by Mace Horoff • Blog, Communicating value, Medical sales planning, Medical Sales Skills • 4 Comments
How frequently should you call on a customer when you sell in healthcare? If you call on someone too often, you might anger them (at least this is what many reps tell themselves). And if you don’t call on them often enough, you’re losing opportunities to make a sale (which is true). I always ask […]
by Mace Horoff • Blog, Competition, Medical Sales Performance, Medical sales planning • Tags: why did you get the medical sale • 0 Comments
There is a great maxim in sales that says, “Once the sale is made, stop selling.” That’s good advice. At some point, though, you should find out why the customer bought. Medical sales is very competitive. No one likes to lose the sale to another company or rep. In fact, when it happens, it can […]
by Mace Horoff • Blog, Medical sales communication, Medical Sales Performance, Medical sales planning, Uncategorized • Tags: Communications medical sales • 2 Comments
Medical sales representatives are busy people. As a result, they sometimes take things for granted, which leads them to make assumptions that cause grief and lost business. The most dangerous assumptions are when you assume to understand a customer’s expectations or assume that a customer understands your intentions. In healthcare, unclear communications cost time, money, […]
by Mace Horoff • Blog, Future of Medical Sales, Medical sales planning • Tags: Medical sales 2014 • 0 Comments
The beginning of a new year is when many medical sales reps look take a look at their territories. They look for ways to develop new customers and sell more to existing ones. It’s a fresh start, at least from the standpoint of your sales numbers. One thing all rational salespeople realize: If they keep […]
by Mace Horoff • Blog, Medical Sales Performance, Medical sales planning, Medical Sales Skills • Tags: crash and burn, decision-making, go-around • 1 Comment
Last week as I began my day in the office preparing for a keynote presentation, the cloudless blue sky beckoned me to take my airplane (Sales Pilot, remember?) for a short ride. I launched on a quick flight to get some breakfast at an airport café about 20 minutes away. Flying conditions were perfect with […]
by Mace Horoff • Blog, Medical Sales Performance, Medical sales planning • Tags: you don't have to go it alone • 0 Comments
Medical sales representatives tend to be competitive people who like to produce results. Unfortunately, many don’t consider a win, a win unless they achieve it on their own. This is a mistake, especially since many sales reps have a host of people they can call on for assistance. The sale is becoming more complex with […]
by Mace Horoff • Blog, Future of Medical Sales, Medical Sales Performance, Medical sales planning, Medical Sales Skills • Tags: must have, nice to have • 1 Comment
Almost every medical sales rep thinks his or her product is the best thing since sliced bread, i.e., something the customer “must have.” But how do the decision-makers in your accounts consider your product or service? Is it a “must-have” or just a “nice-to-have?” You may have even heard the actual words from your customers. […]
by Mace Horoff • Blog, Medical Sales Performance, Medical sales planning, Uncategorized • Tags: success factor medical sales in your pocket, the medical sales calendar • 0 Comments
After penning the title for this article, it occurred to me that some medical sales representatives probably have no idea what I’m referring to. You might be thinking that the key to success that spends time in your pocket is: Your car keys: Wrong by a long shot. What you drive has nothing to do […]
by Mace Horoff • Blog, Customer Service, Medical Sales Performance, Medical sales planning, Uncategorized • Tags: flash mob and medical sales • 0 Comments
I thought I would share something with you in this post that is a little bit different, but very relevant. It’s a youTube video of a flash mob at a train station in Copenhagen. Notice that it begins as something we have all seen in public…one or two people assembling to play music. There are […]
Information Retrieval and Redundancy are Critical Success Factors for Medical Sales
by Mace Horoff • Blog, Medical Sales Management, Medical sales planning, Medical Sales Time Management, Uncategorized • Tags: medical sales data, medical sales organization • 5 Comments
A few months ago, I was talking to Denise, a medical sales rep who was asking for some help with a specific sales challenge. I asked her for some specific information to better define the problem. She said, “Wait a second…I have that written down.” She pulled out a large planner, about the size of […]