Medical Sales Guru Podcast

Archive for the ‘Competition’ Category

Have you ever had a competitor who was able to make inroads with YOUR customers quickly because he or she was good-looking, a former professional athlete, or had some other perceived advantage?  I hear about this concern on a fairly regular basis.  I understand it because I experienced it myself.  In this edition of the Medical Sales Guru Podcast, I describe a situation that I encountered where a competitor was able to take business because he was able to do something outside of the clinical environment that put him in a favorable situation with a customer.  It’s great to have talents and attributes that get you in the door, but in the final analysis, you need to have more…much more if you expect to win business for the long term.

Podcast: Download (4.7MB)

Are you confident about the stability of the business in your territory because you have been in that territory for years?  Don’t be! There is either a new sales rep or an old sales rep with a renewed focus ready to take that business. In this podcast, I share the story of two different sales reps that I rode along with recently and what I learned is critical to the business you currently enjoy and the business you hope to win in the future.  Take 10 minutes and see if you are more like Glenn, or more like Donna and you’ll have an idea as to what your future in medical sales looks like and how to change it if necessary.

Podcast: Download (5.0MB)

Facebook, LinkedIn and a host of other social media sites are now a part of every day life.  Almost everyone has a page on one of these sites and the postings, for the most part, are fairly benign.  However, in this edition of The Medical Sales Guru Podcast, I discuss how a recent applicant for a medical sales job blew her chances with her postings on one of these sites.  Could posting things about yourself on the Internet hurt your medical sales career?  The answer is yes.  Listen to the podcast and make sure it doesn’t happen to you.

Podcast: Download (4.3MB)

If you are a medical sales professional, at some point in your career you have either dealt with or will be dealing with these destructive attitudes…but will you recognize it before it’s too late?  In this episode of The Medical Sales Guru Podcast, Mace Horoff shares with you how his own attitudes in one of his hospital accounts cost him ten years of stable, recurring business.  He is certainly not proud of what happened, but Mace hopes that hearing his story will help you avoid rolling out the red carpet to your competitors like he did.  If you don’t recognize the warning signs, your business is in big trouble!  Arrogance never goes unpunished.

Podcast: Download (6.4MB)

It’s a New Year and you’re ready to tear it up in your medical sales territory…well, your competition has other ideas.  Listen as Mace Horoff describes how your medical sales competition is conspiring to eat your lunch over the next twelve months.

Podcast: Download (6.1MB)