Mace Horoff’s Post

When gatekeepers say, "S/he doesn't meet with sales reps," that doesn't include you. The perception of a "sales rep" is someone who is there to "sell something." Enter every office, hospital, or clinic with a Mission Mindset! You're there to inform, solve and prevent problems, and to make a difference in patient care. Most sales reps open with an "I want to show the Dr. something" approach. Presenting a value proposition that would appeal to the targeted stakeholder is infinitely more effective. What is the desired outcome your product provides? How does it solve a problem? Yes, your ultimate goal IS to sell something...that's how you get paid. Your income needs, however, won't motivate HCPs to buy. Helping them to understand how you can improve their situation or their patients' situation will. Make it all about them, their practice, and the patient. When the gatekeeper says the stakeholder doesn't meet with salespeople, lead with the mission, not the product. #MedicalSales #HealthcareSales #MedTech #PharmaSales #Hospital Sales

🚀 Innovation is key in MedTech sales! 🌟 In the fast-paced world of Medical Technology, staying ahead isn't just about the latest device; it's about how you bring it to the market. One strategy that's changing the game? Personalized, consultative selling. 🤝 Here's the scoop: Instead of a one-size-fits-all pitch, top MedTech sales pros are diving deep into the unique challenges of each healthcare provider. They're becoming trusted advisors, not just sellers. By understanding the specific needs of a hospital or clinic, they can tailor solutions that not only fit but also enhance patient care. It's a win-win! 🏥💡 This approach requires a blend of industry knowledge, empathy, and the ability to listen. And guess what? It's working wonders. Providers feel heard, and solutions are more impactful, leading to long-term partnerships and growth. 🌱 If you're looking to make your mark in MedTech, or if you're a company seeking that perfect candidate who can sell with insight and care, let's chat. We're in the business of making connections that not only dazzle but also make a real difference in people's lives. 💼❤️ #MedTechSales #InnovationInHealthcare #PersonalizedSelling

⬇️⬆️ Medical sales is a relationship business. True and false. Don’t confuse relationships with product fit. Story - (saw with my own eyes) There was a certain rep converting surgeons left and right. He was so busy he had to bring on an associate. They split his territory and hired another associate. It was blowing up over a few years. It was truly remarkable. I thought wow this guy has it figured out. I just couldn’t put my finger on it. I saw him at conferences and he was talking to all the heavy hitters. I had to figure out his magic. He was a very likable guy. He had at least 2 surgeons attending a course every month. Like shooting fish in a barrel. 🛑 Then it all stopped overnight for the rep. This is when I realized what he had going for him was product fit and not true buying relationships. He left that company to work for the competition. One would make the assumption that at least half of the surgeons would move with him. (It’s never as high as people think) Not one surgeon converted. Why? Previously, what he sold no one else had. When surgeons had a choice they didn’t choose that rep. Remember this => ✅ Product fit is important and can get you in the room. ✅✅ But trusting relationships weather the storm and changes. ⁉️If your customer had Carte Blanche to do what they want, would they choose you? If not, why not? Focus on that. Thoughts? #levelupmedsales #momentum #devicesales #sales

Here are the top three questions to ask during conversations: Question #1: “What motivated you to pursue a career in medical device sales?” It’s an engaging opener, sparking dialogue and possibly discovering shared experiences to forge connections and deepen relationships. Question #2: “Could you share more about your division?” Gain insights into their work, enabling you to build a foundation for future discussions. This knowledge empowers you in subsequent conversations. Question #3: “What advice would you offer someone in my position?” A powerful closing question! Ask for guidance and insight to receive invaluable advice that propels your journey forward in the field. Forge Stronger Bonds: Use these questions to foster meaningful connections, gain industry insights, and gather advice from experienced professionals in medical device sales! #medicaldevicesales #medicaldevices #medicaldevice #medicalsales #medicalsalescollege #sales #success #newtomedicaldevicesales #medicine #medtech

If you're succeeding as a MedTech rep, you possess a valuable set of skills. What kind of skills am I referring to? ➡️ People skills ➡️ Learning skills ➡️ Problem solving skills ➡️ Emotional intelligence ➡️ Self-motivation ➡️ Communication skills ➡️ Technical skills ➡️Technology skills ...and last, but certainly not least, as it's one of the most powerful skills you can possess in business and in life... ➡️ Selling skills ALL of these can be applied to so much more than being a MedTech rep. If you work in MedTech, do it because it's a way to serve others, you enjoy it, and you're compensated well. Don't ever think you're stuck here though, as with the skills that you have, you have countless career options. I loved my medical sales career, and I'm grateful for the foundation it provided for what I do now. Know your options. Rep Reinvention. #MedicalSales #HealthcareSales #MedTech #PharmaSales #HospitalSales #RepReinvention #PersonalGrowth

Here are the top three questions to ask during conversations: Question #1: “What motivated you to pursue a career in medical device sales?” It’s an engaging opener, sparking dialogue and possibly discovering shared experiences to forge connections and deepen relationships. Question #2: “Could you share more about your division?” Gain insights into their work, enabling you to build a foundation for future discussions. This knowledge empowers you in subsequent conversations. Question #3: “What advice would you offer someone in my position?” A powerful closing question! Ask for guidance and insight to receive invaluable advice that propels your journey forward in the field. Forge Stronger Bonds: Use these questions to foster meaningful connections, gain industry insights, and gather advice from experienced professionals in medical device sales! #medicaldevicesales #medicaldevices #medicaldevice #medicalsales #medicalsalescollege #sales #success #newtomedicaldevicesales #medicine #medtech

If you remain in medical device long enough, sooner or later you're likely to have a prospect or customer treat you in a less than pleasant or professional way. There was a well-known racist surgeon in my territory who let me know in no uncertain terms that he didn't care for where I grew up or my last name. I walked out dumbfounded and thought, "F this guy. I'm not going to call on him any more and if the company doesn't like it, they can fire me." Then I spoke to my Uncle who was a sales legend in textile industry. When I told him my plan to just write the guy off, here's what he said. "When prospects or customers mistreat you, make fun of you, lie to you, deceive you, or offend you, here's what you do to the S.O.B..." "You sell them something. You're in sales. The only way you win is when you sell them something." I fought my resistance and just kept calling on the guy. I had nothing to lose, and it was my way of letting him know he couldn't intimidate me. He eventually complained to my company that I was calling on him too much. I got a call from the Area Vice President who asked me, "Are you trying to antagonize the guy?" I said, "No. I'm trying to sell him something." The AVP said, "Good job. Keep trying." I only scored a few sales out of the guy in the eight years I called on him. He'd only call me when he couldn't source what he needed anywhere else. But with my uncle's help, he helped me learn a valuable lesson: "Sell them something!" #MedicalSales #HealthcareSales #MedTech #PharmaSales #HospitalSales #SellThemSomething!

"You Won't Ever Break into Medical Device Sales" I got told I woudn't break into Medical Device Sales without prior Medical/or Sales experience I got told I wouldn't be able to come in as a Full Line Rep with the Largest Company in the world with no experience I got told I wouldn't perform in the industry because I didn't have experience I got told I wouldn't be a top 10 performer at One of the Largest Medical Device Companies I got told I wouldn't be able to be a Regional manager without 7+ years experience I got told I wouldn't be able to Perform as a Regional Manager I got told I wouldn't be able to help 1000's of others break into the exact same industry without the "required" background What I've been told I never will achieve started way before Medical Device Sales and it will continue to be said as I keep living my life But....All I've learned so far in this life is everything that is "impossible" is actually possible. Don't let others put limits on you that they put on themselves. The reason I've accomplished everything so far in this life that I have is because I've never focus on what people told me was impossible, but focused on what God put on my heart to know it's possible. I will also say I've had great encouragement along the way from similar minded individuals with great goals: Omar M. Khateeb Johnny Caffaro Jameil ‘Jay’ Pendleton Jason Elmore But I wanted to share this to let someone know that you CAN DO IT. You can achieve your goals and dreams... the only people who say you can't are the people who don't truly believe in you You just need to believe in yourself and keep putting in the work This has been a line that has always motivated me and hope it encourages you: "Eagles don't fly with Pigeons" Keep being uniquely you.... keep chasing your passions and goals... keep trusting what's put on your heart will happen Because if you stay believing and keep putting in the work.... I'm confident you will like the out come I hope you all have an amazing week and go chase your goals #medicaldevicesales #medicaldevices #medicaldevice #medicalsales #medicalsalescollege #sales #success #newtomedicaldevicesales #medtech #podcast #life #growthmindset #help

Here are the top three questions to ask during conversations: Question #1: “What motivated you to pursue a career in medical device sales?” It’s an engaging opener, sparking dialogue and possibly discovering shared experiences to forge connections and deepen relationships. Question #2: “Could you share more about your division?” Gain insights into their work, enabling you to build a foundation for future discussions. This knowledge empowers you in subsequent conversations. Question #3: “What advice would you offer someone in my position?” A powerful closing question! Ask for guidance and insight to receive invaluable advice that propels your journey forward in the field. Forge Stronger Bonds: Use these questions to foster meaningful connections, gain industry insights, and gather advice from experienced professionals in medical device sales! #medicaldevicesales #medicaldevices #medicaldevice #medicalsales #medicalsalescollege #sales #success #newtomedicaldevicesales #medicine #medtech

Good morning everyone Sales professional as a career path that is both rewarding and impactful The Role: Sales professionals in the medical device sector play a crucial role in connecting cutting-edge technology with healthcare providers. They are responsible for understanding complex medical devices and conveying their benefits to hospitals, clinics, and individual practitioners. This career demands a deep knowledge of medical technology, an ability to communicate effectively, and a knack for building lasting relationships with clients. Why It Matters: Medical devices range from simple tools to advanced equipment that can save lives and improve patient outcomes. By effectively selling these products, you contribute directly to the advancement of healthcare and the well-being of countless individuals. This role is not just about transactions but about enhancing the quality of care and supporting medical professionals in their critical work. Skills and Qualities: To succeed in this field, you need a blend of technical and interpersonal skills. Strong communication skills are essential as you’ll need to explain complex technical details in a way that is understandable and compelling. Analytical skills are also crucial, as you must assess and respond to the unique needs of each client. Additionally, persistence, empathy, and problem-solving abilities will help you navigate the challenges and build trust with healthcare providers. Challenges and Rewards: The medical device industry is dynamic and competitive. You may face challenges such as long sales cycles, regulatory hurdles, and the need to stay updated with rapid technological advancements. However, these challenges come with significant rewards. The satisfaction of knowing your work contributes to better patient outcomes, the opportunity for professional growth, and the potential for a lucrative career make it a compelling field. Conclusion: A career in medical device sales offers a unique blend of science, technology, and human interaction. It requires dedication, expertise, and a genuine passion for improving healthcare. If you’re motivated by making a difference and are ready to embrace both the challenges and rewards of the industry, this career path could be incredibly fulfilling. Thank you for your attention, and I hope this insight has given you a clearer understanding of what it means to be a sales professional in the medical device industry. #medicaldevice #careerinmedicalbdevice #healthcare