How to Thrive in the U.S. Medical Device Market With Stéphan Toupin
Release Date: 10/09/2024
From Physical Therapist To Medical Sales
The Medical Sales Podcast
Connect with Me: Love the show? Subscribe, rate, review, and share! Want to connect with past guests and access exclusive Q&As?
info_outline
Want to Win in Medical Sales? Master These Skills First
The Medical Sales Podcast
John Crowder joins us to unpack what most medical sales reps are getting wrong in today’s healthcare landscape. Traditional sales tactics are no longer enough, John explains why, and what modern reps must do to stay competitive. We dive into the real impact of disruptive technologies, and how they demand a completely new skill set. John shares how emotional intelligence has become a key differentiator in sales, and why understanding both logic and emotion is essential for building trust and closing deals. Training isn’t what it used to be. John outlines how microlearning, repetition, and...
info_outline
The Future of Cancer Treatment And Medical Sales
The Medical Sales Podcast
Courtney Turich shares the journey of Cooler Heads, the startup behind a scalp cooling device that helps chemo patients keep their hair and dignity. From early challenges to reaching over 100 infusion centers, she reveals how awareness, advocacy, and social media-fueled their growth. We explore the emotional impact of scalp cooling, the barriers to oncologist adoption, and the company’s commitment to patient education. Courtney also offers career advice for breaking into medical sales, thriving in startups, and leading with purpose. This is a must-listen for...
info_outline
Unfiltered Medical Sales: Why Doctors Buy You Before the Product
The Medical Sales Podcast
Ready to elevate your medical sales game? In the final episode of our Unfiltered Medical Sales mini series, seasoned expert Todd Crowder shares his top strategies for mastering client interactions and building lasting relationships. From choosing the right setting for a meeting to reading the emotional cues of your audience, Todd breaks down the art of creating connection while driving results, comparing the process to learning a manual transmission — smooth, responsive, and always in control. We explore the deeper side of sales, where emotional intelligence, patience, and authenticity...
info_outline
Unfiltered Medical Sales: Breaking Into Medical Sales
The Medical Sales Podcast
In this episode, industry veteran Todd Crowder shares powerful insights on professional presence in medical sales — from wardrobe choices to workplace dynamics. Drawing clever parallels between interviews and first dates, Todd explains why business dress still matters and how details like grooming and attire can shape first impressions in both virtual and in-person settings. We dive into the complex role of appearance in the medical device industry, including how visible tattoos, piercings, and personal style can impact hiring outcomes. Todd offers thoughtful advice on navigating these...
info_outline
Unfiltered Medical Sales: How to Own the Interview Room
The Medical Sales Podcast
In the Unfiltered Medical Sales Series, Todd Crowder pulls back the curtain on the raw, real-world challenges of breaking into and thriving in medical sales. Through gripping stories and behind-the-scenes insights, Todd shares the high-stakes interview moments that test candidates' resilience, adaptability, and character — giving you a no-nonsense look at what it truly takes to stand out. From navigating uncomfortable conversations to turning interviews into opportunities for authentic connection, Todd shows why top performers in this industry are more than just polished resumes — they're...
info_outline
How Insurance Became the Gatekeeper to Healthcare
The Medical Sales Podcast
Jasper Freeman, Director of National Accounts at SC Pharmaceuticals, didn't just return to medical sales—he came back with a mission to change it. In this episode, Jasper shares how he helped launch FUROSCIX, a revolutionary heart failure treatment designed to keep patients out of the hospital and improve care at home. But that's just the beginning. We dive into: The untold story of Pharmacy Benefit Managers (PBMs) and their massive influence over drug pricing and access Why the insurance-sales-patient triangle is the key battleground in healthcare innovation What the U.S. can learn from...
info_outline
Is It Time to Leave the Hospital System?
The Medical Sales Podcast
In this episode, Dr. Vishal P. Rekhala, an interventional pain management specialist, joins us to explore a game-changing approach to launching private medical practices through Independent Practice Partners (IPP). We unpack how IPP helps physicians go from concept to fully operational practice in as little as six months — without the usual red tape and overwhelm. Dr. Rekhala shares how a visionary group of ophthalmologists founded IPP to challenge the status quo and empower doctors to reclaim control of their careers. We discuss how this model is giving new life to private practice,...
info_outline
What Medical Sales Recruiters Want With Sara Schweitzer
The Medical Sales Podcast
In this episode, we sit down with Sara Schweitzer, a passionate recruiter in Stryker's spine division, whose journey into medical sales and recruiting is anything but ordinary. Sara opens up about her transition from the pharmaceutical world at AbbVie—where, during the pandemic, her work felt more like moving boxes than impacting lives—to finding real purpose in helping others land life-changing careers in med tech. Sara gets real about what it takes to succeed in this competitive industry. From breaking down the misconceptions about medical sales to highlighting the grit,...
info_outline
Medical Sales Secrets You Need to Know With Todd Crowder
The Medical Sales Podcast
Todd Crowder's path into medical sales wasn't just a career choice—it was a legacy in the making. Growing up with a father who built a prolific career at Ethicon, Todd was immersed in the industry from an early age. But instead of simply following in his father's footsteps, he forged his own path, bringing a unique blend of military discipline, strategic thinking, and entrepreneurial drive into the world of medical sales. In this episode, Todd shares: How his experience as a Patriot Missile Officer shaped his leadership and sales approach. The realities of working with his wife, who owns...
info_outlineStéphan Toupin, a standout in the medical sales industry, unveils his journey from academia to entrepreneurship, offering listeners an insider perspective on navigating career shifts with purpose and passion. Join us as Stéphan, who traded in his lab coat for a sales portfolio, shares his early realization that pursuing a PhD wasn't his calling. He takes us through his rapid rise from a pharmaceutical sales rep to a management position and, ultimately, to establishing his own medical device distributorship. This episode is packed with insights for anyone considering a career shift within medical sales or exploring entrepreneurial ventures.
Discover the nuanced transition from pharma to the dynamic world of medical device sales, where understanding complex stakeholder landscapes is crucial. Stéphan sheds light on the challenges and rewards of this sector and how his passion for medical science and innovation fueled his leap into entrepreneurship. He shares strategies for success, including the critical importance of knowing your product and audience and the unique facets of medical device sales compared to pharmaceuticals. Listeners will gain a clearer picture of the financial and personal risks involved in this path and why freedom and self-direction can outweigh monetary gain.
Finally, Stéphan offers a masterclass on entering the U.S. market with foreign medical devices, detailing the essential steps companies often overlook. He discusses the importance of reimbursement strategies, understanding CPT codes, and the choice between different types of distributors. With a focus on education and long-term partnerships, Stéphan's approach is both strategic and collaborative. Ending on a note of personal growth and ambition, he shares his vision of empowering his team to ensure the success of his business while pursuing new opportunities, providing a roadmap for aspiring entrepreneurs in the medical sales industry.
Meet the guest:
Experienced President with a demonstrated history of working in the medical device and pharmaceutical industry. Born and raised in the east part of Canada, French is my first language.
Bachelor's degree in medical biology and Master's in Experimental Medicine.
Seventeen years in the pharmaceutical industry as a sales representative, sales manager, government affairs, market access, and training.
Started a medical device distribution in 2012, covering all of Canada. Moved down to the USA in 2015. Partner in 2 other medical device distributions.
As he says, "Enjoying life under the sun!"
This Podcast offers a pathway to continuing education via this CMEfy link: https://earnc.me/7qfpzd