All posts by Mace Horoff

Medical sales reps: Are your customers “cheating” on You?

This week, the Medical Sales Guru Podcast looks at a heart-breaker: That pain you experience when you learn your customers are flirting…or cheating with the competition. It’s going to happen, and you’re not going to like it. Deal with it! That’s what this episode is about – a light-hearted look at your need to get real with this part of the business.

Medical sales is tough. Why go it alone. Get training and ongoing support on your journey. Click Here for More Info.


Banning medical sales reps from the operating room – it’s not the worst thing…

Medical sales representatives who sell products used in the operating room tend to freak out a bit when they hear reports of sales reps being banned in the O.R. Could this happen? Yes, in fact, it’s happening already. But before you think this is all gloom and doom, take a moment to consider what this really means – and most importantly how it can be an opportunity for you. That’s what I talk about in this video podcast.

Learn to differentiate yourself and your products with HCPs so you sell more. Go to


Medical Reps: Resist the Urge to Be A Yes-Person

Medical sales representatives are taught to provide good customer service. They also adapt the attitude that “the customer is always right.” While these tenets of sales may be good to follow, being a compliant yes-person during medical sales conversations is counter-productive to the primary goal – to sell! In this podcast, learn how to avoid this common mistake and what you should do instead.

CLICK HERE to learn more about the complimentary webinar discussed in the podcast.


The Future for Medical Sales Representatives

Medical sales representatives often ask me whether the role of medical sales reps will change, or even if medical sales reps will be around in the future. Take a look with me in the crystal ball as I share my thoughts as to what the future holds for the medical sales representatives of tomorrow.

To learn more about and register for the free webinar masterclass mentioned in the podcast, go to


The Medical Sales Rep’s Number One Way to Increase Engagement and Sell More

Medical sales representatives are always searching for ways to sell more in their territories. The reality though, is that 95% or more of all medical sales reps just keep doing the same thing over and over. Yet, there is a very simple (although not necessarily easy) way to instantly create more engagement with doctors, dentists, surgeons and other healthcare professionals that will lead to more sales.

What is it? It’s about changing the story that you tell when you’re selling. That’s what this podcast episode is all about. Listen now to learn how you can dominate the medical sales in your territory with a simple shift in the way you sell.

CLICK HERE to Register for FREE webinar masterclass on this topic taking place this Wednesday.


Remove Doubt from the Sales Call by Selling Yourself First

Medical sales reps often approach difficult customers with anticipation. Unfortunately, they often anticipate NOT getting the sale!

It makes little sense to make a sales call that you expect to fail. Why does this happen? Often, it’s because reps don’t believe that the product measures up to what the customer is using now or their own ability to convert the customer.

Listen to this short podcast and add a large measure of confidence to your sales calls…confidence that can make all the difference in the world.

Learn How Medical Sales Academy Can Help You Sell More and Retain Business Without Making Costly Mistakes.


Identifying the Decision-makers in Medical Sales

Medical sales representatives often give the sales effort everything they’ve got, only to discover they’re talking to the wrong person. What?

Chances are, you no longer sell in a world where clinical personnel are the only decision makers. How do you identify the others and avoid finding yourself in the trap of selling to the wrong people?

This short podcast  will answer this important question. Better to find out earlier than later, right?

To learn about customized medical sales interventions for your sales team, please visit


The Medical Sale: How to Close

How to close the deal in medical sales is one of the most discussed skills. Every sales rep has heard, “You have to ask for the business.”

Since this knowledge is so widespread, why do so many medical sales representatives do it wrong?

Medical sales speaker Mace Horoff discusses the keys to closing in this short podcast.

CLICK to learn how to optimize your medical sales performance in just 10 minutes a day.


Medical Sales Reps: Features & Benefits Could Kill Your Sale

Medical sales representatives often cling to features and benefits as the foundation of their medical sales presentations.

Newsflash: It could be killing the sale! Watch this short video to learn the nuances about how to use features and benefits and why it’s critical that you use caution.

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Time & Territory Management for Medical Sales Representatives

Medical sales representatives either manage their territory, or their territory manages them. How can you create time for selling and all the other tasks your medical sales job requires?

It starts by taking inventory of your customers and the time available. Check out this podcast to start gaining more control over your time and territory.

Ready to learn the nuances of effective medical selling?