With more reps competing for less time, this episode focuses on what truly separates high-impact reps from the rest. We cover mindset, preparation, follow-up, and small behaviors that make a big difference in how HCPs perceive you—without being gimmicky or overbearing.
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💬 Submit your questions or episode ideas: pharmasalespodcast@gmail.com
Inthis episode, we break down how to stay composed and professional when a provider or office staff member gets frustrated or upset. You’ll learn practical techniques to regulate your response in the moment, de-escalate tension, and protect the relationship. We also discuss an important reminder: sometimes the frustration has nothing to do with you—external pressures may already be at play before you walk in the door.
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💬 Send in your episode requests: pharmasalespodcast@gmail.com
Your internal reputation is just as important as your field reputation. In this episode, we talk about how to build a strong, trusted brand inside your organization—one that leadership remembers when opportunities open up. Learn what to do (and what to avoid) to become the rep people want to work with and promote.
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💬 Submit your questions or episode ideas: pharmasalespodcast@gmail.com
End-of-year visits are tricky—providers are busier than ever, but momentum still matters. In this episode, we talk through how to respectfully keep conversations moving forward, set the stage for the new year, and continue selling without adding pressure. The reps who win in January are the ones who stay intentional in December.
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💬 Send in your episode requests: pharmasalespodcast@gmail.com
Analogies are one of the most underrated tools in pharma selling. In this episode, we break down how to use simple, memorable comparisons to make complex science stick. You’ll learn how to craft analogies that providers actually remember, when to use them, and how they can instantly make your message more relatable.
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💬 Have a topic you want covered? Email: pharmasalespodcast@gmail.com
Not every objection needs a rebuttal. Sometimes the most powerful move is saying nothing. In this episode, we break down the psychology of silence, how providers respond to it, when to use it, and how it can shift control back in your favor. Includes field-tested examples you can use today.
💬 Send in your questions or comments: pharmasalespodcast@gmail.com
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What separates the reps who consistently crush quota from the ones who struggle to hit the minimum?
It’s not luck. It’s not territory. It’s not even experience.
It’s mindset, and today we break down the habits, behaviors, and mental frameworks that top performers use to win month after month.
In this episode, you’ll learn:
If you’ve ever felt like you’re working hard but not gaining traction, this episode will reset your approach and help you think—and act—like the reps who always seem to find a way to win.
📩 Have a question or topic you want covered?
Email us at pharmasalespodcast@gmail.com
🚗 Want to spend less time driving and more time selling?
Try AtlasRx — the smarter way to plan your route.
Clinical data is powerful—but only if it’s delivered in a way HCPs can absorb, remember, and use. In this episode, we break down how to turn complex science into simple, memorable stories that providers actually care about. You’ll learn the 3-part storytelling framework, what most reps get wrong, and real-world examples you can start using today.
Have a question or a topic you want covered? Email us at pharmasalespodcast@gmail.com.
Want smarter routing and better territory planning? Try AtlasRx
In this episode, we break down the habits that separate the reps HCPs tolerate from the reps they welcome. You’ll learn how to bring real value, read the flow of the clinic, build strong relationships across the entire practice, and show up as a trusted, prepared, and reliable partner—not just another drop-in.
What we cover:
If you want better access, stronger conversations, and more influence, this episode gives you the blueprint.
Have a question or a topic you want covered? Please email us at pharmasalespodcast@gmail.com.
Want smarter routing and better territory planning? Try AtlasRx
In this episode of The Pharma Sales Podcast, we break down the top 10 objections every rep hears—like “I’m not interested,” “We only use Competitor X,” and “Insurance is a problem.”
You’ll learn what these objections really mean, how to respond without sounding defensive, and how to turn pushback into productive momentum.
We also cover:
The mindset shift that makes objections easier
Real-world examples you can use today
How to navigate silent objections
Frameworks to stay calm, curious, and confident
Have a question or a topic you want covered? Email us at pharmasalespodcast@gmail.com.
Want smarter routing and better territory planning? Try AtlasRx at AtlasRx.app.
In this episode of The Pharma Sales Podcast, we break down one of the most overlooked drivers of consistent access and influence: your internal allies.
You’ll learn:
Why front-desk staff, MAs, and nurses often influence behavior more than the provider
How to identify natural allies—and how to create new ones
What to do when staff changes disrupt your momentum
The difference between transactional and trusted relationships
Subtle, high-impact habits that make practices remember you (in a good way)
Whether you’re struggling with access, trying to strengthen relationships, or looking for ways to become the rep practices love to see walk in, this episode gives you the playbook.
Tune in and build the internal network that makes everything else easier.
Have a question or a topic you want covered? Email us at pharmasalespodcast@gmail.com.
Want smarter routing and better territory planning? Try AtlasRx at AtlasRx.app.
Getting hit with “I’m not interested” is frustrating—but it doesn’t have to shut down your call. In this episode, we break down how to handle it with confidence, whether it comes directly from the HCP, silently through body language, or from a gatekeeper who doesn’t know your product.
You’ll learn:
Scripts for explicit shut-downs
How to pivot when the provider is disengaged
How to reset the conversation with gatekeepers
How to leave professionally and preserve access
Send your questions or episode ideas to pharmasalespodcast@gmail.com.
For smarter routing that saves you hours every week, check out AtlasRx.
Sign up for a free trial today: AtlasRx
In this episode, we break down how to prioritize your accounts using a simple, objective framework so you can spend time where it actually drives results.
What You’ll Learn:
How to evaluate Access (realistic face time and relationship momentum)
How to read Receptivity (openness, curiosity, and coachability)
How to avoid wasting time in low-impact offices
How to defend your time allocation with clear logic
If you want to manage your territory with confidence—and avoid the “comfort office trap”—this episode is for you.
For smarter, faster routing built for pharma reps, check out AtlasRx.
Questions or episode ideas? Email pharmasalespodcast@gmail.com
In this episode, we dive into one of the most common—and frustrating—situations reps face: when an HCP says they’re prescribing your product… but your numbers tell a very different story.
You’ll learn:
Why this happens (hint: it’s rarely dishonesty)
The wrong ways reps unknowingly create defensiveness
How to uncover the truth without confrontation
Scripts that redirect smokescreens into productive conversations
Real-world examples you can use in the field today
How to re-align the provider on ideal patient types
How to turn vague “Yeah, I’m writing it” comments into real movement
This topic came straight from one of our listeners — keep them coming!
Email anytime: pharmasalespodcast@gmail.com
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In this episode of The Pharma Sales Podcast, Brandon breaks down one of the toughest challenges reps face in the field:
Finding the right balance between clinical credibility and commercial practicality.
You’ll learn:
How to avoid data dumps that overwhelm providers
Simple transitions that connect clinical → practical → access without sounding promotional
Real-world field scripts you can use immediately
The big mistake reps make that destroys credibility
How to craft a balanced message that feels natural and patient-first
Whether you’re new to pharma or a veteran rep, mastering this balance will elevate your conversations and strengthen your provider relationships.
📬 Have an episode idea? Email the show at pharmasalespodcast@gmail.com
🧭 Want to save time in the field?
Stop manually planning your routes.
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You’ll learn how to stay calm, stay curious, and turn this wallinto a doorway. We unpack the psychology behind entrenched product loyalty, the questions that uncover real decision drivers, and the subtle ways top reps shift the conversation from “brands” to “problems, patients, and outcomes.”
If you’ve ever felt shut down before the conversation even starts… this episode gives you the playbook to re-open it.
If you want to spend more time in the offices that matter — andeliminate wasted drive time — check out AtlasRx, the routing tool built for pharmaceutical reps.
Reps using AtlasRx average 1.4 more calls per day.
What You’ll LearnField-Tested Phrases You’ll HearPerfect For Reps Who Want To…Ready to Level Up Your Routing & Efficiency?
Non-verbal communication is one of the most powerful skills apharma rep can develop. In today’s episode of The Pharma Sales Podcast, Brandon breaks down how to read subtle body language cues from providers, and how to adjust your message, pace, and approach in real time.
You’ll learn:
Whether you’re new to the field or a tenured rep looking to sharpen your instincts, this episode gives you practical, field-tested strategies you can use on your very next call.
📩 Have a question or topic you want covered?
Email us at pharmasalespodcast@gmail.com
⚡ Want to sell smarter and save hours each week?
Try AtlasRx, the AI-powered routing tool built for pharma reps.
Plan better routes, see the right providers, and unlock moreselling time.
In this episode of The Pharma Sales Podcast, we break down one of the most overlooked skills in pharmaceutical sales: how to take effective field notes and follow up in a way that builds trust, consistency, and momentum in your territory.
You’ll learn:
If you want tighter call continuity, better conversations, and a more organized territory, this episode is for you.
📩 Have atopic you want covered?
Email: pharmasalespodcast@gmail.com
🚀 Level up your daily efficiency:
Try AtlasRx, the AI-powered route planner built for pharmaceutical reps. More calls. Better calls. Zero wasted time.
In this episode, we share how to turn a brief providerinteraction into meaningful relationship builders that foster long-term loyalty.
You’ll learn how to bring relevance, consistency, and purposefulfollow-up on every visit, no matter how short.
What You’ll Learn:
📩 Have a topic suggestion or question for the show? Email us at pharmasalespodcast@gmail.com. Your idea might be featured in an upcoming episode!
🚗 Want to spend less time behind the wheel and more time closing business?
Try AtlasRx, the AI-powered routing app built for pharma reps.
👉 Visit AtlasRx.app to learn more.
In this episode, we break down how to connect with skepticalproviders. The ones who are polite but closed off, hard to reach, or quick to dismiss your message.
You’ll learn how to turn skepticism into curiosity by shifting from persuasion to partnership.
What You’ll Learn:
📩 Have a topic suggestion or question for the show? Email us at pharmasalespodcast@gmail.com. Your idea might be featured in an upcoming episode!
🚗 Want to spend less time behind the wheel and more time closing business?
Try AtlasRx, the AI-powered routing app built for pharma reps.
👉 Visit AtlasRx.app to learn more.