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, why it's necessary, and some ways for you to start gaining and using it now.

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 plan, but do you have a plan for your financial future? In this episode, I have an interesting conversation with Daniel Rooney (danielrooney.nm.com). Daniel is a personal wealth advisor who specializes in helping medical sales professionals to create and...

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 call I recorded for my Medical Sales Academy members. I've never done this before, and probably won't again, but it's important that you up your game if you want to stay competitive in a much-changed market. Please leave a comment and...

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 discuss the power of "The Why" and how to apply it in medical or high-stakes selling. Learn how you can sell more to HCPs and healthcare accounts at https://medicalsalesacademy.com

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 valuable. And hopefully, when you meet with these professionals, your message is relevant and helpful. This episode discusses how to adapt a productive mindset when calling on HCPs and other decision-makers in your accounts. Learn how you can sell more to...

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 relationships with your accounts that drive business. That's what this episode is all about, and specifically, how to create and use case studies to help foster these relationships. Please leave a comment to share your thoughts or ask any questions. Learn...

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 the customer! I tell you why in this short video and what you should do to address it.

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 unwritten rules" of social media engagement, turning-off customers and missing opportunities. The good news is this is easily fixed! In this episode, the how-to's and how-not-to's for using LinkedIn and other platforms to engage with doctors,...

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. The second set of answers are often unspoken, but just as important as the first...maybe even more so. Both set's of answers are discussed in this podcast episode. Whether you're an emerging medical sales rep or a medical sales professional who has...

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 through a different lens. This can be bad news for medical reps who just keep working the territory as before, but... Medical reps who know, understand and leverage the strategy that's discussed here will find more opportunities in their...

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 about how sales has changed since COVID-19 appeared in the U.S. In this special edition of the Medical Sales Guru Podcast and Medical Sales Channel, I interview Steve about changes in the sales landscape and what sales reps should be doing right...

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? What can I do to adapt. These questions are answered in this episode of The Medical Sales Guru Podcast.

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’ll elevate yourself and your products in your customers’ eyes. Listen to … Continue reading Focus on the patient and sell more! →

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 ways that help, not hinder, the sale. For more information about the webinar masterclass … Continue reading The Big Mistake of bribing your way into physician offices with food →

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 ways that help, not hinder, the sale. For more information about the webinar masterclass … Continue reading The Big Mistake of bribing your way into physician offices with food →

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!). This is a common concern. I get asked about it often. And it IS a … Continue reading Overcoming Customers’ Perception of Your Youth & Inexperience →

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!). This is a common concern. I get asked about it often. And it IS a … Continue reading Overcoming Customers’ Perception of Your Youth & Inexperience →

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 attention! Please share your thoughts in the comments. Thanks! CLICK HERE TO learn how … Continue reading If your biggest problem is gatekeepers, you have bigger problems →

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 attention! Please share your thoughts in the comments. Thanks! CLICK HERE TO learn how … Continue reading If your biggest problem is gatekeepers, you have bigger problems →

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 are the brand. I discuss this important concept and more in this week’s Medical Sales Guru Podcast. … Continue reading Medical sales reps: you are the brand →

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 are the brand. I discuss this important concept and more in this week’s Medical Sales Guru Podcast. … Continue reading Medical sales reps: you are the brand →

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’s what this episode is about – a light-hearted look at your need to get … Continue reading Medical sales reps: Are your customers “cheating” on You? →

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’s what this episode is about – a light-hearted look at your need to get … Continue reading Medical sales reps: Are your customers “cheating” on You? →