STOP SETTLING: How Playing it Safe is Killing Your Medical Rep Career in 2024

The role of a medical sales representative involves navigating intricate dynamics with healthcare professionals. These professionals hold significant authority in determining a salesperson’s access and the fate of a product. Consequently, many representatives opt to play it safe, fearing potential alienation that might hinder future sales opportunities. This cautious mindset often results in medical reps becoming commodity salespeople who fail to distinguish themselves in a crowded marketplace. 

In this podcast, Mace delves into the critical importance of accurately assessing one’s competencies in a field where shortcomings can have serious consequences. Break away from playing overly safe, acquire indispensable skills, and set the stage for a successful long-term career in medical sales.

For more details about the complimentary masterclass and FREE registration, visit

#medicalsalesrep #healthcaresales #medtech #medicaldevicesales


Managing The Financial Blindspots For Medical Sales Professionals

Medical sales professionals have much on their plates: sales calls to plan, sales calls to make, customer service activities, etc. It’s all about building a business to generate as much income as possible. This all requires a strategy and a plan, but do you have a plan for your financial future? In this episode, I have an interesting conversation with Daniel Rooney ( Daniel is a personal wealth advisor who specializes in helping medical sales professionals to create and achieve long-term financial success. We discuss the things to pay attention to now that can improve your financial situaion moving forward. You can listen to the audio podcast version on iTunes and most podcast platforms.

Learn How To Leverage Hidden Opportunities In The Post-pandemic To Ethically Sell More In Less Time by watching this critical 15-minute presentation by Mace Horoff. Go to

How to up your medical sales game in a changed world

The world has changed A LOT…over the last two years. It’s changed for your accounts, the stakeholders in your accounts, it’s changed for patients, and it’s changed for you.

In this episode, I’m allowing you to listen to the October 2021 monthly call I recorded for my Medical Sales Academy members. I’ve never done this before, and probably won’t again, but it’s important that you up your game if you want to stay competitive in a much-changed market.

Please leave a comment and let me know your thoughts.

For more information about how to up your medical sales game every day for the rest of your career, check out Medical Sales Academy.


The Why is the secret to getting in & getting the sale

Medical sales reps are often great at talking about their products with respect to “The How” and “The What.” However, it’s “The Why” that will get you in the door and gain a commitment for an evaluation or get you the order. In this episode, I discuss the power of “The Why” and how to apply it in medical or high-stakes selling.

Learn how you can sell more to HCPs and healthcare accounts at


Medical Reps: stop devaluing your time & relevance

Medical sales representatives often find it difficult to get time with doctors, dentists, and other healthcare stakeholders. These professionals are busy and their time is valuable. But guess what… So is yours! You’re busy. Your time is valuable. And hopefully, when you meet with these professionals, your message is relevant and helpful. This episode discusses how to adapt a productive mindset when calling on HCPs and other decision-makers in your accounts. Learn how you can sell more to HCPs and healthcare at


Medical sales: using case studies to build relationships

Medical sales representatives have been at a loss as how to engage and influence accounts and customers since COVID-19. Yet, there are more opportunities to sell products and services, not less. It all comes down to developing the type of relationships with your accounts that drive business. That’s what this episode is all about, and specifically, how to create and use case studies to help foster these relationships. Please leave a comment to share your thoughts or ask any questions. Learn how you can sell more to HCPs and healthcare at



During the last year, medical sales representatives have sought new ways to engage and sell to accounts and customers. Social media platforms like LinkedIn are an effective way of doing this, but….

Too many medical sales reps violate “the unwritten rules” of social media engagement, turning-off customers and missing opportunities. The good news is this is easily fixed! In this episode, the how-to’s and how-not-to’s for using LinkedIn and other platforms to engage with doctors, dentists, and other HCPs and stakeholders is discussed. You can jump on board now, or you can wait and play catch-up later.

Check it out and learn how to use social media to help grow your territory… And please leave a comment to share your social media experiences as a medical sales professional.

For more information about how to gain access, sell more, and retain business without making costly mistakes, go to


What do doctors & HCPs “really” want & expect from salespeople?

New medical sales representatives frequently ask this important question when selling to doctors and other healthcare professionals: What do doctors want and expect?” There’s two answers. The first set of answers are the ones they will tell you. The second set of answers are often unspoken, but just as important as the first…maybe even more so. Both set’s of answers are discussed in this podcast episode. Whether you’re an emerging medical sales rep or a medical sales professional who has been working a territory for decades, it’s good to know the answers to this question. Please let me know your thoughts in the comments below…and while you’re here, please subscibe to the channel if you find value. Thanks!


The FREE Podcast for Medical Sales Professionals