I’ll never forget the LinkedIn message I sent that eventually turned into a $100K+ medical device role. LinkedIn is one of the best tools to break in but most people use it wrong. After talking with 60+ reps and aspiring reps in Dallas, the #1 topic was LinkedIn: What do I say? Who do I message? How do I follow up?

Here are five practical tips straight from my process and what reps/managers told me they want that will increase replies and turn DMs into calls and interviews.

Finding the right people (fast)

• In LinkedIn’s search bar, type the company (e.g., Medtronic).
  
  
• Open the company page → scroll to People → filter by Sales.
  
  
• Click a profile, then use the “People also viewed”/suggested panel to discover similar roles (TMs, ASRs, RSMs).
  
  
• Just hit “Connect.” Don’t add a note on the connect pop-up (you only get ~300 characters and it gets buried).
  
  
• Batch it: you can connect with dozens in minutes. Track who accepts, then message those people.
  
  

Note: LinkedIn may rate-limit heavy connecting or push Premium—that’s fine; adjust your pace and keep going.

Message short and include your phone number

Salespeople won’t read your autobiography. Keep it short, clear, scannable. Your push notification should show most of it.

What to include:

• Who you are
  
  
• Why you’re reaching out
  
  
• A simple ask to connect by phone
  
  
• Your phone number
  
  

Why your number matters: reps spend tons of windshield time. If your number’s in the DM, they can tap it and call between cases. If not, you’ve created friction (they have to ask for your number, then wait on you, then remember later). Don’t make them work.

Reality check on replies: Send 50 messages and get 10 responses? That’s ~20% great for cold outreach. Treat it like a numbers game.

Don’t overshare (save it for the call)

People try to “prove” themselves in DMs and write novels. Don’t. You’ll just repeat all of it on the call anyway. Your goal in the message is a phone call, not your life story.

On the call, talk less and ask more. Let them share their story, division, and day-to-day. If they spent 10 minutes talking about themselves, you probably became their favorite conversation of the week.

Follow up the right way (and with the right people)

• Timing: Give it 1–2 weeks before a follow-up. People are in cases, traveling, or just forgotten.
  
  
• Tone: Never guilt-trip (“we had a time and you missed it”). Be respectful:
  
  
  
  • “Hey ___, I know you’re slammed. I’m looking forward to connecting any availability next week?”
    
    
• How many times?
  
  
  
  • Reps/ASRs: Follow up once or twice. They’re not decision makers; over-pursuing can annoy them.
    
    
  • Hiring managers (RSM/DSM): Expect to follow up multiple times. They often test consistency.
    
    
    
    • I messaged a Medtronic hiring manager four times with no reply. On the fifth referencing a strong relationship from her team I got a response, entered the process, and landed a full-line, six-figure role.
      
      
• Cadence: About weekly or every two weeks depending on season/quota.
  
  

Be ready when they call (even if it’s “surprise”)

If you include your number (you should), some reps will just call you on the spot. You might not remember who they are, no problem.

Do this:

• Answer. Be friendly. Put the phone on speaker.
  
  
• While you exchange quick pleasantries, open LinkedIn, go to Messages, search their name, and pull up the thread. Now you know who/which division.
  
  
• Need quick context? While you chat, open the company’s website (e.g., arthrex.com) and scan.
  
  
• You can also ask an AI tool to summarize a company page fast (e.g., “Tell me everything about ___ company/division”) so you sound informed within ~30 seconds. You won’t use it all, you just need enough to ask smart questions.
  
  

Have 2–3 evergreen questions ready for anyone:

• “How did you break into the med device sales?”
  
  
• “What’s your day-to-day like in your division?”
  
  
• “What skills make someone successful on your team?”
  
  

These buy you time, build rapport, and surface the info you actually need.

Final Thoughts

LinkedIn is your online resume and one of the most powerful networking tools you have when used correctly, it can open doors to real conversations, interviews, and ultimately your first role in medical device sales. Stay professional, don’t take it personally if people don’t respond right away, and focus on consistency.

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All the best,

Jacob McLaughlin