Archive for the ‘Uncategorized’ 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)
Want to win in medical sales? Be prepared to piss some people off!
I know…you have a demure personality. You’re someone who only makes friends, not enemies. Well, guess what…winning in medical sales means there will occasionally be people who don’t like you…and that’s okay, in fact, it’s necessary. Listen for more….
Podcast: Download (4.2MB)
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)
If you agree that The Patient Always Comes First, then why are you talking about YOU?
I always end each podcast with, “The patient always comes first.” Most medical reps agree with the sentiment, although few actually sell from this perspective. Focusing on the patient needs to be more than just lip service! Listen to the podcast and learn how a patient-centered sales approach can make a huge difference in how you are perceived by your customers.
Podcast: Download (3.6MB)