How the Value Analysis Committee Actually Works in Medical Device Sales

Why Doctors Like You But Still Won't Buy From You | RepPath Podcast

🚨 READY TO BREAK INTO MEDICAL SALES? Stop waiting. Start winning. 👉 Join the RepPath Academy NOW → https://reppath.com/pages/pricing Hundreds of reps placed. Proven process. Real results. If you're serious about getting in, this is your next step. Episode: Relationships Matter, But Process WINS Think being liked is enough to close deals in medical sales? Think again. In this episode of the RepPath Podcast, Joe Licata breaks down one of the most dangerous traps reps fall into, confusing a friendly relationship with a business relationship. You can be everyone's favorite rep in the building and still be dead last on the leaderboard. Joe digs into why relationships open doors, but process is what gets you paid and the specific habits, frameworks, and disciplines that separate top-performing reps from the ones who plateau. In this episode, you'll learn: ✅ Why being liked gets you invited back, but being valuable gets you advanced ✅ The follow-up mistake killing your momentum (and what to say instead of "just checking in") ✅ How to run real discovery calls and why most reps are pitching WAY too early ✅ The discipline habits top reps use every single day ✅ Why cold walking offices and phone calls are still very much alive in 2025 ✅ How to ask the one question that can save you months of wasted effort Plus, Joe answers live questions from the community on cold calling, process habits, Gen Z vs. Millennial reps, deal cycles, and how to impress hiring managers by asking the right questions. Whether you're already in the industry or trying to break in, this episode will change how you think about your daily process. Resources Mentioned: 🔗 RepPath Academy → https://reppath.com/pages/pricing 📖 Fanatical Prospecting by Jeb Blount Connect with Joe Licata: 🔗 LinkedIn: Search "Joe Licata" | RepPath Academy ▶️ YouTube: Subscribe to The RepPath Academy for weekly episodes 💬 Drop your questions in the comments, Joe reads them!

The Dark Side of Medical Sales | Burnout, Quota Stress and Survival

🚨 READY TO BREAK INTO MEDICAL SALES? Join the RepPath Academy, the proven system that's helped hundreds of candidates land their dream job fast. 👉 https://reppath.com/pages/pricing [https://reppath.com/pages/pricing] The Real Talk Nobody Gives You About Medical Sales | Burnout, Pressure & Longevity Most people only talk about the perks of medical sales: the freedom, the car, the money, the doctor relationships. Joe Licata is here to give you the talk that nobody else will. In this episode of the RepPath Podcast, Joe breaks down the raw realities of life as a medical sales rep: the burnout that creeps in quietly, the quota pressure that never stops, the OR stress that no training program fully prepares you for, and most importantly, how the top performers build careers that last. Whether you're trying to break in or you're already in the field wondering why you're running on fumes, this one's for you. What We Cover: - Why burnout happens and how to spot it before it destroys you  - The real difference between pressure and burnout and why most reps confuse them  - Quota stress: how to manage the number without becoming the number  - Case coverage chaos and how to stop being trapped by your top physician  - Setting boundaries with demanding doctors without losing the account  - The emotional weight of patient care that nobody warns you about  - How top performers build daily routines that create sustainable success  - What Joe would change about his first year if he could do it over  - Pharma vs. Device: the honest truth about schedule differences 📩 Questions? DM Joe or email joe@reppath.com [joe@reppath.com]   Join the RepPath Academy: https://reppath.com/pages/pricing [https://reppath.com/pages/pricing]   Subscribe to the YouTube Channel for every episode replay, 100% free. Every Monday & Wednesday at 3PM Eastern. See you there. 💪 #MedicalSales #MedicalDevice #MedicalSalesRep #RepPath #SalesCareer #MedTech #Burnout #SalesLife #BreakIntoMedicalSales #Pharma

How the Value Analysis Committee Actually Works in Medical Device Sales

🚨 READY TO BREAK INTO MEDICAL DEVICE SALES? 🚨 Stop guessing. Get a proven process. 👉 Join the RepPath Academy NOW: https://reppath.com/pages/pricing [https://reppath.com/pages/pricing] If you're trying to break into medical device sales or you're already in the field and getting stuck at the hospital level, this episode is a must-watch. Host Joe Licata breaks down one of the most misunderstood and underestimated parts of hospital selling: the Value Analysis Committee (VAC). Most reps walk in thinking if the doctor loves the product, it's a done deal. Wrong. Dead wrong. In this episode, Joe covers: ✅ What the VAC actually is and why one physician's opinion is never enough  ✅ Who sits on the committee, from supply chain and finance to IT, nursing, infection prevention, and executive leadership  ✅ The exact questions the VAC is asking and how to answer them before they even ask  ✅ Price vs. Cost and why this is the single most important distinction in hospital selling  ✅ How to build a bulletproof business case with clinical evidence, cost comparisons, workflow analysis, training plans, and ROI  ✅ How to coach your physician champion without overloading them  ✅ How to anticipate and handle committee objections before they derail your approval  ✅ Live Q&A with real questions from reps in the field on stalling VACs, missing outcome data, surgeon champions, religiously affiliated hospitals, AI scoring systems, and more Whether you are a new rep prepping your first VAC packet or a seasoned rep trying to finally crack a tough health system, Joe gives you the unfiltered, real-world playbook. Struggling to break into medical sales? If you have been trying for 2 or more months and feel stuck, it is not you. It is the process. The RepPath Academy gives you a proven strategy, not random tips. Get started today: https://reppath.com/pages/pricing [https://reppath.com/pages/pricing] 📺 Subscribe to the RepPath Academy on YouTube for new episodes every Monday and Wednesday at 3PM ET. 📩 DM Joe on LinkedIn or visit reppath.com to learn more. #MedicalSales #MedicalDeviceSales #VAC #ValueAnalysisCommittee #RepPathPodcast #BreakIntoMedicalSales #HospitalSales #SalesTips #RepPathAcademy #MedicalSalesRep

How the Best Medical Sales Reps Manage Their Territory

🚨 Ready to break into medical sales? Stop waiting and START NOW: https://reppath.com/pages/pricing [https://reppath.com/pages/pricing] 🚨   Most reps jump in their car and just go. Top performers operate like surgeons, diagnosing before they prescribe, prioritizing with intention, and following up with discipline. In this episode, Joe Licata breaks down exactly what separates the reps who grind and go nowhere from the ones who consistently dominate their territories. WHAT YOU'LL LEARN: ✅ Why "just checking in" is killing your access and what to do instead  ✅ How to diagnose your territory before you make a single call  ✅ The 4-category account ranking system (Opportunity, Influence, Access, Urgency)  ✅ How to build an Account Treatment Plan for every priority account  ✅ Who REALLY makes the decisions inside an account  ✅ How to identify and remove the blockage stalling your growth  ✅ Why follow-up is your post-op care and how to never drop the ball  ✅ Using data as your vital signs to stay ahead of your numbers  ✅ How to adapt when realignments, competitors, and policies change LIVE AUDIENCE QUESTIONS ANSWERED: * How do I prioritize 47 accounts across 3 states on Day 1? * What does Day 1 look like with zero territory documentation? * Is it normal to feel like you're failing for the first 9 months? * How do I push back on my manager about a dead account? * What data sources go beyond standard CRM exports? 👉 Join the RepPath Academy: https://reppath.com/pages/pricing [https://reppath.com/pages/pricing]  📅 Live every Monday and Wednesday at 3PM Eastern  🔔 Subscribe for FREE to get every episode and resource we produce #MedicalSales #MedicalSalesRep #RepPath #TerritoryManagement #MedicalSalesCareer #BreakIntoMedicalSales #SalesStrategy #RepPathPodcast #JoeLicata #PharmaSales #MedDeviceSales

Stethoscopes and Spreadsheets: The Two Skills Every Medical Sales Rep Needs

🚀 Ready to break into medical sales? Join the RepPath Academy and go from candidate to closer. 👉 reppath.com/pages/pricing [https://reppath.com/pages/pricing] Stethoscopes and Spreadsheets: Why You Need BOTH to Win in Medical Sales | RepPath Podcast Being a "people person" is not enough. In this episode, Joe Licata breaks down why the top reps master both the clinical side AND the business side of medical sales. If you're only good at one, you won't last. What we cover: - Why "I'm good with people" is the wrong thing to say in interviews - Clinical credibility and how to earn real physician access - Territory strategy, quota management, and running your business like a CEO - Selling value, not features - How to prep for a ride-along and what hiring managers actually notice - Working backwards from your quota to build a real plan - The reality of medical sales vs. the glamour people sell you Live Q&A includes building OR credibility fast, clinical vs. business skills, ride-along tips, and handling value analysis committees. 🎓 JOIN THE REPPATH ACADEMY Tired of getting ghosted? Not landing offers? Time to change your approach. 👉 https://reppath.com/pages/pricing New episodes every Monday and Wednesday at 3PM ET. Subscribe so you never miss one. #MedicalSales #MedSales #RepPath #MedicalDevice #BreakIntoMedicalSales #RepPathPodcast #PresidentsClub