Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com
From breaking into medical device sales in under three weeks, getting three job offers, jumping from associate to full-line rep in just eight months, learning from trial by fire, dealing with challenging surgeons, building trust through repetition, mastering case prep, learning how to sell without overselling, understanding relationship-building inside the OR, and sharing what it's really like to grow from an EMT and personal trainer to making six figures on the #1 team at a major med device company.
Key Takeaways:
1️⃣ Grind early, learn fastYour first 6–12 months in the industry should be all about absorbing knowledge. Be in every case you can, take trays home, study them, ask questions, and get your reps in. More exposure = more confidence later.
2️⃣ Don’t focus on being the expert—focus on being helpfulEarly on, you won't know everything, and that's okay. Instead of trying to “sell,” build relationships, observe, and support the team. Trust builds influence.
3️⃣ Ask more, talk lessSurgeons don’t want to hear a sales pitch—they want solutions. Lead with questions, not product dumps. The right question opens more doors than the best feature ever will.
4️⃣ Volume creates valueDanee’s fast-track success came from putting in major volume—cases, calls, reps. More time in the OR and with your team puts you ahead faster than any shortcut.
5️⃣ It’s okay to mess up—just don’t stay downYou’ll get yelled at, make mistakes, and forget things. That’s part of the journey. The real flex is how you recover, learn, and keep showing up.
6️⃣ Your past is your superpowerDanee’s used his EMT and personal trainer background to connect with surgeons, patients, and coworkers. Whatever your background is—use it to your advantage.
7️⃣ Want the promotion? Act like it before you get itDanee became a full-line rep in 8 months because he already operated like one. Take initiative, own your territory, and deliver value before it’s officially your role.
00:00 - Start
02:13 - Danee’s Medical Device Sales Story
04:14 - First 6 Months As An Associate
08:19 - When Did You Feel Comfortable In The Industry?
12:04 - What Helped Make Those First 6 Months Easier?
15:40 - What Convinced You To Full Line Rep After 8 Months?
20:02 - This Is Not Common, But Doable
23:30 - What Was The Biggest Transition Going From Associate To Full Line?
28:41 - Danee’s Advice For First Year Reps
31:41 - Worst Case Ever Experienced
35:16 - Best Case Ever Experienced
38:14 - Danee’s Most Rewarding Feature About Medical Device Sales
