Sales On The Side Robin Neuman

Are you someone who travels constantly?   Do you have a spouse or significant other at home, holding down the fort while you’re gone?
As the Road Warrior, it is easy to lose focus on what makes our work
possible.  The amazing people left behind, albeit temporarily, but left behind, nonetheless, are at home base doing their thing.   Hopefully, you are lucky enough to have a mutually supportive partnership…but maybe you don’t have that luxury.   Either way, it seemed important to have a conversation with a small representation of the Road Warrior’s Widow(er).   What happens while we were gone???

Today’s guests include:

Brenten and Hillary Kinnison- Brenten is the Road Warrior and Hillary is the driving force.

Tim Neuman – This is my husband, and, of course, I have been the Road Warrior in his world.

Hillary Kinnison is the powerhouse that keeps the Kinnison train running. In her words, much to her parents’ dismay, she does not currently use her Bachelor’s degree in Communication nor her Master’s in Sports Management.  She did, however, previously put them to use in her pre-children life while working in public relations, for an athletic department, and in her family’s box business. Again, in Hillary’s words, she says she’d like to claim domination as a full-time Stay-At-Home-Mom (SAHM), but if cooking and cleaning are the defining factors here, then maybe moderately killing it.  The family would likely give 3 stars for laundry and 4 for fun. She’s often chauffeuring the crew around town and cheering on the sidelines, as well as taking long walks alone, whenever possible.  With this being the first year having all three kids in school, Hillary says there may be a new business venture in the works!

Brenten is a 2006 graduate of the University of Kansas and started his sales career in yellow pages advertising.  He broke into the Medical Device industry in 2007. He worked for a medical device specialty distributor (sales Specialist), large device corporation (Kimberly Clark- Territory manager), and lastly in the medical device manufacturing side with BSD (Regional Sales manager) and UreSil
LLC (Regional sales manager, VP of International sales, Chief Sales
officer-Current). Brenten has been in the industry for sixteen and a half years, allowing him to meet some of his best friends, all while traveling the world.

Brenten and Hillary have been married for 11 years and have three awesome kids (Halle-9, Quinn-7, Carsen-5).

Fortunate enough to have Tim Neuman, my spouse, on this episode.   He’s supported me for over 10 years of almost constant travel, in which time, we had two babies.   He’s a literal and figurative Rockstar.  Tim moved to Indiana in the early 2000s, subsequently spending about 20 years in the wireless sales industry.   While music has always been in Tim’s life, it wasn’t until 2014 that he took the leap into making it a career.   He continues to play music full time, plays in several bands, and released an album (available to stream).   In addition, he supports, edits, produces, and provides the original music for this Podcast!

Tim and I have been married 17 years (this September) and have two girls (Avery-almost 11, and Olivia – 5).

This was a fun discussion.  Hope you enjoy!

Credits:

Written and Hosted by:  Robin Neuman

Guest(s):  Hillary Kinnison, Tim Neuman, and Brenten Kinnison

Produced by: Executive Medical (https://www.linkedin.com/company/87383517/)

and Tim Neuman Music

Edited by:  Tim Neuman

Music provided by:  Tim Neuman Music 

Live Music | Tim Neuman Music | Indianahttps://open.spotify.com/artist/5jDktrPUQSjXKBAKBIav8M?si=XnzOOgV6SeaG4ggtGFYZVg

‎Tim Neuman on Apple Music

Logo Artwork:  Avery Neuman

Sponsor(s):  Galen Data (www.galendata.com)

A few episodes ago, my esteemed guest educated us on how to be 'stand-out' candidates, ripe for hiring. We're turning the tables on this one, learning about what it's like on the 'other side.' As the one asking the questions and vetting the candidates, do you consider the actions associated just steps in a necessary process, or more of an 'art'? Probably a little of both, but I lean more towards the latter. As Sarah Koester and I discuss this at length, you may just learn that some of the 'subtle' brush strokes in the process of being an interviewer are what can transform this 'process' into a work of art.

Sarah Koester is a SHRM-SCP certified Human Resources professional with over 17 years of experience. She has field experience in recruitment and selection, training and development, performance management, compensation and benefits, employment law, employee relations, payroll management, workers compensation and workplace safety. Sarah's experience stems from distribution and logistics, manufacturing, schools, and hospitals.  All of this culminated in the creation of Phelps Consulting. Sarah and her team are a one stop shop, ranging from Safety, Transportation, Environmental, HR, and general Business needs.  
You can contact Phelps Consulting through their website:

Phelpsconsulting.com

Join us and learn how to manifest the ideal interview, and why we talk about babies in an interview!


Credits:

Written and Hosted by:  Robin Neuman

Guest(s):  Sarah Koester (phelpsconsulting.com)

Produced by: Executive Medical (https://www.linkedin.com/company/87383517/)

and Tim Neuman Music

Edited by:  Tim Neuman

Music provided by:  Tim Neuman Music 

Live Music | Tim Neuman Music | Indianahttps://open.spotify.com/artist/5jDktrPUQSjXKBAKBIav8M?si=XnzOOgV6SeaG4ggtGFYZVg

‎Tim Neuman on Apple Music

Logo Artwork:  Avery Neuman

Sponsor(s):  Galen Data (www.galendata.com)

Are you debating on which type of sales force is best for your company goals? If you're a on the sales side, which position is best for you and your family? What makes sense long term, may not be the same as the short term. While, once again, our conversation is imbedded in the medical device sales industry, many of these themes can be applied universally. Join me and my guest for this episode, Heidi Seagrist, as we discuss the pros and cons of the 1099 vs W2 sales force structures. With the requested Sales rep guest unexpectedly unavailable, we also do our best to explore that point of view as well. Admittedly, we merely scratch the surface of this topic, but this may just lead you down a rabbit hole that does not end in confusion and chaos, but to clarity and strategic decisiveness.

Heidi Seagrist brings with her a unique management perspective. She resides in Central PA, and when we first met about 10 years ago, I immediately became a fan-girl of this powerful force of nature.  She has a B.S. in Biotechnology and a MBA in Pharmaceutical and Healthcare Business.  She worked as a Lab Assistant and Technician while finishing her Bachelor’s Degree, then landed her first position in the medical device industry as a Sr. Product Manager with MedComp. For the last 10 years, Heidi has been moving on and moving up and is now the Director of Marketing for Endoscopy Capital, for Olympus. 


Heidi is also the mother of two little ones, including a 3 month old. When asked about hobbies, she admits that these tiny people do not leave much time for any extra curricular activities. At that stage of parenting, I can empathize that self care feels like a luxurious activity most days! Although her pup has taken a bit of a sideline with the infant activity, Heidi still shares my belief that dogs are often better than people. Oh, and her homemade lasagna is to die for!

Join us for our relatively brief chat about this topic!

Thanks for listening!

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hottopics@salesontheside.com

Show references: 

www.forbes.com/advisor/business/w2-vs-1099/

https://www.giantmed.com/single-post/2015/05/09/Medical-Sales-Independent-Contractor-1099or-EmployeeW2-The-Pros-and-Cons



Credits:

Written and Hosted by:  Robin Neuman

Guest(s):  Heidi Seagrist (23) Heidi Seagrist | LinkedIn
Produced by: Executive Medical (https://www.linkedin.com/company/87383517/)

and Tim Neuman Music

Edited by:  Tim Neuman

Music provided by:  Tim Neuman Music 

Live Music | Tim Neuman Music | Indianahttps://open.spotify.com/artist/5jDktrPUQSjXKBAKBIav8M?si=XnzOOgV6SeaG4ggtGFYZVg

‎Tim Neuman on Apple Music

Logo Artwork:  Avery Neuman

Sponsor(s):  Galen Data (www.galendata.com)

Think you have what it takes to be a Road Warrior, traveling 80% or more for the love of what you do? It requires resiliency, adaptability, and some thick skin. Today's guests, Madeleine 'Maggie' Flanagan, and Taylor King Bertin, join me, Robin Neuman, in a discussion about the awesome adventures this kind of role can bring, as well as the good, bad, ugly, and everything in between.

Maggie started her career in medical devices sales over 20 years ago as a Territory Manager with Theragenics. Having obtained a Nursing Degree, Cum Laude, from Youngstown State University, she was a perfect fit for the type of individual they were seeking. Eventually becoming the National Sales Manager, Maggie thrived on all levels, including developing, maintaining, and continually expanding, her (now) vast network of Key Opinion Leader Physicians, industry colleagues, and many additional clinical contacts. In 2008, Maggie continued her journey with a Theragenics subsidiary, Galt Medical. As the Director of Sales, she managed more than 80 reps nationwide, utilizing specialty distributor networks, and eventually expanded into International Sales management. Finally, in 2021, Maggie took on a new challenge with a startup company called Prevent-Plus, as the VP of Clinical Integration.

Growing up, Maggie’s family moved often, creating a natural sense of adventure, curiosity, adaptability, and a love of all cultures. She has two sons, Alex (29), and Cole (17). She loves spending time with family and friends, along with many outdoor activities, reading, writing, and listening to Podcasts!

All this being said, Maggie is no stranger to travel! She brings great insight and perspective from the management side of the table.

Taylor King Bertin is the Southeast Regional Director for Appleton Medical Services. Taylor graduated from Tulane University with a degree in Marketing in 2006 and loved playing football for the Green Wave while earning this degree. He’s been with Appleton Medical Services for about 15 years now, and continues to thrive in his role. Taylor says it best when he closes out this episode, ‘Take a moment to enjoy what you’re doing…it’s flashy, it’s amazing, it’s so much fun. There’s a lot of hard work…as a sales rep, you could potentially…help someone’s mom, dad, aunt, son…maybe one day, ourselves, have a better quality of life...that’s what we do for a living…be proud of that…a good reason to wake up…and be happy about what you do.’

Taylor now lives in Houston and enjoys spending time with his wife and two gorgeous young daughters.

You WILL want to hear Taylor’s rep perspective on this topic.

Thanks for listening!

Follow, Like, Comment, Email...!

YouTube:  @salesontheside

FB:  @salesontheside

IG:  @salesontheside

https://www.linkedin.com/showcase/sales-on-the-side-podcast/

hottopics@salesontheside.com

Credits:

Written and Hosted by:  Robin Neuman

Guest(s):   Madeleine Flanagan, Prevent-Plus (15) Madeleine Flanagan | LinkedIn

Taylor King Bertin, Appleton Medical Services (15) Taylor King Bertin | LinkedIn

Produced by: Executive Medical (https://www.linkedin.com/company/87383517/) and Tim Neuman Music

Edited by:  Tim Neuman

Music provided by:  Tim Neuman Music 

https://open.spotify.com/artist/5jDktrPUQSjXKBAKBIav8M?si=XnzOOgV6SeaG4ggtGFYZVg

‎Tim Neuman on Apple Music

Logo Artwork:  Avery Neuman

Sponsor(s):  Galen Data (www.galendata.com)

Have you ever wondered what you did wrong and why you're not getting a call back, or even a first call, for that position you REALLY want?    While this episode may have very specific tips on how to break in to the Medical Device Sales industry, there is also an abundance of generalized tips on how to really stand out, from Resume, to Interview, and Beyond!   
Join me as I talk to this week's guest, Terry Dougherty, CEO and President of Appleton Medical Services.   In his 30 years with Appleton, Terry has conducted over 1000 interviews and sifted through several thousand resumes.  
Terry grew up on a farm in Northern Indiana and graduated from Indiana University, where he met his wife, Angie of 30 years. Terry and Angie have 4 beautiful daughters, Allie, Meghan, Lauren, and Madelyn.
Terry is mightily blessed with a team of 20 leaders at Appleton Medical with an average tenure of over 12 years! Appleton is an elite medical device company serving Surgeons, Interventionalists, and healthcare professionals throughout the United States, and is celebrating 44 years in business this Spring!
Terry and his team’s passion is all about helping people. We thank God that we are a company that impacts and improves the lives of the people we serve.
Learn what it means to be a CAMEL, and how to use FACTS to close the deal!

Follow, Like, Comment, Email...!
YouTube:  @salesontheside
FB:  @salesontheside 
IG:  @salesontheside 
www.linkedin.com/showcase/sales-on-the-side-podcast/ 
hottopics@salesontheside.com

Show references: 
How To Get Into Medical Device Sales - Medical Sales Authority
Resume vs. CV (Curriculum Vitae): Key Document Differences | Indeed.com

Show Credits: 
Written and Hosted by:  Robin Neuman 
Guest:  Terry Dougherty ((2) Terry Dougherty | LinkedIn), www.appletonmed.com
Produced by: Executive Medical  (Executive Medical, LLC: Overview | LinkedIn) and Tim Neuman Music 
Edited by:  Tim Neuman 
Music provided by:  Tim Neuman Music (www.timneumanmusic.com) 
Logo Artwork:  Avery Neuman 
Sponsor(s):  Galen Data (www.galendata.com)

Have you ever left a sales call wondering what, exactly, just happened?   You were there with a business proposition, offering solutions, and the individual on the other side of the table was just there to proposition you.   Robin Neuman and guest, Dana Kanfoush, discuss some of these nefarious, or even just, head-scratching, situations and provide a little comic relief by way of some (likely) relatable stories.   
Dana Kanfoush graduated with a Bachelor of Arts in psychology from the University of Colorado in Boulder and a Master's of Science in sport psychology from the University of North Carolina at Greensboro.  She began her career in medical marketing in 1997 and started in the device world in 2004.  She's always been an independent rep which means she sells for multiple manufacturers, including several wonderful companies that she's represented her entire career.  A few of her professional accomplishments include winning rep and distributor of the year multiple times.  Dana is also a published author in journals (i.e., Developmental Psychology & The Sport Psychologist), periodicals (i.e., Nephrology News & Issues), and a developmental psychology textbook (Social Development in Childhood and Adolescence: A Contemporary Reader). She serves as the corporate liaison on the national board for the Association of Vascular and Interventional Radiographers (or AVIR), a group dedicated to providing the best VI education for RTs, for the last 13 years.
Fun facts - Dana is a professional photographer.  She loves golf and says she is DEFINITELY not a professional at that!  Being around or in any type of water (especially lakes!) is her happy place, and she has a wonderful husband who is a chef, and an amazing, smart, sweet 9 year-old boy.
Join Robin and Dana as they explore today's topic, 'Is this a Date, or a Sales Call?'
Video link: https://youtube.com/@salesontheside?si=EnSIkaIECMiOmarE
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IG:  @salesontheside
www.linkedin.com/showcase/sales-on-the-side-podcast/

Show references:
[Study] Sexual Misconduct Among Healthcare Professionals - Murphy, Falcon & Murphy (murphyfalcon.com)

Show Credits:
Written and Hosted by:  Robin Neuman
Guest:  Dana Kanfoush ((8) Dana Bridges Kanfoush | LinkedIn)
Produced by: Executive Medical  (Executive Medical, LLC: Overview | LinkedIn)
and Tim Neuman Music
Edited by:  Tim Neuman
Music provided by:  Tim Neuman Music (www.timneumanmusic.com)
Logo Artwork:  Avery Neuman
Sponsor(s):  Galen Data (www.galendata.com)