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.
||CleanMedical Sales: Scenes from an Unprofessional Sales Call||Most of the medical sales reps I know will be the first to rant about poor salesmanship when they experience it. But…are they blind to seeing the same behaviors in themselves? In this episode of the combined Medical Sales Guru Podcast and Medical Sales.||22 2 2017||Free||View in iTunes|
||CleanWhat Medical Sales Success IS . . . and What It Is NOT!||All medical sales reps want to be successful. Heck, why else would they enter such a competitive field that requires an extraordinary amount of hard work… But…what is the definition of success? You’ll might find it changing as you move through your||14 2 2017||Free||View in iTunes|
||CleanWhy “Detail Selling” (aka The One Minute Sales Pitch) Is A Stupid Idea||It seems like nothing short-circuits a medical sales rep’s brain quicker than getting a moment with a doctor or other HCP. Most go immediately into the quick one-minute sales pitch. It’s almost like the mouth starts moving automatically. . .||8 2 2017||Free||View in iTunes|
||CleanMedical Sales: Don’t Apologize for Offering Value||Why do so many medical sales reps sound like they’re apologizing during their sales calls? Maybe it’s because they’re not convinced of the value they offer. In this podcast, Mace describes a different way to think about your sales calls,||1 2 2017||Free||View in iTunes|
||CleanHow Intuitive Selling Can Hold Back Medical Sales||You’re a medical sales pro. In any situation, you know what to do and what to say. It comes naturally. You go by what your gut is telling you. It’s your . . . Intuition. Selling by intuition can be beneficial. It could also be detrimental. How?||18 1 2017||Free||View in iTunes|
||CleanHow to “Earn the Right” in Medical Sales||Professional medical sales representatives don’t carelessly throw around words without knowing what the words mean. Reps who are new in a territory or trying to land a new customer often discuss “earning the right” to do business with that customer.||11 1 2017||Free||View in iTunes|
||CleanGet Comfortable Making Healthcare Customers Uncomfortable||Happy 2017 . . . and before you get too comfortable in the New Year, let’s talk about getting uncomfortable. How? By making your customers Un-Comfortable. It’s not just smart, it’s really what you get paid to do.||4 1 2017||Free||View in iTunes|
||CleanIdeas to Rock Your Medical Sales Territory in 2017||All medical sales reps look forward to having a good year. Whether you’re starting a new year, or well into the current one, here are some ideas that will help to ensure you’re maximizing the sales opportunities in your territory.||21 12 2016||Free||View in iTunes|
||CleanMedical Sales Call Frequency and The Value of Being Seen||In medical sales, it is important to be seen. Why? Because customers are more likely to buy from sales reps they see on a regular basis than those who show up only when it’s time for a sale. So, how often should you be seen? How much is “enough?||14 12 2016||Free||View in iTunes|
||CleanMedical Sales: Why Dropping Off Brochures is a REALLY Bad Idea||Okay medical sales rep –admit it. You’re guilty. You’ve done it. You’ve visited an account, and when you didn’t get in to see your target prospect, you left a brochure . . . and you probably felt like you did something productive. NOT!||7 12 2016||Free||View in iTunes|