Medical Sales and The Business of Follow-up

If you’re in medical sales, getting good at sales calls isn’t enough. You must master follow-up to sell consistently.

Most reps are clueless when it comes to this. But…you need not be one of them. You can listen and learn. How cool is that?

Get ready to look at following-up with customers like never before!

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You DO Have Power in The Medical Sale – Use It Carefully

Medical sales representatives often feel like they have no power in the healthcare sales environment. It’s not true. You already have power, and if you don’t, you can create it. Either way, it must be applied carefully. This is important stuff! Listen to this episode and learn what I’m talking about…it could make a big difference in your sales outcomes.

Click the button below to be notified when enrollment for Medical Sales Academy re-opens.



When You Hit Obstacles in Medical Sales, Do This…

In case you haven’t noticed, medical sales is challenging…and it’s not going to get easier. That doesn’t sound like great news, does it…

But there is some good news, that is, you have options when you find yourself stuck. If you’re not hitting the sales numbers you need to hit, or want to hit, this episode of The Medical Sales Guru Podcast offers some sage advice.

Listen. Take action. Move forward.


Learn about Medical Sales Academy and how it can accelerate your medical sales success (so your competitors hate you for stealing business from them…ouch!) .

Don’t Hide From Mistakes in Medical Sales

…And Yes, There Will Be Mistakes

It’s not about whether or not you’ll make mistakes as a medical sales professional–it’s about how you handle it!

Sales reps spend years building a reputation, only to have it collapse when they mishandle an unexpected event.

Listen as Mace describes the most uncomfortable “mistake” he ever faced in his career and how he dealt with it (he actually broke a sweat retelling it as he recorded the podcast).

Whether you’re a sales rep, a manager, a distributor, or VP of sales, dealing with mistakes is in your future. Listen and formulate a plan now so you’re prepared when it happens.

Learn the 7 Things That Medical Sales Reps Do to Kill Sales and How to Avoid Them in this FREE Report.


The Cost of Inaction in Medical Sales

Medical sales reps say it all the time: “You gotta spend money to make money.”

It sounds good, but so many sales reps…as well as their prospects and customers…only consider the cost of action, while neglecting the cost of inaction.

Big mistake.

In this podcast, Mace Horoff presents some case examples from his days in the territory. You’ll learn how he lost some big sales opportunities so you can avoid doing the same. You’ll also learn how  he turned it around.

The cost of inaction is an important thing to know in your medical sales career!

Share the podcast with the sales colleagues in your organization.

And please…leave a comment below. Thanks!



Medical Sales Rep Behaviors to Avoid

As a medical sales representative, you work hard to develop relationships and build your reputation. It can take years to achieve this. Yet, too often, you’ll see medical sales reps exhibiting behaviors that serve to detract from and diminish how they want to be known. Think you’re immune? Why take chances? Listen to this episode of The Medical Sales Guru Podcast and make sure you’re protecting your relationship and repetitional capital.

Want expert training and insight in your territory all year long? Check out Medical Sales Academy On-demand training and support for medical sales professionals.

When Customers Don’t See An Advantage Using Your Product

Medical sales training at your company probably never covered this!

What do you do when customers fail to see all the  wonderful advantages your product has over what they’re currently using? It’s a bit frustrating, isn’t it?  I mean, your product is far better than the competition’s product. So, there must be something wrong with the customer because any reasonable person would realize it.

Wait a second. What if it’s not the customer? What if its…..


Don’t worry, it’s fixable. In fact,  not only does medical sales expert Mace Horoff tell you how to solve the problem, he even describes a way for you to have a second chance with customers who already turned you down.

Get ready for some serious and in-your-face medical sales training!


Medical Sales: When Your Product Isn’t As Good As The Competition’s

What do you do when your competitor has what is considered to be a truly better product?  Do you give up, stop trying and look for a sales job with a company that has better products?

Hell no!  No company will ever have the best product on the market in every category. And even if they do, it’s only a matter of time until a competitor comes up with something better.

As a medical sales professional, your job is to sell “what you got!”

Spend 18 minutes with medical sales expert Mace Horoff as he describes some proven methods for selling products that might not be as good as those your competitors offer.

Would you like a step-by-step blueprint for medical sales success? Click here to learn how Medical Sales Academy’s virtual training and support membership can  help you maximize sales and commission dollars all year long. 

How to Have a Better Year, Quarter, or Month in Medical Sales

My apologies for the length of time since my last podcast. After 17 years in the same place, I moved my home and my office. Truth be told, my new studio isn’t even set up yet–this was recorded using a portable recorder. While the sound quality is generally good, it’s a little rough in spots. But the content is dead on!

I recorded this podcast at the end of 2015, but the advice is timeless. If you want to have better results moving forward, it’s about being able to deliver needed value to your customers. I dissect this a bit and provide some examples of how you can add value, because once you do…you’re going to sell more and earn more.

If you have any thoughts of your own to add, please leave a comment below (and don’t be shy about being the first).

I’m here to help you kick butt over the next year, that is, if you take action on the time-tested advice I share with you here. Listen now and stay tuned for more.


Detailing is Dead. Do this instead…

Few things make my stomach tighten like when someone refers to medical sales professionals as “detail-people.” Yet, I must confess,  most medical sales reps I encounter don’t sell, they detail. If you’re a detailer (and there is a high probability you are), you need to stop. Detailing is dead! It’s time to take a professional approach as described in this episode of The Medical Sales Guru Podcast.

Download the FREE resource guide:
Secrets of Positioning Products and Services
to Healthcare Providers and Institutions”
It includes a step-by-step exercise that walks you through a positioning strategy for any healthcare product or service.  This could literally be worth thousands of dollars to you!