The Medical Sales Guide: Close More B2B Deals & Crush Your Quota

The Medical Sales Guide: Close More B2B Deals & Crush Your Quota

Do you want to crush quota and never have the Sunday night blues again? This show is for medical sales reps and those looking to break into medical sales. For those who are high achievers and want to make life-changing money while living a fulfilled life. In this show you’ll learn the right mindset, approach, and skills to be consistent in your performance and reduce anxiety in your sales career. This show has helped people level up, make 7 figures AND reduce stress along the way. We have weekly episodes that provide you with practical, actionable steps to put into your sales game all in the time it takes to drive to your next appointment. If you’re ready to jump in and instantly improve your sales EQ, a fan favorite episode released 9/21/22: ‘What's Better In B2B Medical Sales, Being A Product Expert Or A People Expert?’

Episodes

Are You Ready For Disruption?

August 15, 2025 • 5 mins
Brandon discusses the transformative impact of AI on various industries, particularly medical sales. He shares a personal experience with an AI-driven financial services call and highlights AI's potential to revolutionize outbound sales through advanced targeting and list building. He emphasizes the rapid growth of AI, citing ChatGPT's achievement of 700 million users in two and a half years, and asserts that businesses embracing A...
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Are You Convicted Or Just Committed To Your Sales Role?

August 6, 2025 • 6 mins
Brandon discusses the difference between being committed and being convicted in sales. He emphasizes that while committed individuals go through the motions, convicted individuals operate at a higher vibrational frequency and can significantly impact their organization. He uses the example of Steve Jobs to illustrate the power of conviction. He shares a personal anecdote about reframing a negative event positively and encourages yo...
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What To Do When You Land Your Dream Job In Medical Sales

July 18, 2025 • 16 mins
Brandon discusses the importance of prioritizing energy, mastering the craft, and hitting benchmarks in your first year in medical sales. New hires should expect to work hard, adjust their social lives, and seek help from peers and managers. Role-playing is crucial for practice, and over-communicating with managers is essential for job security. He advises against being needy, focusing on ROI, and being honest about your knowledge....
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How To Raise Your Identity In Medical Sales

July 2, 2025 • 17 mins
Brandon discusses the importance of identity in achieving goals, emphasizing the need for intentional self-awareness and conscious effort to change your beliefs and actions. He suggests creating a list of 25 attributes for your ideal self to guide personal and professional growth. He highlights the significance of operating from future aspirations rather than past experiences, using examples like maintaining respectful relationship...
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Sell The Feeling And Win Big

June 18, 2025 • 11 mins
Brandon discusses the art of selling feelings rather than products, emphasizing the importance of building deep rapport with clients. He introduces the concept of mental priming, a technique from neuro-linguistic programming (NLP) that influences the subconscious mind. He shares a personal anecdote about experiencing priming during a medical consultation. He explains how to mentally prime female prospects by connecting their past p...
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It's Time To Make A Decision To Not Be Mediocre In Medical Sales

May 30, 2025 • 9 mins
Brandon shares a personal story about overcoming mediocrity in sales. He recounts his experience selling CoolSculpting in its early days, emphasizing the importance of conviction in closing deals. He describes how he transformed from a mediocre sales rep to a confident closer by adopting a persuasive sales approach. He highlights a pivotal moment when he convinced a plastic surgeon to invest in CoolSculpting, leading to significant...
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How To Sell To Wealthy Prospects In Medical Sales

May 14, 2025 • 12 mins
Brandon discusses strategies for selling to high-income, high-net-worth clients. He emphasizes the importance of not projecting your own financial situation onto prospects and instead focusing on the benefits and dream the product offers. He advises selling the destination rather than the journey, highlighting key aspects like low aggravation, high yield, and streamlined training. He stresses the need for young salespeople to inter...
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The Power Of The Digital Detox In Sales

April 30, 2025 • 17 mins
Brandon discusses the benefits of a digital detox, sharing his personal experience of attempting a 24-hour detox during a spring break trip. Despite initial anxiety, he found that disconnecting from his phone for five-hour blocks recharged his battery and improved his focus and motivation. He emphasizes the importance of being present and the impact of digital addiction on happiness and relationships. He notes generational differen...
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Control The Controllables In Medical Sales

April 23, 2025 • 14 mins
Brandon discusses the importance of controlling the controllables in medical sales, especially in a tough economic climate. He emphasizes the need for salespeople to deliver certainty to buyers, especially in Q1 when urgency is lower compared to Q4. He highlights the significance of understanding the decision-making process in small businesses, which often involves spousal input. He advises salespeople to seek third-party validatio...
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Dark Energy In Medical Sales

March 20, 2025 • 7 mins
Brandon discusses the concept of "dark energy" in sales, which is a reserve of motivation derived from painful experiences like anger, shame, and resentment. While dark energy can be a short-term motivator, it can also lead to a toxic cycle if not managed properly. He advises sales professionals to avoid creating enemies and to focus on sustainable sources of motivation. He also emphasizes the importance of emotional intelligence, ...
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The Law Of Detachment In Medical Sales

March 12, 2025 • 12 mins
In this episode, Brandon discusses the universal laws of detachment and reciprocity, suggesting that by focusing on principles and adding value, success will follow. He highlights the challenges of balancing career ambitions with personal life, particularly in being present with family. He reflects on his own journey, including being pushed out of a company in 2018, and how faith and resilience have led to significant personal and ...
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Turn Your Insecurities Into Superpowers

March 5, 2025 • 8 mins
In this episode, Brandon discusses the importance of understanding your "why" in achieving success. He emphasizes that the true "why" often involves deeper, personal insecurities rather than superficial, virtuous reasons. He shares his own experiences of growing up with financial insecurities and how these shaped his drive to succeed. He references Michael Jordan's motivation after being cut from his high school basketball team. He...
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You Get Out Of Life What You Put Into Life With Mark Nye

February 13, 2025 • 29 mins
In this episode, Brandon is joined by his father, Mark, and they discuss the importance of avoiding victimhood, tackling hard tasks first, and having tough conversations. Mark shares his experiences in sales, including selling Kirby vacuum cleaners door-to-door, emphasizing the need to qualify leads and use effective sales techniques. Brandon reflects on his father's influence in his career, highlighting a pivotal moment when Mark ...
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Great Leadership Is Often Inverse Of The Circumstances

February 5, 2025 • 9 mins
In this episode, Brandon discusses the emotional highs and lows of sales meetings, particularly during award ceremonies. He emphasizes the importance of leadership, introducing the concept of "leading in inverse," which involves supporting teams during slumps and maintaining standards during peak performance. He highlights the need for leaders to have a clear vision, spend time in reflection, and maintain consistency. He also share...
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How To Navigate The Seasons Of Medical Sales

January 22, 2025 • 13 mins
In this episode, Brandon discusses the importance of national sales meetings and award ceremonies in the medical sales industry. He emphasizes the significance of the four seasons of medical sales: Q1 for planting seeds and prospecting, Q2 for revenue gathering and maintaining high standards, Q3 for separating from the pack through consistent activity, and Q4 for reaping the rewards of previous efforts. He highlights the need for a...
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Say Goodbye To Last Year And Focus On A New Story For This Year In Medical Sales

January 8, 2025 • 10 mins
In this episode, Brandon discusses transitioning from 2024 to 2025, emphasizing the importance of learning from past experiences and setting ambitious goals for the new year. He advises sales reps to focus on personal improvements, such as calendar management and technology adoption, to enhance their performance. He suggests setting clear, achievable quarterly goals with associated rewards to maintain motivation and prevent burnout...
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Get Clear On Your 2025 In Medical Sales

January 1, 2025 • 11 mins
In this episode, Brandon reflects on his growth in 2024 and shares strategies for a successful 2025. He emphasizes the importance of mental and emotional well-being, urging you to reframe your mindset from victimhood to heroism. He discusses setting goals beyond revenue and fitness, focusing on daily emotions and practices that foster happiness. He advises creating detailed visualizations of desired outcomes, involving partners in ...
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What To Do When You Start Your New Medical Sales Job

December 12, 2024 • 18 mins
In this episode, Brandon discusses the challenges and strategies for new medical sales reps. He emphasizes the importance of integrating new hires and being empathetic to their initial fears. He differentiates between becoming a product expert and a people expert, noting that product knowledge alone is insufficient without effective storytelling and emotional connection. He advises new reps to learn from top performers, cluster mee...
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I Get To Solve These Problems Vs. I Have To Solve These Problems In Medical Sales

December 4, 2024 • 12 mins
In this episode, Brandon discusses the challenges of maintaining a positive mindset during the busy holiday season and throughout the year. He emphasizes the importance of reframing tasks from obligations to opportunities and adopting an elite mindset to handle life's challenges. He shares insights from his mentor, Tim Kite, about the "ero" model: events, responses, and outcomes, highlighting the need to focus on desired outcomes a...
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The Most Certain Person Wins In Medical Sales

November 27, 2024 • 11 mins
In this episode, Brandon discusses the importance of confidence in sales interactions. He emphasizes that being the most certain person in a conversation often leads to success, whether in personal or professional settings. He shares personal anecdotes and examples from his career, highlighting the impact of body language, conviction, and positive reinforcement. He advises salespeople to maintain physical fitness, manage confirmati...
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