The Medical Sales Guide: Close More B2B Deals & Crush Your Quota
Business & Finance
About
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
- The Equanimity Edge: How High Performers Navigate The Unknown
This episode discusses how high performers navigate the unknown in medical esthetics sales, with a focus on equanimity. Brandon shares insights on market shifts, the importance of adapting strategies, and building long-term relationships f…
- Why AI Is Killing Your Deals
Brandon discusses how AI is transforming medical sales, making traditional sales methods obsolete. He emphasizes the need for transparency and updated strategies to engage AI-informed buyers and navigate competitive markets.
- Alignment Matters More Than You Think
Brandon discusses his career journey, emphasizing the importance of alignment in personal and professional life. He highlights his new role, long envisioned, and the significance of Peninsula Medical Group, a major energy-based device comp…
- If You're Feeling Helpless, Get Helpful
Brandon shares a personal story from his early days in medical aesthetics sales, recounting the pressure of meeting a $500,000 sales target. A turning point came when he volunteered at a toy drive, which shifted his mindset from desperatio…
- Is My Ego Slowing Me Down?
This episode discusses how ego affects personal and professional growth, potentially hindering future success. It explores the ego's role in preserving self-identity and emphasizes continuous learning and adapting to change.
- Are You Ready For Disruption?
Brandon explores how AI is disrupting industries, especially medical sales, by enhancing outbound sales through better targeting and list building. He references the quick adoption of tools like ChatGPT and predicts AI will be crucial for…
- Are You Convicted Or Just Committed To Your Sales Role?
This episode differentiates between being committed and convicted in a sales role. The host explains that conviction leads to greater impact and higher performance, illustrating this with examples and encouraging listeners to reflect on th…
- What To Do When You Land Your Dream Job In Medical Sales
Brandon outlines key strategies for thriving in your first year of medical sales, emphasizing energy management, skill development, and benchmark achievement. He advises new hires to balance work, seek guidance, and practice diligently to…
- How To Raise Your Identity In Medical Sales
Brandon explains the importance of identity in achieving goals within medical sales. He advises cultivating self-awareness, consciously changing beliefs and actions, and drawing inspiration from one's ideal future self to drive growth.
- Sell The Feeling And Win Big
Brandon explains how to sell based on emotions rather than products by building rapport and using mental priming techniques derived from NLP. He provides examples of how to apply these strategies to both male and female prospects to ethica…
- It's Time To Make A Decision To Not Be Mediocre In Medical Sales
Brandon shares a personal story about transitioning from mediocre sales performance to becoming a confident closer in medical sales. He emphasizes the importance of conviction and making decisive choices for career growth, referencing his…
- How To Sell To Wealthy Prospects In Medical Sales
Brandon outlines strategies for medical sales professionals targeting wealthy prospects. He advises focusing on the benefits and desired outcomes of a product, rather than personal financial projections. The episode also suggests that youn…
- The Power Of The Digital Detox In Sales
Brandon shares his experience with a 24-hour digital detox, highlighting its benefits for focus, motivation, and presence. He encourages listeners to set aside phone-free time to improve their personal and professional lives.
- Control The Controllables In Medical Sales
This episode of The Medical Sales Guide focuses on controlling the controllables in medical sales. Host Brandon explains how to provide certainty to buyers, navigate small business sales involving spousal input, and maintain a positive min…
- Dark Energy In Medical Sales
Brandon discusses 'dark energy' in sales, motivation fueled by negative experiences like anger and shame. He cautions against its potential for toxicity and urges sales professionals to prioritize emotional intelligence and sustainable mot…
- The Law Of Detachment In Medical Sales
This episode of The Medical Sales Guide explores the universal laws of detachment and reciprocity. Host Brandon shares personal insights on balancing professional ambitions with family life and overcoming adversity.
- Turn Your Insecurities Into Superpowers
This episode explores how personal insecurities can be powerful motivators for success. Brandon shares his own journey, highlighting how financial insecurities fueled his drive, and encourages listeners to identify and leverage their authe…
- You Get Out Of Life What You Put Into Life With Mark Nye
Brandon and his father, Mark Nye, discuss the importance of taking action to overcome life's challenges and achieving success. Mark shares sales experiences, emphasizing lead qualification and effective techniques, while Brandon reflects o…
- Great Leadership Is Often Inverse Of The Circumstances
This episode discusses leadership during challenging and successful times in sales, introducing the 'leading in inverse' concept. It emphasizes vision, reflection, consistency, and balancing discipline with love for success.
- How To Navigate The Seasons Of Medical Sales
This episode covers the four seasons of medical sales, outlining strategies for each quarter from prospecting in Q1 to reaping rewards in Q4. Host Brandon emphasizes the importance of consistent action and a competitive spirit to achieve s…
- Say Goodbye To Last Year And Focus On A New Story For This Year In Medical Sales
This episode of The Medical Sales Guide focuses on transitioning into the new year by learning from past experiences and setting ambitious goals for 2025. Host Brandon advises sales representatives on improving personal performance through…
- Get Clear On Your 2025 In Medical Sales
This episode focuses on strategies for success in 2025 medical sales, highlighting the importance of mental and emotional well-being, goal setting beyond revenue, and detailed visualization techniques for achieving desired outcomes.
- What To Do When You Start Your New Medical Sales Job
Brandon offers advice for new medical sales representatives, focusing on integration, the balance between product and people expertise, and effective client engagement strategies. He recommends learning from top performers and understandin…
- I Get To Solve These Problems Vs. I Have To Solve These Problems In Medical Sales
This episode of The Medical Sales Guide focuses on maintaining a positive mindset by reframing challenges as opportunities. Brandon discusses the "ero" model from his mentor Tim Kite, emphasizing the importance of focusing on desired outco…
- The Most Certain Person Wins In Medical Sales
This episode of The Medical Sales Guide focuses on the power of confidence in sales interactions. Host Brandon explains that the most certain person often wins, using personal anecdotes and career examples to illustrate the impact of convi…
- How To Regain Your Ambition In Medical Sales
Brandon discusses regaining ambition in medical sales, focusing on reconnecting with original goals. The episode includes an exercise for vision clarity and advice on overcoming self-doubt.
- Get The Right People On The Bus
This episode focuses on the importance of having the right people in the right roles, drawing insights from Jim Collins' 'Good to Great'. It advises leaders to identify, retain, and develop high-performing individuals while addressing unde…
- Sometimes All You Need Is A Reframe
This episode emphasizes seeking advice from successful individuals instead of friends and family to avoid confirmation bias. It explains how reframing challenging situations and adopting a positive outlook, as demonstrated by a personal co…
- Why It Is Important To Know Your Prospects' Model Of The World
This episode of The Medical Sales Guide explains the concept of a prospect's
- How To Handle Bad Credit In Medical Sales
This episode of The Medical Sales Guide addresses the challenges of deteriorating credit markets in medical equipment sales. Host Brandon shares strategies for assessing buyer financial health and navigating lending obstacles to close deal…
- Financial Freedom Is Easier Than You Think
This episode of The Medical Sales Guide features Brandon discussing the path to financial independence. He shares personal lessons learned from financial mistakes and credit card debt, emphasizing that steady progress, rather than flashy v…
- Integrity In Your Work Leads To Confidence
This episode of The Medical Sales Guide focuses on the importance of personal integrity in sales, arguing it's the foundation for confidence and success. Host Brandon also stresses the need to master core sales skills like prospecting and…
- The Striver's Morning Routine
Brandon shares a simple morning routine focused on writing affirmations and feeling the emotions of achieving goals. This practice, requiring only a notebook and pen, has been used for five years to foster personal and professional growth…
- What To Do After The 90-Day Enthusiasm Wears Off
In this episode, Brandon emphasizes discipline in hiring, culture, and sales, highlighting the need for stricter standards and sustained motivation beyond the initial 90-day period.
- Certainty Will Get You Sales
This episode of The Medical Sales Guide focuses on the importance of certainty in sales. Host Brandon explains how confidence in oneself, the product, and the company builds customer trust and leads to successful deal closures. Practical a…
- How To Beat The Summer Slump
This episode of The Medical Sales Guide addresses the summer slump, offering advice on regaining momentum. Host Brandon suggests focusing on physical health, setting short-term goals, and cultivating intentional relationships for lasting c…
- Make Space For Growth
This episode of The Medical Sales Guide features Brandon's reflections on achieving emotional intelligence, peace, and happiness. He shares personal insights on reducing anxiety through digital disconnection and the importance of presence,…
- Don't Get Addicted To The Distractions Right Now
This episode discusses managing distractions from the political season to maintain business focus and drive sales. It offers strategies for boosting productivity, particularly during the summer, and emphasizes the need for enthusiastic and…
- What Is Your Love Language In Sales?
This episode of The Medical Sales Guide discusses
- The Path To Seven Figures In Medical Sales
This episode of The Medical Sales Guide focuses on achieving seven-figure success by dedicating more than typical work hours. Host Brandon highlights the importance of self-improvement, practice, and mentorship to enhance sales skills and…
- How To Handle A 10-Minute Meeting In Medical Sales
This episode discusses effective strategies for managing multiple daily sales meetings in medical sales. It covers optimizing schedules, delivering concise pitches, valuing time, and using FOMO to engage prospects.
- How To Protect Your Sales Ego
Brandon discusses protecting the sales ego by focusing on high-quality prospects aligned with your value system. Maintaining a calendar full of targeted meetings helps filter out time-wasters and build momentum with ideal clients.
- Leading A High Performance Sales Team
Brandon discusses hiring qualities like a B2B sales track record and competitive mindset, alongside managing high performers and building a collaborative team culture. This episode features Brandon's appearance on The Sales Leadership Awak…
- How To Handle The Objection Of, "I Need To Speak To My Spouse" In Medical Sales
This episode of The Medical Sales Guide focuses on overcoming the common sales objection, "I need to speak to my spouse." Host Brandon shares techniques for effectively engaging spouses, who are key influencers in small business capital eq…
- How Is Private Equity Changing The Landscape In Medical Sales?
This episode explores the influence of private equity on small medical and aesthetic practices, discussing strategies for growth and potential exit plans in the evolving medical sales landscape.
- When Times Get Tough We Default To Our Standards In Sales
This episode explores how challenging sales periods reveal a reliance on established standards rather than goals. Host Brandon explains the significance of setting high, identity-based standards and offers methods to redefine identity and…
- How To Deal With Stress And Anxiety In Medical Sales
This episode of The Medical Sales Guide features Brandon discussing how to manage stress and anxiety in medical sales. He shares strategies including acceptance, differentiating anxiety from excitement, physical activity, connecting with n…
- What To Do When You Find Yourself In A Competitive Situation In Medical Sales
Brandon explains how to handle competitive sales situations in medical sales. Key strategies include staying calm, understanding your competition, using available resources, and maintaining an abundance mindset to succeed.
- Which Matters More, Desire Or Discipline In Medical Sales?
This episode of The Medical Sales Guide discusses the critical roles of desire and discipline in achieving career goals in medical sales. Host Brandon emphasizes understanding your personal 'why,' balancing motivation with consistent effor…
- Why It's Better For Customers To Buy In Q1 In B2B Medical Sales
This episode explores the advantages for B2B medical sales buyers in Q1, discussing how tax season dynamics and increased discretionary income create opportunities. It highlights the benefits of early year changes for practice growth, staf…