All posts by Mace Horoff

Medical Sales: Preventing and Handling Mistakes That Cost You

You sell in medical sales.  You’re human. You will make mistakes. But…

There are things you can do to prevent mistakes and things you can do to minimize the damage when they occur.

In this episode, Mace talks about a recent event that made headline news (2017 Academy Awards debacle) and how you can learn from it. He also shares a deeply personal story about the worst mistake in his own medical sales career and how he handled it. You need to hear this…

Listen to the Podcast by clicking on the player below or listen on iTunes (search Medical Sales Guru). And please leave a comment below or on iTunes. Much appreciated!

Enrollment for Medical Sales Academy will be reopening in early March. Learn more now!
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Medical Sales: Scenes from an Unprofessional Sales Call

Most of the medical sales reps I know will be the first to rant about poor salesmanship when they experience it. But…are they blind to seeing the same behaviors in themselves?

In this episode of the combined Medical Sales Guru Podcast and Medical Sales Channel, I share a recent experience I had with a very unprofessional salesperson and how you can learn from it and apply the lessons in your medical sales territory.

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What Medical Sales Success IS . . . and What It Is NOT!

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 means?

Listen as Mace Horoff shares some important thoughts about the true meaning of success in medical sales.

Success is NEVER an accident. Learn how to take control of success in medical sales with Medical Sales Academy.
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Why “Detail Selling” (aka The One Minute Sales Pitch) Is A Stupid Idea

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 killing more opportunities than you realize.

There is a better way.  Listen now to learn a more productive approach that at the very least will lead to  better sales conversations. That couldn’t hurt. Right?

And hey, could you do me a favor? Please leave a comment below and on iTunes. Much appreciated if you can help me spread the message. Thanks!

Want to learn a step-by-step process to implement the strategies discussed in this podcast? If so, learn how Medical Sales Academy can add some critical medical selling skills and strategies that might be missing from your sales approach.
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Medical Sales: Don’t Apologize for Offering Value

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 listen and leave a comment, would you?

Want to be notified when Medical Sales Academy opens again? We’ll even send you a FREE mini-course on
“How to Create & Sell Irresistible Value in Medical Sales?”
Send me the FREE course & Notify Me!
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How Intuitive Selling Can Hold Back Medical Sales

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 to sell intuitively paid off (eventually) and why you should think before you act.

Learn the 7 Things That Medical Sales Reps Do to Kill Sales and How to Avoid Them in this FREE Report.

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How to “Earn the Right” in 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?

Join Mace as he explores, defines, and suggests ways for you to “Earn the Right” so you can accelerate the outcomes you seek in your territory.

Learn how Medical Sales Academy can shorten your growth curve and support your efforts to sell more throughout the year.
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Get Comfortable Making Healthcare Customers Uncomfortable

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 and act differently in the New Year.

If you like what you hear, please leave a comment. And if you don’t like what you hear, well, you can write more than just a comment. Ok?

. . . and don’t forget to check out Medical Sales Academy while the year is still NEW. Thanks!
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Ideas to Rock Your Medical Sales Territory in 2017

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 🙂 !

If you’re trying to get hired for your first or next medical sales job, CLICK HERE to gain some fresh (and unique) insight from this article by Mace Horoff.

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Medical Sales Call Frequency and The Value of Being Seen

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 nagging questions are answered in this episode of The Medical Sales Guru Podcast.

Why don’t you give a listen and leave a comment, eh? Much thanks!

If you’re not hitting the level of sales you deserve, check out Medical Sales Academy and find out how to have the best year ever!
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