Category Archives: Sales Productivity

Improve Medical Sales with These Resources

Medical sales representatives often leave money on the table by ignoring these readily available resources. Great things happen when you use what’s available to you.

It’s all here on this episode of the Medical Sales Guru Podcast. Just click the play button at the bottom of this post.

Did you know you can also listen on iTunes? Just search “Medical Sales Guru.”

Get a FREE Video Mini Training Course:
“How to Create & Sell Irresistible Value in Medical Sales.”

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.




Get in front of customers by showing up instead of calling for an appointment

Do you spend time calling doctors offices or hospital employees for appointments? How’s that working for you?

If it’s not going as well as you would like, listen to this week’s podcast. Mace shares some important thoughts about getting past the gatekeeper to see prime customers and how to do this in person vs. over the phone.

Here’s a related article (but there’s more detail in the 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! 


How an Intense Sales Focus Solves All Problems in Medical Sales

If you’re in medical sales, there are more reasons to develop an intense sales focus besides just making more sales.

Welcome to the world of medical sales. Your world is complicated, competitive, and compromised. Your sales numbers might look good right now, but in your heart, you know you’re not making the sales effort that your company expects and you’re income isn’t increasing as you would like.

What is the cause and how do you solve it?

In this session, Mace Horoff reveals many of the daily challenges that compete with your ability to sell more. He also offers some valuable insight on how you can gain control, and even more importantly, why this will benefit you in ways beyond just making more sales.

If you’re ready to sell more, secure your business, and become a hero to your customers and managers without working harder, this podcast is for you!

Thanks for listening to The Medical Sales Guru Podcast.

Want to know 7 Things That Medical Reps Do to Kill Sales and How to Avoid Them? CLICK HERE to download a FREE 10 page report that can save you from years of frustration and wasted effort.


A Discussion of Things That Affect Medical Sales Performance

This is a relaunch of The Medical Sales Guru Podcast. In this episode, Mace discusses many factors that affect your medical sales performance such as:

  • Why podcasts are valuable to medical sales reps
  • What you need to do to learn the skills and content to sell more effectively
  • Why you need to understand how your customers learn so you know how to sell to them
  • How to pressure-proof your presentations
  • Knowing who your real competitor is
  • How to stop working for free (which you might do on occasion, even though you’re collecting a paycheck)
  • Why you didn’t get into medical sales to make a living (it’s not what you think…listen and see if you agree)
  • Why you need to invest in your own success or you’re in big trouble
  • Why what you know doesn’t matter

Thanks for listening to The Medical Sales Guru Podcast.

Want to know 7 Things That Medical Reps Do to Kill Sales and How to Avoid Them? CLICK HERE to download a FREE 10 page report that can save you from years of frustration and wasted effort.


The Changing Model for O.R. Medical Sales Reps

I get asked this question often: “Is the model for reps who sell to operating rooms changing?” The answer is yes, as I also wrote about in The Medical Sales Blog. The most important thing that any rep who sells devices to operating rooms can do…is discussed in this podcast. It’s too important not to pay attention!

If this is a message that your healthcare sales team needs to hear, I’d be happy to deliver it at your next National Sales Meeting. Give me a call at 561.333.8080 and I’ll discuss exactly how I can help your sales team to drive profitable sales into the future.

Please comment with respect to the changing model for OR medical sales reps in the comments section below.


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!


Medical Sales Mistakes: Brief Encounters with Health Care Clinicians and Decision Makers—To Sell or Not to Sell?

What do you do when you have a chance encounter with a physician, nurse, materials manager, CEO, or any other health care decision-maker…do you go for the short, abbreviated sales presentation (e.g. the scrub sink sale), or do you wait for a better time.  I have done it both ways and I have worked with sales forces who have done it both ways and one way is almost always more advantageous.  In this podcast I recommend what works best in most situations, but of course, the final decision is up to you.  You may only have one opportunity—Decide well!


An Unwanted Title in Medical Sales — The Professional Visitor

Do you ever visit customers just to “check-in” ?  What a colossal waste of your time and theirs!  If you don’t have a purpose for the call…I mean a real purpose…that serves you, your company, the customer and the patient…then don’t make the call.  But I’m going to help you avoid that situation with a simple question that I offer up in this podcast.  After you listen, let me know how you avoid being “The Professional Visitor” by clicking on either “comments” or “no comments” in the box below and sharing with the world at .