How do you win deals when you don’t have a significantly stronger clinical advantage with your product? Every decision about which product is used is going to come down to a handful of factors: 1. Clinical advantages/disadvantages 2. Ease of use for the surgeon and staff 3. Relationship(s) with the surgeon and staff 4. Contractual obligations 5. Financial acquisition options In a best-case scenario, your product or service has a strong clinical advantage over your competitors and you can focus h...
Aug 08, 2022•16 min
I have said in the past that I would prefer to take somebody with clinical knowledge ahead of somebody with sales experience. The thinking was that the person with clinical knowledge would be able to add value in a shorter amount of time, and while providing some value, could learn the sales side of the business over time. I have changed my stance on this and I wanted to use a podcast episode to clarify my position. I hope you enjoy this episode! _________ Medical Sales Training: https://medical...
Jun 28, 2021•21 min
_________ Medical Sales Jobs: https://medicalsalescertificationprogram.com/jobs/ Post A Medical Sales Job: https://medicalsalescertificationprogram.com/post-a-job/ Medical Sales Training: https://medicalsalescertificationprogram.com/ YouTube: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw? LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/ Instagram: https://www.instagram.com/medicalsalescertification/ Facebook: https://www.facebook.com/MedicalSalesCertific...
Oct 26, 2020•15 min
Do politics play a role in medical sales? Surely they do at some level, but my experience is that it's much less than other jobs and industries. For the most part, companies are promoting the most capable and competent individuals. The long-term success of the business is reliant upon it. _________ Medical Sales Jobs: https://medicalsalescertificationprogram.com/jobs/ Post A Medical Sales Job: https://medicalsalescertificationprogram.com/post-a-job/ Medical Sales Training: https://medicalsalesce...
Aug 19, 2020•19 min
Essentially, every Associate Sales Rep wants to eventually become a Territory Manager. You can make more money, advance your career, become more valuable for other positions down the road, etc. The question is how do you stand out? In this episode, I give you the best tips for standing out as an Associate Sales Rep. Medical Sales Jobs: https://medicalsalescertificationprogram.com/jobs/ Post A Medical Sales Job: https://medicalsalescertificationprogram.com/post-a-job/ Medical Sales Training: http...
Aug 17, 2020•29 min
Dr. Grant Garrigues, MD Associate Professor, Rush University, Director of Upper Extremity Research Website: www.DrGshoulder.com Office Phone: 312-432-2880 Follow Dr. Garrigues Here! Twitter: @Grant_Garrigues Facebook: https://www.facebook.com/GrantGarriguesMD/
Aug 05, 2020•55 min
Dr. Lucas Buchler, MD Clinic Location: 259 East Erie Street, 13th Floor Chicago, IL 60611 (312) 695-6800 Website: https://www.nm.org/doctors/1528301439/lucas-theodore-buchler-md Social Media: Twitter – https://twitter.com/LucasBuchlerMD Instagram – https://www.instagram.com/lucasbuchlermd/ LinkedIn – https://www.linkedin.com/in/lucasbuchler/ Facebook – https://www.facebook.com/drbuchler/
Jun 15, 2020•51 min
Medical Sales Training: https://medicalsalescertificationprogram.com/ YouTube: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw? LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/ Instagram: https://www.instagram.com/medicalsalescertification/ Facebook: https://www.facebook.com/MedicalSalesCertificationProgram
May 20, 2020•26 min
Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ YouTube: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw? LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/ Instagram: https://www.instagram.com/medicalsalescertification/ Facebook: https://www.facebook.com/MedicalSalesCertificationProgram
Mar 11, 2020•33 min
Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching Subscribe To Our YouTube Channel: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw? Follow Us On Social Media: Instagram: https://www.instagram.com/medicalsalescertification/ LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/ Facebook: https://www.facebook.com/MedicalSalesCertificatio...
Mar 01, 2020•26 min
Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching Subscribe To Our YouTube Channel: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw? Follow Us On Social Media: Instagram: https://www.instagram.com/medicalsalescertification/ LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/ Facebook: https://www.facebook.com/MedicalSalesCertificatio...
Feb 13, 2020•18 min
Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching Subscribe To Our YouTube Channel: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw? Follow Us On Social Media: Instagram: https://www.instagram.com/medicalsalescertification/ LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/ Facebook: https://www.facebook.com/MedicalSalesCertificatio...
Feb 11, 2020•42 min
Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching Subscribe To Our YouTube Channel: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw? Follow Us On Social Media: Instagram: https://www.instagram.com/medicalsalescertification/ LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/ Facebook: https://www.facebook.com/MedicalSalesCertificatio...
Feb 07, 2020•18 min
On this podcast, I recorded a phone call I had with a listener named Jeff. He is in the process of interviewing for an associate rep position. He asks for advice on if he should be following up with the hiring manager, what he should be saying, how to differentiate himself in the interview process and his upcoming phone call with the territory manager. We hope you enjoy this episode! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized...
Jan 10, 2020•27 min
Dr. Adam Yanke, MD, PhD, is a Fellowship-Trained Sports Medicine Surgeon located in Chicago, IL, and is an Assistant Professor in the Department of Orthopedics, as well as an Assistant Director of the Cartilage Restoration Center at Rush University Medical Center. To-date, Dr. Yanke has written over 50 peer-reviewed manuscripts and book chapters, along with presenting over 50 abstracts at national and international meetings. Among his numerous professional societies, he was selected as an Emergi...
Nov 24, 2019•47 min
Being moldable or coachable sounds like a good thing most of the time. However, when you're in the interview process, it may not necessarily be a positive. Some companies simply don't have robust training programs for new hire reps, which means they need somebody who knows what they are doing or who will figure out how to do it without much coaching. We hope you enjoy this episode! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized C...
Nov 21, 2019•19 min
Customers buy products because of NEEDS and WANTS. They either believe a product is going to solve a problem they think they have, or they fall in love with the product. Our job as medical sales reps is to get our customers to either fall in love with our product, or make sure that our customers believe they have a problem that can be solved by our products. I have learned that creating a problem for customers, and maybe the better way to say it is help customers discover that they have a proble...
Oct 30, 2019•22 min
Dr. Brian Gruber is a Fellowship-Trained Orthopedic Surgeon located in Phoenix, AZ, and is the founder of Integrated Orthopedics. Dr. Gruber was willing to sit down with me to discuss his background, his current practice and his experience working with medical sales reps. In this episode, you will have a chance to understand how Dr. Gruber thinks about medical sales reps, how to approach him about a new product, how he selects which products he will use and, ultimately, how medical sales reps fi...
Oct 25, 2019•52 min
I think it's easy to assume that just because you can do something, you should do something. But you need to be thinking about what you're doing from the perspective of the people who you are trying to work for and with. If you are spending time on the wrong things - things that won't impact your future employment with these people - it can actually be a negative for you. On this episode, I go into more detail and give a few examples of how people can hurt their image and the confidence people h...
Oct 22, 2019•25 min
A piece of paper is only as valuable as the source from which it came. If you're taking a sales course, there are a few ways to take full advantage of them and, likely, it won't be the piece of paper. Not all universities are created equal. Not all sales courses are created equal. But we discuss how you can take full advantage of a sales course. We hope you enjoy this episode! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coachi...
Oct 13, 2019•23 min
You can be desperate, or you can get hired. You decide. On this episode, we discuss the importance of not showing the people you're interviewing with that you need it and want it. You want them to follow and chase you, not the other way around. We hope you enjoy this episode! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching Subscribe To Our YouTube Channel: https://www...
Oct 12, 2019•18 min
Too often, customers give us the illusion that they are interested in our product or service, only to find that we can't ever get them across the finish line. On this episode, we discuss the S.H.I.T.S. method. We hope you enjoy this episode! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching Subscribe To Our YouTube Channel: https://www.youtube.com/channel/UCUu7_015SYVe3...
Oct 09, 2019•10 min
Everybody wants a good training program, but asking for a good training program is another story. On this episode, we discuss the need for a strong training program and why asking for one in the interview process may actually be hurting you as a candidate. We hope you enjoy this episode! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching Subscribe To Our YouTube Channel:...
Oct 07, 2019•16 min
This is the first interview episode I have had and done. I was invited on to the Get Hired In Medical Sales Podcast by Mike Hayes. We discuss how I have landed multiple medial sales jobs throughout my career and what I think aspiring medical sales reps should be focusing on. We hope you enjoy the episode! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching Subscribe To Ou...
Sep 30, 2019•41 min
Would you want to hire somebody that agreed with you on every subject? Do you think your boss wants to live in an echo chamber with all of their ideas? On this episode, we discuss how to demonstrate during the hiring process that you're not a yes man or a yes woman. We believe it is very important to show that you have the confidence to give your opinion in the face of disagreement, and we show you how to do it. We hope you enjoy this episode! Learn How To Become A Medical Sales Rep: https://med...
Sep 11, 2019•23 min
Have you thought about what your hook is when you're getting hired? What is it that will stick in the brain of the person across from you so they don't forget you? That is what we discuss on this episode. Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching Subscribe To Our YouTube Channel: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw? Follow Us On Social Media...
Sep 06, 2019•21 min
Should you handle price objections whenever they come up in the sales process? No. The earlier you get price objections in the sales process, the less likely they are to be real objections. The later you are the in sales process, the more likely they are to be real objections. We give you an example of a price objection recently and how we handled it. Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsalesce...
Sep 02, 2019•19 min
Do you expect a career in medical sales to be fulfilling? Does it sound like I am fulfilled in my medical sales career? We address these questions and others on this podcast episode. We hope you enjoy! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching Subscribe To Our YouTube Channel: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw? Follow Us On Social Media: I...
Aug 28, 2019•27 min
Are you somebody who recognizes the words that are coming out of your mouth, or do you say things and not have a good understanding of how they are being heard on the other end? In my experience, most people don't have a good feeling for how their communication style comes off to the people they are interacting with, yet this is probably the most important skill you can develop in your career and life in general. On this episode, we discuss a better way to think about communication and how you c...
Aug 26, 2019•22 min
One of the most common questions I get is if somebody should go to the Medical Sales College. While I'm not necessarily pro or con on the Medical Sales College, I think each situation is unique and should be thoughtfully made. On this episode, I try to explain one way to think about the Medical Sales College and if you are somebody who should go. We hope you enjoy this episode! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coach...
Aug 22, 2019•32 min
