A Strategy to Address the Price Issue in Medical Sales
“The materials manager called. She said I need to lower my price by 5% or she’s going to have to change vendors. Price is the only thing she cares about. She just doesn’t get it.” Medical sales reps say that price is one of the biggest issues they face on an ongoing basis. No surprise […]
The Risk and Myth of the Good-Looking Sales Rep in Medical Sales
by Mace Horoff • Blog, Communicating value, Uncategorized Tags: Hiring and training medical sales, medical sales good looking sales reps, pretty sales representatives medical sales •
People are often hired as medical and pharmaceutical salespeople because of their good looks. Most hiring authorities will deny this, but I’ve worked in these industries long enough to know better. Multiple times I’ve walked into rooms to deliver a sales program to a healthcare sales force, thinking I was on the set of a […]