The Medical Sales Guide: Close More B2B Deals & Crush Your Quota

Hosted by Brandon

Business Entrepreneurship Education

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Episodes

118

Latest episode

Jun 2026

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About the show

Do you want to crush quota and never have the Sunday night blues again? This show is for medical sales reps and those looking to break into medical sales. For those who are high achievers and want to make life-changing money while living a fulfilled life. In this show you’ll learn the right mindset, approach, and skills to be consistent in your performance and reduce anxiety in your sales career. This show has helped people level up, make 7 figures AND reduce stress along the way. We have weekly episodes that provide you with practical, actionable steps to put into your sales game all in the time it takes to drive to your next appointment. If you’re ready to jump in and instantly improve your sales EQ, a fan favorite episode released 9/21/22: ‘What's Better In B2B Medical Sales, Being A Product Expert Or A People Expert?’

Listen to episodes

60 recent

June 24, 202616 min

Building A Brand from The Perspective Of A Rep In Medical Sales

Brandon discusses strategies for building a brand in aesthetics from the perspective of a sales rep. He emphasizes the importance of identifying influential accounts in a territory, which can vary from top plastic surgeons to nurse practitioners. He shares insights from his experience with Smart Lipo, highlighting the impact of strategic placements and the pitfalls of targeting non-influential accounts. He also advises reps to focus on long-term strategies, build relationships, and maintain a positive personal brand to ensure lasting success in the industry.Listen In!Thank you for listening to this episode of The Medical Sales Guide

June 3, 202620 min

Are You Built For A Startup?

Brandon discusses the traits and considerations for joining a startup, drawing from his experiences at various companies, including Boston Esthetics and CoolSculpting. He emphasizes the importance of adaptability, intensity, and a willingness to wear multiple hats in early-stage companies. He highlights the need for stable funding, effective leadership, and a product-market fit. He notes that startups often require individuals who are comfortable with uncertainty and rapid growth, contrasting this with the more structured environments of mature companies. He also advises thorough due diligence and alignment with personal growth motivations when considering a startup role.Listen In!Thank you for listening to this episode of The Medical Sales Guide

May 7, 202616 min

The Equanimity Edge: How High Performers Navigate The Unknown

Brandon discusses the shifting market in medical esthetics, noting the difficulty in obtaining capital and the high default rate in Q4 2025. He emphasizes the importance of equanimity, a skill that helps high performers stay calm and non-judgmental in challenging situations. He shares a story about Tom Brady's use of a Chinese philosophy to maintain equanimity. He advises sales professionals to view setbacks as opportunities to reflect and adapt their strategies. He also suggests building long-term relationships and rethinking prospecting approaches to succeed in a challenging market. Listen In!Thank you for listening to this episode of The Medical Sales Guide

April 22, 202617 min

Why AI Is Killing Your Deals

Brandon discusses the impact of AI on medical sales strategies, highlighting how outdated sales playbooks are ineffective in the current AI-driven market. He notes that buyers, particularly millennials, are now more informed and use AI tools to verify sales pitches and negotiate better deals. He emphasizes the need for transparency and modern strategies, citing the example of the MedSpa industry's saturation and competition. He suggests that companies should adapt to fair pricing, transparent financing, and long-term partnerships to succeed in the evolving market landscape.Listen In!Thank you for listening to this episode of The Medical Sales Guide

April 16, 202619 min

Alignment Matters More Than You Think

Brandon discusses his career journey and the importance of alignment in personal and professional life. He highlights his new role, which he had envisioned three years ago, and the significance of Peninsula Medical Group, the largest energy-based device company in China, which contributed 60% of its $300 million in sales from consumables. He emphasizes internal and external alignment, the value of knowing yourself, and the need for mentorship. He advises on career growth, the importance of self-actualization, and the potential for career pivots when you feel unaligned with your current path.Listen In!Thank you for listening to this episode of The Medical Sales Guide

December 3, 202512 min

If You're Feeling Helpless, Get Helpful

Brandon shares a personal story from his early days in medical aesthetics sales. Reflecting on Q4 of his second year, he recounts the pressure of meeting a $500,000 sales target and the challenges of working alone without team support. A turning point came when he volunteered at a toy drive, which shifted his mindset from desperation to helpfulness. This change in perspective led to improved sales interactions and success, including closing significant deals and surpassing his sales goal. He emphasizes the importance of being helpful and maintaining a positive attitude to succeed in sales.Listen In!Thank you for listening to this episode of The Medical Sales Guide

September 3, 202517 min

Is My Ego Slowing Me Down?

Brandon discusses the impact of ego on personal and professional growth. He reflects on the ego's role in preserving self-identity and how it can hinder future success by attaching to past achievements and failures. He uses examples like Blockbuster Video and the pager industry to illustrate how ego can lead to stagnation and eventual decline. He emphasizes the importance of continuous learning, adapting to change, and overcoming ego-driven behaviors such as blaming, complaining, and defending poor behavior. He also highlights the transformative power of addressing ego in recovery programs like Alcoholics Anonymous and encourages you to embrace radical change and self-improvement.Listen In!Thank you for listening to this episode of The Medical Sales Guide

August 15, 20255 min

Are You Ready For Disruption?

Brandon discusses the transformative impact of AI on various industries, particularly medical sales. He shares a personal experience with an AI-driven financial services call and highlights AI's potential to revolutionize outbound sales through advanced targeting and list building. He emphasizes the rapid growth of AI, citing ChatGPT's achievement of 700 million users in two and a half years, and asserts that businesses embracing AI will thrive in the next five years. He invites experts in AI and outbound sales to share insights and collaborate, envisioning AI's role in personalized medical treatments and the future of the beauty industry.Listen In!Thank you for listening to this episode of The Medical Sales Guide

August 6, 20256 min

Are You Convicted Or Just Committed To Your Sales Role?

Brandon discusses the difference between being committed and being convicted in sales. He emphasizes that while committed individuals go through the motions, convicted individuals operate at a higher vibrational frequency and can significantly impact their organization. He uses the example of Steve Jobs to illustrate the power of conviction. He shares a personal anecdote about reframing a negative event positively and encourages you to focus on your current opportunities and resources to raise your certainty and performance. He also challenges you to reflect on your past efforts and to channel your inner 'monster' to level up in your career.Listen In!Thank you for listening to this episode of The Medical Sales Guide

July 18, 202516 min

What To Do When You Land Your Dream Job In Medical Sales

Brandon discusses the importance of prioritizing energy, mastering the craft, and hitting benchmarks in your first year in medical sales. New hires should expect to work hard, adjust their social lives, and seek help from peers and managers. Role-playing is crucial for practice, and over-communicating with managers is essential for job security. He advises against being needy, focusing on ROI, and being honest about your knowledge. He stresses the need for resourcefulness and ownership to succeed in the competitive medical sales industry.Listen In!Thank you for listening to this episode of The Medical Sales Guide