This interview is with Chris Pinadella, Medical Device Territory Manager at Biofrontera.

Chris Pinadella, Medical Device Territory Manager, Biofrontera

Chris, can you tell us a bit about yourself and your journey to becoming a sales expert?

Sure, I'd love to share a bit about my journey! I think what sets me apart is that I never set out to become a sales expert—it's something that evolved naturally. Early in my career, I was more focused on understanding how things work and figuring out how to solve problems. I think that mindset led me to sales because, at its core, it's about problem-solving and connecting people to solutions that make their lives or work better. Over time, I honed my ability to analyze data and see patterns, which helped me identify opportunities others might miss. A lot of my success has come from being able to recognize shifts in the market or industry, like when I spotted a major movement of dermatologists and PAs in southern New Jersey. That ability to dig into analytics and combine it with personal connections is really what fueled my success. For example, I blew past my quarterly sales target in just five weeks, hitting $540k and placing 4th in the country—not just because of the numbers, but because I focused on the people and the relationships behind those numbers. I've also learned that success in sales comes from continuous learning and adaptability. Whether it's MedTech or something else, it's not just about the product you're selling but the value you can provide. That’s what keeps me passionate about what I do and motivates me to keep refining my skills.

What are some key moments or pivotal experiences that shaped your perspective on sales and led you to where you are today?

My journey into sales started in copier and capital equipment sales in rural New Jersey—a tough territory where no one had survived in over 10 years. I was told it couldn’t be done, but that only fueled my determination. Instead of following the traditional path, I found a different way. I used satellite images to hunt for corporate parks, sold wide-format machines to architects and engineers, and ignored the usual geographical borders by going into territories the company wasn’t focusing on. No one else wanted to, but I saw opportunities where others saw dead ends. That "you can’t tell me what I can’t do" mentality shaped my entire career. A pivotal shift came when I moved to Broadridge Financial Solutions, a prestigious organization known for attracting talent. But I quickly realized that the corporate environment stifled creativity and innovation. I found myself staring at MS-DOS screens and talking about annual meetings, and I knew this wasn’t for me. I needed something more rewarding and meaningful. That’s when I transitioned into medical sales, combining my care for others with a desire to be in a field that felt both lucrative and fulfilling. In medical sales, I became a sponge. I wasn’t just focused on the sale; I was obsessed with the free education I was getting from doctors. Over time, I became an expert across different fields related to the human body. Everything started to click because I approached it differently than most reps. I didn’t rely on just two weeks of training—I had spent my entire career preparing for this. That broader perspective, combined with my relentless curiosity, allowed me to see the full picture where others didn’t, and that’s been key to my success.

You've mentioned building talent ecosystems around real-world impact projects. Can you elaborate on a specific project where this approach successfully identified promising sales talent?

Another project that really exemplifies building a talent ecosystem around a shared mission was when I led a team to design the Pulse wearable life-coach. What made this project special wasn’t just the product—it was the team behind it. I managed a group of six incredibly passionate individuals, all of whom volunteered to work with me for free because they believed in the vision. We weren’t just designing a wearable; we were creating something that had the potential to make a real difference in people’s lives. This project was also tied to a larger mission—to fund my nonprofit, Sales Pulse Medical Trends. The goal of the nonprofit is to provide free healthcare to those who have been disadvantaged through no fault of their own. It wasn’t just about building a product for profit; it was about using that innovation to drive a social cause. The people who came on board weren’t just sales talent—they were individuals aligned with the idea of making healthcare more accessible. They brought diverse skills and a shared passion for impact, and that’s what made the team so effective. The drive to create something meaningful, rather than just hitting sales quotas, created a unique dynamic where everyone was committed to a cause bigger than themselves. That level of alignment made this one of the most rewarding projects I’ve ever worked on.

How can small businesses, with potentially limited resources compared to Fortune 1000 companies, adapt this talent ecosystem approach to attract and recruit skilled salespeople?

Small businesses, despite having fewer resources compared to Fortune 1000 companies, can absolutely attract top-tier sales talent by focusing on something far more valuable than budgets or benefits: **purpose**. This is something I deeply believe in—every person wants purpose in their life, and it’s something companies can offer for free but often overlook. When I was working on the Pulse wearable life-coach project, I managed a team of six who all worked with me for free, not because of flashy perks, but because they felt deeply connected to the mission. We were trying to make a difference, not just in people’s daily lives but also in funding free healthcare for those disadvantaged through no fault of their own. That sense of purpose gave people a drive they hadn’t experienced before. For small businesses, creating a compelling mission that aligns with potential recruits’ values can be far more powerful than a Fortune 1000 salary. You may not have the budget to offer the highest salaries or benefits, but you can offer the one thing that will make them feel like their work matters. By highlighting the real-world impact your company strives to make, you attract sales talent driven by more than just commissions.

You've discussed using LinkedIn groups as a surprisingly effective sales channel. What specific strategies did you use to stand out and provide value within those groups, ultimately leading to sales opportunities?

The real value for me has been less about sales directly and more about building relationships and creating a community of like-minded professionals. I don’t jump into groups looking for quick wins—I focus on contributing authentically to what I’m passionate about.

Many small businesses are hesitant to fully embrace social media for sales. What advice would you give to overcome this hesitation and leverage platforms like LinkedIn effectively?

My advice to small businesses is simple: Stop it—don't be dinosaurs. Social media, especially platforms like LinkedIn, is an incredibly powerful tool that can amplify your reach and drive your business forward. With a single, well-crafted piece of content, you can reach more people than you ever could through dozens of hours of face-to-face meetings. Social media doesn’t replace personal interactions; it enhances them. When your sales reps walk into a meeting, they're not starting from scratch. They enter with a warm response, a pre-established connection, or brand recognition. Social media ensures you’re already in the conversation before the meeting even begins.

Small businesses, here’s a big opportunity you might be missing: a dedicated social media-intern team. By bringing in interns during their senior years, you can let them run your social media, build a portfolio, and identify standout performers. This not only creates a talent pipeline for your company but also allows you to recruit individuals who already understand your brand and how to engage with your audience. Social media can be both a sales and a talent-recruitment tool if you're willing to embrace it.

By embracing these strategies, you’ll not only stay competitive—you’ll thrive.

You've highlighted the importance of AI in sales training. What are some affordable AI-powered tools or resources that small businesses can utilize to train their sales teams effectively?

For small businesses looking to train their sales teams with AI, it doesn’t have to be expensive or complicated. The key is to focus on tools that provide real, actionable insights without overwhelming your budget.

I’ve found Chorus.ai or Gong.io to be particularly useful and affordable.

Beyond AI, what other technological advancements do you see significantly impacting the future of sales, particularly for small businesses?

Without a doubt, large language models (LLMs) are going to be game changers for the future of sales, especially for small businesses. LLMs, like GPT models, are already proving how transformative they can be by automating customer interactions, creating highly personalized content, and even assisting with sales strategies.

What is one piece of timeless advice you would give to small business owners looking to build a successful and sustainable sales operation?

One timeless piece of advice I’d give to small-business owners looking to build a successful and sustainable sales operation is this: People do business with people they like, trust, and who hold themselves accountable. In today’s world, customers are more informed than ever. They can research your products and your competitors, and read endless reviews before they even speak to you. But despite all the information available at their fingertips, one fundamental truth remains: relationships matter. People still want to work with those they trust, who are transparent, and who are accountable for their promises. Building genuine relationships, showing you care about their needs, and being someone they can rely on will always be at the core of a successful sales operation. No amount of technology will replace that human element.

Thanks for sharing your knowledge and expertise. Is there anything else you'd like to add?

If there’s one last thing I’d throw in, it’s this: Don’t be afraid to break the rules when it makes sense. So many small businesses think they have to follow the playbook—whether it's in sales strategies, hiring practices, or even just how they present themselves—but the truth is, some of the biggest wins come when you rewrite the playbook to fit your unique strengths. That’s how I started, hunting corporate parks with satellite images when everyone told me I couldn’t survive in my territory. It’s about finding those opportunities that no one else sees because they’re too busy following the rules. So yeah, know the fundamentals, but don’t be afraid to flip the script when your gut tells you to. It’s often those moments of boldness that make all the difference. And hey, if you’re doing it with purpose, you’ll find that people will follow you anywhere—even into territories they thought were off-limits.