Category Archives: Medical Sales Tools

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.


A Discussion of Things That Affect Medical Sales Performance

This is a relaunch of The Medical Sales Guru Podcast. In this episode, Mace discusses many factors that affect your medical sales performance such as:

  • Why podcasts are valuable to medical sales reps
  • What you need to do to learn the skills and content to sell more effectively
  • Why you need to understand how your customers learn so you know how to sell to them
  • How to pressure-proof your presentations
  • Knowing who your real competitor is
  • How to stop working for free (which you might do on occasion, even though you’re collecting a paycheck)
  • Why you didn’t get into medical sales to make a living (it’s not what you think…listen and see if you agree)
  • Why you need to invest in your own success or you’re in big trouble
  • Why what you know doesn’t matter

Thanks for listening to The Medical Sales Guru Podcast.

Want to know 7 Things That Medical Reps Do to Kill Sales and How to Avoid Them? CLICK HERE to download a FREE 10 page report that can save you from years of frustration and wasted effort.


Some points about using scientific papers when selling to doctors and other clinicians

Do you use scientific papers and references from medical journals during your sales conversations?   Use them if you have them, and if it makes sense to do so.  But if you do, there are a few things you need to be aware of.  This is not a discussion of how exactly to cite scientific data during a sales conversation, but more of a tactical approach on what to do and what to avoid.  Let me know what you think by posting some comments below on the page under this podcast.


Using Email in Medical Sales…Good Idea or Bad Idea?

There are more and more medical sales professionals gravitating to email as a sales tool.  Sure there are many benefits, but there are downsides as well. In this edition of the Medical Sales Guru Podcast, I discuss how some sales representatives use email as a way to create a sale and why it doesn’t work.  Are you guilty of misusing email in your medical sales efforts?


Medical Sales and Social Media — Don’t Shoot Yourself in the Wallet!

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.


Serious Medical Sales Professionals Do This To Maximize Their Sales Results with Every Call…Do You?

Your healthcare customers demand attention to detail from the vendors with whom they do business, but there is one thing you MUST do if you want to maximize your sales results and meet their expectations.  Do you know what it is?  In this edition of The Medical Sales Guru Podcast, Mace Horoff describes an essential habit that can separate the true medical sales professionals from the wannabe’s.


In Medical Sales, Put It In Writing

Has it ever happened to you in your medical sales career where your customer asked you for one thing and you delivered something else, or vice versa?  Miscommunications in medicine can be harmful to the patient and harmful to your business.  In this edition of Medical Sales Guru Podcast, Mace Horoff discusses a simple way to be a professional, deliver the right thing for the patient and healthcare provider,  and CYA.  It’s usually not a question of if a miscommunication will bite you in medical sales, but when.  Here’s how to prevent it from happening.


The Misused Medical Sales Tool

Just about every sales representative who sells in the healthcare environment employs this sales tool. But too often it is misused in a way that actually works against the sale. In this edition of the Medical Sales Guru Podcast, Mace Horoff talks about avoiding the pitfalls of what seems like an intuitively sound practice.