Medical sales representatives often feel like they have no power in the healthcare sales environment. It’s not true. You already have power, and if you don’t, you can create it. Either way, it must be applied carefully. This is important stuff! Listen to this episode and learn what I’m talking about…it could make a big … Continue reading You DO Have Power in The Medical Sale – Use It Carefully →

In case you haven’t noticed, medical sales is challenging…and it’s not going to get easier. That doesn’t sound like great news, does it… But there is some good news, that is, you have options when you find yourself stuck. If you’re not hitting the sales numbers you need to hit, or want to hit, this … Continue reading When You Hit Obstacles in Medical Sales, Do This… →

…And Yes, There Will Be Mistakes It’s not about whether or not you’ll make mistakes as a medical sales professional–it’s about how you handle it! Sales reps spend years building a reputation, only to have it collapse when they mishandle an unexpected event. Listen as Mace describes the most uncomfortable “mistake” he ever faced in … Continue reading Don’t Hide From Mistakes in Medical Sales →

Medical sales reps say it all the time: “You gotta spend money to make money.” It sounds good, but so many sales reps…as well as their prospects and customers…only consider the cost of action, while neglecting the cost of inaction. Big mistake. In this podcast, Mace Horoff presents some case examples from his days in the … Continue reading The Cost of Inaction in Medical Sales →