Medical Sales Guru Podcast

Archive for October, 2009

Love it or hate it, cold calling is often a necessary evil if you work in medical sales, and if you’re going to do it, you may as well get good at it.  If you’re willing to spend about eight minutes of your time, I’ll share with you some effective cold-calling tips that will make a difference in your  medical sales results.

Do me a favor — after you listen, please leave some comments about cold-calling in medical sales.  Let’s get a discussion going!

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The word “branding” has become cliche, in fact, some medical sales professionals like to drop the term on their customers from time to time.  What is your brand?  It is not the logo on your business card, or the tag line in your brochure, or how much experience you had working in medicine in your previous career.  No, it’s something much more important than that.  Listen as Mace Horoff talks about your brand as a medical sales professional so you can communicate your brand if its a good one, or change it if it’s not.

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You’re in medical sales, pharmaceutical sales, biotechnology sales, durable medical equipment sales or other healthcare related sales and selling to healthcare professionals who can be somehwhat  intimidating, so when you walk out of a sales call with a “maybe” instead of a “no,” you feel pretty good about it.  But “maybe’s” won’t pay the mortgage, won’t help you hit quota, and don’t help the healthcare provider or the patient, so how should you handle “The Maybe?” In this  Medical Sales Guru Podcast, medical sales speaker, trainer, author and consultant Mace Horoff discusses the only sensible way to deal with “the maybe” so you know where you stand with your clinical customers after a sales call.

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