Field Notes
Stories and tactics from the territory
Composite stories from medical-device field sales, with the specific language to use in the hallway, the staff lunch and the committee you are not invited to.
- ComparisonOctober 4, 20265 min read
RepBrief vs generic ChatGPT prep: what a medical-sales brief adds
Same scenario, two answers: a generic AI assistant's prep versus a RepBrief brief for 90 seconds with a cardiologist.
- Hallway callsSeptember 2, 20264 min read
90 seconds with a cardiologist: what to actually say
A hallway window is not a shortened sales call. Here is how to structure 90 seconds so you leave with a next step instead of a brochure hand-off.
- Clinic accessAugust 19, 20265 min read
The 15-minute staff lunch that actually moves a decision
Lunches get eaten and forgotten. A simple change in who you talk to, and when, turns a catered tray into a real advance.
- ObjectionsAugust 5, 20264 min read
Raising reimbursement without making it awkward
Reimbursement is the conversation reps avoid and clinicians worry about most. Here is language that keeps it clinical instead of commercial.
- Account strategyJuly 22, 20265 min read
The occasional user: your hardest and most valuable account
A physician who uses you sometimes is not an early win. It is a account with an unspoken condition attached. Find the condition.
- HabitsJuly 8, 20263 min read
The 30-second debrief in the parking lot
What you remember about a call decays fast. A short spoken note in the car keeps the detail that makes the next visit good.
- CommitteesJune 24, 20265 min read
Preparing for a value analysis committee you will not be in
Most VAC decisions happen without the rep in the room. Your job is to prepare the person who will be.