The Medical Sales Podcast

2d ago

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, reputation, long-term relationship building, work ethic, family responsibility, and the nonnegotiable habits required to win consistently in medical sales. This episode is a must-listen for reps deciding between W2 and 1099 paths and anyone serious about building a high-impact, high-income career in medical sales. Connect with Rashago Kemp: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

Dec 10

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, and explains what it takes to succeed in this relationship-driven specialty. From managing more than 60 independent reps to navigating the differences between W2 and 1099 structures, Rashago delivers a rare inside look at sales, leadership, and patient impact in one of the most meaningful corners of medical technology. Connect with Rashago Kemp: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

Dec 3

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 negative self-talk to time-wasting habits and hiding in comfortable accounts. Samuel and Jon dive deep into identity, mindset, and mentorship, exploring how the best reps stay confident, stay disciplined, and stay out of their own heads. If you want a tactical, honest look at what it takes to thrive in medical sales and lead with excellence, this episode delivers it. Connect with Jon Alwinson: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

Nov 26

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 rebuilding her life and identity after Purdue's shutdown, scaling a thriving wine business, launching a coaching company, and ultimately returning to medical device sales where she now leads in cardiology. This conversation delivers rare honesty about pharma, entrepreneurship, career reinvention, and what it truly takes to survive, grow, and lead in medical sales today. Connect with Jennifer Jones: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

Nov 19

In this episode of the Medical Sales Podcast, Samuel sits down with Jennifer Jones, a former top Purdue Pharma rep who lived through the rise, collapse, and aftermath of one of the most controversial chapters in pharmaceutical history. Jennifer opens up about her early passion for pain management, what reps were taught, how Q12 vs Q8 dosing shaped patient experiences, and the moment Purdue shut down while she was on vacation. She shares the emotional toll of grand jury testimony, FBI investigations, and watching once-trusted leaders face prison time, while also revealing the patients and physicians who were genuinely trying to do the right thing. From navigating "pill mill" stereotypes to seeing pain doctors wrongly targeted, Jennifer gives a raw, inside look at the complexities reps faced long before the media headlines. Now a thriving medical device rep in cardiology, she talks about rebuilding her career, stepping into entrepreneurship, and rediscovering her purpose in healthcare. This is one of the most honest conversations ever recorded about pharma, pain management, and what it means to survive, grow, and lead in medical sales. Connect with Jennifer Jones: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

Nov 12

In this episode of the Medical Sales Podcast, Samuel sits down with Dan Docherty, partner at BrainTrust and co-author of NeuroSelling 2.0 , to explore what it truly takes to become a world-class communicator in medical sales. Drawing from his decades of experience in pharma and neuroscience-based training, Dan reveals the five key skills every rep must master—developing a communication process, asking powerful questions, listening actively, storytelling with emotion, and building emotional intelligence. This episode is a masterclass in how top performers connect deeply, earn trust fast, and influence through empathy, strategy, and purpose. Connect with Dan Docherty: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

Nov 5

In this episode of the Medical Sales Podcast, Samuel talks with Dan Docherty from BrainTrust about how neuroscience is transforming the way medical sales professionals build trust and communicate with impact. Drawing from his 25-year career in pharma, Dan explains how traditional training focuses too much on product and not enough on human connection. He introduces the concept of NeuroSelling®, showing how value-based storytelling and empathy drive real influence in conversations with healthcare providers. This episode reveals how the best reps in 2025 use emotional intelligence, authentic connection, and purposeful communication to create lasting trust and deliver meaningful results. Connect with Dan Docherty: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

Oct 29

In this episode of the Medical Sales Podcast, Samuel interviews Steven Drummond from Intellijoint Surgical, who shares his journey across endoscopy, wound care, trauma, ophthalmology, and tech-based orthopedics. Steven reveals how Intellijoint's navigation system empowers surgeons with precision and autonomy, and what it really takes to succeed in medical sales—from mastering structure and time management to building trust and balancing high-pressure cases with business growth. Packed with real stories, discipline, and insights. This episode is a must-listen for anyone looking to break in or excel in the medical sales industry. Connect with Steven Drummond: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »