All Episodes
Pharma Sales — 133 episodes
Stop Trying to Have the Perfect Call: How Fear of Failure Holds Pharma Reps Back
Get 1% Better Every Day: The Mindset That Separates Great Pharma Reps
Beyond the Lunch: How to Stop Being “The Food Rep”
Ask Better Questions, Have Better Sales Calls
The Fastest Way to Accelerate Your Pharma Career: Being Coachable
Restricted Access? Don’t Make These Mistakes
Don’t Panic: How Great Pharma Reps Handle Tough Questions
Don’t Let One Bad Call Ruin Your Day
Start Strong, Finish Strong: How Top Pharma Reps Build Momentum Early in the Week
Trust Wins: The Hidden Driver of Success in Pharma Sales
How to Avoid Burn Out
How Better Routing Creates More Selling Time
First 10 Seconds of a Call
Building Confidence Early in Your Pharma Career
Overcoming Invisible Barriers in Sales: Dr. Noah St. John
The Difference Between Activity and Productivity in the Field
The Art of Following Up Without Being Annoying
What Makes a Rep “Promotable”
How to Handle Difficult Territory Changes
How to Gain Access Into a Tough-to-See Office Fast
How to Read Body Language for Better Provider Conversations
How to Transition From Personal Conversation to Product Discussion
“They Say They’re Writing… But You’re Seeing No Rx’s”
How to Interview the Right Way to Land a Pharma Sales Job
No Excuses: Resilience, Perspective, and Success in Medical Sales -Interview With Dan Donaldson
When to Lead With a Story… and When Not To
Why Influence Is More Powerful Than Detailing in Pharma Sales
The Psychology of Being Remembered
Consistency Will Always Win
Why Impact Beats Activity in Pharma Sales: Interview with John Carpenter
The First 10 Seconds of a Call: How to Capture Attention Fast
How to Create Urgency Without Being Pushy
Why Simplicity Wins in Pharma Sales
How Often Should You See a Provider?
Stop Wasting Time Planning Your Day: A Smarter Way to Run Your Territory
Objections Are a Good Sign: How to Turn Pushback Into Progress
The New Reality of Pharma Sales: Conversation with Barry Patel and Landry Roberts of Galt Pharma
Using Social Proof The Right Way
Win Your Day First: Creating a Personal Scorecard That Drives Results
Short Visits, Strong Relationships: How to Build Loyalty Fast
Adjust to Win: Selling to Different Provider Personalities
Stay Steady: Mental Toughness in Pharma Sales
What You Do Between Calls Is Costing You Results
Clear Messaging Framework That Resonates
Confidence Isn't Given It's Earned
Cracking the Code: How to Get Into ‘No Rep’ Offices
How To Explain Data: "What Does This Mean For The Patient?"
Friendly Doesn’t Close: How to Sell to the Amiable Provider
Manager Ride-Alongs: From Nerve-Wracking to High-Value
The Empathy Advantage: Why Understanding Providers Makes You a Better Rep
Pre-Call Planning That Wins: 5 Ways to Improve Every Provider Conversation
Secrets of Objection Handling: Clarify Before You Defend
The Hidden Side of the Office: What Reps Don’t See (But Should Understand)
Interview Prep to Stand Out
Set Goals To Achieve More in the Field
Patient First Messaging: Key Driver of Successful Conversations
From Rep to Manager
Matching Providers Tone To Increase Impact
How to Navigate The Office
Winning The transition Part 3: Territory Adjustments
Winning The Transition Part 2: Changing Specialties Within a Company
Winning The Transition Part 1: Starting at a New Company
How to Deal With a Sales Slump
How to Change HCP Habits
Own Your Territory by Planning
How To Handle Rejection
Field Hacks For Better Calls
Messaging Framework That Works
Navigating Your Career Path In Pharma Sales
Find Opportunities With Data
Delivering Value Without Overselling
Confidence: How Top Reps Build It (and New Reps Can Too)
Empathy That Sells: How Understanding Moves the Conversation Forward
Clinical Pushback Isn’t Rejection: How to Respond Without Losing Credibility
Why Office Staff Matters More Than Ever
Roleplaying Objections: A Step-by-Step Breakdown
Sample Requests: What It Really Means
Who is Really In Charge of Access?
Science of Listening
How To Create High Impact Sales Days
How to Stand Out at POAs and National Sales Meetings
Turning a Big Quota Into Weekly Wins
Routing in the New Year: Set your Self Up For Success
How to Stand Out in a Crowd of Reps
How To Stay Calm When a Provider Gets Upset
Your Internal Brand Is Your Superpower
Finish The Year Strong: Keep Momentum Without Pressure
The Art Of The Anaology in Pharma Sales
The Power Of Silence
Mindset Of Top Reps
Making Data Stick With Storytelling
How To Become The Rep HCP's Want To See
Top 10 Objections In Pharma Sales With Responses
Building Allies Within The Practice
What To Do When You Hear "I'm Not Interested"
How to Prioritize Providers with P.A.R.
Handling Smokescreens: When Providers Say They’re Writing… But the Numbers Don’t Move
Balancing Clinical and Commercial Messaging in Pharma Sales
Turning a Competitor-Only Office Into an Opportunity
The Body Language Playbook for Pharma Reps
Create Success With Notes and Follow Up
How to Build Long-Term Loyalty in a Short Visit
Motivating Skeptical Provider
Strategies for Struggling Territories
How to Gain Commitment Without Sounding Pushy
How to Identify High-Value Targets
Hot to Present Clinical Data That Resonates
The Secret Weapon of Non-Sales Touchpoints
How to ask Better Questions
Call Planning Tips That Actually Work
What To Do When the HCP says "I'm Too Busy"
Framing Your Ask
Route Planning To Close More Business
How To Stay Organized Between calls
Post Call Analysis
Dealing With Burnout
How to Make Sure To Hit Your Quota
Avoiding "Death by the Detail Aid"
What To Do When The Numbers Arn't Moving
From Transactional to Trusted Partner
Selling to the Personality Types of Providers
Balancing Clinical vs Commercial Selling
Crafting a 30-Second Product Pitch in Pharma Sales
Reading Between the Lines: What HCPs Aren’t Saying
Breaking Down Your Territory Like a Pro
Understanding the Buying Process of a Provider
Navigating "No Access" Offices
How to Build Rapport Without Sounding Fake
Building Product Confidence Without Sounding Scripted
First 90 Days
The Art of Detailing
Anatomy of a Sales Call
What Makes Pharma Sales Unique