From Respiratory Therapist to Sales Manager
The Medical Sales Podcast
In this episode of the Medical Sales Podcast, host Samuel Adeyinka talks with Shawn Mertes about the DME and acute care side of medical device sales and why it is one of the most underrated entry points into the industry. Shawn shares his journey from respiratory therapist to territory manager, clinical specialist, and now regional sales manager at a smaller distributor, explaining how rental based equipment supports hospitals and post acute care, what differentiates distributors from large manufacturers, and why service and education often matter more than brand names. They dive into day to...
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Beyond Medical Sales: A Journey of Self-Discovery
The Medical Sales Podcast
In this episode of the Medical Sales Podcast, Samuel sits down with Johnny Caffaro to unpack one of the most talked about career pivots in the medical device world. Johnny shares what it looked like to build a personal brand so big on LinkedIn that it drew attention inside Stryker, how weekly legal reviews and pressure to stop posting escalated fast, and why the company ultimately pushed for a mutual separation despite his strong performance. From being handed his severance at a hotel on the day of a course he helped build, to turning that setback into a consulting run where he landed...
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The Future of Endoscopy Sales: Strategy, Leadership and Growth
The Medical Sales Podcast
In this episode of the Medical Sales Podcast, Samuel sits down with endoscopy leader and author Jon Alwinson. John shares insights from his bestselling books on sales, faith, and leadership, and explains the role of endoscopy in modern medicine. He discusses the daily life of an endoscopy sales rep, the importance of building strong relationships with physicians, and key strategies for sales success—such as territory planning, speed, time management, and developing winning systems. The episode offers practical advice for both aspiring and experienced medical sales professionals. ...
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From Medical Sales to Real Estate Wealth
The Medical Sales Podcast
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Christopher Price, a pharmaceutical executive with over 20 years in life sciences who built a parallel path to wealth through real estate investing. Christopher shares his journey from Division I football and early pharma internships to leading content and marketing operations at a top pharmaceutical company. He opens up about becoming an accidental landlord, navigating financial uncertainty through major market crises, and discovering passive real estate syndications as a way to build generational wealth. This...
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Pharma Sales vs 1099: The Real Tradeoffs No One Explains
The Medical Sales Podcast
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Bruce E. Brown, a seasoned sales professional with over 20 years in pharma who made a rare and successful transition into medical device sales as an independent 1099 distributor. Bruce shares how he broke away from the corporate structure, built his own LLC, and created a sustainable business by representing multiple product lines. He reveals unconventional but effective strategies for gaining access to surgeons and hospitals, lessons learned from the opioid era, and the realities of commission-only sales. This candid...
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What Every Sales Rep Needs to Thrive in the Medical Sales Industry
The Medical Sales Podcast
In this episode of the Medical Sales Podcast, Samuel sits down with Amy Harrington, a seasoned sales training and enablement leader who has built and scaled training programs across startups and global medtech organizations. Amy shares her unconventional path from surgical tech to nurse to orthopedic rep, and ultimately into becoming a trusted architect of sales education and practice development. She breaks down what truly makes sales training effective, why confidence comes from knowledge, and how reps can sell with science instead of scripts. This conversation pulls back the curtain on how...
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How He Went From Sales Rep To Successful Leader
The Medical Sales Podcast
In Part 2 of this Medical Sales Podcast conversation, Samuel continues the deep dive with Rashago Kemp, a regional director in the biologics and wound care space, breaking down the real differences between W2 and 1099 medical sales. Rashago shares how he manages independent reps, why leverage and motivation work differently outside of W2 roles, and what separates average reps from elite performers in the 1099 world. They unpack earning potential, commission structures, distributor models, and how top reps scale into multimillion-dollar businesses. The conversation also explores leadership,...
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Revolutionizing Wound Care With Biologics
The Medical Sales Podcast
In this episode of the Medical Sales Podcast, Samuel sits down with regional director Rashago Kemp to explore the world of biologics and regenerative wound care, revealing how amniotic tissue is transforming outcomes for diabetic foot ulcers, venous leg ulcers, pressure injuries, and complex wounds that traditional care can’t heal. Rashago breaks down the science behind why this tissue works, why amputations are rising in the U.S., and how patient compliance can make or break recovery. He shares powerful real-world cases, including a patient who healed after living with a wound for 20 years,...
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Breaking Into Medical Device Sales: The Endoscopy Advantage
The Medical Sales Podcast
In this episode of the Medical Sales Podcast, Samuel sits down with endoscopy leader and author Jon Alwinson to break down what makes GI and ASC sales one of the most predictable, high-impact spaces in medical devices while unpacking Jon’s journey from failed entrepreneur to Stryker associate, rookie-of-the-year rep, and now ASC leader at Boston Scientific. Jon shares the systems that drive top-tier performance—true pre-call planning, zoning a territory with precision, and running each week with a focused attack list—while also exposing the pitfalls that hold reps back, from fear and...
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Part 2: The Unseen Side of Pharma Sales During the Opioid Crisis and How it Led to Innovation
The Medical Sales Podcast
In this gripping episode of the Medical Sales Podcast, Samuel sits down with Jennifer Jones, a former top Purdue Pharma rep who lived through one of the most turbulent eras in pharmaceutical history. Jennifer recounts her shocking personal encounters with the FBI, the emotional strain of grand jury testimony, the collapse of Purdue from the inside, and the complicated reality reps faced far beyond the headlines. She shares raw stories of ethical dilemmas, patient advocacy, “pill mill” misconceptions, and the unseen pressures of pain management in the 2000s. Jennifer then opens up about...
info_outlineThis episode reveals how orthopedic surgery is being transformed, not by expensive robots or CT scans, but by smart, affordable navigation technology. Jerry Ennett, Senior Managing Partner at Intellijoint, joins us to share how their system is helping surgeons achieve precise hip and knee replacements while reducing costs and complexity.
We explore how robotic systems like Mako are changing surgical strategy, not just in the OR, but in how surgeons attract patients and grow their practices. Jerry highlights real-world examples, including Dr. Marshall in Rhode Island, showing how technology becomes a competitive edge in both clinical outcomes and patient engagement.
The conversation digs into the debate over accuracy, consistency, and personalized care. Jerry breaks down how Intellijoint ensures even the outlier patients who fall outside textbook ranges, receive the precision and reliability they need. It’s a powerful case for why navigation systems are becoming essential, not optional.
Looking ahead, we discuss the growing demand for smaller, faster, outpatient-friendly systems like the T-mini. Jerry shares how market shifts, patient expectations, and surgeon branding are all driving change and why sales professionals need to adapt if they want to succeed in this evolving space.
If you're in medical sales, orthopedics, or just curious about how innovation reshapes industries, this episode is packed with insights that will sharpen your strategy and broaden your perspective.
Connect with Jerry: LinkedIn
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