Identifying the Decision-makers in Medical Sales

Medical sales representatives often give the sales effort everything they’ve got, only to discover they’re talking to the wrong person. What?

Chances are, you no longer sell in a world where clinical personnel are the only decision makers. How do you identify the others and avoid finding yourself in the trap of selling to the wrong people?

This short podcast  will answer this important question. Better to find out earlier than later, right?

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The Medical Sale: How to Close

How to close the deal in medical sales is one of the most discussed skills. Every sales rep has heard, “You have to ask for the business.”

Since this knowledge is so widespread, why do so many medical sales representatives do it wrong?

Medical sales speaker Mace Horoff discusses the keys to closing in this short podcast.

CLICK to learn how to optimize your medical sales performance in just 10 minutes a day.


Medical Sales Reps: Features & Benefits Could Kill Your Sale

Medical sales representatives often cling to features and benefits as the foundation of their medical sales presentations.

Newsflash: It could be killing the sale! Watch this short video to learn the nuances about how to use features and benefits and why it’s critical that you use caution.

Ready to Stop Experimenting with Your Medical Sales Career?
Check Out Medical Sales Academy


Time & Territory Management for Medical Sales Representatives

Medical sales representatives either manage their territory, or their territory manages them. How can you create time for selling and all the other tasks your medical sales job requires?

It starts by taking inventory of your customers and the time available. Check out this podcast to start gaining more control over your time and territory.

Ready to learn the nuances of effective medical selling?


Medical Reps: Customer Service Activities Are Also Sales Opportunities

If you work as a medical sales representative, delivering customer service is probably a big part of your job. Too often though, medical reps fall prey to focusing on customer service activities at the cost of sales. Why not do both? This podcast episode will help you balance your customer service activities while continuing to drive sales for continuous sales growth.

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Describe your medical sales situation and I’ll tell you the ONE THING to do next, absolutely FREE.


Success in Medical Sales Means Showing Up!

You may have heard the quote . . . “Success is 80% showing up.” Is this true? In medical sales, definitely.

But what exactly does this mean to you?

It’s worth a listen, don’t you think. Especially since, well, 80%!

Learn the secrets of Top Medical Reps and Get Support to Help You Get There. How? It’s called Medical Sales Academy.


Winging It in Medical Sales: The Road to Bad First Impressions

Medical sales reps hope to make a great first impression with prospects and customers. Yet, few spend the time planning to ensure this will happen.  

Ever hear a prospect say, “I’m not interested”? 

If so, you didn’t create a good first impression. A lost opportunity. 

If first impressions are so important, why don’t medical reps make time to prepare and plan?  

Because they overestimate their own sales abilities while underestimating things that can go wrong. 

What can you do? Plan ahead…and you can start by gaining some insight as Mace presents a case study and offers some things to pay attention to so your first impressions are delivered untarnished. 

Tell me your biggest challenge in medical sales and I’ll tell you the one thing you should do next.


Drop “The Drop-By” Mentality – It’s Costing You!

Medical sales representatives stay busy. Frequently, part of staying busy is “The Drop-By.” This is where medical reps “drop by” one of their accounts – a doctor’s office, clinic, dental office, therapy center, clinic, etc. – without an appointment. They hope for a few minutes of a decision-makers time, but they’re quite happy if they just get to leave some information. BIG MISTAKE! If you do this, it might be costing you sales…Lots of Sales! Watch this short video to learn why and stop leaving money on the table!

Tell me your biggest challenge in medical sales and I’ll tell you the one thing you should do next.


Avoiding Delay During Crisis Medical Sales

Medical sales representatives know that if things are going smoothly, it’s only a matter of time until crisis strikes. Why? Because crisis comes with the territory. Recognizing it and addressing it are critical. Listen as Mace Horoff discusses avoiding delay when it comes to crisis and how it could impact your career long term.

Tell me your situation in medical sales and I’ll tell you the ONE THING you should do NEXT, customized specifically for you, absolutely FREE.


Selling to Doctors

Selling to Doctors. If you’re a medical sales representative or pharmaceutical sales representative, doctors may be one of your touch points. Is selling to doctors difficult? It depends. In this short video, Mace Horoff emphasizes some of the key points about selling to doctors (and other HCPs as well)  so you can have better sales calls and generate better sales outcome.

Tell me your biggest medical sales challenge. I’ll tell you the ONE THING you should do NEXT, customized specifically for you, absolutely FREE.


The FREE Podcast for Medical Sales Professionals