Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com/podcast

From filing for bankruptcy to working with the top medical device companies, Roxy Tirado shares her full journey. Topics include grit and perseverance, what it’s really like being a female in medical device sales, landing multiple job offers in six weeks, surviving and thriving at Medtronic and Intuitive, the pressure of big-name companies, building confidence, preparing like a pro, investing in mentorship, and staying grounded in gratitude and humility.

Key Takeaways:

• Don’t wait for rock bottom. If you're feeling stuck or beat down in your current role, don’t wait for a breaking point—make the move now.

• You don’t need sales experience. Roxy broke into top companies like Medtronic with zero B2B sales experience. Hard work and coachability mattered more.

• Ask for help. Utilize mentors and community. Roxy leaned on others when she doubted herself, and it made all the difference.

• Be human first, sales rep second. Build relationships with honesty and authenticity. People buy from reps they trust, not robots with brochures.

• Play the long game. It's not about a quick sale—it’s about becoming someone your clients can count on for the long haul.

00:00:00 - Start

00:02:04 - Who Is Roxy Tirado

00:08:00 - What Was Your Experience, First 6 Months With Medtronic

00:16:11 - Finding Motivation While Being Told You Will Fail Every Day

00:21:09 - Accepting Failure To Succeed

00:26:44 - Keep Relationships When You Move On

00:39:13 - Changing Companies

00:46:09 - Reflecting On From Being Bankrupt To Successful

00:55:58 - Biggest Takeaways From The Last 3 Years In My Career

01:04:15 - Future Plans

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com

Veteran-turned-medical device rep Edward Dix joins the show to share his story of breaking into orthopedics, transitioning to diagnostics, and launching RepPrep.ai. An AI-powered pre-call tool for sales reps.

Topics include military-to-sales transitions, trauma and ortho grind, rep relocation, growing territories, how diagnostics differ from ortho, how RepPrep works, real-life impact on patients, and putting reps first in tech.

Key Takeaways

🔵 Start where you can, not where you want.If you're early in your career, being flexible with location can fast-track your entry into medical device sales.

🔵 Be moldable.Being new is an advantage. You’re trainable and don’t bring bad habits. Use that to your benefit and absorb everything you can early on.

🔵 Sales isn’t just case coverage.Top reps go beyond just “covering” and actually sell. That means approaching docs, understanding their needs, and building relationships.

🔵 Passion outperforms pressure.Reps who find purpose beyond the paycheck—like helping patients—usually outperform those chasing commissions.

🔵 RepPrep.ai gives you the unfair advantage.Reps can now get hyper-personalized doctor insights and talking points in 30 seconds, including competitive analysis, relevant research, and how their product ties to each physician’s practice.

🔵 Own your career like a business.Keep your own CRM. Track revenue. Track contacts. If you're laid off, your data and success history should follow you.

🔵 AI won’t replace you, but reps using AI will outperform those who don’t.Using RepPrep isn’t about laziness; it’s about efficiency. Do better research in less time and show up prepared, every time.

00:00 - Start

01:37 - Who Is Edward Dix?

04:50 - Working In Orthopedics With Zimmer

13:00 - From Ortho To Oncology

21:49 - Inspiration For RepPrep AI

25:47 - What Is RepPrep AI

33:32 - RepPrep Is For The Rep First And Foremost

40:57 - Competition Doesn’t Compare

46:36 - Giving Reps The Upper Hand To Their Own Careers

50:07 - What Rep Is RepPrep Targeted For?

52:58 - Contact Edward or RepPrep.ai

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com

From breaking into medical device sales in under three weeks, getting three job offers, jumping from associate to full-line rep in just eight months, learning from trial by fire, dealing with challenging surgeons, building trust through repetition, mastering case prep, learning how to sell without overselling, understanding relationship-building inside the OR, and sharing what it's really like to grow from an EMT and personal trainer to making six figures on the #1 team at a major med device company.

Key Takeaways:

1️⃣ Grind early, learn fastYour first 6–12 months in the industry should be all about absorbing knowledge. Be in every case you can, take trays home, study them, ask questions, and get your reps in. More exposure = more confidence later.

2️⃣ Don’t focus on being the expert—focus on being helpfulEarly on, you won't know everything, and that's okay. Instead of trying to “sell,” build relationships, observe, and support the team. Trust builds influence.

3️⃣ Ask more, talk lessSurgeons don’t want to hear a sales pitch—they want solutions. Lead with questions, not product dumps. The right question opens more doors than the best feature ever will.

4️⃣ Volume creates valueDanee’s fast-track success came from putting in major volume—cases, calls, reps. More time in the OR and with your team puts you ahead faster than any shortcut.

5️⃣ It’s okay to mess up—just don’t stay downYou’ll get yelled at, make mistakes, and forget things. That’s part of the journey. The real flex is how you recover, learn, and keep showing up.

6️⃣ Your past is your superpowerDanee’s used his EMT and personal trainer background to connect with surgeons, patients, and coworkers. Whatever your background is—use it to your advantage.

7️⃣ Want the promotion? Act like it before you get itDanee became a full-line rep in 8 months because he already operated like one. Take initiative, own your territory, and deliver value before it’s officially your role.

00:00 - Start

02:13 - Danee’s Medical Device Sales Story

04:14 - First 6 Months As An Associate

08:19 - When Did You Feel Comfortable In The Industry?

12:04 - What Helped Make Those First 6 Months Easier?

15:40 - What Convinced You To Full Line Rep After 8 Months?

20:02 - This Is Not Common, But Doable

23:30 - What Was The Biggest Transition Going From Associate To Full Line?

28:41 - Danee’s Advice For First Year Reps

31:41 - Worst Case Ever Experienced

35:16 - Best Case Ever Experienced

38:14 - Danee’s Most Rewarding Feature About Medical Device Sales

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com

Territory planning, segmenting call points, gap analysis, setting boundaries in sales, working smarter not harder, maintaining work-life balance, time management strategies, challenges with different med device company structures, and how to stay intentional as your career grows.

Key Takeaways:

1️⃣ Know your plan before your feet hit the ground 

— Don’t just show up and hope. Create a clear territory plan, identify accounts, and know who you need to talk to before you leave the house.

2️⃣ Your territory is like running a franchise 

— Treat it like a business. Even if you’re W-2, think and operate like you’re building something of your own.

3️⃣ Not all accounts are created equal 

— Ask yourself: is the juice worth the squeeze? Chase opportunity, but make sure it’s scalable and smart geographically.

4️⃣ Work smarter and harder

 — Everyone says “work smarter, not harder,” but Jason and Jacob challenge you to do both. That’s where the big wins live.

5️⃣ Don’t lose everything for a paycheck 

— Med device sales can be rewarding, but don’t let it steal your relationships, your peace, or your future. Build a business you can step away from when it counts.

00:00 - Start

01:06 - Intro

02:29 - Territory Planning

07:50 - Targeting

11:24 - Segmenting

15:17 - Gap Analysis

15:58 - Geographical Management

17:56 - Time Management / Prioritization

19:26 - Work-Life Imbalance

25:25 - Work Smarter & Harder

31:36 - Don’t Be A Slave To Your Territory

34:48 - Time Audit

37:35 - How To Find Jason Elmore

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com

If you’re new to my channel, my name is Jacob McLaughlin. I’m the founder of New to Medical Device Sales, an exclusive training program designed to help people break into the competitive field of medical device sales. Our average person lands a six-figure role in just 8.5 weeks, earning $105,502 annually. With thousands of success stories from candidates with all kinds of backgrounds, our program equips you with the tools to succeed in this industry.

4 years ago I moved out to Arizona not knowing anyone and had $1200 to my name.

I came to this exact spot to journal and share how excited I was to be starting my journey in life.

Last night I took time to reflect over the past 4 years. It’s truly amazing how you can change your life in such a small amount of time.

My take aways:

1. Go after your dream because even if it doesn’t workout like you thought it would, it will bring your right where you’re suppose to be.

2. Believe in yourself. Nobody is going to believe in you as much as you will, know that good things will happen.

3. Change is inevitable. Change is going to happen so you can either accept it and keep moving forward or not.

Please bet on yourself and go after your dreams because your life can be better than you ever thought it could be if you do 💯

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com

If you’re new to my channel, my name is Jacob McLaughlin. I’m the founder of New to Medical Device Sales, an exclusive training program designed to help people break into the competitive field of medical device sales. Our average person lands a six-figure role in just 8.5 weeks, earning $105,502 annually. With thousands of success stories from candidates with all kinds of backgrounds, our program equips you with the tools to succeed in this industry.

4 years ago I moved out to Arizona not knowing anyone and had $1200 to my name.

I came to this exact spot to journal and share how excited I was to be starting my journey in life.

Last night I took time to reflect over the past 4 years. It’s truly amazing how you can change your life in such a small amount of time.

My take aways:

1. Go after your dream because even if it doesn’t workout like you thought it would, it will bring your right where you’re suppose to be.

2. Believe in yourself. Nobody is going to believe in you as much as you will, know that good things will happen.

3. Change is inevitable. Change is going to happen so you can either accept it and keep moving forward or not.

Please bet on yourself and go after your dreams because your life can be better than you ever thought it could be if you do 💯

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com

If you’re new to my channel, my name is Jacob McLaughlin. I’m the founder of New to Medical Device Sales, an exclusive training program designed to help people break into the competitive field of medical device sales. Our average person lands a six-figure role in just 8.5 weeks, earning $105,502 annually. With thousands of success stories from candidates with all kinds of backgrounds, our program equips you with the tools to succeed in this industry.

4 years ago I moved out to Arizona not knowing anyone and had $1200 to my name.

I came to this exact spot to journal and share how excited I was to be starting my journey in life.

Last night I took time to reflect over the past 4 years. It’s truly amazing how you can change your life in such a small amount of time.

My take aways:

1. Go after your dream because even if it doesn’t workout like you thought it would, it will bring your right where you’re suppose to be.

2. Believe in yourself. Nobody is going to believe in you as much as you will, know that good things will happen.

3. Change is inevitable. Change is going to happen so you can either accept it and keep moving forward or not.

Please bet on yourself and go after your dreams because your life can be better than you ever thought it could be if you do 💯

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com

If you’re new to my channel, my name is Jacob McLaughlin. I’m the founder of New to Medical Device Sales, an exclusive training program designed to help people break into the competitive field of medical device sales. Our average person lands a six-figure role in just 8.5 weeks, earning $105,502 annually. With thousands of success stories from candidates with all kinds of backgrounds, our program equips you with the tools to succeed in this industry.

4 years ago I moved out to Arizona not knowing anyone and had $1200 to my name.

I came to this exact spot to journal and share how excited I was to be starting my journey in life.

Last night I took time to reflect over the past 4 years. It’s truly amazing how you can change your life in such a small amount of time.

My take aways:

1. Go after your dream because even if it doesn’t workout like you thought it would, it will bring your right where you’re suppose to be.

2. Believe in yourself. Nobody is going to believe in you as much as you will, know that good things will happen.

3. Change is inevitable. Change is going to happen so you can either accept it and keep moving forward or not.

Please bet on yourself and go after your dreams because your life can be better than you ever thought it could be if you do 💯

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com If you’re new to my channel, my name is Jacob McLaughlin. I’m the founder of New to Medical Device Sales, an exclusive training program designed to help people break into the competitive field of medical device sales. Our average person lands a six-figure role in just 8.5 weeks, earning $105,502 annually. With thousands of success stories from candidates with all kinds of backgrounds, our program equips you with the tools to succeed in this industry. 4 years ago I moved out to Arizona not knowing anyone and had $1200 to my name. I came to this exact spot to journal and share how excited I was to be starting my journey in life. Last night I took time to reflect over the past 4 years. It’s truly amazing how you can change your life in such a small amount of time. My take aways: 1. Go after your dream because even if it doesn’t workout like you thought it would, it will bring your right where you’re suppose to be. 2. Believe in yourself. Nobody is going to believe in you as much as you will, know that good things will happen. 3. Change is inevitable. Change is going to happen so you can either accept it and keep moving forward or not. Please bet on yourself and go after your dreams because your life can be better than you ever thought it could be if you do 💯

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com

If you’re new to my channel, my name is Jacob McLaughlin. I’m the founder of New to Medical Device Sales, an exclusive training program designed to help people break into the competitive field of medical device sales. Our average person lands a six-figure role in just 8.5 weeks, earning $105,502 annually. With thousands of success stories from candidates with all kinds of backgrounds, our program equips you with the tools to succeed in this industry.

4 years ago I moved out to Arizona not knowing anyone and had $1200 to my name.

I came to this exact spot to journal and share how excited I was to be starting my journey in life.

Last night I took time to reflect over the past 4 years. It’s truly amazing how you can change your life in such a small amount of time.

My take aways:

1. Go after your dream because even if it doesn’t workout like you thought it would, it will bring your right where you’re suppose to be.

2. Believe in yourself. Nobody is going to believe in you as much as you will, know that good things will happen.

3. Change is inevitable. Change is going to happen so you can either accept it and keep moving forward or not.

Please bet on yourself and go after your dreams because your life can be better than you ever thought it could be if you do 💯

00:00 - Start

00:48 - Intro

02:33 - Why People Stay Stuck Under $100K

08:27 - Who Are The $250,000+ Reps?

12:34 - Do The Skills, Get The Reward

16:56 - You’ll Find Reasons It Won’t Work

18:53 - Outro

Want to START a career in Medical Device Sales? https://www.newtomedicaldevicesales.com

https://www.linkedin.com/in/jacob-mclaughlin-5192b312b

https://www.tiktok.com/@newtomedicaldevicesales?

NTMDS LinkedIn: https://www.linkedin.com/company/new-to-medical-device-sales/posts/?feedView=all 

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This episode discusses starting the new year in medical device sales, understanding how quotas work, preparing for the first quarter, strategies for breaking down goals, staying consistent throughout the year, and actionable steps to crush your sales targets in 2025.

——

Key Takeaways

1️⃣ Don’t panic about quotas. If you don’t have your quota yet, focus on organizing your territory and pipeline.

2️⃣ Break down your goals. Start with your yearly quota, then break it into quarterly, monthly, weekly, and daily goals.

3️⃣ Plan for the unexpected. Assume challenges will arise and always aim to overdeliver.

4️⃣ Track your performance consistently. Keep a visible tracker for surgeries or cases to stay motivated and accountable.

5️⃣ Focus on growth opportunities. Identify potential accounts and doctors to lift your numbers and prioritize them.

6️⃣ Be the reason for your success. Your manager or territory won’t determine your results—it’s all on you.

——

What Is New To Medical Device Sales?

New to Medical Device Sales is an exclusive training program founded by Jacob McLaughlin to help individuals break into the competitive field of medical device sales. Through personalized coaching, mock interviews, and proven strategies, our program equips all walks of life with the tools they need to land six-figure roles and succeed in the industry. Our average person gets hired in 8.5 weeks with $105,502 annual salary. Thousands of success stories showcase its effectiveness for candidates from diverse backgrounds.