Mace Horoff’s Post

What's the best way to engage a healthcare customer? Get THEM talking. About what? About themselves. Specifically, what they would do in a specific situation or what their opinion is about a treatment or approach to a problem. Most med tech reps don't do this. Instead, they try to push their own opinions on a prospect (which is what you're doing when you only talk about how great your product is). HCPs don't care about your opinion. They care about theirs and those of their colleagues. So share what their colleagues think, and then ask them what they think. You'll learn a lot. And when you know a lot about your prospects, a great thing happens. You sell more. #MedicalSales #HealthcareSales #MedTech #PharmaSales #Hospital Sales

𝐇𝐞𝐥𝐩 𝐲𝐨𝐮𝐫 𝐜𝐮𝐬𝐭𝐨𝐦𝐞𝐫. 𝐓𝐡𝐞 𝐇𝐞𝐚𝐥𝐭𝐡 𝐒𝐲𝐬𝐭𝐞𝐦. You: What did he say? Cope: Yeah, think of the Health system as a customer, and you'll get more products approved. I learned this a couple of years ago. I had a VP of Surgical Services tell me "We are product of being innovative and cutting edge. It helps us attract patients and physicians." You could see Butthead lightbulb go on over my head. 𝐈 𝐧𝐞𝐯𝐞𝐫 𝐬𝐭𝐨𝐩𝐩𝐞𝐝 𝐭𝐚𝐥𝐤𝐢𝐧𝐠 𝐚𝐛𝐨𝐮𝐭 𝐦𝐲 𝐩𝐫𝐨𝐝𝐮𝐜𝐭𝐬 𝐢𝐧 𝐭𝐡𝐞 "𝐈𝐧𝐧𝐨𝐯𝐚𝐭𝐢𝐯𝐞 𝐚𝐧𝐝 𝐂𝐮𝐭𝐭𝐢𝐧𝐠 𝐄𝐝𝐠𝐞" 𝐩𝐞𝐫𝐬𝐩𝐞𝐜𝐭𝐢𝐯𝐞 𝐰𝐡𝐞𝐧 𝐈 𝐭𝐚𝐥𝐤𝐞𝐝 𝐭𝐨 𝐭𝐡𝐚𝐭 𝐕𝐏. (𝐴𝑡 𝑙𝑒𝑎𝑠𝑡 𝑡ℎ𝑒 𝑜𝑛𝑒𝑠 𝑡ℎ𝑎𝑡 𝑊𝐸𝑅𝐸 𝑖𝑛𝑛𝑜𝑣𝑎𝑡𝑖𝑣𝑒 𝑎𝑛𝑑 𝑐𝑢𝑡𝑡𝑖𝑛𝑔 𝑒𝑑𝑔𝑒.) 𝐓𝐡𝐞 𝐇𝐞𝐚𝐥𝐭𝐡 𝐒𝐲𝐬𝐭𝐞𝐦 𝐜𝐥𝐞𝐚𝐫𝐥𝐲 𝐯𝐚𝐥𝐮𝐞𝐝 𝐚𝐧𝐝 𝐬𝐡𝐨𝐰𝐞𝐝 𝐩𝐫𝐢𝐝𝐞 𝐢𝐧 𝐈𝐧𝐧𝐨𝐯𝐚𝐭𝐢𝐨𝐧. We could help them stay that way. This approach helped my Champions get products approved. Watch the video to learn how find some of these things out. #sales #medicaldevices 🏀 If you liked this post (or just like Beavis), please consider following me and hit the 🔔.

Navigating Health Tech Sales: Insights from Clinical Product Specialist Interview with Bailey Morgan - BeKey 🔍 #InterviewInsights: Clinical Product Specialist Bailey Morgan shares valuable tips for navigating health tech sales in a recent interview. 💡 #UnderstandingTheMarket: Learn about the importance of understanding the healthcare market and identifying key stakeholders. 📈 #SalesStrategies: Discover effective sales strategies for healthcare IT products and services. 🤝 #BuildingRelationships: Find out how to build strong relationships with healthcare professionals to drive sales. 🌐 #DigitalMarketing: Explore the role of digital marketing in promoting health tech solutions. 📊 #MeasuringSuccess: Gain insights on measuring the success of health tech sales efforts. Watch the full interview for more expert advice! #HealthcareIT #SalesTips ai.mediformatica.com #health #healthcare #clinical #startup #digital #found #digitalhealth #healthsystems #healthcaresystems #this #trust #about #healthit #healthtech #healthcaretechnology @MediFormatica (https://buff.ly/48kkU4I)

Art of War & Med Device: Dare to Win...Not to be Average! Sun Tzu said, "Be the first to find a new route that leads directly to a winning plan". Translated for Med Device, don't follow the herd. When reps and companies all do the same thing, it's a race to the middle...it's a race to average. Average is focusing over the same accounts as everyone else, Average is using the same playbook for every 'new', innovative' and 'disruptive' technology and product. Average is focused on price! Average also spends nights lying awake worrying about profit margins and revenue forecasts. Instead of being like everyone else...instead of being average. Dare to win at high margin accounts where price is pointless when compared to patient benefits. Dare to win at facilities that don't have revenue targets and measure everything for a financial ROI. Dare to win at the biggest healthcare network in the country...that most reps and companies, "don't think is worth it", despite its' $121b annual healthcare spend! Dare to be learn the truth about how to successfully market and sell to the VA and you're only worry will be how to keep the knowledge away from your competitors! #medicaldevice #sales

🚀 Innovation Won’t Sell Itself: The Power of a Strong Sales Strategy 💼 You’ve developed a groundbreaking med tech that can transform healthcare. But here’s the hard truth: Even the most innovative products won’t sell themselves. In a crowded market, success isn’t just about having the best tech—it’s about having the best sales strategy. Whether you’re targeting hospitals, clinics, or healthcare providers, you need a clear plan to communicate your value and win trust. From understanding buyer pain points to building long-term relationships, a well-executed sales strategy can be the difference between a stalled product and a game-changing solution. Is your sales plan ready for the competitive med tech market? Let’s connect and discuss how to refine your sales approach. 👇 #MedTechSales #HealthTech #GoToMarket #SalesStrategy #MedicalInnovation

In the competitive world of medical device, durable medical equipment, hospice, and home health sales, creativity isn't just beneficial—it's essential. Here's how thinking outside the box can drive success: 1. **Differentiate Yourself**: Stand out by tailoring your approach to each client's specific needs. Show that you understand their unique challenges and can offer customized solutions. 2. **Innovative Problem-Solving**: Addressing complex issues in healthcare requires innovative thinking. By providing creative solutions, you build trust and establish long-term partnerships. 3. **Adaptability**: The healthcare landscape is constantly evolving. Embrace change and use creative strategies to navigate new challenges and opportunities. 4. **Engagement**: Transform standard sales interactions into compelling conversations. Use stories and insights to engage your audience and demonstrate the value of your solutions. By thinking outside the box, you can make a lasting impact.

And the award goes to… Introducing AJ’s LinkedIn Gold-In Globe Awards 🏆 Criteria: Connected with me in last 12-18 months, work within med device (or healthcare), & post consistent value on LinkedIn. Disclaimer:    This was meant to be fun  & shoutout a few special people but so many more I could recognize. Category: Medical Device Sales Industry If you’re in med device sales or are trying to break in, This is the playbook I would want.   Highly recommend giving them all a follow. *Winner profiles tagged in the comment section. P.S. Enjoy the last slide - I like elite endings. If any of these here have helped you. ♻️ Repost to your network & share the value. Let’s make it a feel good Friday! - #medicaldevices #medicaleducation #medicaldevicesales #salestraining #salescoaching 

The results are in!

Terrific look at how the business works TODAY.

My go to question as a med rep: 𝐖𝐡𝐲? Doctor: This isn’t a good fit for my practice. Me: Why? This gives you the opportunity to dig deeper, understand their thinking, and truly figure out if there is an opportunity to help them. Our instinct might be to defend our device and “overcome” the objection. It's better to seek to understand. If you don’t understand, how can you help? 𝐁𝐞 𝐜𝐮𝐫𝐢𝐨𝐮𝐬. 𝐀𝐬𝐤 𝐪𝐮𝐞𝐬𝐭𝐢𝐨𝐧𝐬. #medicalsales #sales #medrep #healthcare