Episodes

  • What Does a Real Day in Medical Device Sales Look Like?

    What Does a Real Day in Medical Device Sales Look Like?
    Feb 20 2026
    Ready to break into medical sales? 🚀 Visit 👉 https://reppath.com/ and join the RepPath Academy today. If you're tired of getting ghosted, second-guessing your resume, or wondering why interviews aren’t turning into offers, we’ll give you the strategy and structure to land the job. In this episode, host Joe Licata breaks down the unfiltered truth about working in pharma, medical device, and capital equipment sales. Not the company car fantasy. Not the expense account highlight reel. The real version. If you're considering a career in medical sales, this is the reality check you need. Pharma Sales
    • The truth about “flexibility”
    • Why most of your day is driving, waiting, and admin
    • Handling constant rejection
    • Quota pressure and delayed prescription data
    • Why relationships alone will not guarantee results
    Medical Device Sales
    • Early mornings and long OR days
    • Case delays and unpredictable schedules
    • High pressure clinical environments
    • Concrete buying cycles but intense accountability
    Capital Equipment
    • Long 2 to 3 year sales cycles
    • Multiple hospital decision makers
    • Political dynamics and regional travel
    • Celebrating small wins while playing the long game
    We Also Cover
    • How much of the day is actually selling
    • What ride-alongs really look like
    • Medical Sales College vs RepPath Academy
    • Associate candidate strategy
    • Transitioning from nursing or pharmacy
    • Work life balance realities
    Medical sales is an incredible career. It is rewarding, competitive, and high earning. But it is not easy. If you want to break in, you need strategy. 👉 Go to https://reppath.com/ and join the RepPath Academy. Subscribe for weekly episodes on how to break into and win in medical sales. #MedicalSales #PharmaSales #MedicalDeviceSales #RepPath #SalesCareers
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    1 hr and 2 mins
  • Why Do Most Medical Sales Reps Fail at CRM?

    Why Do Most Medical Sales Reps Fail at CRM?
    Feb 18 2026
    🚨 READY TO BREAK INTO MEDICAL SALES? Join the RepPath Academy and learn the proven system that helps candidates land offers nationwide 👉 https://reppath.com/ If you’re serious about breaking into medical sales, this is where you start. RepPath Podcast | Hosted by Joe Licata In this episode of the RepPath Podcast, Joe Licata breaks down one of the most misunderstood but most powerful tools in medical sales: CRM (Customer Relationship Management). Most reps treat CRM like annoying admin work. Top performers treat it like a weapon. Joe explains exactly why CRM is critical for:
    • Territory planning
    • Forecasting and pipeline growth
    • Tracking stakeholder relationships
    • Compliance protection
    • Career advancement and promotions
    He also reveals how candidates can use CRM strategy during the interview process to stand out, even if they have no sales experience. One of the biggest takeaways? You can create your own interview CRM using a simple Excel spreadsheet, and hiring managers love it because it proves you think like a professional. Key Takeaways ✔ CRM is not admin. It is your business system ✔ The more you track, the more you win ✔ Great reps get promoted, organized reps get promoted faster ✔ Your job search should be treated like a sales pipeline Want to Break Into Medical Sales Faster? The RepPath Academy is helping candidates across the country break into medical sales every single day. Visit https://reppath.com/ to learn more and join the RepPath Academy today. 👍 Like, Comment, and Subscribe for more medical sales strategy 💬 Drop your questions below. Joe answers them in future episodes #MedicalSales #CRM #PharmaSales #MedDevice #SalesCareer #RepPath #SalesTraining #BreakIntoMedicalSales
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    59 mins
  • How to Break Into Medical Sales From Another Industry?

    How to Break Into Medical Sales From Another Industry?
    Feb 12 2026
    🚀 Ready to break into medical sales? Visit 👉 https://reppath.com/ and join the RepPath Academy today. If you're serious about landing a medical sales role and standing out in interviews, stop guessing and start using a proven strategy built to get you hired. In this powerful episode of the RepPath Podcast, host Joe Licata breaks down one of the most misunderstood topics in medical sales: 👉 How to leverage transferable skills to break into medical sales, even without a traditional B2B background. Too many candidates believe they need ADP, Paychex, or Enterprise on their resume to stand a chance. That’s simply not true. Joe dives deep into how professionals from retail, teaching, hospitality, clinical roles, customer service, and beyond can position themselves as high-value medical sales candidates if they know how to communicate their experience correctly. This episode covers: ✔ How to reframe retail experience into high-volume closing and account penetration ✔ Why teachers make elite medical sales reps and how to position it ✔ How clinical professionals can dominate interviews using workflow and OR familiarity ✔ Why servers and hospitality workers often outperform traditional sales backgrounds ✔ The 3-Step Transferable Skill Framework to win interviews ✔ How to answer transition questions the right way ✔ Why certifications like CNPR do not move the needle ✔ Whether age, MBA degrees, or distribution paths matter ✔ How to stand out in networking conversations without sounding like everyone else Joe also answers live audience questions about: • Breaking through after multiple interviews • Targeting big companies vs. smaller distributors • Age concerns when switching industries • Associate rep roles vs. territory manager paths • Resume writers and certifications • How much runway you need before making the leap The bottom line: Medical sales is not about where you came from. It is about how well you can connect your past performance to the role in front of you. If you can identify your skill, quantify it, and reframe it using medical sales language, you immediately separate yourself from 90% of applicants. This episode gives you the exact roadmap to do that. Don’t forget to: • Subscribe to the channel for more medical sales strategies • Drop your questions in the comments • Connect with Joe Licata on LinkedIn • Visit https://reppath.com/ to learn more about the RepPath Academy If you’re tired of feeling stuck, guessing your way through interviews, or wondering why others are landing offers, this is your sign to build a real strategy. Own your development. Own your path. Break into medical sales the right way. #MedicalSales #RepPath #MedicalDeviceSales #PharmaSales #SalesCareers #BreakIntoMedicalSales #TransferableSkills #CareerTransition #MedicalSalesTraining
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    1 hr and 6 mins
  • How to Leverage Marketing to Build Medical Sales Relationships

    How to Leverage Marketing to Build Medical Sales Relationships
    Feb 10 2026
    🚀 Ready to break into medical sales the RIGHT way? Visit https://reppath.com/ and join the RepPath Academy to get trained, coached, and positioned to land a top medical sales role faster. If you’re tired of getting ghosted and want a proven roadmap… this is your next move. Welcome back to another episode of the RepPath Podcast hosted by Joe Licata where we bring you real conversations, real strategies, and real insight into what it actually takes to win in medical sales. Featuring Brian Dwyre, CMO at Maxim Spine, and a medical sales professional with 20+ years of experience in diagnostics, imaging, and physician relationship marketing. This episode is packed with high-level sales wisdom, especially for anyone trying to break into medical sales, build a referral network, or learn how top performers dominate through relationships and consistency. What You’ll Learn In This Episode: ✅ How Brian built and scaled an imaging business from 1 location to 3 locations ✅ What diagnostic sales REALLY looks like (MRI, CAT scan, ultrasound, etc.) ✅ Why selling a service is different than selling a product ✅ How reps get paid in diagnostics and the realities of commission structures ✅ The truth about “whales” vs. building a broad referral base ✅ Why you MUST build your own CRM (and how Brian literally started with a shoebox) ✅ How to hit 40–50 offices per day and still stay effective ✅ How relationship-building transfers across diagnostics, pharma, device, and spine ✅ Why follow-up and reliability beat gimmicks, giveaways, and “tchotchkes” every time ✅ The #1 reason reps lose business (and it’s not what you think) Brian also breaks down how to leverage networking, events, personal injury relationships, and strategic marketing to create a referral machine that follows you throughout your career. Key Takeaway: Medical sales is not about being the loudest. It is about being the most consistent, valuable, and trusted person in the territory. Want to Watch More RepPath Content? Subscribe to the RepPath Academy YouTube Channel for FREE content, training clips, and full podcast episodes. Want to Break Into Medical Sales? If you're serious about landing a medical sales job and you’re tired of getting rejected or ignored… 👉 Go to https://reppath.com/ Join the RepPath Academy and start building your path into the industry with real coaching and proven strategies.
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    1 hr and 6 mins
  • What Every College Senior MUST Do to Break Into Medical Sales

    What Every College Senior MUST Do to Break Into Medical Sales
    Feb 5 2026
    🚨 READY TO BREAK INTO MEDICAL SALES THE RIGHT WAY? 🚨 👉 Visit https://reppath.com/ and join the RepPath Academy if you’re serious about breaking into medical sales at the highest level. Stop waiting. Stop guessing. Start winning with a proven system. If you’re a college senior, recent graduate, or career changer wondering how to actually break into medical sales, this episode is a must-watch. In this powerful, no-BS conversation, Joe Licata breaks down exactly what separates candidates who break in fast from those who get stuck waiting and why your competition is already moving while most people hesitate. This episode goes far beyond generic advice and gives you real-world, field-tested strategies used by candidates who successfully land medical device and pharma roles every year. What You’ll Learn in This Episode: ✔️ Why sales experience beats internships every time ✔️ What medical sales hiring managers actually care about ✔️ How to stand out when 300–500 resumes are submitted for one role ✔️ Why waiting until graduation puts you behind instantly ✔️ How to build real sales stories before you ever get hired ✔️ The truth about GPA, degrees, and checking the box ✔️ How to network without sounding fake or desperate ✔️ What to do right now if you have zero sales experience ✔️ How to think like a rep before you ever get the title Joe also explains:
    • Why internships are often observational and overrated
    • How to get rejected on purpose and why that’s a good thing
    • How to build a mock territory plan that impresses hiring managers
    • Why owning your own development is the ultimate competitive advantage
    Who This Episode Is For: 🎓 College seniors preparing for graduation 🔁 Career changers looking to transition into medical sales 📈 SaaS, B2B, or non-traditional sales professionals 🧠 Anyone tired of guessing and ready to execute with confidence If you’re serious about standing out, building real sales skills, and reducing the risk for hiring managers, this episode will change how you approach your career. Take Action Now If you’re done waiting and ready to break into medical sales with guidance, accountability, and a proven roadmap: 👉 Join the RepPath Academy: https://reppath.com/ Get access to training modules, live group calls, resume and LinkedIn strategy, interview prep, and real-world sales coaching. New to the channel? Subscribe to The RepPath Academy on YouTube for weekly podcasts, interviews, and tactical advice to help you own your medical sales career. 💬 Drop your questions in the comments. Joe answers them live during episodes.
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    1 hr and 2 mins
  • Why Recruiters Ghost You and How to Fix It in Medical Sales

    Why Recruiters Ghost You and How to Fix It in Medical Sales
    Feb 3 2026
    🚨 READY TO BREAK INTO MEDICAL SALES THE RIGHT WAY? 👉 Visit https://reppath.com/ and join the RepPath Academy if you’re serious about landing a medical sales role at the highest level, faster and with a proven system. 🎙️ RepPath Podcast with Joe Licata In this episode of the RepPath Podcast, host Joe Licata, medical sales veteran of nearly 25 years and founder of RepPath, pulls back the curtain on one of the most misunderstood and misplayed relationships in the hiring process: recruiters. Whether you are:
    • Trying to break into medical sales
    • Actively interviewing
    • Getting ghosted by recruiters
    • Or frustrated by automated rejections
    This episode is a must watch. Joe explains exactly how recruiters think, who they actually work for, and how you can position yourself as a top tier candidate instead of another resume in the pile. What You’ll Learn in This Episode:
    • Who recruiters really work for and why that matters
    • Why “I’m interested” emails get ignored and what to send instead
    • How to apply the cut and paste requirement strategy that gets callbacks
    • The number one mistake that gets candidates silently blacklisted
    • How to communicate like a professional and avoid burning bridges
    • When not to apply for roles even if you are desperate
    • Why honesty with recruiters can actually increase your offer
    • How many recruiters you should be working with
    • Why cover letters are basically useless in medical sales
    • What instantly makes recruiters swipe left on a resume
    This episode is packed with real world stories, hard truths, and tactical advice you will not hear anywhere else. Want Help Implementing This? That is exactly what we do inside the RepPath Academy. Inside the Academy, you’ll get:
    • Resume optimization recruiters actually respond to
    • Access to a nationwide recruiter network
    • Live group coaching every Tuesday and Thursday
    • Proven strategies to stop guessing and start getting interviews
    • Real testimonials from students landing roles in as little as three weeks
    👉 Learn more at https://reppath.com/ 📩 Email Joe directly at joe@reppath.com 💬 Or DM him on LinkedIn Don’t Miss Future Episodes Subscribe to Rep Path Academy on YouTube for:
    • Medical sales career strategy
    • Interview breakdowns
    • Recruiter insights
    • Real talk from industry insiders
    Subscribe, like, and comment your biggest takeaway below. If you are tired of guessing, getting ghosted, or hearing excuses, this episode will change how you approach recruiters forever.
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    1 hr and 1 min
  • How I’d Break Into Medical Sales in 90 Days (Starting From Zero)

    How I’d Break Into Medical Sales in 90 Days (Starting From Zero)
    Jan 29 2026
    🚀 READY TO BREAK INTO MEDICAL SALES THE RIGHT WAY? If you’re serious about landing a medical sales role (even without prior experience), join the RepPath Academy and learn the proven system used to help candidates break in faster and smarter. 👉 Apply here: https://reppath.com/pages/program RepPath Podcast | Hosted by Joe Licata Everyone promises they can help you break into medical sales in 90 days. But what does that actually take? In this episode of the RepPath Podcast, Joe Licata breaks down step by step exactly what he would do to break into medical sales in 90 days if he were starting from scratch today. No fluff. No unrealistic shortcuts. Just the real strategies that separate candidates who hope from candidates who get hired. What You’ll Learn in This Episode:
    • Why “spray and pray” job applications don’t work
    • How to pick the right lane (pharma, device, distribution, diagnostics, DME)
    • Why medical distribution is often the fastest entry point
    • How to build experience before you’re hired
    • The resume strategy Joe calls “building a mirror”
    • The medical sales lingo you MUST know before interviewing
    • How to network with reps the right way and actually stand out
    • How to sell yourself on networking calls instead of just asking questions
    • Why rejection is essential and how to use it to your advantage
    • How to create a real business plan that makes interviewers feel like you’re already hired
    • STAR interview stories that actually impress hiring managers
    • The biggest mistakes candidates make in their first 90 days
    • How to break in without a college degree
    • Distribution vs. big med device companies (pros, cons, and training differences)
    • How to avoid red flags with smaller device companies
    This episode is for you if you are:
    • Trying to break into medical sales with little or no experience
    • Coming from nursing, clinical, B2B, or a non-sales background
    • Getting ghosted by recruiters
    • Stuck at the resume or interview stage
    • Serious about competing at a high level
    Want help implementing everything discussed in this episode? The RepPath Academy provides:
    • Resume and LinkedIn optimization
    • Interview prep and role-playing
    • Business plan development
    • Access to top medical sales recruiters
    • Live group training plus proven frameworks
    👉 Learn more and apply here: https://reppath.com/pages/program Subscribe to the RepPath YouTube channel for weekly medical sales training, live Q&As, and real-world strategies that help candidates win. 💬 Have questions? Drop them in the comments. We read and respond.
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    1 hr
  • How to Break Into Medical Sales With NO Sales Experience

    How to Break Into Medical Sales With NO Sales Experience
    Jan 27 2026
    🚨 READY TO BREAK INTO MEDICAL SALES EVEN WITHOUT SALES EXPERIENCE? 👉 Join the RepPath Academy and learn exactly how to break in the RIGHT way: 🔗 https://reppath.com/pages/program 🎙️ RepPath Podcast | Hosted by Joe Licata Can you break into medical sales with ZERO sales experience? In this episode of the RepPath Podcast, Joe Licata answers one of the most common and misunderstood questions in the industry and gives you a real-world, no-BS blueprint for standing out against candidates who do have experience. If you’re tired of:
    • Getting ghosted by recruiters
    • Sending applications into a black hole
    • Hearing “you don’t have enough experience”
    • Feeling stuck outside the industry looking in
    This episode is required listening. WHAT YOU’LL LEARN IN THIS EPISODE ✔️ How to break into medical sales without prior sales experience ✔️ Why getting comfortable being uncomfortable is non-negotiable ✔️ How to gain real field credibility before your first interview ✔️ Why job searching is a sales funnel and how to run it like one ✔️ How top candidates outwork and out-position experienced reps ✔️ How to talk like a sales rep even if you’ve never had the title ✔️ The exact mistakes candidates make that instantly turn hiring managers off ✔️ How to follow up, network, and interview like a true medical sales professional ✔️ How to reverse-engineer job postings and build a medical sales resume that converts ✔️ What hiring managers actually look for when experience is missing Joe also breaks down:
    • Transferable experience from roles like fitness sales, real estate, teaching, healthcare, and service industries
    • How long the grind really lasts before the money comes
    • How to explain layoffs, career gaps, and entry-level pay without killing your chances
    • What separates candidates who get multiple offers from those who never hear back
    WHO THIS EPISODE IS FOR ✔️ Aspiring medical sales reps ✔️ Career changers trying to break in ✔️ Candidates stuck at the interview stage ✔️ Clinical specialists and associate reps leveling up ✔️ Anyone serious about building a long-term career in medical sales READY TO STOP GUESSING AND START WINNING? The RepPath Academy exists to eliminate confusion, shortcuts, and wasted time and help you break into medical sales faster, smarter, and at a higher level. Learn more and apply here: 🔗 https://reppath.com/pages/program Questions? DM Joe Licata for more info 📺 Subscribe to the RepPath Academy YouTube channel for weekly strategy, interviews, and real-world insights 💡 Stop waiting for permission. Start positioning yourself like a top performer. #MedicalSales #RepPath #BreakIntoMedicalSales #MedicalSalesCareers #SalesCareers #PharmaSales #MedicalDeviceSales #SalesAdvice #CareerGrowth #RepPathAcademy
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    1 hr and 5 mins