Medical Sales Guru Podcast

In this episode of the Medical Sales Guru podcast, Mace Horoff interviews Mark Copeland, known as the ‘value analysis whisperer.’ They discuss essential advice for new medical device sales representatives, including the importance of mentorship, learning medical terminology, and building relationships within the healthcare community.   Mark shares his insights on leveraging technology, establishing a personal brand, and mastering sales techniques to excel in the competitive medical sales field. The conversation emphasizes the significance of commitment, continuous learning, and doing what’s best for the patient. In this engaging conversation, Mark Copeland and Mace Horoff delve into the intricacies of medical sales, emphasizing the importance of continuous learning, building relationships with doctors, and the evolving dynamics of the healthcare industry. They discuss strategies for networking, the significance of understanding business terminology, and the role of nurses and hospital leadership in decision-making.   The dialogue also highlights the value of mentorship, the necessity of a professional appearance, and the art of negotiation, all while maintaining a light-hearted tone that makes the insights accessible and relatable. __________________   For more details about the complimentary masterclass and FREE registration, visit https://MedicalSalesEdge.com. #medicalsalesrep #healthcaresales #medtech #medicaldevicesales

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 mindset often results in medical reps becoming commodity salespeople who fail to distinguish themselves in a crowded marketplace.  In this podcast, Mace delves into the critical importance of accurately assessing one’s competencies in a field where shortcomings can have serious consequences. Break away from playing overly safe, acquire indispensable skills, and set the stage for a successful long-term career in medical sales. For more details about the complimentary masterclass and FREE registration, visit https://MedicalSalesEdge.com. #medicalsalesrep #healthcaresales #medtech #medicaldevicesales

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.

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.nm.com). Daniel is a personal wealth advisor who specializes in helping medical sales professionals to create and achieve long-term financial success. We discuss the things to pay attention to now that can improve your financial situaion moving forward. You can listen to the audio podcast version on iTunes and most podcast platforms. Learn How To Leverage Hidden Opportunities In The Post-pandemic To Ethically Sell More In Less Time by watching this critical 15-minute presentation by Mace Horoff. Go to https://SellMoreLessTime.com

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 you up your game if you want to stay competitive in a much-changed market. Please leave a comment and let me know your thoughts. For more information about how to up your medical sales game every day for the rest of your career, check out Medical Sales Academy.

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 healthcare accounts at https://medicalsalesacademy.com

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 productive mindset when calling on HCPs and other decision-makers in your accounts. Learn how you can sell more to HCPs and healthcare at https://medicalsalesacademy.com

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 studies to help foster these relationships. Please leave a comment to share your thoughts or ask any questions. Learn how you can sell more to HCPs and healthcare at https://medicalsalesacademy.com

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.\r\n

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 this episode, the how-to’s and how-not-to’s for using LinkedIn and other platforms to engage with doctors, dentists, and other HCPs and stakeholders is discussed. You can jump on board now, or you can wait and play catch-up later. Check it out and learn how to use social media to help grow your territory… And please leave a comment to share your social media experiences as a medical sales professional. For more information about how to gain access, sell more, and retain business without making costly mistakes, go to MedicalSalesAcademy.com

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 discussed in this podcast episode. Whether you’re an emerging medical sales rep or a medical sales professional who has been working a territory for decades, it’s good to know the answers to this question. Please let me know your thoughts in the comments below…and while you’re here, please subscibe to the channel if you find value. Thanks!

There is ONE THING that medical sales representatives MUST do to be relevant and SELL MORE in 2021… Medical sales professionals had their world turned upside down in 2020. Sure, some things are the same, but most HCPs are viewing their jobs through a different lens. This can be bad news for medical reps who just keep working the territory as before, but… Medical reps who know, understand and leverage the strategy that’s discussed here will find more opportunities in their territories than ever before. Want to know what it is? Don’t miss this important key as you move into 2021 and beyond! Learn how you can sell more to HCPs and healthcare at https://medicalsalesacademy.com

Steve Benson is the founder and CEO of Badger Maps, an incredible software that allows outside sales reps to work their territories with maximal efficiency. Steve’s company has access to data from over 5,000 companies – data that tells a story about how sales has changed since COVID-19 appeared in the U.S. In this special edition of the Medical Sales Guru Podcast and Medical Sales Channel, I interview Steve about changes in the sales landscape and what sales reps should be doing right now to prepare for the post-COVID world. Enjoy and benefit from Steve’s unique perspective! If you prefer to watch the interview, you can watch it here.

The novel coronavirus has redefined our lives moving forward. The big question medical sales representatives are asking as we work to emerge from this crisis, is whether or not medical sales is still a good career. How will it be different? What can I do to adapt. These questions are answered in this episode of The Medical Sales Guru Podcast.

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 this short podcast episode to learn how to leverage the power of a patient focus. Click Here to Register for our FREE webinar masterclass next Wednesday: “How to Sell More ALMOST IMMEDIATELY By Changing The Sales Story You Tell Healthcare Professionals… Without Being a Pushy Sales Rep”

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 discussed in the video, CLICK HERE

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 REAL ISSUE. So, have a seat, turn up the volume and listen as I discuss this important subject. You can also listen on iTunes. Just search “The Medical Sales Guru Podcast.” BTW, it would be really cool and most appreciated if you could leave a review, so Thank You! For more information about the complimentary masterclass mentioned at the end of the video, please Click Here.

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 to close THE GAPS in your medical sales approach and sell more.

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. Attend a free webinar masterclass on Wednesday to learn how to change the medical sales conversation to engage and sell more. CLICK HERE to register and for more information.

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 real with this part of the business. Medical sales is tough. Why go it alone. Get training and ongoing support on your journey. Click Here for More Info. Post to Delicious Digg This Post