strategy, prep your clinical knowledge, and land your offer? 🔗 CONNECT WITH US & BREAK INTO MEDICAL SALES: medicalsalesu.com/

September 7, 202631 min

E62 | 5 Pharmaceutical Sales Interview Answers That Will Get You Hired

How to Ace the Top 5 Medical Sales Interview Questions (Pharma, Device & Oncology) | Medical Sales U Preparing for a pharmaceutical, medical device, or oncology sales interview? The medical sales hiring process is pattern recognition exercise. Hiring managers ask the exact same high-impact questions to test your clinical communication, structure, and presence in front of physicians. In this episode of Medical Sales U, host Dave Sterrett breaks down the 5 questions that decide job offers, exact frameworks like PSPT and STAR to keep your answers under 90 seconds, and delivery rules that win over hiring managers. TIMESTAMPS: 00:00 - The 2 Rules Governing Every Interview 02:26 - The PSPT Framework 03:30 - Question 1: "Why You?" / Elevator Pitch 07:20 - Question 2: Why This Company & Role? 09:44 - Question 3: What Do You Know About Our Product? 14:25 - Question 4: What Is Your "Why"? 21:46 - Question 5: Where Do You See Yourself in 5 Years? 24:09 - 4 Pro Tips to Master Interview Delivery & Tech Ready to prep your interview answers and land your offer? 🔗 CONNECT WITH US & BREAK INTO MEDICAL SALES: medicalsalesu.com/ Which of these 5 interview questions do you find hardest to answer? #MedicalSales #PharmaSales #MedicalDeviceSales #InterviewPrep #SalesInterview #CareerTransition #MedicalSalesU #BiotechSales #SalesCoaching

August 24, 202628 min

E61 | How Medical Sales Changed My Life (And Could Change Yours)

How to Reinvent Your Career in Medical Sales (Nurses, Trainers & Teachers) | Medical Sales U In this episode of Medical Sales U, host Dave Sterrett breaks down how former nurses, physical trainers, firefighters, and teachers are breaking into top medical device and biotech companies like Exact Sciences, Pfizer, Canon Surgical, and Eli Lilly. Whether you are looking to break into the industry for the first time or want to reinvent yourself to get better pay, better work-life balance, and more purpose, this panel breakdown gives you the exact blueprint to make it happen. TIMESTAMPS: 00:00 - Precision Medicine & Early Detection Impact 10:00 - Why Precision Medicine & Oncology 12:25 - Researching Target Companies 13:30 - Real Career Change Stories 17:23 - Why Most Applicants Fail 20:45 - How Narrow Should Your Search Be? 23:30 - What Hiring Managers Look For 25:20 - Interview Prep While Working Full-Time Ready to jumpstart your career in medical device or pharmaceutical sales? 🔗 CONNECT WITH US & BREAK INTO MEDICAL SALES: medicalsalesu.com/ What industry are you trying to transition out of right now? #MedicalSales #MedicalDeviceSales #PharmaSales #CareerTransition #OncologySales #PrecisionMedicine #MedicalSales U #SalesCoaching #CareerReinvention

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