If you’re in medical sales, you’ve heard the term “account penetration.” What does that mean to you? Why is it important? Want to know what happens when you don’t stay focused on it every day? Listen as Mace describes a scenario that plays out in healthcare every day. You can avoid it, or you can be a victim. Listen now!
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When it comes down to it, there are many moving parts that go into being a successful medical sales professional. Most reps work on several of the key elements early in their careers, then they let one of the most, if not THE most critical element slide. It’s true that you often have to take risks to succeed, but too many reps take a huge risk by avoiding what is discussed here. If you’re competition is doing this and you’re not—you’re toast! In this podcast, Mace Horoff describes the one thing you can’t ignore if you ever plan on being the top player.
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Ever lose business? I’ll bet you act like it wasn’t your fault, and in all fairness, maybe it wasn’t, but then again…
Medical reps offer up a lot of excuses when they lose business; some are valid, but many are rather contrived. Listen as Mace Horoff shares some research as to why customers really leave and what you can do about it.
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Maybe you’re at the top of your game now, but will you be tomorrow? If you’re waiting for healthcare to change so you can change with it, you might be too late. Listen as Mace Horoff describes the fall from grace of a successful medical sales professional and how you avoid a similar fate.
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(Note: Also available on video here).
One of the common questions I hear at my seminars is, “What do you do when the customer is good friends with the competition?” My answer is always the same, “Sell to him/her!” Here’s why and here’s how. Listen to the podcast.
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(Note: Also available on video here). Doctors and other healthcare professionals can be intimidating if you think about them the wrong way. Yes I know, the doctor has the professional degree and years of education. Don’t let it intimidate you. Once you adopt this mindset, you’ll never feel intimidated by a healthcare professional again. Listen now!
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Medical sales reps often say that the secret to success in medical sales is becoming a “good closer.” REALLY? I don’t think so! In this episode of the medical sales guru podcast Mace Horoff describes why that won’t work for you and what you need to do instead. It’s time to put that old conventional wisdom to rest. Listen now…
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Obamacare is here. Love it or hate it, it is what it is and if you sell to healthcare, you’re going to be affected. Though you might not be reeling from the changes because they’re being phased in over time, you certainly don’t have the luxury of ignoring what’s happening behind the scenes in your accounts. Listen as medical sales expert Mace Horoff reveals the important actions you must take proactively to not only protect your business in the future, but also to create the opportunities for sales growth.
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The first step in a changing healthcare industry is to make sure you’re having regular, relevant conversations with your customers. What is the definition of relevant in 2013? Find out in this podcast…or risk the wrath of an industry that has diminishing patience and interest for product-oriented conversations.
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Since the beginning of selling, salespeople have cozied-up to those who had the power to say “yes.” Not a bad strategy, unless you happen to be selling in medical sales today. Everything is changing and I’m finding that many who work in the business of selling to healthcare, have been biting the hand that feeds them. Listen as Mace discusses what you should be doing NOW, before it’s too late.
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