Medical Sales: When Your Ego is Challenged –Defering to a Higher Authority

Medical sales representatives face situations where HCPs challenge the rep’s ego. Think you can set your ego aside easily? Think again . . . and think about how you’re going to deal with it when it happens. Maybe this podcast will help. Listen. Leave a comment or go to iTunes and like. Go out there and sell something that will do some good. Thanks!



Tough Call: When a Competitor’s Product Offers Better Patient Outcomes . . .What Do You Do?

Medical sales representatives have to deal with reality, and sometimes that reality is that a competitor’s product is better than yours. What should you do in that situation? Just sell what you’ve got and hope for the best? Maybe, but then again, maybe not. Here’s some food for thought so you’re better prepared when you face this critical decision.


Medical Sales: Overusing and Abusing Technology

Medical sales has been made easier by technology, that is, when it’s used appropriately. The challenge is that some medical sales representatives have expectations that aren’t only unreasonable, they’re counterproductive. Learn how to stop using technology to kill sales and instead, implement one solid technique that almost always works better than anything. Want to know what it is? Listen to the podcast!

Success in medical sales means DOING what works…not what you think might work.  Sell strategically instead of intuitively with Medical Sales Academy.

Losing Proficiency in Medical Sales and How to Avoid It

Medical sales demands proficiency in industry knowledge, product knowledge, and selling skills. Even if you’ve had just modest success up to this point, you’ve established some level of proficiency. The insidious problem is that proficiency degrades over time.

This podcast episode talks about medical sales proficiency and some simple things you can do on your own to stay sharp and effective.

CLICK HERE  to sign up for a FREE Video Course on How to Create Irresistible Value in Medical Sales. 

Understanding “Urgency” in Medical Sales

The concept of “urgency” in medical sales is often misunderstood, so much so in fact, that some people tell me it doesn’t work. That’s crazy! Urgency always works – provided you know how to create it, present it and leverage it. That’s what this podcast episode is about.

In only six weeks, you can learn how to sell like an experienced and insightful medical sales professional. Learn more.

Some Medical Sales Account Penetration Strategies

Medical sales representatives are often told to focus on “account penetration.” What does that mean?

In this episode of The Medical Sales Guru Podcast (which you can also listen to on iTunes), Mace Horoff defines account penetration and talks about some key ways to make it happen.

Time to break through the barriers! Listen now.

CLICK HERE  to sign up for a FREE Video Course on How to Create Irresistible Value in Medical Sales. 

Medical Sales Leadership at The Field Level

Most medical sales field representatives shrug at the idea that they must be leaders.

Leadership is for people with leader titles, like manager, or CEO, right?

No. Medical sales representatives must be leaders. Look at it this way . . . your customers can follow you, or they can follow your competition. Which do you choose?

I thought so. So, here’s a short primer on medical sales leadership at the field level.  Listen. Be a leader!


Medical Sales: Overcoming the Negative Effects of an Unhappy Customer

Few things make medical sales representatives feel worse than when an evaluation or user experience doesn’t go well. It’s bad enough that you might lose the sale, or lose existing business . . .

But now, you also have an unhappy antagonist to deal with who could torpedo business and sales opportunities with other customers. Heck, it might even cost you the whole account!

What should you do?

Well, you could start by listening to this podcast.

And if you would like to share some of your own insight or experiences, be my guest in the comments section below at


Calls That Don’t Go Well in Medical Sales (and How to Fix It When It Happens)

One of the most common questions I’m asked is how to recover from a sales call that doesn’t go well.

“How do I fix it?”

That’s a reasonable question, but one should also ask, “How can I avoid it.”

Listen to this episode of The Medical Sales Guru Podcast for some insight on avoiding and dealing with sales calls that don’t go well.


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Medical Sales: Preventing and Handling Mistakes That Cost You

You sell in medical sales.  You’re human. You will make mistakes. But…

There are things you can do to prevent mistakes and things you can do to minimize the damage when they occur.

In this episode, Mace talks about a recent event that made headline news (2017 Academy Awards debacle) and how you can learn from it. He also shares a deeply personal story about the worst mistake in his own medical sales career and how he handled it. You need to hear this…

Listen to the Podcast by clicking on the player below or listen on iTunes (search Medical Sales Guru). And please leave a comment below or on iTunes. Much appreciated!

Enrollment for Medical Sales Academy will be reopening in early March. Learn more now!

The FREE Podcast for Medical Sales Professionals