All medical sales reps want to be successful. Heck, why else would they enter such a competitive field that requires an extraordinary amount of hard work… But…what is the definition of success? You’ll might find it changing as you move through your career, but what if you had some insight now as to what success really … Continue reading What Medical Sales Success IS . . . and What It Is NOT! →

It seems like nothing short-circuits a medical sales rep’s brain quicker than getting a moment with a doctor or other HCP.  Most go immediately into the quick one-minute sales pitch. It’s almost like the mouth starts moving automatically. . . This is a really stupid idea. Sure, you make some sales this way, but you’re likely … Continue reading Why “Detail Selling” (aka The One Minute Sales Pitch) Is A Stupid Idea →

Why do so many medical sales reps sound like they’re apologizing during their sales calls? Maybe it’s because they’re not convinced of the value they offer. In this podcast, Mace describes a different way to think about your sales calls, including some things to think about before you ever walk in the door. Give a … Continue reading Medical Sales: Don’t Apologize for Offering Value →

You’re a medical sales pro. In any situation, you know what to do and what to say. It comes naturally. You go by what your gut is telling you. It’s your . . . Intuition. Selling by intuition can be beneficial. It could also be detrimental. How? Listen as Mace describes how overcoming the urge … Continue reading How Intuitive Selling Can Hold Back Medical Sales →

Professional medical sales representatives don’t carelessly throw around words without knowing what the words mean. Reps who are new in a territory or trying to land a new customer often discuss “earning the right” to do business with that customer. What does that mean. How do you earn the right? How long does it take? … Continue reading How to “Earn the Right” in Medical Sales →

Happy 2017 . . . and before you get too comfortable in the New Year, let’s talk about getting uncomfortable. How? By making your customers Un-Comfortable. It’s not just smart, it’s really what you get paid to do. It will all make sense when you listen . . . And it’s a good way to think … Continue reading Get Comfortable Making Healthcare Customers Uncomfortable →

All medical sales reps look forward to having a good year. Whether you’re starting a new year, or well into the current one, here are some ideas that will help to ensure you’re maximizing the sales opportunities in your territory. Your competitors will greatly appreciate it if you don’t listen to this

In medical sales, it is important to be seen. Why? Because customers are more likely to buy from sales reps they see on a regular basis than those who show up only when it’s time for a sale. So, how often should you be seen? How much is “enough?” This and some of those other … Continue reading Medical Sales Call Frequency and The Value of Being Seen →

Okay medical sales rep –admit it. You’re guilty. You’ve done it. You’ve visited an account, and when you didn’t get in to see your target prospect, you left a brochure . . . and you probably felt like you did something productive. NOT! Dropping off brochures is pervasive in medical sales. And it’s a bad … Continue reading Medical Sales: Why Dropping Off Brochures is a REALLY Bad Idea →

Malpractice. That’s something that only happens to doctors and other healthcare professionals, right? Well, it depends on what you mean by malpractice. Medical sales (maybe you) representatives commit malpractice all the time. Okay, the word “malpractice” might be a stretch, but I use it to make a point…a point that’s important enough for me to … Continue reading How Medical Sales Reps Commit Malpractice Every Day (and how to avoid it!) →