Difference Of Med Sales And Tech Sales With Tori Mosley

 

Climbing the ladder of sales, one realizes that both medical and tech sales require charisma and communication. However, their true difference lies in the realms they touch. In this episode, our guest, Tori Mosley, delves into the exciting world of sales, focusing on the contrasting realms of medical sales and tech sales. With a degree in chemistry and a minor in biology, Tori initially found himself immersed in the world of medical sales. However, his journey took an unexpected turn when he ventured into the dynamic realm of tech sales. Tori discusses what it truly means to sell within organizations like Salesforce. He sheds light on the key differences and provides firsthand experiences that will help you make a more informed decision about your career path. Tori emphasizes analyzing your skill set, what space you want to be in, and how you can leverage them to build your story. Tune in now and learn about the best fit for your career!

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Difference Of Med Sales And Tech Sales With Tori Mosley

We have with us another special guest. He goes by the name of Tori Mosley. He is originally from Winston-Salem, North Carolina, but now living in Seattle. Why are we talking about Salesforce on the show? We see a lot of things. One trend we have seen is people that want to leave tech sales to get into med sales and people that want to leave med sales to get into tech sales. This episode serves to address what that experience might be like for those of you considering. It goes along with Tori Mosley’s experience.

Salesforce, as most of us should know, is a well-known software company. Tori works with enterprise and mid-market level accounts to structure and set them up with their IT needs, like the basic needs of CRMs. This episode talks about Salesforce and what it is like to sell within that organization. Tori graduated with a degree in Chemistry and a minor in Biology, and he had some experience in med sales. He’s going to talk about the differences.

If anyone out there has always been wondering, or maybe you are in a medical sales position and you are thinking to yourself, “I always want to make that leap into tech. What would that look like for me?” This is the episode you have to tune in to. As always, we are bringing you guests that are doing things differently in medical sales, innovating, pioneering, and trailblazing new ways, and giving us insight into what goes on in all of these different fields. Thank you for always tuning in. I do hope you enjoy this interview.

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Tori, how are we doing?

I am doing well. How about you, Sam?

No complaints. Why don’t you tell the audience who you are?

Tori Mosley here, from Winston-Salem, North Carolina, but living here in Seattle.

Why don’t you tell us a little bit more about what strategic sales means?

I work with enterprise and mid-market level accounts to structure deals. These can be hundreds of thousands or multimillion-dollar deals. I set them up with their IT needs for the future. This goes into basic needs such as CRM. I’m sure a lot of people are familiar with CRM if you do any sales. This also goes into Slack for messaging and collaborating, and Tableau for analytics. If you are looking at any dashboards or sales reports pipeline, I sell those products, as well as MuleSoft, which integrates data. I handle the entire bag. Everything that Salesforce sells, I’m responsible for. The strategic part is more aligned with the account and the number of employees at those accounts.

Is your role more on customer service than sales, or are you doing a lot of selling?

I’m only net new business. It is all hunting. I’m given a certain amount of named accounts. It is my responsibility to grow those accounts. It is like a lot of med reps would give. They get a certain amount of hospitals and doctors, and then it’s their responsibility to grow.

Salesforce is a big company. That has a lot of name recognition as it is. Talk to us a little bit about the reality of selling for Salesforce. Is the challenge in getting someone to believe? Is the challenge more somewhere else? What is your experience there?

It depends. You are meeting everybody on different buying journeys. You are meeting customers where they are. For some people, it could be white space. You are trying to get them to buy into the vision. Salesforce is 9 times out of 10 the Ferrari. It is more expensive. It could be a little more than what you need. It is always trying to develop a compelling case of why you need this for your business, why you can grow with Salesforce, and why Salesforce is better than XYZ.

We are a multibillion-dollar company. We are over $20 billion. It is always a dogfight. The customers in our space or what I sell into are always looking for the best in class. You can be in Salesforce all day. You can talk about having a C360 where everything is integrated all at once into one platform. Some people call it one throat to choke. You only have one person, one vendor, and one person to deal with. That is nice, but at the end of the day, if you don’t meet the client’s needs and you don’t have a compelling enough case, you will lose deals. It is always a fight.

Talk to us a little about where you came from. You came from the medical sales space.

My background is very interesting. I didn’t start off in med sales. I graduated college with a degree in Chemistry and a minor in Biology. The idea was to go to med school. My first job out of college was selling dumpsters over the phone.

That is new. I have not heard that one before.

I was cold calling and selling dumpsters over the phone. That started because in college, in my senior year, I had an internship as a chemical engineer. I was doing that, and I would be working with the same 8 or 10 people every day in the same lab. I did electroplating. If you use a keyboard or an iPhone or if you touch a doorknob, all these things are electroplated. I worked in a facility doing that.

I noticed these well-dressed guys came in with shirts or something like myself now. I never worked with them, but they occasionally came in every month. They talked to people, smiled, and shook hands. I asked my manager. I said, “Who are these people coming in?” He was like, “That is our sales reps.” A light bulb shot off in my head. I was like, “You can sell chemicals?” Now I know there is a salesperson for everything in the world. At the time, it didn’t even cross my mind. You don’t know what you don’t know.

There's a salesperson for everything in the world. Click To Tweet

I was networking with reps because my mom was an anesthesiologist technician. I was networking with med reps and trying to learn. I was like, “How do I break in?” I was talking to people with 5, 10, to 20 different years of experience. They were like, “You got to get into B2B sales. You got to sell printers and copiers.” I was like, “I am not doing that. I’m going to find my own way. I have no interest in that.” What is more compelling than that? Selling dumpsters?

I was slinging the resume out on LinkedIn. I was in Charlotte, North Carolina at the time. I went through an interview with a company called Rubicon Global. They were a sustainability company, but I worked in SMB. It was cold-calling every small business from the East Coast to the West Coast, trying to get them to switch from their current provider to us. I was all paid on the margin. In the first month, I did that. I will never forget the story. We came in cohorts of 20 or 30. They brought in new cohorts maybe once a month. Eventually, it is once every three weeks. They were growing.

When I came in, most people had closed the deal within the first four weeks. They had you on a ramp quota. In the first four weeks, they went and closed deals. I have not closed anything. I’m calling my mom every day. I’m trying to figure out how I’m going to make it. I moved from Charlotte, North Carolina to Atlanta with enough money to live for a month and a half. I signed a sublease with a person I never met until I got down there. The day I got there, I signed a lease. We didn’t even do it through the apartment complex. This was just a handshake. He could have kicked me out the next day. I paid my money for six weeks of living.

Side story, it was a man and a woman. They had bought a house and moved outside of Atlanta OTP. Three weeks into living there, he said, “Can you move out? We rented our house to somebody.” He could kick me out any time. He is being nice. I’m like, “I will try to get out, but I haven’t clicked a commission check. I’m not selling anything.” I have the pressure of this guy wanting me to leave. I don’t have another place to stay. I haven’t made any sales. It was like, “I have to figure this out. How am I going to do this?”

I was on the phone and getting a callous in my ear every day. I was trying to be somebody I wasn’t. I was trying to listen to everybody else. I was trying to figure out, “How do you do this?” I’m reading this script to a customer. I got to a point where I was like, “This isn’t working. What do I have to lose anymore? I’m about to get fired.” I moved back to North Carolina with my tail between my legs. I don’t know what is going to happen.

I got to the point where I was like, “I’m just going to be me. I’m going to be authentic. I’m just going to call.” At this point, I was like, “It can’t get worse than it is now.” Five weeks into it, I closed a deal bigger than anybody else in my cohort for two different locations. It felt like a movie at that point. It took off. It was transactional sales. You had to hit all these KPIs like a certain amount of calls, pipelines, and close.

I didn’t close small deals. I always closed 1 or 2 deals that close the entire month. I was done with the quota. Most people had to close anywhere from 6 to 8 deals. I was closing 1 to 2. I was doing 200% to 300% to quota month over month. I never forget when we first came in as a cohort. The VP of Sales was asking us to brainstorm. He was like, “Who could we prospect? What businesses should we call?” We were like, “We should call restaurants. We should call a department store of some sort.” I was like, “You should call chemical companies because I worked for one. I know what was going on.” He gave me the, “Settle down a little bit.”

In month two, I closed a deal bigger than anybody had seen an SMB with a chemical company in Atlanta. I still remember the name of the company. He came over and shook my hand. I shook his hand and said, “You told me I couldn’t do this. I want to let you know you told me that.” At that point, I was like, “This is where I’m supposed to be.” I did that for a while, but I was looking for more of a technical background, trying to develop myself into going into med sales eventually because I had this background in Chemistry and Biology. I wanted to be in med sales.

I took this job with a company called T-Drill, where I was selling machinery to mechanical contractors. I traveled two to two and a half weeks out of every month. I’m talking 60% to 70% of the time I was gone. My territory was the United States. I took an F-350. It was a truck with a motorcycle trailer attached to it full of equipment. This whole setup was maybe 5 feet shy of a tractor-trailer, and roughly $250,000. I was driving around the country. I was 23 at the time doing this. I was like, “I have no clue how to drive this thing. I have no clue what these customers are, what the persona is, and what they are looking for.”

What did they expect of you in the position then?

They needed someone out there who had the grit and endurance and was hitting the ground running. I had proved that from my last job. They were like, “Go figure it out and drive around. Call and set appointments.” I was that guy. I was on the phone, setting appointments. I would go back to the office, set appointments, fly there, drive around, and move the truck to the next place. I took it from Atlanta all the way up to Seattle, back down to Tennessee.

I was driving around. I met many interesting people. What that taught me was not only grit but how to sell to different people. I’m this guy from the South. We are used to Southern hospitality. As I moved to Texas, New Mexico, and California, the personalities and personas slightly changed how people go about things.

Southern hospitality is a real thing. If you don’t get to know someone, talk about their family and break bread a little bit. Talking about business is not happening to some people. It was like, “You need to know me a little bit.” You get to some places and it’s like, “What do you need? What do you want? Let’s get to it.” It can be a little different with different people.

I learned that lesson. After doing that for a couple of years, I finally found my way into med sales with a company called Otsuka. They have a program that I highly recommend anyone to check out now. It is called Ready Now. I think it was cohort 6. I don’t know where they are now. They are probably cohort 12. The interesting thing at the time was they took people with 2 to 3 years of experience. Some people are fresh out of college. They would give you all the resources and training that any med rep would get.

The caveat was you would be filling short-term vacancies in hopes of getting a full-time role. We were hired directly by the company. We weren’t hired by a middleman or a contracting service. Sam, let’s say you had a beautiful baby girl. You are like, “I love being a dad.” Let’s say you are in Santa Monica, LA. You go out on paternity leave for two months. You are like, “I love being a dad. I have this other business going. I don’t need this,” and you leave.

I have been filling your territory for two months. The manager was like, “Tori, we need to fill this territory. Sam is gone. I’m going to interview five different candidates. I will interview you as well. You have been doing a good job so far.” That is how it would ideally work. You are competing against people externally and internally for your own role. You have zero to one year of experience versus people with 5 to 10. The thing you do have is you know the company and territory, but you could get sent anywhere in the country. I was in Atlanta at the time. I told them, “I want to be in California.”

As I traveled around the United States, I had an affinity for San Francisco for some reason. I cannot explain this. I got to San Francisco. I never forget this. I was driving on the highway. If anybody knows San Francisco, Lyft used to have an office with a big pink van as a billboard sign coming up the highway. I passed this van. As soon as you pass it, all of a sudden, the city opens up. You see the whole skyline. I felt this energy. I was like, “I have to be here. This is where I need to be.” You can let them know your top three choices where you want to be. I told them about two different places in California and Seattle. I got sent to Biloxi, Mississippi.

You are having heart-to-heart moments with California, and you end up in Mississippi.

I was like, “What is going on? I’m where I want to be, but I’m not where I want to be.” I get moved to Biloxi, Mississippi. I let the manager respectfully know during the first meeting, “I’m here to help you. I’m here to grow this territory. I want to be great, but I don’t want to be here full-time.” You have to stand up for your career and where you are going to go.

He understood that. Within a month or two, he offered me a full-time job. I had done well. It was his territory. He was a manager. I was in a tough spot. At all the territories he was running, I was running his territory. By not taking that role, you stand the chance of eventually not graduating from this program, and that ends.

After being there for six months, a role opens up in San Francisco. A guy in San Francisco got promoted to a home office. I got that role in San Francisco. I finally moved to San Francisco. It is like a dream come true. Everything that I want to happen is happening. I was like, “This is crazy.” I get to San Francisco. San Francisco is a different territory than Mississippi. It is a locked territory. It is hard to see physicians. Nobody wants to see physicians. They are like, “Medical sales reps influencing them.”

I moved there and got offered that role within the first three months of being there full-time. I graduated from the program. I was full-time there. In San Francisco, if anybody has been there, you can’t get a beer anywhere without hearing about tech something. Salesforce Tower is the biggest thing there. It is a beaming tower in the middle of the city. The tech is everywhere. You naturally gravitate towards these conversations that you hear about. I started learning about it. I was making good money, but I heard about tech and the money they were making. I was like, “I’m not making that money.”

Our audience is going, “What dollar amount is he talking about?”

I was working in biotech. I was doing an injectable medication. I was also doing digital medication. Within what I was doing, you could average somewhere around $130,000 to $140,000. Med device reps across the nation can do a little higher than that. You have some people who are going to do much higher than that. I was hearing numbers like $200,000, $250,000 to $300,000. I was hearing seven figures. They have a work-life balance. They were working from an office where they were walking around in their pajamas, drinking beer and coffee on top. I was like, “What is this world?”

I met my amazing partner there within the first month. She was in tech. I learned even more about tech. I was starting to visit her offices. I was hearing more about the industry. I was like, “I need to do that.” I can see the writing on the wall. Tech was already big at the time. It wasn’t like it was pre-2000, and I saw the dot-com bubble. I was like, “I need to transition this because of the amount of money you could make, the flexibility, and the things that you could do.”

Tech was taking over every part. Even med sales are getting bigger in technology and digital transformation. It is like the gold mine analogy where it was like, “I’m not going to try to get gold. I’m going to sell shovels. I will rather be on the side of technology. This is where it is running everything.”

I finally started networking with different people. I networked with a friend who worked at VMware. I found out that there were healthcare verticals within tech. Technology is everywhere, including in hospitals. Eventually, I was able to network my way into a role and get in front of the hiring manager. I never forget this. She will probably listen to this and laugh because she knows it is true. She took my meeting as a professional courtesy. We met in San Francisco at a mall. She had no intention of hiring me. She had no intention of even entertaining me at all.

It was more so like, “This guy has been bothering me for the last six months. He won’t leave me alone. I’m going to say I took this call.” By the end of it, she was telling me about a role in Seattle that would open up. Six months later, I’m hired on to VMware doing enterprise sales within HOS. About a little over a year later, I was moving up to Seattle for that role. At VMware, I was also a core rep. I was selling the full suite for VMware. VMware specializes in virtualizing machines.

Let’s say you need ten desktops. Instead of buying ten, you can virtualize that one into 20 or 10 different machines. The easy analogy would be have you ever seen a movie where they show you the IT department, and all those computers are stacked all the way up 10 feet tall, and there is a bunch of cords? Instead of buying a whole warehouse of those machines to operate your IT environment, you can virtualize those machines. What you are doing is you are renting space at someone else’s cloud. VMware specializes in that.

They started that in the ’90s. They do it for hundreds of thousands of different companies. They have huge partnerships with all the hyperscalers like AWS, GCP, Alibaba Cloud, and all those different companies. Their big thing is companies can operate in a multi-cloud function. Instead of one company can only use AWS, now with VMware and simple pitches, they can utilize AWS, GCP, and Alibaba, which all use different languages.

By utilizing the VMware platform, you can talk all in the same language. That is one of the big pitches there. I was at VMware for about two years. I was interested in trying to see other things outside of healthcare. I wanted to see how selling tech to tech would be. I also knew that it was a faster industry. I knew we had more early adopters in that space.

 

Let’s go back to VMware. Who were your customers?

At VMware, I was selling mostly to the IT department. You would sell to everybody reporting to the CIO or the CTO, but the end users would end up being those healthcare practitioners. I know a lot of people would be familiar with Epic. They are utilizing Epic on their phone, laptop, or iPad. What VMware could do is they could virtualize a lot of those machines or protect those edge environments. We call it edge environments. Edges are laptops, iPads, iPhones, and things of that nature. VMware could protect, secure, and have everything operate in the cloud. You could run everything through VMware.

After this stint, what happened?

I was doing that at VMware. I wanted to sell into the tech space. I was looking to work with customers that were a little bit more early adopters and more on the cutting edge. There is nothing against selling within the healthcare space. You can get some customers who are on the cutting edge. At least the way I thought about this is when you go into a hospital, think about your experience as a patient versus if you went to a retail store or football games somewhere. Usually, the customer experience at places like retail space is a little bit more updated and quicker. You have a better experience. It comes from incorporating new technologies a little faster than in other places.

Spaces like healthcare and FinTech can usually be a little slower, but you can have some amazing incredibly big deals and transformational deals when you do that in that space. I was interested to see how selling tech within tech and being tech space could be. I have always been interested in Salesforce. I have looked at Salesforce as the pinnacle of selling. I’ve always heard, “If you want to get your MBA in sales, go to Salesforce.” I was like, “I found my hat in the ring before. I always didn’t reject it.” I was like, “I wonder if I could find my way in.”

 

I did the same thing that I do at every job. I network my way in. Instead of applying, I will network with this person. I will speak to a hiring manager or a recruiter. It is the same set of skills that you use to do your job in sales. It’s like, “Why don’t you use those same set of skills to develop yourself and use this for yourself?” I was able to get in front of a hiring manager. They were able to refer me to one of the recruiters. Things went from there. I was interviewing at Amazon for AWS. I was interviewing at Salesforce, LinkedIn, and a few other companies. I went with Salesforce.

To me, it was a dream come true. I went from selling dumpsters, which if you think about baseball, it is like the Single-A Leagues. You are trying to get known to the Major Leagues. I was selling to the biggest company I knew on the biggest platform. If you are going to make a name for yourself and you know you are good at this, you need to play in this ballpark. Now it is a dream come true.

Now that you are living it, is it everything that you heard about what this experience would be like?

Yes and no. There is a balance of feedback and your reality of things. Is the money you can make true? Yes, but it is an absolute grind. There is nothing easy about it. Even working at a name-brand company like Salesforce, nothing is given to me. My customers are like, “You are Salesforce, but we don’t care. You still have to service us.”

One of the things that sticks out to me is a quote I heard from one of my leaders, which is, “Selling won’t help. Helping will sell.” It sticks with me. Every time I worked with one of my customers, it was like, “How can I show them I work for them? Not that I work for Salesforce. How can I show them I work for them?” I genuinely mean that.

Selling won't help. Helping will sell. Click To Tweet

I have stepped out of sales cycles. I’m like, “This isn’t the right product for you. What we have going on now is not the best fit for what you have. I’m not the salesperson who is going to sell anything to you just because it is ours.” I’m not willing to ruin that relationship for small, medium, or large sales. It doesn’t matter. I’m not willing to put my name on the line for that.

Salesforce does that well in terms of being by the customer, sticking by the customer, and doing what is right for them. Out of any company I’ve worked for, I’m not saying no one has done it well. Salesforce, and being the size they are especially, does it the best. Every team is going to have a different experience, but that has been my experience. It has been an amazing journey. It has not come without a lot of grinds. You are selling directly to the C-Suite. You are working with directors and administrators, but it is very strategic. You have to think long-term like what move you are making now and how that is going to impact 3 or 6 months from now.

Here is the big question. You hear a lot of medical sales reps wanting to get into tech sales, and you also hear tech sales reps thinking about getting into medical sales. You have had the opportunity to experience both. Let’s play devil’s advocate for both sides. Start with what you like and give us why you do it.

I think it depends. For one, you have to look at genuinely what your interests are. I got my degree in Chemistry and Biology. I had that medical interest. I went and did it. I had a great time doing it. I was interested in going into med devices as well. I will be honest with you. I love not only the benefits but I love working from home. I love being able to work remotely.

There are some med sales out there who can’t do that. A lot of times, you are either on call, on the road, at the hospital, or at the inpatient. I love being able to visit my customers and go on-site. Don’t get me wrong. I do that quite often. I travel quite a bit, but I love being able to work from home and working with my customers from my office.

It depends on what you are truly passionate about and what makes you tick. Do you like working in the OR, ER, or inpatient? Is that something interesting to you? Do you have an interest in tech? Do you want to understand what this space is about? It is good having both sides of things. For me personally, flexibility and work-life balance are better within tech.

Outside of being clear on what your interests are, for any medical sales rep that had a fascinating career in med sales. They loved it, and they are considering making a move. What would you say to keep in mind if you are considering making that type of transition?

Think about what your skillset is, what you are good at, and how you can best leverage that. I was coming from healthcare. Let’s leverage that same experience to get you within a tech company focused on healthcare. Once you get into tech, it is like medical sales. Once you are in, you are in. You can then maneuver from there. Use your leverage there. Keep that in mind. Leverage your way in.

Think about what your skill set is and what you're really good at and how you can best leverage that. Click To Tweet

There are some people who are like, “I was in healthcare, but I want to go into FinTech.” It is doable and possible. You are better off trying to leverage what you have and what your skillset is. From there, maneuver. You don’t necessarily know what you don’t know. You may love it in healthcare. I know for a fact people who make seven figures within the tech space who are working with healthcare customers. I know multiple of them.

Another thing to keep in mind is what kind of transactions you like to be involved in. Are you somebody who is like, “I want to knock out a bunch of transactions and have a high volume of sales going?” Are you somebody who is like, “I want to work with 1 or 2 accounts, and I want to be as strategic as possible with that account, go as deep as I can, and feel like I work at that account?”

I like to look at sales as chess. It is like thinking multiple moves ahead on what every move is going to end up impacting. Some people like to play checkers with sales. There is nothing wrong with that. I know people who are making amazing money within the SMB space, small to medium-sized businesses. Usually, it goes from SMB to a mid-market enterprise. That is the general consensus. There are people who make more money in SMBs than people who make an enterprise.

There are different things to consider. In enterprise, you might have one account. You live and die by that one account. In SMB, you might have 30 accounts. There are different KPIs and structures. Think about what you want to get into. I know some subtopics there, but the two main things to consider are your skillset and what you want to be doing within sales.

I love how you got into the industry. You leveraged everything you knew how to, and you took a gamble on yourself. It speaks volumes about your character and how you left your house and ended up in a different area in Atlanta altogether, gambling on yourself. When it comes to programs like what we do here on the show, helping people get positions, imagine if you stumbled upon that. How do you see the value of those types of programs?

They are essential. It goes back to what I was saying about leverage. How can you best leverage yourself? Sometimes that comes in the shape of partnerships with different programs, groups, and entities. How can you best take your skillset, magnify that, and increase the magnitude of your resources and skills? A lot of times, you hear the key phrase, “It is not what you know. It is who you know.” It is not who you know. It is who knows you.

 

A lot of us know celebrities and superstars. What can those people do for you? Nothing, unless they know you. How can you connect with the right people and groups, and develop those relationships? It is not like, “Sam, I’m Tori. Nice to meet you. I hope we can work.” Cultivate and develop those relationships. Learn about those people. Learn about what you can do for them. How you can assist them and how you can help them. Those people will remember you. One thing I have realized in a short time is how small the world is and how different things are connected. Don’t burn bridges. Cultivate relationships. The world is a lot smaller than you think it is.

With that being said, Tori, is there anything else that you want to share with the audience? Remember, we have audiences trying to get into the industry. They are in the industry and leading the way. Anything you want to share with them?

Life doesn’t happen to you. It happens for you. Anything that may look like a setback or an obstacle is preparing you for what that next thing is. When I was selling dumpsters, I had no idea that in 5 or 6 years, I would be doing strategic sales at Salesforce. I did not see that trajectory, but I needed that experience to get me where I am, to be able to have the conversations and the confidence I have now and to handle certain conversations that I have.

In terms of getting in the tech space, figure out what your skillset is and how to best leverage that. Genuinely, look at companies you may want to work for. There are certain companies that sell in a niche space where you don’t necessarily need exact experience. The industry is changing more now, especially within tech. You don’t need tech experience. They are looking for people without tech experience. They love it if you have a medical sales background, but they are looking because they want that diversity of thought.

The way you go about prospecting, selling, and cultivating relationships are different than what true tech people are. They need and want that. They will pay quite a bit of money for it. I highly recommend anyone who is in med sales to take a second look at tech and its potential. There are a lot of people who I have met who have gone from med sales over to tech. There are a lot of different possibilities within the space. I highly recommend anyone take a look into it. If you need any help, feel free to reach out.

The last thing we will do is a little flash around here. I’m going to ask you four questions. You have ten seconds to answer them. It is what comes to mind. The best book you have read in the last six months?

Mega Deal Secrets: How to Find and Close the Biggest Deal of Your Career. I read that book because it teaches you how to think strategically. It is by Jamal Reimer. He is somebody I follow on LinkedIn as well. There are a lot of things that he puts into practice because when you are trying to close multimillion-dollar deals, these are sales cycles that take 6, 12, to 18 months. They can be done in much shorter. He talks about how to do them in a much shorter.

A lot of them come down to working at the C-level. How do you work with them? How do you cultivate those relationships? In sales, they are trying to get higher, but your messaging has to change, and how you approach those different personas has to change. What can you do for them? How can you show them value? Selling won’t help. Helping will sell. How do you help those individuals? That is a key thing that a lot of different reps should look into.

The best movie in the last six months?

I enjoyed the Spider-Man Multiverse movie. Nothing too inspiring there, but that was a solid movie.

The best meal you had in the last six months?

I had a meal at a Spanish restaurant on Embarcadero in SF. It was Coqueta.

The best experience you had in the last six months?

It was closing over $1 million on ACV.

Tori, it was great spending time with you and learning about the tech space. For all those medical sales reps that are interested in tech space, they have something they can rely on now. The last thing I want to address, and this is the very last thing. For those people in tech that are thinking about getting into medical sales, what is the biggest thing you tell them to keep in mind?

There are a couple of things you have to look at. What kind of med sales are you going to get into? Are you going to get into device, biotech, or pharma? You have to look at that and look at what you are looking to get out of it. Is there something that you are passionate about? Do you have a certain passion for being in those industries? Is there a dollar thing that you want to hit? Is there a certain financial freedom you want to hit? There is nothing against that.

I don’t think it is any secret that people were like, “We are in sales because we like money.” Ideally, financial freedom is a big thing for a lot of people. For people interested in that, think about what space you want to be in and why you want to be in it. That is going to help you with your story. When you go into the interview like, “Why do you want to be in this space,” you are telling your story.

Think about what space you really want to be in and why you want to be in it. That's ultimately going to help you with your story. Click To Tweet

This is the same thing for tech. Interviews don’t come down to answering a bunch of questions and reading your resume. Anybody can read it. It is how you develop that story. It is how you talk about where you have been, where you are going, where you are going to go, and how this med sales job fits into that. Give a lot of thought to what you want to be doing in life, how it fits into who you are as a person, and what you want to be doing.

That will light a certain fire in you when things get tough. In sales, things are always going to get tough. You are always going to have to remember why you are here, and why you want to do this thing. If money is the only reason you want to do this thing, it is going to get rougher than you can handle. There needs to be more than just the financial outcome. Think about why you want to be doing these things.

Tori, thank you for spending time on the show. We look forward to keeping up with you.

Thank you.

—

That was Tori Mosley. I know you got some insight into what it means to be in tech sales. Hopefully, it gives you enough insight to help you make a better decision about where you should be. More importantly, if you are tuning in to this episode and wondering where in medical sales you should be or what you should consider, or you are ready to finally make the leap into medical sales but don’t know how to do it, or you have been trying and you haven’t been getting far, whether it be not getting any interviews or not getting selected by any organizations. Now is the time to do something different.

Go to EvolveYourSuccess.com and follow the prompt. Schedule some time with us by filling out our application. Let’s have a conversation about how we can get you into a medical sales role. As always, we do our best to bring you innovative guests who are doing things differently in the medical sales space. Make sure you tune in for another episode.

 

Important Links

• Tori Mosley
• Salesforce
• Slack
• Tableau
• MuleSoft
• Epic
• Mega Deal Secrets: How to Find and Close the Biggest Deal of Your Career

 

About Tori Mosley

 

“Life happens for you, not to you”

Originally from Winston-Salem, NC, Tori Mosley discusses his transformational journey from selling dumpsters over the phone to medical sales. Then taking those medical sales talents to the world of SaaS where he tackles million dollar quotas. Check out this episode and learn how he was about to take his past experiences in med sales and transition into the exciting world of SaaS.

 

 

 

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