Category Archives: Uncategorized

How to Get What You Want from Your Company, Your Boss and Support Staff in Medical Sales

I get frequent calls from medical sales people wanting my advice on how to ask for additional territory, additional inventory or equipment, additional sales support personnel, and other requests to management.  The key to getting what you want is amazingly simple, but it’s going to take some work on your part.  Listen to the podcast to learn the secrets of getting  your company, your boss and support staff to give you what you want.

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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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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.

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Don’t Be a Professional Visitor in Medical Sales

Medical sales is a relationship business, but there are many medical sales professionals who spend too much time being a “friend” and not enough time helping their “friends” achieve better clinical outcomes by getting their products into the customer’s hands.  In this episode of The Medical Sales Guru Podcast, Mace Horoff discusses the pitfalls of becoming a “professional visitor” and creating a mindset to avoid the trap.

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Relationship building in medical sales — It’s not just about the buyer

Most medical sales professionals are great at building relationships with customers who can say “yes” to their products or sign a purchase order, but if these are the only people you are paying attention to, you  may be leaving money on the table.  In this edition of the Medical Sales Guru Podcast, Mace Horoff describes a situation where the sale was influenced by a hospital employee who is not normally involved in the buying process. Learn to adapt an easy habit that could one day pay huge dividends with your customers.

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If you’re in medical sales, what is your brand?

The word “branding” has become cliche, in fact, some medical sales professionals like to drop the term on their customers from time to time.  What is your brand?  It is not the logo on your business card, or the tag line in your brochure, or how much experience you had working in medicine in your previous career.  No, it’s something much more important than that.  Listen as Mace Horoff talks about your brand as a medical sales professional so you can communicate your brand if its a good one, or change it if it’s not.

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“Maybe’s” Don’t Help Anyone in Healthcare Sales

You’re in medical sales, pharmaceutical sales, biotechnology sales, durable medical equipment sales or other healthcare related sales and selling to healthcare professionals who can be somehwhat  intimidating, so when you walk out of a sales call with a “maybe” instead of a “no,” you feel pretty good about it.  But “maybe’s” won’t pay the mortgage, won’t help you hit quota, and don’t help the healthcare provider or the patient, so how should you handle “The Maybe?” In this  Medical Sales Guru Podcast, medical sales speaker, trainer, author and consultant Mace Horoff discusses the only sensible way to deal with “the maybe” so you know where you stand with your clinical customers after a sales call.

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Rejection – How do you handle it with your healthcare customers?

Everyone knows that if you’re in sales, handling rejection is a part of the job.  Some medical sales professionals have no problem dealing with rejection while others struggle and allow it to hold them back.  In this Medical Sales Guru Podcast, Mace Horoff looks at some of the ways to look at rejection and deal with it so it never interferes with your success.

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Don’t Insult Your Healthcare Prospects by Asking the Wrong Questions

Every medical sales rep knows to ask probing questions. Make sure you are not asking probing questions that a medical professional might find insulting! One of the worst ones is, “Doctor, tell me about the biggest challenges you have when you are …..?” Mace Horoff, medical sales speaker, trainer, and consultant offers some thoughts on why a question like this can be perceived as insulting to a medical professional and then suggests a more subtle, non-insulting approach to uncover the information you need before trying to offer a solution.

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