Category Archives: Medical/Healthcare Sales Time Management

How an Intense Sales Focus Solves All Problems in Medical Sales

If you’re in medical sales, there are more reasons to develop an intense sales focus besides just making more sales.

Welcome to the world of medical sales. Your world is complicated, competitive, and compromised. Your sales numbers might look good right now, but in your heart, you know you’re not making the sales effort that your company expects and you’re income isn’t increasing as you would like.

What is the cause and how do you solve it?

In this session, Mace Horoff reveals many of the daily challenges that compete with your ability to sell more. He also offers some valuable insight on how you can gain control, and even more importantly, why this will benefit you in ways beyond just making more sales.

If you’re ready to sell more, secure your business, and become a hero to your customers and managers without working harder, this podcast is for you!

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.

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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.

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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.

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How Your Medical Sales Competition Is Going to Beat You This Year

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.

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You Can’t Succeed in Medical Sales without Work-Life Balance

Successful medical sales professionals are focused on their business.  They commit to doing the right stuff, day after day.  But if you don’t take care of yourself and the people in your life, you could pay a huge price.  In this edition of the Medical Sales Guru Podcast, Mace talks about the importance of work-life balance and his own experience with ignoring it early in his career.  Enjoy the podcast, and happy holidays!

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The Most Overlooked Medical Sales Skill – Time Management

Medical sales time management is one skill that can make or break your career.  You see, it doesn’t matter how skilled you are in other areas of medical sales — if you can’t create the time to perform the most critical task — SELLING — you lose!  Medical sales is fraught with more challenges to derail your day than most industries.  In this Podcast, Mace discusses the common medical sales time management challenges, and what the medical sales professional must focus on to maximize sales and commission income.

CLICK THIS LINK for information on “The Healthcare Sales Time Management Workshop”

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Nothing Beats the Sit-Down Appointment in Medical Sales

Ask a medical sales professional the best place to sell, and he or she will probably tell you, “anywhere the prospect or customer will listen.”  Sure, you can sell anywhere, but anywhere is not always the best place!  Nothing beats a scheduled (or unscheduled) sit-down appointment in the healthcare provider’s office or other location where you can have a focused conversation with a minimum of distractions.  Mace describes why you need to make this kind of meeting with your prospects and customers a priority and how to get the healthcare professional to give you the time you need for a proper, complete sales presentation.

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