Medical Sales Guru Podcast
By Mace Horoff
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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.
||CleanDon’t Hide From Mistakes in Medical Sales||…And Yes, There Will Be Mistakes It’s not about whether or not you’ll make mistakes as a medical sales professional–it’s about how you handle it! Sales reps spend years building a reputation, only to have it collapse when they mishandle an unexp||4 5 2016||Free||View In iTunes|
||CleanThe Cost of Inaction in Medical Sales||Medical sales reps say it all the time: “You gotta spend money to make money.” It sounds good, but so many sales reps…as well as their prospects and customers…only consider the cost of action, while neglecting the cost of inaction. Big mistake.||28 4 2016||Free||View In iTunes|
||CleanMedical Sales Rep Behaviors to Avoid||As a medical sales representative, you work hard to develop relationships and build your reputation. It can take years to achieve this. Yet, too often, you’ll see medical sales reps exhibiting behaviors that serve to detract from and diminish how they .||16 3 2016||Free||View In iTunes|
||CleanWhen Customers Don’t See An Advantage Using Your Product||Medical sales training at your company probably never covered this! What do you do when customers fail to see all the wonderful advantages your product has over what they’re currently using? It’s a bit frustrating, isn’t it? I mean,||3 3 2016||Free||View In iTunes|
||CleanMedical Sales: When Your Product Isn’t As Good As The Competition’s||What do you do when your competitor has what is considered to be a truly better product? Do you give up, stop trying and look for a sales job with a company that has better products? Hell no! No company will ever have the best product on the market i.||18 2 2016||Free||View In iTunes|
||CleanHow to Have a Better Year, Quarter, or Month in Medical Sales||My apologies for the length of time since my last podcast. After 17 years in the same place, I moved my home and my office. Truth be told, my new studio isn’t even set up yet–this was recorded using a portable recorder.||18 12 2015||Free||View In iTunes|
||CleanDetailing is Dead. Do this instead…||Few things make my stomach tighten like when someone refers to medical sales professionals as “detail-people.” Yet, I must confess, most medical sales reps I encounter don’t sell, they detail. If you’re a detailer (and there is a high probabilit||10 11 2015||Free||View In iTunes|
||CleanCall Notes – A Big Step Towards Beating the Competition in Medical Sales||Medical sales is a process. A big part of that process is follow-up, but how do you follow-up if you can’t recall the specifics from your last sales conversation? In this podcast, medical sales expert Mace Horoff discusses how to use call notes,||3 10 2015||Free||View In iTunes|
||CleanDon’t Try to Steal the Customer’s Power||As a medical sales speaker who spends a lot of time training aspiring and experienced medical sales representatives, I love it when sales reps use terms like “evidence-based selling.” Selling in healthcare certainly demands the ability to discuss scie||3 9 2015||Free||View In iTunes|
||CleanThe Risks of Intuitive Selling in Medical Sales||Most of the medical sales representatives I have met sell intuitively. In other words, their sales strategies and tactics are based on what they think will work. This is a dangerous way to sell to healthcare providers and institutions.||6 8 2015||Free||View In iTunes|