In this episode of the Medical Sales Podcast, host Samuel Adeyinka sits down with Dr. S. Thaddeus Connelly, an oral and maxillofacial surgeon, professor, and researcher, to give medical sales professionals a rare behind the scenes look at what it takes to earn a surgeon's trust and win in the OR environment. Dr. Connelly breaks down his path from dentistry to an MD and PhD, what a real operating room setup looks like, and exactly how reps add value during complex cases like TMJ replacement surgery. He explains why long term relationships matter more than flashy pitches, what "subtle" outreach really means when approaching surgeons, and the consistent habits of the best reps he's worked with for decades. The conversation also dives into the biggest innovations transforming his specialty, including virtual surgical planning, custom plates, guided implant workflows, and how AI is starting to reshape imaging, planning, and rep responsibilities. If you sell into surgeons or want to, this episode is a masterclass in professionalism, patience, and how to become the rep who belongs in the room.
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