The Medical Sales Podcast

Hosted by Samuel

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Episodes

299

Latest episode

Sep 2026

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About the show

The Medical Sales Podcast is for people breaking into medical sales and reps ready to level up. Hear real stories and strategies from top reps, executives, MedTech entrepreneurs, and surgeons across pharmaceutical sales, medical device sales, medical supply sales, wound care, diagnostics, and more. After 250+ episodes and a 4.9-star history, we were review-bombed on Spotify. But if this show has ever helped you, leave us a 5-star review. It means more than you know. Whether you're trying to break in, building your career, brand, or clinical impact, this show is your edge. Learn more about our programs at https://evolveyoursuccess.com

Listen to episodes

60 recent

September 10, 2026Episode 23440 min

If I Had to Break Into Medical Sales Again in 2026, Here's What I'd Do

In this solo episode of the Medical Sales Podcast , Samuel Adeyinka answers a critical question: if he had to start over and break into medical sales after 2026, what would he do differently? Samuel breaks down his approach for three different types of professionals: recent college graduates, clinical professionals, and business professionals looking to transition into medical sales. He explains why the first step is not applying for jobs, but understanding the industry, researching the different paths within medical sales, and figuring out where you actually belong. Samuel also shares how to evaluate whether you truly want to sell, why having an appreciation for science and the human body matters, how to position your background and value proposition, and why interviewing should be treated as a skill that requires deliberate practice. He discusses the differences between working for large pharmaceutical and medical technology companies versus smaller organizations, why candidates need to perform serious due diligence before accepting a position, and how building a feedback loop can dramatically improve your job search. Most importantly, Samuel explains why too many talented professionals enter medical sales without doing the necessary research, end up in roles they hate, and incorrectly conclude that medical sales is not for them. Whether you're a college graduate, nurse, physical therapist, scrub tech, or experienced business professional considering a transition into medical sales, this episode will help you approach your career with more clarity, strategy, and intention. Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

September 2, 2026Episode 23341 min

From Student to $27 Million Medical Sales Entrepreneur in 3 Years

In this episode of the Medical Sales Podcast , Samuel Adeyinka sits down with Gabe Albacete , a medical sales entrepreneur who went from an engineering career and $50K in debt to building a wound care business that has generated $27 million in sales. Gabe shares his journey from engineering at companies like Stryker to breaking into medical sales, launching his own distributorship, and discovering that success in medical sales is about selling more than just a product—it's about becoming a trusted resource for physicians and their practices. He explains how he built a white-glove service around wound care products, helped practices navigate documentation and billing, adapted to major reimbursement changes, and grew his business even as the wound care market faced significant disruption. Gabe also reveals how he uses data and technology to identify opportunities, why consistency and relationship-building are critical to long-term success, and how he is expanding into e-commerce and healthcare technology. Whether you're trying to break into medical sales, grow your territory, start your own distributorship, or become a top-performing rep, this episode is packed with practical lessons on sales, entrepreneurship, cold calling, building trust, and evolving with the market. Connect with Gabe Albacete: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

August 26, 2026Episode 23234 min

Life Inside Cardiac Rhythm Management Sales: The Reality Nobody Shows Us

In this episode of the Medical Sales Podcast, host Samuel Adeyinka sits down with Jaymen McClain, a Senior Cardiac Rhythm Management Sales Rep at Medtronic, to take listeners inside the fast-paced world of cardiac medical device sales. Jaymen shares what a typical day looks like, from supporting pacemaker and ICD implants to working alongside electrophysiologists and cardiologists, managing a team of clinical specialists, and responding to urgent cases. He also breaks down how to build trust with physicians, win business against long-standing competitors, become a valuable resource in the procedure room, and navigate the unpredictable on-call lifestyle. Jaymen also discusses compensation, career growth, burnout, work-life balance, and the persistence it took to transition from pharmaceutical sales into medical devices. This episode is a must listen for anyone considering a career in cardiac medical device sales or looking to become a top-performing medical sales rep. Connect with Jaymen McClain: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

August 19, 2026Episode 23138 min

The Communication Formula That Separates Top Medical Sales Reps From Everyone Else

In this episode of the Medical Sales Podcast, host Samuel Adeyinka sits down with Heather Hansen, a former medical malpractice defense attorney of 25 years, communications consultant, keynote speaker, and coach, to explore the three C's of effective communication in medical sales: compassion, credibility, and charisma. Heather shares practical strategies for understanding healthcare professionals from their perspective, building trust with physicians, nurses, and gatekeepers, and using storytelling, metaphors, tone of voice, and belief to become a more persuasive communicator. She also reveals insights from her legal career, including how medical sales reps can become involved in malpractice cases and what reps should know if they are ever called to testify. This episode is packed with actionable communication strategies and real-world lessons that can help medical sales professionals build stronger relationships, communicate with greater confidence, and become more effective in the field. A must listen. Connect with Heather Hansen: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

August 12, 2026Episode 23034 min

How to Master Health Tech Sales

In this episode of the Medical Sales Podcast , Samuel Adeyinka sits down with Brendan McAdams , a seasoned healthcare sales coach and expert, to break down what it really takes to succeed in healthcare tech and medical sales. Brendan shares practical advice for both new and experienced reps, including how to stop selling too early, listen more effectively, ask better questions, build trust with customers, and approach sales conversations as a consultant rather than simply trying to make a sale. They also discuss how clinicians can transition into healthcare tech sales, the importance of preparation and organization, strategies for accessing hard-to-reach accounts, and how sales professionals can develop the right mindset to stay motivated and continuously improve. If you want actionable strategies to become a more confident, effective, and customer-focused medical sales professional, this episode is a must-listen. Connect with Brendan McAdams: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

August 5, 2026Episode 29932 min

What Hiring Managers Want Reps to Know

In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Jon Alwinson, an Endoscopy Regional Manager, to uncover what hiring managers really look for when interviewing candidates for medical device sales roles. Jon shares the most common mistakes candidates make during interviews, from giving long-winded answers and failing to prepare, to missing opportunities to demonstrate coachability, curiosity, and work ethic. He also explains how experienced reps can successfully transition into procedural sales, what qualities separate top performers from average ones, and why organization, territory planning, and disciplined execution are often the biggest drivers of long-term success. This episode is a must listen for anyone trying to break into medical device sales or current reps who want to sharpen their interview skills, improve their sales performance, and position themselves for career growth. Connect with Jon Alwinson: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

July 29, 2026Episode 29834 min

The Truth About Specialty Pharma Sales: The Money, The Lifestyle, And Who It's Really For

In this episode of the Medical Sales Podcast , Samuel Adeyinka sits down with Kweku Larbie , an immunology sales representative at Johnson & Johnson, to explore what it's really like to sell specialty pharmaceuticals in gastroenterology. Kweku explains how biologic therapies for Crohn's disease and ulcerative colitis differ from traditional pharmaceutical products, why specialty sales comes with greater complexity and higher earning potential, and what it takes to support physicians treating patients with chronic autoimmune diseases. He also shares insights into the launch of Tremfya in gastroenterology, the realities of selling within a highly specialized therapeutic area, and the profound impact these therapies can have on patients' quality of life. This episode is a must listen for anyone interested in specialty pharmaceutical sales, immunology, or advancing into high value medical sales roles. Connect with Steve Gielda: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

July 22, 2026Episode 29728 min

What It Actually Takes To Go From Top Rep To Sales Leader

In this episode of the Medical Sales Podcast , Samuel Adeyinka sits down with Steve Gielda , co-founder of Ignite Selling, to explore what separates average medical sales reps from top performers and how great sales managers develop winning teams. Steve shares decades of experience training life science organizations, explaining why strategic account planning, challenging customer thinking, and asking better questions create stronger sales outcomes than simply following traditional discovery methods. He also breaks down the importance of coaching, feedback, accountability, pipeline management, and leadership development, while revealing why the best managers ask more than they tell, coach early in the sales process, and empower reps to learn from failure instead of rescuing them. This episode is a must listen for medical sales professionals and leaders who want to improve their selling skills, build high performing teams, and create long term success through better coaching and strategic execution. Connect with Steve Gielda: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

July 15, 2026Episode 29725 min

How This Physical Therapist Broke Into Pharmaceutical Sales

In this episode of the Medical Sales Podcast , Samuel Adeyinka sits down with Meredith Gehl , a physical therapist and graduate of the Medical Sales Career Builder, to unpack how she transitioned from patient care into pharmaceutical sales in just five weeks. Meredith shares why she began questioning her long term future in physical therapy, how student debt, limited income growth, and a lack of career flexibility pushed her to explore new options, and why medical sales became the right next step. She also explains how mentorship, specialty matching, resume translation, networking, and interview preparation helped her turn years of clinical experience into a value proposition hiring managers could immediately understand. This episode is a must listen for physical therapists, clinicians, and career changers who want to break into medical sales, find the right specialty, and make the transition with more clarity, confidence, and direction. Connect with Meredith Gehl: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

July 8, 2026Episode 29639 min

How to Succeed in The Laser Aesthetic Sales Industry

In this episode of the Medical Sales Podcas t, Samuel Adeyinka sits down with Derek Sanz , a regional sales director with nearly 20 years of experience in medical device and aesthetic sales, to unpack what it takes to succeed in the highly competitive world of laser aesthetics. Derek shares how the industry works across med spas, dermatology practices, and plastic surgery offices, why capital equipment sales requires a different mindset, and how reps must balance clinical knowledge, business acumen, prospecting, and closing. He also breaks down the income potential in aesthetics, the reality behind seven figure sales careers, the sacrifices required to perform at that level, and what he looks for when hiring and developing new reps. This episode is a must listen for anyone interested in aesthetic medical sales who wants to understand the opportunity, the competition, and the mindset required to build a high earning career in the space. Connect with Derek Sanz: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »