This week, we’re turning back the playlist and featuring one of the most popular episodes to date. Every sales professional in this field is interested in how they can break into new territories and develop net new accounts. Jay Pendleton’s advice and conversation is the perfect answer for this challenge.

Director of Strategy and Talent for Medtronic Cranial & Spinal Technologies (CST), Jay’s held various sales and leadership roles for the company, most recently the last 3 years as Zone Manager for the Western Strategic Spinal Technology team — responsible for driving market share growth and engaging key surgeon customers through differentiating technology (i.e. OLIF, Titan, Medicrea) with sales reps and district managers for the Rocky Mountain Texas & Pacific Regions.

Digging into his innate ability to open doors with new clients, Jay shares tips and insights for medical device reps to get past gatekeepers, develop new relationships, and break into new territories. If you’ve been listening to the podcast and you’re wanting an episode that’s super tactical for new business development, you don’t want to miss this one!