The role of a medical sales representative involves navigating intricate dynamics with healthcare professionals. These professionals hold significant authority in determining a salesperson's access and the fate of a product. Consequently, many

The Most Most-Overlooked High-Value Medical Sales Skill

Aug 17th, 2022

Medical sales requires many skills, such as relationship skills, selling skills, and product knowledge. But there is one essential skill set that gets little attention. Competency in this area is often assumed. Big mistake! Learn what it is, wh

Managing The Financial Blindspots For Medical Sales Professionals

Feb 14th, 2022 35m 27s

Medical sales professionals have much on their plates: sales calls to plan, sales calls to make, customer service activities, etc. It’s all about building a business to generate as much income as possible. This all requires a strategy and a pla

How to up your medical sales game in a changed world

Oct 27th, 2021 26m 52s

The world has changed A LOT…over the last two years. It’s changed for your accounts, the stakeholders in your accounts, it’s changed for patients, and it’s changed for you. In this episode, I’m allowing you to listen to the October 2021 monthly

The Why is the secret to getting in & getting the sale

Jul 7th, 2021 9m 28s

Medical sales reps are often great at talking about their products with respect to “The How” and “The What.” However, it’s “The Why” that will get you in the door and gain a commitment for an evaluation or get you the order. In this episode, I

MEDICAL REPS: STOP DEVALUING YOUR TIME & RELEVANCE

Jun 2nd, 2021 9m 56s

Medical sales representatives often find it difficult to get time with doctors, dentists, and other healthcare stakeholders. These professionals are busy and their time is valuable. But guess what… So is yours! You’re busy. Your time is valuabl

Medical sales: using case studies to build relationships

Apr 27th, 2021 21m 34s

Medical sales representatives have been at a loss as how to engage and influence accounts and customers since COVID-19. Yet, there are more opportunities to sell products and services, not less. It all comes down to developing the type of relat

Why you should fear the customer, not the competition

Apr 20th, 2021 10m 33s

Medical sales representatives are often advised to target the competition. As a result they fear competitors might have better products and closer relationships with accounts. If you’re in medical sales, the competition isn’t your problem…It’s

USING LINKEDIN & OTHER SOCIAL MEDIA IN MEDICAL SALES

Feb 12th, 2021 19m 58s

During the last year, medical sales representatives have sought new ways to engage and sell to accounts and customers. Social media platforms like LinkedIn are an effective way of doing this, but…. Too many medical sales reps violate “the unwri

What do doctors & HCPs “really” want & expect from salespeople?

Feb 4th, 2021 15m 7s

New medical sales representatives frequently ask this important question when selling to doctors and other healthcare professionals: What do doctors want and expect?” There’s two answers. The first set of answers are the ones they will tell you

YOUR BEST MEDICAL SALES STRATEGY FOR 2021

Jan 8th, 2021 17m 38s

There is ONE THING that medical sales representatives MUST do to be relevant and SELL MORE in 2021… Medical sales professionals had their world turned upside down in 2020. Sure, some things are the same, but most HCPs are viewing their jobs thr

Conversation with Badger Maps CEO Steve Benson on Selling During and After COVID-19

Dec 10th, 2020 41m 52s

Steve Benson is the founder and CEO of Badger Maps, an incredible software that allows outside sales reps to work their territories with maximal efficiency. Steve’s company has access to data from over 5,000 companies – data that tells a story

Is medical sales still a good career after covid-19?

May 19th, 2020 15m 18s

The novel coronavirus has redefined our lives moving forward. The big question medical sales representatives are asking as we work to emerge from this crisis, is whether or not medical sales is still a good career. How will it be different? Wha

Focus on the patient and sell more!

Sep 20th, 2019 10m 58s

Medical sales reps often forget why they do what they do. Sure, you sell to earn a commission, but ultimately it’s to make a difference for the patient or those that treat patients. If you stay focused that “the patient always comes first,” you

The Big Mistake of bribing your way into physician offices with food

Jun 6th, 2019 12m 7s

Medical sales representatives often use food as an access method to physicians’, dentists’, and other HCPs’ offices. Will it get you in? Yes. But in most ways, it’s counterproductive and weakens your value. Here’s why and how to gain access in

Overcoming Customers’ Perception of Your Youth & Inexperience

May 22nd, 2019 15m 8s

If you’re new to medical sales and on the young side of the age curve, a challenge might be establishing credibility. In fact, establishing creditability is not necessarily a function of age (pay attention you older and more experienced reps!).

If your biggest problem is gatekeepers, you have bigger problems

May 8th, 2019 10m 14s

When I’m delivering live workshops, the challenge that comes up over and over again is…you guessed it – getting past gatekeepers. This challenge is really a sign of a bigger, more urgent problem that needs to be solved. Sales managers, pay atte

Medical sales reps: you are the brand

May 1st, 2019 19m 13s

Medical sales representatives who represent products with strong brands have confidence. A known brand can get you in the door. But here’s something only skilled, successful medical sales reps know and understand: As a medical sales rep, YOU ar

Medical sales reps: Are your customers “cheating” on You?

Apr 23rd, 2019 11m 1s

This week, the Medical Sales Guru Podcast looks at a heart-breaker: That pain you experience when you learn your customers are flirting…or cheating with the competition. It’s going to happen, and you’re not going to like it. Deal with it! That’

Banning medical sales reps from the operating room – it’s not the worst thing…

Apr 3rd, 2019 19m 27s

Medical sales representatives who sell products used in the operating room tend to freak out a bit when they hear reports of sales reps being banned in the O.R. Could this happen? Yes, in fact, it’s happening already. But before you think this

Medical Reps: Resist the Urge to Be A Yes-Person

Mar 27th, 2019 15m 48s

Medical sales representatives are taught to provide good customer service. They also adapt the attitude that “the customer is always right.” While these tenets of sales may be good to follow, being a compliant yes-person during medical sales co

The Future for Medical Sales Representatives

Mar 13th, 2019 8m 10s

Medical sales representatives often ask me whether the role of medical sales reps will change, or even if medical sales reps will be around in the future. Take a look with me in the crystal ball as I share my thoughts as to what the future hold

The Medical Sales Rep’s Number One Way to Increase Engagement and Sell More

Feb 27th, 2019 16m 22s

Medical sales representatives are always searching for ways to sell more in their territories. The reality though, is that 95% or more of all medical sales reps just keep doing the same thing over and over. Yet, there is a very simple (alth

Remove Doubt from the Sales Call by Selling Yourself First

Jan 16th, 2019 11m 46s

Medical sales reps often approach difficult customers with anticipation. Unfortunately, they often anticipate NOT getting the sale! It makes little sense to make a sales call that you expect to fail. Why does this happen? Often, it’s becaus

Identifying the Decision-makers in Medical Sales

Nov 15th, 2018 8m 25s

Medical sales representatives often give the sales effort everything they’ve got, only to discover they’re talking to the wrong person. What?Chances are, you no longer sell in a world where clinical personnel are the only decision makers. How