Trust. It’s one of those terms that medical sales reps know, but don’t often think about. Trust must be present for business to take place. But what happens when it’s not? Do you even know when it’s not? Most importantly, how can medical sales professionals build and retain trust with their customers? Click on the … Continue reading Building Trust That Matters in Medical Sales →

If you’re like most medical sales reps, you think you know how to behave in the professional healthcare sales environment. But do you? This is too important to leave to chance. Whether this is your first day in the territory or you’re a seasoned pro, spend a few minutes with Mace Horoff as he discusses … Continue reading Etiquette for Medical Sales Reps – How to avoid behaviors that will cost you business, relationships, and money →

Wouldn’t it be great if every product you sell was seen by customers as the market leader? If only that were the case… but it’s not. You will find yourself up against competitive products that lead the market. What should you do? Listen to this edition of The Medical Sales Guru podcast and find out! Just click … Continue reading Medical Sales When Your Product Isn’t The Market Leader →

What can hurricanes and Presidential elections teach you about medical sales? That’s what I talk about in this episode of The Medical Sales Guru Podcast. It’s relevant, I promise…but will you take action? Listen and decide! CLICK HERE to learn about Medical Sales Academy and how it will help you to distinguish yourself and your value … Continue reading Medical Sales Lessons from Hurricanes and Presidential Elections →

Think about those things that you do in your territory that you know so well–so well, in fact, that you often feel like you’re on autopilot. I’m talking about the sales presentation that you know cold, the procedure you’ve talked surgeons through hundreds of times, the in-service you could do in your sleep… BIG warning sign! … Continue reading Avoiding “The Autopilot Risk” in Medical Sales →

As a medical sales professional, you likely have concerns about being fired from your current accounts. As they say in most places I’ve been, that would be a bad thing! But what if the shoe were on the other foot…what if you had customers you wish you could get rid of? Is it ever appropriate … Continue reading When to Fire Your Healthcare Customers in Medical Sales →

Let’s be honest…you probably didn’t get into medical sales only to make the world a better place. Yes, I know – you have altruistic motives, but high-income potential is what often draws people into the industry. As a medical sales representative, should you focus on cash? Yes. And no. I explain in this podcast. I … Continue reading Should You Focus on The Cash in Medical Sales? Yes…and No. →

Ask medical sales representatives to define what’s most important for success, and you’re likely to hear some common answers. One thing you’ll hear for sure is “relationships.” Yes, relationships are important, but nothing is more important than mission clarity. In fact, relationships matter very little if you and your customers stay focused on the mission … Continue reading Medical Sales: The Mission Mindset Trumps Relationships →

In medical sales, are relationships important? Yes.  And no. Almost all sales reps are aware of the importance of building customer relationships, but many go about creating them the wrong way. Want to know a great way to create strong relationships? I thought so. You’re in the right place. Take 15 minutes and listen on … Continue reading One of The Best Ways to Build Customer Relationships in Medical Sales →

If you’re in medical sales, getting good at sales calls isn’t enough. You must master follow-up to sell consistently. Most reps are clueless when it comes to this. But…you need not be one of them. You can listen and learn. How cool is that? Get ready to look at following-up with customers like never before! … Continue reading Medical Sales and The Business of Follow-up →