New Course Launch: Introduction to Capital Device Sales — Master the Strategy That Sets Top Reps Apart

The world of medical device sales isn’t one-size-fits-all — and nowhere is that more true than when it comes to capital sales. Unlike disposable sales, where success is often driven by volume and product adoption at the clinical level, capital sales are long-cycle, high-stake transactions that require strategic planning, stakeholder alignment, and flawless execution.

That’s why I’m excited to share that my new course, Introduction to Capital Device, is now live at Device University™. This course is designed to give aspiring and early-career reps the tools and frameworks they need to confidently navigate the capital sales process — and stand out in competitive interviews.

Why Capital Sales Is a Different Game

Capital sales isn’t just about convincing a physician or nurse to use your product. It’s about securing approval from multiple decision makers — physicians, department heads, supply chain, finance, and administration — all of whom have different priorities and levels of influence.

Unlike disposable deals, capital sales require:

• Longer, more strategic sales cycles

• A clear understanding of acquisition pathways and budgeting timelines

• Coordinated logistics and implementation plans

• Post-placement program building and ROI demonstration

In short, capital reps aren’t just selling a product — they’re building a program.

What You’ll Learn in the Course

This introductory course breaks down the capital sales process step by step, from early stakeholder mapping to launch execution. You’ll learn how to:

• Understand capital sales frameworks and timelines

• Identify and engage key decision makers

• Align strategy with hospital budgeting and acquisition cycles

• Manage evaluations, delivery logistics, and site readiness

• Support program building that drives long-term adoption

While many training programs focus on clinical or product knowledge, this course focuses on the strategic business side of selling — the part that often determines who actually wins the deal.

How This Gives You an Edge in Interviews

When hiring managers evaluate candidates for capital sales roles, they’re not just looking for strong communication or hustle — they’re looking for someone who understands how capital deals actually work.

Being able to speak confidently about stakeholder alignment, purchase pathways, or launch execution immediately signals that you’re operating at a more advanced level. This course helps you articulate those concepts clearly, so you can demonstrate strategic thinking in interviews and separate yourself from other candidates.

Who This Course Is For

This course is ideal for:

• Aspiring or early-career medical device reps looking to level up

• Experienced disposable reps preparing to transition into capital sales

• Anyone who wants to understand the real mechanics behind high-value deals in medtech

Start Learning Today

Capital sales is where strategy meets execution — and mastering it can open doors to higher-earning, more impactful roles in the medical device industry.

Enroll in Introduction to Capital Device today and learn how to navigate the process with clarity, confidence, and a strategic edge.