Medical sales representatives have to deal with reality, and sometimes that reality is that a competitor’s product is better than yours. What should you do in that situation? Just sell what you’ve got and hope for the best? Maybe, but then again, maybe not. Here’s some food for thought so you’re better prepared when you … Continue reading Tough Call: When a Competitor’s Product Offers Better Patient Outcomes . . .What Do You Do? →

Medical sales has been made easier by technology, that is, when it’s used appropriately. The challenge is that some medical sales representatives have expectations that aren’t only unreasonable, they’re counterproductive. Learn how to stop using technology to kill sales and instead, implement one solid technique that almost always works better than anything. Want to know … Continue reading Medical Sales: Overusing and Abusing Technology →

Medical sales demands proficiency in industry knowledge, product knowledge, and selling skills. Even if you’ve had just modest success up to this point, you’ve established some level of proficiency. The insidious problem is that proficiency degrades over time. This podcast episode talks about medical sales proficiency and some simple things you can do on your … Continue reading Losing Proficiency in Medical Sales and How to Avoid It →

The concept of “urgency” in medical sales is often misunderstood, so much so in fact, that some people tell me it doesn’t work. That’s crazy! Urgency always works – provided you know how to create it, present it and leverage it. That’s what this podcast episode is about. In only six weeks, you can learn … Continue reading Understanding “Urgency” in Medical Sales →

Medical sales representatives are often told to focus on “account penetration.” What does that mean? In this episode of The Medical Sales Guru Podcast (which you can also listen to on iTunes), Mace Horoff defines account penetration and talks about some key ways to make it happen. Time to break through the barriers! Listen now. … Continue reading Some Medical Sales Account Penetration Strategies →

Most medical sales field representatives shrug at the idea that they must be leaders. Leadership is for people with leader titles, like manager, or CEO, right? No. Medical sales representatives must be leaders. Look at it this way . . . your customers can follow you, or they can follow your competition. Which do you choose? … Continue reading Medical Sales Leadership at The Field Level →

Few things make medical sales representatives feel worse than when an evaluation or user experience doesn’t go well. It’s bad enough that you might lose the sale, or lose existing business . . . But now, you also have an unhappy antagonist to deal with who could torpedo business and sales opportunities with other customers. … Continue reading Medical Sales: Overcoming the Negative Effects of an Unhappy Customer →

One of the most common questions I’m asked is how to recover from a sales call that doesn’t go well. “How do I fix it?” That’s a reasonable question, but one should also ask, “How can I avoid it.” Listen to this episode of The Medical Sales Guru Podcast for some insight on avoiding and … Continue reading Calls That Don’t Go Well in Medical Sales (and How to Fix It When It Happens) →

You sell in medical sales.  You’re human. You will make mistakes. But… There are things you can do to prevent mistakes and things you can do to minimize the damage when they occur. In this episode, Mace talks about a recent event that made headline news (2017 Academy Awards debacle) and how you can learn from … Continue reading Medical Sales: Preventing and Handling Mistakes That Cost You →

Most of the medical sales reps I know will be the first to rant about poor salesmanship when they experience it. But…are they blind to seeing the same behaviors in themselves? In this episode of the combined Medical Sales Guru Podcast and Medical Sales Channel, I share a recent experience I had with a very unprofessional salesperson … Continue reading Medical Sales: Scenes from an Unprofessional Sales Call →