Medical Sales Relationship

The Changing Model for O.R. Medical Sales Reps

Mace HoroffBlog, Future of Medical Sales, Medical Sales Relationship, Uncategorized sales reps banned from OR

I’ve been getting a lot of calls lately from sales representatives asking me if I think the rep model will change. It’s already changing. More hospitals around the country are adopting a model where representatives are no longer used in the operating room during orthopedic recon cases. In fact, the representatives are not even allowed in the operating […]

Don’t Tell Doctors and Other Healthcare Experts What They Should Know or Should Do

Mace HoroffBlog, Medical Sales Performance, Medical Sales Relationship, Medical Sales Skills

It amazes me when I’m with salespeople who try to tell a doctor or other healthcare expert what he should know or should do. It’s intuitive for salespeople to do this, but they need to realize that too often, they’re just pissing off the customer. Let’s put this in perspective so you understand the dynamic that’s […]