Overstaying Your Welcome: How Frequently Should You Call on a Healthcare Customer
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 […]
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 •
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 […]