10 episodes

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.

Medical Sales Guru Podcast Mace Horoff

    • Business

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.

    Focus on the patient and sell more!

    Focus on the patient and sell more!

    Medical sales reps often forget why they do what they do. Sure, you sell to earn a commission, but ultimately it’s to make a difference for the patient or those that treat patients. If you stay focused that “the patient always comes first,” you’ll elevate yourself and your products in your customers’ eyes. Listen to … Continue reading Focus on the patient and sell more! →

    • 10 min
    The Big Mistake of bribing your way into physician offices with food

    The Big Mistake of bribing your way into physician offices with food

    Medical sales representatives often use food as an access method to physicians’, dentists’, and other HCPs’ offices. Will it get you in? Yes. But in most ways, it’s counterproductive and weakens your value. Here’s why and how to gain access in ways that help, not hinder, the sale. For more information about the webinar masterclass … Continue reading The Big Mistake of bribing your way into physician offices with food →

    • 12 min
    Overcoming Customers’ Perception of Your Youth & Inexperience

    Overcoming Customers’ Perception of Your Youth & Inexperience

    If you’re new to medical sales and on the young side of the age curve, a challenge might be establishing credibility. In fact, establishing creditability is not necessarily a function of age (pay attention you older and more experienced reps!). This is a common concern. I get asked about it often. And it IS a … Continue reading Overcoming Customers’ Perception of Your Youth & Inexperience →

    • 15 min
    If your biggest problem is gatekeepers, you have bigger problems

    If your biggest problem is gatekeepers, you have bigger problems

    When I’m delivering live workshops, the challenge that comes up over and over again is…you guessed it – getting past gatekeepers. This challenge is really a sign of a bigger, more urgent problem that needs to be solved. Sales managers, pay attention! Please share your thoughts in the comments. Thanks! CLICK HERE TO learn how … Continue reading If your biggest problem is gatekeepers, you have bigger problems →

    • 10 min
    Medical sales reps: you are the brand

    Medical sales reps: you are the brand

    Medical sales representatives who represent products with strong brands have confidence. A known brand can get you in the door. But here’s something only skilled, successful medical sales reps know and understand: As a medical sales rep, YOU are the brand. I discuss this important concept and more in this week’s Medical Sales Guru Podcast. … Continue reading Medical sales reps: you are the brand →

    • 19 min
    Medical sales reps: Are your customers “cheating” on You?

    Medical sales reps: Are your customers “cheating” on You?

    This week, the Medical Sales Guru Podcast looks at a heart-breaker: That pain you experience when you learn your customers are flirting…or cheating with the competition. It’s going to happen, and you’re not going to like it. Deal with it! That’s what this episode is about – a light-hearted look at your need to get … Continue reading Medical sales reps: Are your customers “cheating” on You? →

    • 11 min

Customer Reviews

gjstacey ,

Easy to listen to and full of useful info

I’m just switching from working as a healthcare worker to medical sales. Although I know a little about sales- so far this podcast has been quite easy to listen to and full of useful information. I hope there are many more episodes to come.

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