Category Archives: Sales Motivation

In Medical Sales, Don’t Be Too Busy to Win

Everyone in medical sales thinks about making it to the upper levels of the profession. What separates the achievers from the wannabes?

The achievers aren’t “too busy to win.”

Listen to this episode and let us know what you think by leaving a comment below.  Thanks!

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Should You Focus on The Cash in Medical Sales? Yes…and No.

Let’s be honest…you probably didn’t get into medical sales only to make the world a better place. Yes, I know – you have altruistic motives, but high-income potential is what often draws people into the industry.

As a medical sales representative, should you focus on cash?

Yes. And no. I explain in this podcast. I also provide a quick way to prioritize customers in your territory.

Listen to The Medical Sales Guru Podcast with Mace Horoff by clicking on the player below or by searching  for Medical Sales Guru on iTunes.




Medical Sales: The Mission Mindset Trumps Relationships

Ask medical sales representatives to define what’s most important for success, and you’re likely to hear some common answers. One thing you’ll hear for sure is “relationships.” Yes, relationships are important, but nothing is more important than mission clarity. In fact, relationships matter very little if you and your customers stay focused on the mission objective.




Selling Multiple Products to Every Customer is Smart Business

Did a customer ever suggest  you were “being greedy” when trying to sell additional products and services? Here’s why you shouldn’t be complacent about expanding your business with customers just because they’re already buying a lot from you.  Selling as many products as possible to every customer doesn’t make you greedy, it makes you smart. This weeks podcast explains why it’s not only good for your wallet, but why it’s good for your business.

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Medical Sales Mind Games in the Parking Lot

Businessman in the carThe outcome of many sales calls in medical sales is defined before you’re even in front of the customer.  In fact, that outcome is often defined while you’re sitting in your car in the parking lot.  Here’s some ideas so you don’t sabotage yourself with the stupid mind games too many sales representatives play in the parking lot.


When medical sales reps focus on the wrong risk

Medicine is fraught with risk.  Life has risk.  Everything, at some level has risk…but risk avoidance doesn’t drive success.  In this Medical Sales Guru Podcast, Mace talks about some of the common risks expressed by medical sales representatives and how to shift the focus onto something that you need to be focused on even more.


How Average Medical Sales Reps Become Great Ones

Do you do all that things it takes to win at medical sales?  Are you sure?  In this podcast, I discuss the one thing that great performers do regularly and consistently. If you don’t do this, you’re not fully in the game.  What is it?  It’s the missing link, and it’s huge!


When Customers Just “Like You as a Friend” and Allow You to Service the Hell Out of Them: How to Take Your Medical Sales to the Next Level

If you’ve been providing your healthcare customers with great service and it’s not bringing you the business you expect, here’s what you need to do–STOP!….that is, if they won’t reciprocate with more opportunities for you to grow your business.  Service is critically important, but you’re in the SALES business, not the SERVICE business.  Maybe you just need to change your thinking and then change your approach so that you can go beyond just being a “friend” to your customer.  Start the year right by adopting a new attitude that will move your business in an upward directions.


If you could only focus on one thing to win in medical sales, what would it be?

Medical sales professionals wear many hats, providing a multitude of services for their customers and their customer’s patients.  If you had to choose one area to focus your energies and attention in order to achieve the greatest return on your effort, what would that be?  In this episode of The Medical Sales Guru Podcast, Mace Horoff discusses the one area where you must maintain a focus because this is the one area that won’t take care of itself.


Medical Sales During an Economic Downturn…What Should You Do?

Whether the economy is good or bad, people will always need health care, but the current economic conditions have some medical sales reps crying the blues while others are having their best year ever.  Much of it depends on which segment of the market you sell in, but either way, there are things you must do and continue to do if you want to survive and thrive.  In this episode of The Medical Sales Guru Podcast, medical sales speaker Mace Horoff discusses a few best practices to get through these challenging times.