Insights from The Value Analysis Whisperer – Mark Copeland
In this episode of the Medical Sales Guru podcast, Mace Horoff interviews Mark Copeland, known as the 'value analysis whisperer.' They discuss essential advice for new medical device sales representatives, including the importance of mentorship, learning medical terminology, and building relationships within the healthcare community. Mark shares his insights on leveraging technology, establishing a personal brand, and mastering sales techniques to excel in the competitive medical sales field. The conversation emphasizes the significance of commitment, continuous learning, and doing what's best for the patient. In this engaging conversation, Mark Copeland and Mace Horoff delve into the intricacies of medical sales, emphasizing the importance of continuous learning, building relationships with doctors, and the evolving dynamics of the healthcare industry. They discuss strategies for networking, the significance of understanding business terminology, and the role of nurses and hospital leadership in decision-making. The dialogue also highlights the value of mentorship, the necessity of a professional appearance, and the art of negotiation, all while maintaining a light-hearted tone that makes the insights accessible and relatable. __________________
For more details about the complimentary masterclass and FREE registration, visit https://MedicalSalesEdge.com (https://medicalsalesedge.com/). #medicalsalesrep #healthcaresales #medtech #medicaldevicesales
2 Jan 2024
STOP SETTLING: How Playing it Safe is Killing Your Medical Rep Career in 2024
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 representatives opt to play it safe, fearing potential alienation that might hinder future sales opportunities. This cautious mindset often results in medical reps … Continue reading STOP SETTLING: How Playing it Safe is Killing Your Medical Rep Career in 2024 → (https://medicalsalesguru.com/stop-settling-how-playing-it-safe-is-killing-your-medical-rep-career-in-2024/)
17 Aug 2022
The Most Most-Overlooked High-Value Medical Sales Skill
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.
14 Feb 2022
Managing The Financial Blindspots For Medical Sales Professionals
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 (http://danielrooney.nm.com)). Daniel is a personal wealth advisor who specializes in helping medical sales professionals to create and achieve long-term financial success. We discuss the things to pay attention to now that can improve your financial situaion moving forward. You can listen to the audio podcast version on iTunes and most podcast platforms.
Learn How To Leverage Hidden Opportunities In The Post-pandemic To Ethically Sell More In Less Time by watching this critical 15-minute presentation by Mace Horoff. Go to https://SellMoreLessTime.com
27 Oct 2021
How to up your medical sales game in a changed world
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 let me know your thoughts.
For more information about how to up your medical sales game every day for the rest of your career, check out Medical Sales Academy (https://medicalsalesacademy.com).
7 Jul 2021
The Why is the secret to getting in & getting the sale
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 (https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqa0cteFY5SDY3V0NUNUFRZnJrOWM1OFp0ZUtGQXxBQ3Jtc0tsUE80anItdWg0MExQQU5QVG1EYzJoRFRvSkhJS0NETEU5VUxHaG9RQnNncUR3MTR6UHdmNUNyVE9makNfTWFJcENSOWg4ZG95S0s4ZFpaMF94QjZHRFhPU3BzNXpYUDNUdlY1WERKOXJ3czlueHhfNA&q=https%3A%2F%2Fmedicalsalesacademy.com)
2 Jun 2021
Medical Reps: stop devaluing your time & relevance
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 HCPs and healthcare at https://medicalsalesacademy.com
27 Apr 2021
Medical sales: using case studies to build relationships
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 how you can sell more to HCPs and healthcare at https://medicalsalesacademy.com
20 Apr 2021
Why you should fear the customer, not the competition
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.
12 Feb 2021
USING LINKEDIN & OTHER SOCIAL MEDIA IN MEDICAL SALES
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, dentists, and other HCPs and stakeholders is discussed. You can jump on board now, or you can wait and play catch-up later.
Check it out and learn how to use social media to help grow your territory... And please leave a comment to share your social media experiences as a medical sales professional.
For more information about how to gain access, sell more, and retain business without making costly mistakes, go to MedicalSalesAcademy.com
4 Feb 2021
What do doctors & HCPs “really” want & expect from salespeople?
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 been working a territory for decades, it's good to know the answers to this question. Please let me know your thoughts in the comments below...and while you're here, please subscibe to the channel if you find value. Thanks!
Reach and audience
Public platform figures. Ratings count people who left a rating, not total listeners.
Apple Podcasts (US)
4.7 / 5
69 ratings
Contact Medical Sales Guru Podcast
Guest appearances
Books guests
Based on episode analysis; this does not confirm that the show is currently accepting guests.
Host of Medical Sales Guru Podcast?
Claim your podcast to manage its listing and keep your show details accurate.
Pod Engine is an independent podcast discovery and analytics service and is not affiliated with or endorsed by this podcast. Artwork and show content belong to their owners. Full legal notice.
Explore this show Podcast research with Pod Engine
