Why did I rewrite the book on medical sales? The world of medical sales is a dynamic and constantly shifting landscape, far removed from what it was even a decade ago. This is precisely why my book, “Mastering Medical Sales,” underwent a complete reimagining to become “Mastering Medical Sales—The Evolution”. The original insights, published […]
As we reflect on the recent Super Bowl game, there’s a profound lesson for medical sales professionals. The game of football, much like medical sales, is a zero-sum game where every move counts and every opportunity seized or missed can make all the difference between victory and defeat.
Recently, I came across this post from my LinkedIn connection, Patrick Jamnik, President of Episurf Medical. It had me laughing out loud, first, because it’s clever and well-written, and second because it’s accurate. As someone who has presented at countless national sales meetings for medtech companies, Patrick’s humorous categorization of the different types of “guys” […]
The familiar adage of being a “problem solver” for your accounts is well known in medical sales. While it’s impossible to fix every issue that arises, the goal is to tackle the challenges within your realm of influence, especially those that concern your role in the process.Picture the intricate web of players involved in acquiring […]
In the dynamic world of medical sales, the landscape is evolving faster than ever. As technology continues to advance, the arsenal of tools available to medical sales professionals is expanding, and many view these tools as ways to make their jobs easier or even fill in any gaps in their knowledge or experience. It’s important to […]
Picture a medical sales representative striding into a doctor’s office, armed with a suitcase full of shiny brochures, impeccable knowledge about their product, and an intense desire to make a sale. But wait…something’s missing. Empathy! In the hustle and bustle of the medical sales world, it’s time we address the need for representatives to focus […]
Medical sales is difficult enough without the redundant mistakes that work against the sale. What am I talking about?Imagine this: you’re a medical sales representative, strolling confidently through the O.R. or hospital corridor, gleaming with ambition. When you catch sight of a doctor at the scrub sink or in the hallway, you get excited and […]
Doctors and other HCPs have to deal with medical sales representatives who seem to have an uncanny ability to ask the most ridiculous or even stupid questions. It’s like they’ve mastered the art of sounding like every other sales rep out there. The saddest thing is that due to a lack of any real sales knowledge, these reps tend to blame the prospect for not showing interest.
Everyone knows you’re a sales rep and
Is there a medical sales success secret? When seeking advice on excelling in medical sales, the usual response is to work hard, put in long hours, outshine your competitors, and always be accessible to clients. However, a critical aspect of success often goes unmentioned: learning how to detach from work. While this may sound simple, […]
There is a fundamental issue underlying most of the daily challenges faced by medical sales representatives. Here’s the core of it:Medical sales representatives tend to focus on the sale rather than thinking like the doctor, nurse, materials manager, hospital CFO, or any other stakeholder they sell to.For example, imagine approaching a doctor by thinking like […]
One of the most frequently asked questions from medical reps is, “How often should I call on an account or prospect?” To illustrate the importance of having a sales conversation strategy, I’m going to ask you to be the sales prospect for a moment. Let’s say you’re shopping for a common consumer purchase—a car. You […]
If you’re a medical sales professional who has worked a territory for more than just a few months, you’ll eventually lose an account to a competitor. You probably don’t want to think about it any more than you want to think about having a car accident or needing a root canal, but it literally comes […]