E36 | The Mindset Shift You Need to Break into Pharmaceutical Sales

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Medical Sales U with Dave Sterrett

Dave Sterrett

37 episodes

1 week ago

Prior to venturing into the world of medical sales, Dave’s diverse background included roles as a dedicated teacher, impactful work in the nonprofit sector, and humanitarian missions to Africa. However, despite his passion for these pursuits, Dave found himself falling short of his financial goals. Undeterred, Dave embraced the challenge and within less than five weeks, secured a coveted six-figure job offer. His stellar performance continued, achieving President’s Club recognition in the first year and doubling his compensation by the third year. Eager to share the secrets of his success and help others overcome barriers to entry, Dave established Medical Sales U. The driving force behind this endeavor is Dave’s commitment to guiding individuals from various backgrounds into the medical sales industry.

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E36 | The Mindset Shift You Need to Break into Pharmaceutical Sales

Medical Sales U with Dave Sterrett

34 minutes 19 seconds

2 weeks ago

E36 | The Mindset Shift You Need to Break into Pharmaceutical Sales

Start making $150k - $200k+ in your first year of medical sales. Stop chasing crowded "old school" roles like Orthopedics and Spine. The real money—and the life-saving innovation—is in Oncology and Specialty Pharma. Today, I reveal the exact blueprint to reinvent your career and break into the most lucrative sector of healthcare. Whether you’re a nurse, a teacher, or stuck in a "middle-class mindset," this episode breaks down why your background doesn't matter. Only your preparation does.I share my personal journey from a non-profit minister making $70k to a high-level oncology rep, and explain why "casual advice" from friends will get you rejected. If you want to master the interview, crush your clinical knowledge, and build a 6-figure life, this is the masterclass you need.

WHAT YOU WILL LEARN IN THIS EPISODE:

- The "Gold Rush" Shift: Why you should ignore Orthopedics and focus entirely on Oncology, Diagnostics, and Genetic Testing.

- The 3 Essential Mindset Shifts: How to move from "winging it" to becoming an obsessively prepared candidate.

- Real Success Stories: How Kanika (immigrant to Dallas), Sydney (nurse), and others went from zero experience to $200k roles.

- The "Ride-Along" Trap: Why you need a brutal coach, not a nice mentor.

- The HEART Framework: The 5 character traits (Humility, Energy, Active Listening, Resilience, Trust) that hiring managers look for.

- Confidence vs. Arrogance: How to show "grit" without sounding like a jerk.

- Daily Habits of Top 1% Earners: The 5 AM club, the "20 LinkedIn adds" rule, and why your degree (MBA) has a lower ROI than coaching.

- The Michael Jordan Rule: Why even the greatest of all time hired coaches for their specific weaknesses.

TIMESTAMPS

00:00 - Introduction: The Program Focus (Oncology vs. Orthopedics)

01:34 - Dave’s Story: Reinventing Career from Ministry to Medical Sales

03:44 - Success Stories: How Nurses & Immigrants Got Hired (Kanika, Sydney)

06:47 - Mindset Shift #1: Be Coachable (Why Friends Can't Help You)

09:20 - Mastering Virtual Interviews (Lighting, Camera & Background)

10:32 - Mindset Shift #2: Be Curious (Understanding Clinical Trials & FDA)

12:32 - Salary Reality: Device Associate ($80k) vs. Oncology ($155k+)

13:55 - Mindset Shift #3: Collaboration (Working with MSLs & Nurse Navigators)

16:28 - Confidence vs. Arrogance (The "Grit" Trap)

18:02 - The H.E.A.R.T. Framework (Humility, Energy, Listening, Resilience, Trust)

19:00 - Daily Habits: 5 AM Wake-ups, LinkedIn Strategy & Handling Rejection

20:00 - The"Middle Class Mindset" Trap: Why Degrees Have Low ROI

22:25 - Using AI for Resumes Without Sounding Like a Robot

25:55 - The "Why": Patient Outcomes & Life-Extending Impact

29:35 - The 3 Questions You Must Ask Yourself31:01 - The Michael Jordan Analogy: Why Even the Best Hire Coaches.

ABOUT MEDICAL SALES U: Medical Sales U is the premier training program for professionals looking to break into high-paying careers in Medical Device, Pharmaceutical, and Genetic Testing sales. We turn "outsiders" into top 1% candidates.

CONNECT WITH US: Learn more about coaching and career support at medicalsalesu.com/

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