OM DENNE EPISODE
Adversity doesn't happen to you—it happens for you. In this episode of Rep to Rep, host Ryan sits down with Said "Z" Dollar, co-founder and COO of Topaz Diagnostics and former MedTech VP of Sales. Z shares his remarkable career journey, from commission-only intern to leading a 70+ person sales organization, running his own advisory firm, and navigating a Stage 3B colon cancer diagnosis.
Together, they dig into what it truly takes to build a high-performing mindset, take complete ownership of your territory, and lower sales resistance by simply being human. Whether you are an entry-level rep trying to find your rhythm or a seasoned sales leader looking to drive authentic culture, this conversation is packed with tactical wisdom on accountability, efficiency, and connecting with people on a deeper level.
In this episode, you’ll learn:
The Power of Absolute Accountability: Why top-performing reps look inward at their tonality, body language, and opening questions rather than blaming bad luck.
Blue Chips vs. White Chips: A framework for prioritizing high-impact tasks over day-to-day reactive noise to build long-term momentum.
The "Human-First" Sales Blueprint: How reverse-engineering conversations based on what the customer cares about eliminates early objections and builds genuine trust.
Lowering Sales Resistance: Practical, real-world exercises (like asking a server for something free off a bill) to help reps get comfortable with being uncomfortable.
Navigating Personal Adversity: How Z applied his sales mindset and grit to overcome Stage 3B cancer—and how that experience reshaped his passion for preventative diagnostics.
Asking Better Questions: One small tweak to your opening questions that instantly moves conversations beyond polite surface chatter to real rapport.
