Can D1 competitive mindset help you dominate the medical sales industry?

In this episode of the Medical Sales U Podcast, I sit down with Justin Kershaw—former Michigan State player turned top-tier Spine Endoscopy Rep for Arthrex.

Justin pulls back the curtain on how he transitioned from the locker room to the Operating Room, the reality of working for a $5B company like Arthrex, and why being a "Girl Dad" and a man of faith is what actually fuels his professional drive.

In this episode, you’ll learn:

* The "3 Gatekeepers" you must win over to close deals in any hospital.

* Why Arthrex uses an "Agency" model vs. traditional distributorships.

* How to maintain high-level physical and spiritual discipline in a high-stress career.

* Tactical advice for career pivots (how Dave broke into sales at age 35!).

🌐 Connect with Justin Kershaw: https://www.linkedin.com/in/justinkershaw/

TIMESTAMP CHAPTERS:

0:00 – Meet Justin Kershaw: From the NFL to Medical Sales

02:26 – Why Arthrex? Understanding the Sales Agency Model

04:05 – Distributorships vs. Agencies: What you need to know

05:30 – Career Pivot: Transitioning after pro football08:12 – The "Girl Dad" Mindset: Balancing 5 daughters and a career

10:45 – Faith in the O.R.: Bringing "Kavanah" to your work

12:06 – A Week in the Life: Cold calls, dinners, and consistency

14:12 – Winning over the 3 Pillars: SPD, Gatekeepers, and Admin

18:30 – Entrepreneurship: Launching "Mom’s Bars"

24:35 – Lead with Prayer: Staying grounded in a digital age

29:24 – The Adult Dream: Why you should never stop pushing

34:13 – Justin’s 2026 Goals: Growth, Health, and Purpose

💡 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 #Arthrex #SpineSurgery #CareerPivot #MedTech #SalesStrategy #Entrepreneurship #MedicalSalesU

Is it time to trade your scrubs for a corporate career?

In this episode, we sit down with Sydney Gramuglia, a Registered Nurse who successfully transitioned from bedside burnout to a high-impact, 6-figure role as an Oncology Clinical Educator at Eversana partnering with Sun Pharma. Sydney didn't have prior sales experience, and the job she landed wasn't even listed in her state—but she beat out veteran candidates anyway. Today, we’re pulling back the curtain on the "Medical Sales U" blueprint she used to master a grueling 5-round interview process and land her dream job in the pharmaceutical industry.

INSIDE THIS EPISODE:

*The "Experience" Myth: Why "not enough experience" is usually a cover for "not enough preparation."

*The LinkedIn Transformation: How Sydney went from 20 connections to 500+ and got headhunted by hiring managers.

*The Mock Presentation: The exact 40-step rehearsal strategy Sydney used to master complex MOA (Mechanism of Action) and PD-L1 pathways.

*Clinical Educator vs. Sales: Understanding the different paths for nurses in pharma.

*The Contract Partnership: How the Eversana and Sun Pharma collaboration works.

CHAPTERS:

0:00 – Meet Sydney: From Bedside Nurse to Pharma Pro

2:15 – The "Depressing" Reality of Nursing during COVID

5:00 – Finding a Passion for Oncology

7:30 – Why Your LinkedIn Profile Is Your New Resume

9:15 – Breaking Down the Sun Pharma Offer

13:45 – Clinical Educator vs. Sales: Which is right for you?

16:10 – The Brutal Rejection that changed everything

23:50 – Preparing for the 5-Round Interview Gauntlet

25:30 – How to Ace a Mock Clinical Presentation

31:00 – The Power of the Medical Sales U Community

36:45 – Lifestyle Design: The perks of a corporate clinical role

39:30 – Exploring Charleston: Best food & dog-friendly spots

CONNECT WITH Sydney Gramuglia - https://www.linkedin.com/in/sydney-gramuglia/

READY TO BREAK INTO MEDICAL SALES? We help professionals transition into top-tier medical sales roles: medicalsalesu.com/

#MedicalSales #NurseCareerChange #PharmaJobs #ClinicalNurseEducator #MedicalSalesU #NursingBurnout #CareerPivot #SunPharma #Eversana #MedicalDeviceSales #HealthcareInnovation

How do top sales leaders stay on top in 2026? Seasoned National Sales Director Kristy McCracken shares her secrets.

About This Episode

In this episode of Medical Sales U, I sit down with Kristy McCracken, a veteran leader in medical devices and biologics. From managing multi-million dollar revenues to leading national teams at companies like Essity and Merck, Kristy knows what it takes to win.

We dive deep into:

The "Always Learning" Mindset: Why high-level executives are returning to the basics to stay competitive.

Modern Networking: How to use LinkedIn and AI to find common ground with hiring managers today.

Leadership & Coaching: Kristy shares a powerful story of how she coached an underperforming rep back to success.

The Future of Med-Tech: Balancing high-tech AI tools with the "human touch" that closes deals.

Whether you are trying to break into medical sales or you’re a seasoned pro looking to reinvent your role, Kristy’s insights on persistence and "sharpening the saw" are essential listening.

Key Moments (Timestamps)

00:00 – Introduction: The greatest winners never stop learning.

02:15 – Kristy’s journey: 20 years in Pharma and Medical Devices.

04:30 – Why even National Sales Directors need a "Professional Community."

07:45 – Breaking in vs. Leveling up: What has changed in 2026?

11:10 – Leadership Deep Dive: Coaching a rep through a PIP (Performance Improvement Plan).

15:30 – Networking Secrets: How Kristy landed her latest role using Dave’s strategies.

19:20 – The Human Element: Asking the "follow-up" question.

23:10 – Advice for the next generation of medical sales leaders.

Resources & Links

Connect with Kristy McCracken: https://www.linkedin.com/in/kristy-mccracken/

READY TO BREAK INTO MEDICAL SALES? We help professionals transition into top-tier medical sales roles: medicalsalesu.com/

Kristy mentioned that "Persistence is Key." What is the biggest rejection you’ve faced in your career, and how did you bounce back? Let us know in the comments!

If you found value in this talk, please: SUBSCRIBE for more interviews with industry leaders. LIKE this video to help other medical sales professionals find us. HIT THE BELL so you never miss a coaching session.

#MedicalSales #Leadership #CareerGrowth #SalesCoaching #MedTech #MedicalSalesU #Networking2026

Is your medical sales interview strategy falling flat?

In this episode of Medical Sales U, I sit down with Nate Yohe, a Regional Sales Director at Boston Scientific with over 20 years of experience in Interventional Cardiology. Nate pulls back the curtain on what hiring managers are actually looking for when they ask about your 5-year plan and how to demonstrate "grit" without sounding rehearsed.

Whether you are a nurse looking to transition into a Clinical Specialist role, an associate rep aiming for a Territory Manager position, or an experienced sales pro considering leadership, this deep dive into the culture of one of healthcare’s most innovative companies is a must-watch.

What You’ll Learn:

* The "Intangible" Factor: Why integrity, motor, and grit beat a perfect resume every time.

* The 5-Year Plan Trap: How to answer the "Where do you see yourself?" question to show you’re a high-performer.

* Clinical vs. Associate Roles: Breaking down the career paths for nurses, teachers, and sales reps.

* Leadership Habits: Nate’s 4:45 AM routine and how he manages a multi-state team of 13.

* The Future of Interventional Cardiology: Why innovation in minimally invasive procedures is exploding.

Timestamps:

0:00 – Introduction: Meet Nate Yohe (Boston Scientific)

1:41 – The Structure of a High-Performing Sales Team

3:24 – Why Great Leaders Want You to Outgrow Your Role

4:36 – Interview Secrets: Testing for Integrity and Grit

8:53 – Dealing with Adversity: The STAR Response

11:42 – Why "The Feel" of an Interview Matters

12:51 – Career Paths: From Nursing and Law to MedTech

15:47 – Leadership Habits: Productivity and 4:45 AM Wake-Ups

19:45 – Should You Move into Management? The "Why" Test

22:52 – Innovation in Interventional Cardiology

25:04 – Nate’s #1 Advice for Breaking into Medical Sales

Resources & Links:

Connect with Nate Yohe on LinkedIn: https://www.linkedin.com/in/nate-yohe-429b671

READY TO BREAK INTO MEDICAL SALES? We help professionals transition into top-tier medical sales roles: medicalsalesu.com/

#MedicalSales #BostonScientific #InterventionalCardiology #SalesInterview #CareerGrowth #MedicalDeviceSales #HiringInsights #SalesLeadership

How do you go from a 60% pay cut to becoming a VP of Sales in one of the most competitive industries in the world?

In this episode, Dave Hazard (Vice President of Sales at Nuo Therapeutics, Inc) breaks down the "unfiltered" reality of medical sales.

Whether you are trying to break into the industry, ace the notorious Stryker Gallup interview, or understand the billion-dollar shift in wound care technology, this conversation is your masterclass. Dave reveals why relationships are your only "currency," the science behind the disruptive Aurix PRP platform, and the "white-knuckle" reality of scaling a medical startup from zero to 250+ distributors.

In this video, you will learn:

• How to survive the "Mule Year" as an Associate Rep.

• Tactical tips to pass the Stryker Gallup Interview.• The "loophole" in the $12B skin substitute market.

• Why Vitamin C is the missing link in chronic wound healing.

• 1099 vs. W2: How to spot a medical sales scam.

TIMESTAMPS:

0:00 - Introduction: Meet Dave Hazard

2:15 - Taking a 60% Pay Cut: "Why I started at Arthrex"

5:30 - How to Ace the Stryker Gallup Interview (Pro Tips)

8:45 - The Power of Relationships in Med Device Sales

11:20 - Transitioning from Corporate to a Startup

15:45 - The $12B Wound Care Market & Medicare Loopholes

19:10 - The Science of Aurix: How PRP + Vitamin C Heal Wounds

23:00 - 1099 Sales: What to look for (and what to avoid)

26:45 - High-Performance Habits & Discipline

32:15 - Advice for my 25-Year-Old Self

RESOURCES MENTIONED:

MiMedx Platform: https://www.mimedx.com/

Connect with Dave Hazard on LinkedIn: https://www.linkedin.com/in/dave-hazard-b625615/

💡 READY TO BREAK INTO MEDICAL SALES? We help professionals transition into top-tier medical sales roles: medicalsalesu.com/

Follow for more deep dives into the business and science of medical sales!

#MedicalSales #StrykerGallup #MedicalDevices #PRP #WoundCare #SalesCareer #1099Sales #Biologics #CareerAdvice

How do you go from managing a gym to managing trauma cases in the Operating Room?

In this episode, we sit down with Roo Cotter, a former personal trainer who made the incredible leap into the high-stakes world of medical device sales. Roo shares her journey of getting recruited by a gym member to work for Stryker Trauma, navigating the chaos of 14-hour days in the O.R., and her recent pivot into the innovative field of cancer diagnostics with Exact Sciences.

If you are an athlete, a trainer, or someone looking to break into medical sales but don't know where to start, this conversation is for you. Roo breaks down how she used grit, networking, and the Medical Sales U program to land her dream job in under two months.

IN THIS EPISODE, YOU WILL LEARN:

- The unlikely path: How working hard at a gym led to a "lucky" break in MedTech.

- The reality of Trauma: What it’s really like to be on call 24/7 (and why it teaches you resilience).

- Ortho vs. Diagnostics: Why Roo transitioned from the "meathead" world of orthopedics to early cancer detection.- Networking Hacks: How to get internal referrals and skip the "ghosting" phase of job applications.

- Mental Toughness: Balancing a high-pressure career with the "1000 Hours Outside" challenge.

CHAPTERS:

0:00 - Intro: From Personal Trainer to the O.R.

1:55 - Why a Finance Major chose Fitness

2:45 - Building relationships with doctors at the gym

5:40 - Getting scouted: The Story of landing the Stryker job

8:37 - The harsh reality of Trauma Sales (and 14-hour days)

13:25 - Transitioning to Neuromodulation (Nalu Medical)

16:00 - The Pivot to Diagnostics: Joining Exact Sciences

19:15 - How Medical Sales U helped speed up the process

24:00 - Avoiding Burnout: The "1000 Hours Outside" Challenge

READY TO BREAK INTO MEDICAL SALES? If you want to fast-track your career like Roo did, check out our program. We help professionals transition into top-tier medical sales roles: medicalsalesu.com/

About the Guest: Roo Cotter is a Medical Sales Professional with experience in Trauma, Neuromodulation, and Diagnostics. A Miami University graduate, she combines her background in finance and fitness to bring a unique, disciplined approach to the O.R.

#MedicalSales #Stryker #CareerPivot #PersonalTrainer #MedicalDeviceSales #ExactSciences #SalesCoaching #CareerAdvice #OrthoDisclaimer: The views expressed in this video are those of the participants and do not necessarily reflect the official policy or position of any other agency, organization, employer, or company.

How do you go from being the Ohio State University mascot to an ICU Nurse, and finally to a top-tier Pharmaceutical Sales Rep at Pfizer in just 11 weeks?

In this episode of Medical Sales U, I sit down with Corey Stewart to break down his incredible career transition.

- The "Hospital Cafeteria" Interview: The insane story of how Corey interviewed for Pfizer while his wife was in labor (and still crushed it).
- The STAR Method: Watch a live roleplay of how to answer the "Tell me about a time..." question using courage and clinical experience.
- Salary Negotiation: Full transparency on the numbers. See how Corey negotiated a $112k offer up to a $158k total first-year package.
-Networking Strategy: Why reaching out to the team is more important than reaching out to the manager.
If you are a nurse, teacher, or athlete looking to break into Medical Device or Pharma Sales, this will give you some insight.

CHAPTERS
0:00 - Intro: Meeting Brutus Buckeye & The "Expert of One" Mindset
2:15 - Why Leave Nursing? Burnout, Family, and Income
8:45 - The Strategy: Networking with Peers vs. Hiring Managers
15:30 - Master Class: Using the STAR Method in Interviews (Live Example)
24:10 - The "Courage" Story: Challenging a Surgeon in the ICU
32:45 - Must See: Interviewing for Pfizer While His Wife was in Labor!
40:20 - The "Re-Close": How to Tell Them You Got the Job
45:50 - Money Talk: Negotiating Base Salary, Commission, & Relocation ($158k Total)
52:10 - Final Advice: Betting on Yourself

WANT TO BREAK INTO MEDICAL SALES? Ready to leave the bedside or the classroom and start a 6-figure career? Apply to Medical Sales U today: medicalsalesu.com/

ABOUT THE GUEST: Corey Stewart is a former Ohio State "Brutus" mascot, a Cardiovascular ICU Nurse, and now a Pharmaceutical Sales Representative at Pfizer. He successfully transitioned into the industry in just 11 weeks using the Medical Sales U coaching program.

#MedicalSales #Pfizer #NurseToSales #SalaryNegotiation #OhioState #BrutusBuckeye #PharmaSales #CareerTransition #InterviewTips #DaveSterrett #MedicalSalesU

Disclaimer: The views expressed in this video are those of the speakers and do not necessarily reflect the official policy or position of any other agency, organization, employer, or company.

Start making $150k - $200k+ in your first year of medical sales. Stop chasing crowded "old school" roles like Orthopedics and Spine. The real money—and the life-saving innovation—is in Oncology and Specialty Pharma. Today, I reveal the exact blueprint to reinvent your career and break into the most lucrative sector of healthcare. Whether you’re a nurse, a teacher, or stuck in a "middle-class mindset," this episode breaks down why your background doesn't matter. Only your preparation does.I share my personal journey from a non-profit minister making $70k to a high-level oncology rep, and explain why "casual advice" from friends will get you rejected. If you want to master the interview, crush your clinical knowledge, and build a 6-figure life, this is the masterclass you need.

WHAT YOU WILL LEARN IN THIS EPISODE:

- The "Gold Rush" Shift: Why you should ignore Orthopedics and focus entirely on Oncology, Diagnostics, and Genetic Testing.

- The 3 Essential Mindset Shifts: How to move from "winging it" to becoming an obsessively prepared candidate.

- Real Success Stories: How Kanika (immigrant to Dallas), Sydney (nurse), and others went from zero experience to $200k roles.

- The "Ride-Along" Trap: Why you need a brutal coach, not a nice mentor.

- The HEART Framework: The 5 character traits (Humility, Energy, Active Listening, Resilience, Trust) that hiring managers look for.

- Confidence vs. Arrogance: How to show "grit" without sounding like a jerk.

- Daily Habits of Top 1% Earners: The 5 AM club, the "20 LinkedIn adds" rule, and why your degree (MBA) has a lower ROI than coaching.

- The Michael Jordan Rule: Why even the greatest of all time hired coaches for their specific weaknesses.

TIMESTAMPS

00:00 - Introduction: The Program Focus (Oncology vs. Orthopedics)

01:34 - Dave’s Story: Reinventing Career from Ministry to Medical Sales

03:44 - Success Stories: How Nurses & Immigrants Got Hired (Kanika, Sydney)

06:47 - Mindset Shift #1: Be Coachable (Why Friends Can't Help You)

09:20 - Mastering Virtual Interviews (Lighting, Camera & Background)

10:32 - Mindset Shift #2: Be Curious (Understanding Clinical Trials & FDA)

12:32 - Salary Reality: Device Associate ($80k) vs. Oncology ($155k+)

13:55 - Mindset Shift #3: Collaboration (Working with MSLs & Nurse Navigators)

16:28 - Confidence vs. Arrogance (The "Grit" Trap)

18:02 - The H.E.A.R.T. Framework (Humility, Energy, Listening, Resilience, Trust)

19:00 - Daily Habits: 5 AM Wake-ups, LinkedIn Strategy & Handling Rejection

20:00 - The"Middle Class Mindset" Trap: Why Degrees Have Low ROI

22:25 - Using AI for Resumes Without Sounding Like a Robot

25:55 - The "Why": Patient Outcomes & Life-Extending Impact

29:35 - The 3 Questions You Must Ask Yourself31:01 - The Michael Jordan Analogy: Why Even the Best Hire Coaches.

ABOUT MEDICAL SALES U: Medical Sales U is the premier training program for professionals looking to break into high-paying careers in Medical Device, Pharmaceutical, and Genetic Testing sales. We turn "outsiders" into top 1% candidates.

CONNECT WITH US: Learn more about coaching and career support at medicalsalesu.com/

#MedicalSales #OncologySales #CareerPivot #SalesCoaching #HighIncomeSkills #DaveSterrett #MedicalSalesYou #InterviewTips #SalesJobs #PharmaceuticalSales