Archive for the ‘The Changing Healthcare Economy’ Category
The Changing Relevancy of the Medical Sales Representative
February 22nd, 2012 | 
Author: What is making the medical sales representative irrelevant? How can you remain relevant as a medical sales professional. In this episode of The Medical Sales Guru Podcast, medical sales performance expert Mace Horoff describes what is changing and what you can do about it. Is it worth 7 minutes of your time to stay ahead of the change or will you wait until it’s too late?
Podcast: Download (5.2MB)
Want the magic bullet for medical sales? It’s your ability to do this…
I get calls every week asking me how to handle different situations. Most of the time, I have some suggestions, but no action that you take is guaranteed, except for, continuing to take action! But you need to understand that the path ahead is not so clear and the magic bullet you’re looking for may never again exist. Listen for more…
Podcast: Download (3.3MB)
How to Un-Level the Playing Field in the New Era of Medical Sales “No Gift Giving”
Whether it’s the Holidays, or any other day of the year, if you sell to physicians, hospitals, clinics or wherever–you’re probably thrilled that the “No-Gift” policies of recent years have unburdened you and provided a level playing field. Guess what? The playing field will never be level, nor should it be. You should focus on unleveling the playing field every day. Listen as Mace Horoff shares some thoughts on how how you can keep “gifting” your patients.
Podcast: Download (4.2MB)
How to Avoid Putting Doctors and Other Clinicians on Pedestals So You Can Sell Effectively
Sales reps often put customers on pedestals such that it makes it difficult to sell effectively. Are you having trouble connecting with your customers in the clinical or other environment? Listen to this edition of the Medical Sales Guru Podcast to understand why it happens and learn how to adopt a mindset to engage your customers and sell more effectively.
Podcast: Download (5.7MB)
The “New Normal” in Healthcare Sales: Patients Matter, But It’s a Business
As Marshall Goldsmith says, “what got you here, won’t get you there.” The ways that the health care industry buys goods and services are changing, and you can either thrive on the new opportunities or get crushed while waiting for things to return to “normal.” In this episode of The Medical Sales Guru Podcast, Mace Horoff discusses the results of a recent physician practice survey along with the obvious ramifications. Included are some suggestions on how to adapt your medical sales business and selling approach if you plan on continuing in this profession. If it seems like common sense, then why haven’t more medical sales professionals adapted yet?
Podcast: Download (6.1MB)