#6 : Scott Binder EVP of Medical Sales college takes us behind the scenes discussing the MSC advantage and their story , importance of a multifaceted training program, the reality of a medical device sales rep and much more
07/27/20 • 31 min
Medical Sales College and Creating Future Sales Leaders
In this episode of the Med Device Unleashed Podcast, Jamie Tipton speaks with Scott Binder, executive vice president of Medical Sales College. He shares about the college’s history, how they operate, and their main purpose of starting.
Listen in to learn how they connect the employer to market-ready graduates for free. You will also learn why they put much emphasis on job placement for their graduates.
Standout Quotes:
“If you’re successful, you can have a very rewarding career financially here, however, the people that do that, they’ve worked their tail off to get to that level.”- Scott Binder [24:01]
“Sales is not for everybody...it takes a certain kind of personality, you got to have certain qualities, you got to have thick skin.”- Scott Binder [26:26]
Top Takeaways:
· The importance of job placements for Medical Sales College to differentiate it from traditional colleges.
· The importance of having experienced and specialized trainers in the field to give students the best training.
· How the Coronavirus pandemic has positively affected the training demand.
· How lifestyle diseases and other factors are increasing the growth of the med device world.
· The qualities that will help you identify if being a med rep is the right career for you.
Episode Timeline:
· [1:50] He shares the history of Medical Sales College which was started in 2010 and what they offer their students and clients.
· [5:57] He explains why the college puts a lot of emphasis on job placement for its students.
· [7:05] He explains how they connect employers with their students for free.
· [11:07] The types of programs they train in their different campuses across the United States and what these programs consist of.
· [14:23] Why they have students create a video and a professional profile on their website.
· [15:28] Why they strictly have a specialized online biologics course.
· [16:44] He shares who they hire as their trainers and the combined experience they currently have.
· [17:45] What they look for before venturing into their next expansion plans.
· [18:57] How the Coronavirus pandemic has increased their demand.
· [20:52] Their future plans of expanding their specialty outside of orthopedic.
· [22:27] How they make people understand if being a med rep is the best career choice for them.
· [29:04] Why they’re not accredited but rather licensed and regulated by the states they operate in.
Relevant Links:
Website: https://medicalsalescollege.com/
Medical Sales College and Creating Future Sales Leaders
In this episode of the Med Device Unleashed Podcast, Jamie Tipton speaks with Scott Binder, executive vice president of Medical Sales College. He shares about the college’s history, how they operate, and their main purpose of starting.
Listen in to learn how they connect the employer to market-ready graduates for free. You will also learn why they put much emphasis on job placement for their graduates.
Standout Quotes:
“If you’re successful, you can have a very rewarding career financially here, however, the people that do that, they’ve worked their tail off to get to that level.”- Scott Binder [24:01]
“Sales is not for everybody...it takes a certain kind of personality, you got to have certain qualities, you got to have thick skin.”- Scott Binder [26:26]
Top Takeaways:
· The importance of job placements for Medical Sales College to differentiate it from traditional colleges.
· The importance of having experienced and specialized trainers in the field to give students the best training.
· How the Coronavirus pandemic has positively affected the training demand.
· How lifestyle diseases and other factors are increasing the growth of the med device world.
· The qualities that will help you identify if being a med rep is the right career for you.
Episode Timeline:
· [1:50] He shares the history of Medical Sales College which was started in 2010 and what they offer their students and clients.
· [5:57] He explains why the college puts a lot of emphasis on job placement for its students.
· [7:05] He explains how they connect employers with their students for free.
· [11:07] The types of programs they train in their different campuses across the United States and what these programs consist of.
· [14:23] Why they have students create a video and a professional profile on their website.
· [15:28] Why they strictly have a specialized online biologics course.
· [16:44] He shares who they hire as their trainers and the combined experience they currently have.
· [17:45] What they look for before venturing into their next expansion plans.
· [18:57] How the Coronavirus pandemic has increased their demand.
· [20:52] Their future plans of expanding their specialty outside of orthopedic.
· [22:27] How they make people understand if being a med rep is the best career choice for them.
· [29:04] Why they’re not accredited but rather licensed and regulated by the states they operate in.
Relevant Links:
Website: https://medicalsalescollege.com/
Previous Episode
#5 : Cam Sexton CEO/Founder of RelayOne on - Entrepreneurial spirit , defeating self doubt , finding your niche and dominating it and much more
How RelayOne Software Serves The Rep Community and Surgical Staff
In this episode of the Med Device Unleashed Podcast, Jamie Tipton speaks with Cam Sexton, the CEO, and founder of RelayOne. A design software and a mobile application that delivers real-time data straight from the OR to your phone. He talks about the inspiration behind the RelayOne software and the growth strategies they have utilized to penetrate it into the medical market.
Listen in to learn the process of creating software in the healthcare industry that services both the interests of med reps and the hospital. You will also hear why you need to take that shot and become an entrepreneur if you have an idea that could benefit the medical industry.
Standout Quotes:
“If you can build something that saves people time and money then, generally speaking, people will want it and will want to pay for it too.”- Cam Sexton [4:48]
“Build a product that solves a problem and then listen to your customers and what your customers are telling you they want, that is the stuff that you should go build.”- Cam Sexton [32:07]
“Being a rep is super hard it’s just like being an entrepreneur don’t be afraid to go out there and take a shot.”- Cam Sexton [36:49]
Top Takeaways:
· How to find a real problem and a simple solution for it in healthcare.
· How to pitch with passion for your product to outdo the competition.
· Understanding how to create a valuable product with visible return on investment.
· The benefit of creating a medical product that caters to all ends of the spectrum.
· The benefits of due research before creating a consumer-friendly software.
Episode Timeline:
· [1:33] The strategies that RelayOne is using to grow effectively in 2020.
· [2:49] How Cam’s personal experience as a med rep struggling with schedule led him to build RelayOne which is a software for OR teams.
· [5:16] He explains where the name RelayOne came from.
· [7:35] He compares the similarities between running your territory as a med rep with entrepreneurship.
· [10:20] How they use software selling to show the value of their product.
· [12:48] The strategies to use when presenting your product to potential customers and investors.
· [14:42] He explains how they pitched for RelayOne by presenting the problem with a passion and instantly got funding.
· [17:31] Cam describes how he applies lessons he learned in college sports in his role as a CEO and life in general.
· [19:56] He narrates the challenges he experienced as a medical rep that led him to create a product that is not only for reps but is beneficial for hospitals too.
· [24:17] How they handled the creation of easy software to integrate into most healthcare systems.
· [25:24] How he put up engineers with experience in creating consumer software which makes it easy for med reps and hospitals with zero work.
· [29:49] He explains why RelayOne software was specifically created with med reps in mind plus other products they are working to solve industry problems.
· [35:20] Why you should risk with entrepreneurship if you have a viable idea that is worth the shot.
· [38:31] He shares what career path he would have followed if he was not in the medical device world and where he got his entrepreneurial spirit from.
· [40:48] He talks about his experience with his previous employer.
Relevant Links:
Website: https://www.relayone.com/
LinkedIn: https://www.linkedin.com/in/camsexton/
Email: [email protected]
Next Episode
#7 : Dr. Ed Garcia Co Founder of Space City Pain Specialists from a physicians point of view discussing : the makeup of a great medical device sales rep, current state of the interventional pain device industry and how passion is mission critical plus much more
In this episode of the Med Device Unleashed Podcast, Jamie speaks with Dr. Ed Garcia, co-founder of Space City Pain Specialists. He is triple board-certified in anesthesia pain management and is also the clinical assistant professor for the department of anesthesiology at the University of Texas medical branch in Houston. He talks about spinal cord stimulation, intrathecal pump and RF ablation systems and the intense medical device sales service they require.
Listen in to learn the importance of sales rep, doctor, and patient long-term engagement in ensuring that everything turns out successful. You will also learn why Dr. Ed distances himself from the term "pain management" and enlightens us about what he does as a physician in "pain medicine".
Standout Quotes:
“You have to figure out how to integrate yourself into the team, you have to have the staff behind you and the staff to feel like you’re actually part of the team.”- Dr. Ed [52:05]
“It’s about your personality, if you’re not somebody who likes that engagement, then don’t go into these particular types of sales jobs.”-Dr. Ed [40:43]
Top Takeaways:
· Why you should be passionate and authentic when pitching for your device.
· The importance of caring and pleasing the patient and being part of the doctor’s team as a sales rep.
· How to bring a business model in conjunction with selling your device or technology.
· Learning to engage with patients and doctors long-term in the pain medicine field.
· How to integrate yourself with staff and advanced practitioners as a device sales rep by respecting and offering them help.
Episode Timeline:
· [2:48] Dr. Ed shares the super qualities he looks for in a sales representative.
· [13:40] The ‘good’ pain and ‘bad’ pain and the technology explosion to help innovate this medical specialty.
· [18:56] He explains spinal cord stimulation by the use of electricity to treat pain.
· [22:11] How the medical device industry creates electrical stimulator devices and how they test them before applying during surgery.
· [26:35] Why stimulator field calls for long-term clinical engagement between the sales rep and the patients.
· [28:35] Pain medicine vs. pain management- why pain management has become pain meals by doctors who are not practicing medicine.
· [33:15] Targeted drug delivery explained! And the involvement of the sales rep in the process of patient application.
· [44:09] The benefits of sales rep and doctor engagement other than a professional relationship.
· [49:25] Learning the strengths of your device to be able to tackle your competition.
· [51:53] The importance of integrating yourself as part of the team by making the work of the staff easy and respecting them.
Relevant Links:
Website: https://www.spacecitypain.com/provider/eduardo-a-garcia-md
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