Roy Campbell, MBA

You could be ONE relationship away from landing your dream job. This could be a Sr Rep you meet with an ASR opening on their team, hiring manager who sees a little bit of their past selves in you, a VP who values your unique work and life experience, a recruiter who has the right opening at just the right time with a company who’s decision makers she knows well, etc. If you’ve been struggling to land interviews or make it to finals and receive offers, don’t give up! I’ve been there and thought about giving up a few times during my initial interviews and even after breaking-in when I wanted to get promoted/switch roles. If this is you, I’d recommend starting by adding 100-200 LinkedIn connections this week. You can do this by searching “associate sales rep” or “territory manager” in the jobs tab and filter it by your city. Once you see all the openings, follow the companies and search for 5-10 people in each with the titles mentioned above. Then add a filter with the name of 10-20 med device companies (AND distributors for those companies) and add/follow 5–10 people from each of those. You’ll start to see more people and opportunities and learn more about all the individuals at these companies based off their posts. Read posts and like and comment on them and eventually reach out. Doing this process above will increase your luck and you could find that ONE relationship that could help you land that dream job. Good luck! 🫱🏼‍🫲🏽

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If you have a clinical background and are interviewing for a medical sales position, addressing the lack of sales experience with “I’ve sold myself to patients and know how to build trust” is great, but that’s what everyone is saying in your shoes. Then on top of that, most other candidates you’re competing with have B2B, quota carrying sales experience to talk about with wins to share. If this is you, I recommend doing these: 1. Spend several hours studying a formal sales process like Sandler and use that to come up with specific examples of results you’ve gotten for your patients/company/hospital and the impact your work had. 2. Create a case study for how you’d use your sales process and clinical acumen and connections to win a deal at the company you’re interviewing with. Walk them through each step of the sales process, discuss who you’re going to contact at the hospital and and how, how you’re going to sell the product or service, how you’ll coach a decision maker or group to present your product to the value analysis committee, what your follow-up will look like, and how you’ll prepare for objections, negotiating, and finally closing the deal. A lot more can go into this it will take time. 3. Create a 30/60/90 day business plan to show how you’ll ramp up and make an immediate impact, then make a 1 and even 2 year business plan. Use calls with reps to help with this. 4. Create an account map with a list of every physician and decision maker you can find online and through convos with reps. Also create a routing schedule or time schedule if it’s a big territory. I can write an entire essay on this, but with no sales experience, be sure to outprepare the field BY FAR and show the hiring mgr you have more clinical acumen AND more business acumen than any other ASR candidate in the mix. Good luck!

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If you’re just graduating or early into your career, check out these top skills that seasoned med device reps, managers, recruiters, coaches, and other industry vets wished they had acquired sooner: 1. Public speaking 2. Financial literacy including debt, real estate, investing, evaluating deals, etc. 3. Dealing with “No” and pushing through discomfort so grit or tenacity 4. Emotional intelligence 5. Time management/productivity 6. Role playing/sales/negotiation 7. LinkedIn, job search, salary negotiation 8. Brand building 9. Long term focus/how to discover and use your WHY 10. Patience 11. Writing If you currently have these skills, continue to develop them and practice sharing well articulated stories about the results you’ve gotten by having them. If you don’t have these skills, pick out 4-5 and become obsessed these next 6 months. It will change your life, increase confidence, and increase your prospects and income!

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Two communication mistakes I’ve made in the past when interviewing for sales positions: 1. I rambled when giving my answers 2. I didn’t provide clear and specific enough examples to back up my top strengths, sales process, wins, etc. The solution to these mistakes are simple and not enough people do this: write out your answers on paper. Writing helps you think clearer, articulate points better, and cut fluff to get straight to the point which are great qualities when communicating. Once you write out your responses, read them out loud off the paper, and when you’ve done that a few times, practice it without the paper. Confidence is a byproduct of this which will also help your efforts tremendously! Are a lot of people doing this?

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Breakdown of Lowe’s appliance sales… Me: Hey, I need a new washing machine. Lowe’s: Ok, great! Let me show you some… Lowe’s: This one has load and go tech… Me: What’s that? Lowe’s: Preload ALL your detergent, just hit start!! Me: Ok. Lowe’s: Oh, and it has vented door tech so it doesn’t smell! Me: Ok. Lowe’s: So which one do you like? Me: Well I kinda just want to replace the one I have… Lowes: Is it stacked? Me: Yea. Lowe’s: Ok you need a dryer too, you can’t stack the old one on the new one. Me: You sure? Lowe’s: Yup. So which one do you like? …………………………………………………………………… This happened to me this weekend. And I KNOW I’ve taken this approach in my meetings… Look at the tech look at the tech look at the tech look at the tech look at the tech…….🤮 I don’t care about ANYTHING the sales person mentioned. Zero. Had she asked a few more questions… I was ready to buy right then. Figure out how to help me. This model can absolutely be stacked with an older model. How many sales situations do we think the doc will be blown away buy features and benefits? And they rarely are. But if we can ask some pointed questions… And figure out what matters to them… Now we’re cooking… And maybe we can’t help them. And thats fine too. But at least we went about it properly. *wife called her cousin in appliance sales…she’ll be getting the commission because she figured out how to help us. #sales #medicalsales #orthopedics #orthopedicsurgery

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"𝐈 𝐜𝐚𝐫𝐞 𝐬𝐨 𝐦𝐮𝐜𝐡 𝐚𝐛𝐨𝐮𝐭 𝐭𝐡𝐞 𝐩𝐚𝐭𝐢𝐞𝐧𝐭." Baloney. (Hey, it's a Family show here). Oscar Meyer over here. Really? I hear so many reps say... "𝐈 𝐝𝐨𝐧'𝐭 𝐞𝐯𝐞𝐧 𝐭𝐫𝐲 𝐭𝐨 𝐠𝐞𝐭 𝐭𝐡𝐚𝐭 𝐧𝐞𝐰 𝐩𝐫𝐨𝐝𝐮𝐜𝐭 𝐚𝐩𝐩𝐫𝐨𝐯𝐞𝐝... Because Value Analysis will never approve it." Do you see the incongruence of those statements? (For the Las Vegas Raiders fans out there, "incongruence" means "the state of not being compatible") 𝐈𝐟 𝐲𝐨𝐮 𝐚𝐫𝐞𝐧'𝐭 𝐚𝐜𝐭𝐢𝐯𝐞𝐥𝐲 𝐭𝐫𝐲𝐢𝐧𝐠 𝐭𝐨 𝐠𝐞𝐭 𝐲𝐨𝐮𝐫 𝐩𝐫𝐨𝐝𝐮𝐜𝐭 𝐚𝐩𝐩𝐫𝐨𝐯𝐞𝐝... 𝐘𝐞𝐭 𝐜𝐨𝐧𝐭𝐢𝐧𝐮𝐞 𝐭𝐨 𝐭𝐞𝐥𝐥 𝐞𝐯𝐞𝐫𝐲𝐨𝐧𝐞 𝐭𝐡𝐚𝐭 𝐲𝐨𝐮𝐫𝐬 𝐢𝐬 𝐭𝐡𝐞 𝐛𝐞𝐬𝐭 𝐭𝐡𝐢𝐧𝐠 𝐬𝐢𝐧𝐜𝐞 𝐬𝐥𝐢𝐜𝐞𝐝 𝐛𝐫𝐞𝐚𝐝... You are filled with Oscar Meyer baloney. 𝐇𝐞𝐲, 𝐦𝐚𝐲𝐛𝐞 𝐩𝐮𝐭 𝐬𝐨𝐦𝐞 𝐨𝐟 𝐭𝐡𝐚𝐭 𝐛𝐚𝐥𝐨𝐧𝐞𝐲 𝐲𝐨𝐮 𝐬𝐩𝐨𝐮𝐭 𝐨𝐧 𝐭𝐡𝐚𝐭 𝐬𝐥𝐢𝐜𝐞𝐝 𝐛𝐫𝐞𝐚𝐝. As an aside, was the slicing of bread so monumental an accomplishment... That we constantly compare it to everything? I mean, Fire.. sure. Printing Press? Absolutely. Air Conditioning? No doubt. But slicing of bread? #sales #medicaldevices

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Mondays are my favorite day of the workweek. I’m not trying to be cool or corny by saying this. It’s my favorite because it’s the day I am most motivated. The reason for this is because I go into Monday with total clarity: - I know which accounts I plan to see every day. - I know what days I have cases planned. - I know exactly which Drs, techs, and other stakeholders I need/want to get in touch with and exactly why. - I have my top 4 results of the week that if I get done, makes it a great week. - I know which habits and skills I am working on and block time for those. - I have strategic activities/next steps planned that will get me closer to achieving my top 3 quarterly goals. Of course once the week starts, this could get all sorts of twisted! When that inevitably happens, it’s nice to have this weekly plan written out so you can check it every day in the middle of all the weekly chaos. If you’re a job seeker. Are you planning out on paper which companies you’ll research, which companies have associate sales rep openings, which reps, mgrs, and recruiters you’ll target, which job openings you’ll pursue, and who you plan to follow-up with each week? Or are you winging it?

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Ricoh’s 3D Printing Improves Surgical Accuracy and Safety One Layer at a Time Imagine a surgical guide so precise that it snaps onto the bone like a perfectly fitting glove, directing a surgeon’s every cut and drill. This is the reality of Ricoh’s 3D printing technology for healthcare. To find out more, Healthcare IT Today met with Ricoh at the #HLTHUSA conference in Las Vegas. Gary M. Turner, Managing Director of Additive Manufacturing North America at Ricoh USA. Key Takeaways Hyper-Personalized Care. Ricoh’s 3D printed guides are tailored to each patient’s anatomy, enabling surgeons to perform highly precise procedures, from osteotomies to tumor resections. Improved Surgical Outcomes. These guides help surgeons reduce operating time, leading to faster recovery and lower risk for patients. Cost and Safety Benefits. By reducing surgical time, the technology lowers anesthesia exposure and hospital costs while improving overall patient safety and surgical efficiency. Printed Guides for Surgery Ricoh’s 3D printing technology uses patient-specific CT or MRI scans to create custom surgical guides that snap onto bones, guiding surgeons with incredible precision. These guides eliminate guesswork, enabling faster, safer, and more accurate procedures. The process is simple yet powerful. Biocompatible polymers are shaped using digital light processing (DLP) technology to match each patient’s anatomy. These guides help surgeons target tumors, plan incisions, and minimize tissue removal. The result? Reduced operating times, less blood loss, and faster recoveries. “We have tools focused on patient specific applications for surgical interventions,” explained Turner. “Every minute you have a patient under anesthetic increases the risk of complications and recovery. So the faster a surgeon can perform that surgery, the better experience and outcomes for the patient.” In a way, these 3D printed guides from Ricoh are the epitome of personalized care. Learn more about Ricoh at https://lnkd.in/eez92W6U Listen and subscribe to the Healthcare IT Today Interviews Podcast to hear all the latest insights from experts in healthcare IT. And for an exclusive look at our top stories, subscribe to our newsletter and YouTube. Tell us what you think. Contact us here or on Twitter at @hcitoday. And if you’re interested in advertising with us, check out our various advertising packages and request our Media Kit. Learn more https://lnkd.in/etrMUQbR

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Don’t apply to sales jobs online. Simply applying online is like sending a brochure to a prospect you’ve never talked to and hoping they call you and ask to buy your product. I haven’t applied to a job in about 10 years. It’s all on LinkedIn now! If you are on the hunt for a med device job or any sales role, you should be on LinkedIn for hours every single day messaging reps, hiring managers, VPs of sales, recruiters/talent acquisition at companies, 3rd party recruiting companies, etc. Before reaching out cold, you can start by following them and liking and commenting on their posts. Not 100% necessary here but when people message me after engaging with my stuff, I recognize them already and have built a little curiosity/trust. Your goal should be to secure a quick call about the open position they have in your city. Good luck!

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If med device sales is your goal, here are some common paths I see based on background (drop a 1, 2, 3 or 4 in comments if these apply to you): 1. Recent college grad to associate rep - some companies hire HUNGRY fresh grads so they can teach and train them to be a top performer at the company from scratch. Tip: Join Toastmasters to help sell yourself and become a better interviewer. Don’t apply online, find open roles on jobs tab and message reps on the team for a 5 min call. 2. Nurse/tech/clinical background to clinical specialist to sales - med device companies hire these folks on as clinical specialists. Then, if they want to transition into sales, will give them goals to focus on and accounts to grow to show they can sell. Tip: once you find CS roles on LinkedIn, scour LinkedIn to find the reps on that team and ask for a phone call before applying. 3. B2B seller to ASR or TM (MOST COMMON) - 6-24 months of B2B is the most straight forward path in. Tip: Get a job at Cintas UniFirst Corporation ADP Paychex Paycom Aramark WM AMAROK Security etc while networking with device reps and recruiters. Once you have exp, find 3-5 recruiters to find open jobs for you. 4. Total career switch from teacher, financial advisor, personal trainer, coach, army vet etc to Associate Rep or TM based on company size. Tip: Don’t apply online. Search for open associate sales rep roles on LinkedIn and message the job poster or reps on the team if you can find them on LinkedIn. Keep grinding it out and if you want to build a foundation and make the longer term play, consider option 3. I’ve done this before, but if you can drop your path in the comments by commenting 1, 2, 3 or 4, that would be pretty cool 🫱🏼‍🫲🏽

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Exciting News for Healthcare Innovators! Next Tuesday, join us at the Turning the Tables Healthcare Expo — an exclusive event designed to showcase game-changing solutions from MWBEs (Minority/Women-Owned Businesses Enterprises) and SDVOBs (Service-Disabled Veteran-Owned Businesses) directly to healthcare decision-makers. This is a unique opportunity to discover cutting-edge products, services, and technologies that are transforming the healthcare landscape. Whether you're looking to innovate, collaborate, or connect with key industry players, this expo is where it all happens! 🔹 Date: Tuesday November 19. 🔹 Who should attend: Healthcare professionals, decision-makers, and anyone passionate about driving change in the healthcare sector. 🔹 Why attend: Network with forward-thinking businesses, explore breakthrough solutions, and be part of the conversation shaping the future of healthcare. Don't miss out on this chance to turn the tables and make an impact! 💡 #HealthcareExpo #MEBE #SDVOB #HealthcareInnovation #VeteranOwned #DiversityInBusiness #HealthcareSolutions #TurningTheTablesExpo

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𝐍𝐨 𝐨𝐧𝐞 𝐤𝐧𝐞𝐰 𝐲𝐨𝐮𝐫 𝐩𝐫𝐨𝐝𝐮𝐜𝐭. 𝐔𝐧𝐭𝐢𝐥 𝐲𝐨𝐮 𝐛𝐫𝐨𝐮𝐠𝐡𝐭 𝐢𝐭 𝐭𝐨 𝐭𝐡𝐞𝐦. Now you can't get it approved. Tired of it yet? I hear ya. We can help. Link in the comments to talk about how. #sales #medicaldevices

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Organizations like Stryker's Allies for All Abilities (3A) create a community where employees with apparent and non-apparent disabilities can share resources and experiences. Meet my colleague Gerard B., who shared his experience with dyslexia. "Being neurodivergent means having a brain that works differently from the average “neurotypical” person. People with neurodiversity do not want to be treated differently but it's important to be an ally and learn about neurodiversity to better understand unseen struggles." Looking to learn more about neurodiversity and general disability inclusion at Stryker? Meet 3A here: https://gag.gl/XJ00nt #WeAreStryker #CareerDestination

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Recent and future college grads.... Starting back in the March time frame of 2024, I have received, give or take, 50 messages on LinkedIn from College Grads letting me know they have graduated from college or medical device sales school....the common theme is I am asked for advice, my time, my phone #, information on Stryker, help with the interview process, help getting their foot in the door etc. Here is the truth... It would be nearly impossible to speak to each person or respond to each message. It also amazes me that a vast majority of these candidates are asking me for my time, experience, help, phone # etc. If you want to get the attention of a hiring manager for an industry you want to break into tell them WHAT YOU CAN OFFER them and their team and what you bring to the table instead of asking them for something..... I don't really care that you graduated college or that you graduated from medical device sales school. I CARE ABOUT WHAT YOU LEARNED THERE AND THE EXPERIENCES YOU HAD. I want to know about what you accomplished and more so how those experiences and accomplishments make you a great candidate and will add value to our team and to our customers. In college did you lead a team on a Capstone project that had much success? Did you work multiple jobs while balancing school and how did you do it? Tell me you are going to bring that strong work ethic to Stryker and our sales team. A collegiate athlete? What do you bring from that, that will make you a great teammate on our sales team? At medical device sales college, what did you learn that is going to benefit our customers? What did you take away that you will apply in the field when in a challenging surgery that will help the surgeon and patient have an optimal outcome? You got hands on experience with some our products? Great, how would you position that product in the field for sales success and patient/surgeon benefit? Also remember when you send messages and are prospecting for a sales job it is showing the hiring manager what your sales approach will be like if you land a job on their team. Out of the 50 or so messages I received, only TWO people actually followed up and sent me a second message. That tells me that the other 48 will most likely make one sales call to a customer and then give up if they don't get a response...that is sure way to failure and not someone I would want on my team. Bottom line, don't ask the hiring manager for their time, advice, help etc. Don't ask for their phone number... Ask them for their email address so that you can send a cover letter and resume along with some information about yourself so you can highlight what it is that you offer and will bring to the table. Don't hear back? Send another email and another...show them that no matter how many non responses you get you’re going to keep trying because you want that job that much.

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Below were the weekly expectations in my first sales job out of college prior to med device (use this for perspective and in your interview process): - 50-100 cold calls in the office Monday and Wednesday AM - 12 meetings set for the following week before heading into the field and making 15 in person calls per day - At least 3 of 12 weekly scheduled meetings were to lead to presentations - At least 1 or 2 of those presentations were expected to result in a sale I did this every week for 1.5 years and learned how to communicate effectively and build rapport, how to create up front contracts, how to uncover pain, how to discuss budget and timelines, how to find decision makers and understand their process, how to close, and how to deliver the deal. If you get good at this sales process and do this much outreach every week during your job search, I can almost guarantee you’ll land a role within a couple months!

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There is no super power to be good at sales .... Okay maybe you don't agree but that's the beauty of sales. It isn't linear. I once told a rep Jimmy Jia , think of it like jumping into a pool. We jump in and get out with the order. One person might cannonball in, another may slip in, while a third may dive. Then swim underwater, doggie paddle or freestyle to edge. But one thing that kills a deal .... Don't f/u (A friend asked why I typed this not knowing meaning) But if you tell someone you will follow-up Simply DO IT Repeat DO IT Now if you tell them a timeframe keep In touch and advise them you are working on it. Keep Grinding #HappyMonday #SalesIdeas #TWS (Missed my 8:30 deadline by 3 min - DOH)

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This Thursday from 6:30 pm - 7:30 pm EST, hear from Dr. Kevin Kaiser, who successfully transitioned to the LightForce personalized orthodontic system. Hear how he and his team were able to incorporate it into their practice and how integrating LightForce can provide benefits regardless of your clinical preferences or existing systems. Join us and let's innovate how we move teeth. Register here: https://bit.ly/4cgDprO #LightForce #LightForceBraces #Webinar #Education #Orthodontics #Orthodontist

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If I started from scratch with no experience and wanted to land a med device role within the next 6 months, here’s what I’d do: 1. Sign up for Toastmasters immediately and go 2-3x per month. 2. Read “Never Eat Alone” by Keith Ferrazzi , any sales book, and “Limitless” by Jim Kwik . 3. Knowing what I know now, I’d still build the foundation and set myself up for decades of sales success by getting a B2B job first at UniFirst Corporation Cintas ADP Paychex WM Xerox Aramark etc. Heard this line in my book: “You wouldn’t build a temple on a foundation of chipped wood and bent screws.” 4. Get trained, learn sales, get some big wins and losses, get doors slammed in my face, manage a territory and pipeline, achieve monthly and quarterly quotas, and be able to explain precisely how I was able to do it. 5. Receive DMs every week from device recruiters and start discussing open roles with them and going on interviews with companies I’m interested in. 6. Pick 10-20 companies I’m interested in, follow them and set job alerts on LinkedIn, and reach out to 5 people from each once I find open roles in their city. First message should ask for a quick 5-min phone call to discuss the position and hopefully book an interview or lengthier discussion. 7. Outprepare the field, land the job I want by 1/1/2025, and spend the rest of my career in the most fulfilling and one of the most lucrative sales careers on the planet. Take note I said this is what I would do. I’m not saying this is what you should do. Most people don’t want to spend 6 months doing 1-5 and want to jump straight to 6 and 7. That’s ok, just know the process is going to be much harder and can take longer. Still VERY possible and people are landing roles every week with the right mindset and preparation 🫱🏼‍🫲🏽

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I have the unique opportunity to train salespeople who earn $200,000–$800,000 per year. It’s not the most lucrative sales opportunity out there, but it’s not too shabby. They are hired because they have been extremely successful over time at other companies and present impressive resumes full of awards and accolades. Most of them come with great personalities, attractive appearances, and relentless drive. In other words, their basic sales skills (developed earlier in their careers) tend to be a bit shoddy because they have depended on these other attributes. Moreover, in my field we sell disruptive technologies, which don’t rely upon relationships with our customers as much as clear, concise, cogent, and persuasive arguments. This can be great for newcomers, but it can be disaster for people who don’t make the adjustment. If they have been previously succeeding in a “me-too” product environment based on relationships or just don’t see the need to sharpen up their basic sales skills very quickly, they won’t last. I want to share with you the insights I have discovered that have made the people I have been fortunate enough to train and work with learn and excel quicker and easier. I call it “elite execution.” Some of this will be new and novel. Some of this will be common sense. But all of it depends upon disciplined performance. The same is true for any elite athlete. Hitting the shot, going long, and teeing off into the fairway consistently are all about executing the major and minor details flawlessly. The great athletes have something special mentally. It is no different in sales. Disciplined salespeople faithfully hit their marks and insist upon perfection with the basics. They also have unusual powers of perception and the ability to pick up on things other people miss. We are back to the beginning of my book, Elite Execution. Every week I share a little insight on how to level up in the sales world. Read Rule #1 here: https://lnkd.in/gvmeRpSy #sales #salesprofessional #eliteexecution #manager

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