Medical Sales Guru Podcast

Jan 02 2024 581

Medical Sales Guru Podcast artwork

Medical Sales Guru is the free weekly podcast that is dedicated to driving success for Medical Sales Professionals that provide goods and services to the health care industry and its providers. Each week medical sales expert Mace Horoff and his guests will present medical sales tips and selling techniques for the medical device, pharmaceutical, medical equipment and medical diagnostics industries.

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STOP SETTLING: How Playing it Safe is Killing Your Medical Rep Career in 2024

The role of a medical sales representative involves navigating intricate dynamics with healthcare professionals. These professionals hold significant authority in determining a salesperson’s access and the fate of a product. Consequently, many representatives opt to play it safe, fearing potential alienation that might hinder future sales opportunities. This cautious

The Most Most-Overlooked High-Value Medical Sales Skill

Medical sales requires many skills, such as relationship skills, selling skills, and product knowledge. But there is one essential skill set that gets little attention. Competency in this area is often assumed. Big mistake! Learn what it is, why it's necessary, and some ways for you to start gaining and using it now.

Managing The Financial Blindspots For Medical Sales Professionals

Feb 14 2022 35 mins

Medical sales professionals have much on their plates: sales calls to plan, sales calls to make, customer service activities, etc. It's all about building a business to generate as much income as possible. This all requires a strategy and a plan, but do you have a plan for your financial future? In this episode, I have an interesting conversation with Daniel Rooney (danielrooney.n

How to up your medical sales game in a changed world

Oct 27 2021 26 mins

The world has changed A LOT...over the last two years. It's changed for your accounts, the stakeholders in your accounts, it's changed for patients, and it's changed for you. In this episode, I'm allowing you to listen to the October 2021 monthly call I recorded for my Medical Sales Academy members. I've never done this before, and probably won't again, but it's important that

The Why is the secret to getting in & getting the sale

Jul 07 2021 9 mins

Medical sales reps are often great at talking about their products with respect to "The How" and "The What." However, it's "The Why" that will get you in the door and gain a commitment for an evaluation or get you the order. In this episode, I discuss the power of "The Why" and how to apply it in medical or high-stakes selling. Learn how you can sell more to HCPs and healthcar

Medical Reps: stop devaluing your time & relevance

Jun 02 2021 9 mins

Medical sales representatives often find it difficult to get time with doctors, dentists, and other healthcare stakeholders. These professionals are busy and their time is valuable. But guess what... So is yours! You're busy. Your time is valuable. And hopefully, when you meet with these professionals, your message is relevant and helpful. This episode discusses how to adapt a pro

Medical sales: using case studies to build relationships

Apr 27 2021 21 mins

Medical sales representatives have been at a loss as how to engage and influence accounts and customers since COVID-19. Yet, there are more opportunities to sell products and services, not less. It all comes down to developing the type of relationships with your accounts that drive business. That's what this episode is all about, and specifically, how to create and use case studie

Why you should fear the customer, not the competition

Apr 20 2021 10 mins

Medical sales representatives are often advised to target the competition. As a result they fear competitors might have better products and closer relationships with accounts. If you're in medical sales, the competition isn't your problem...It's the customer! I tell you why in this short video and what you should do to address it.

USING LINKEDIN & OTHER SOCIAL MEDIA IN MEDICAL SALES

Feb 12 2021 19 mins

During the last year, medical sales representatives have sought new ways to engage and sell to accounts and customers. Social media platforms like LinkedIn are an effective way of doing this, but.... Too many medical sales reps violate "the unwritten rules" of social media engagement, turning-off customers and missing opportunities. The good news is this is easily fixed! In th

What do doctors & HCPs “really” want & expect from salespeople?

Feb 04 2021 15 mins

New medical sales representatives frequently ask this important question when selling to doctors and other healthcare professionals: What do doctors want and expect?" There's two answers. The first set of answers are the ones they will tell you. The second set of answers are often unspoken, but just as important as the first...maybe even more so. Both set's of answers are