Mace Horoff

There is a huge myth in the medical sales community that relationships are everything. That’s a bunch of BS.  Are relationships important? Yes, to a point. The problem is that too many medical sales representatives base their sales approach on trying to be liked instead of trying to be effective. I have to stifle my […]

As a medical sales rep, you may feel like you’re constantly dealing with a delicate balance. You want to sell as much as you can to your customers, but you don’t want to over-do it—you want to be reasonable. How much is enough and how much is too much? It depends on you. If your […]

If you’re a medical sales professional with a large territory, the geography you cover offers an additional challenge to the many you face. The challenge is getting in front of customers on a regular basis. Instead of strategically planning personal visits, reps default to cold-calling by telephone or email to land appointments. The problem is […]

Medical Sales Reps Must Never Mistake Customer Loyalty for Reduced Expectations Medical sales reps sometimes make the mistake of thinking that the longer they’ve had a healthcare professional as a customer, the more secure that business is. It’s as if the length of the relationship buys you some forgiveness and understanding if you can’t always provide […]

Medical sales representatives have something in common with their customers: they are consumers. We all buy goods and services. It’s normal to want the best product, with the best service, at the best price. If we can’t have all three, we might be willing to compromise if one or two are significantly high to outweigh […]

Late one afternoon last week I answered my office phone. A woman said, “Hello. Can I please speak to the owner?” An opening like tells me that I will soon be hanging up on an annoying telephone solicitor. I always make an effort to be polite, but I value my time and unprepared, unprofessional salespeople […]