Category Archives: Selling in a Changed Healthcare World

One of The Best Ways to Build Customer Relationships in Medical Sales

In medical sales, are relationships important? Yes.  And no.

Almost all sales reps are aware of the importance of building customer relationships, but many go about creating them the wrong way.

Want to know a great way to create strong relationships? I thought so. You’re in the right place. Take 15 minutes and listen on the player below (or you can listen on iTunes).

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!) .

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.


The Price of Not Staying Ahead of the Change Curve in Healthcare

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.


Proactively Facing Medical Sales Challenges With The Affordable Care Act Before It’s Too Late

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.


Medical Sales Reps…Your Managers Must Fire You If You Don’t Do This!

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.