Medical Sales Guru Podcast

Medical Sales Guru Podcast

The FREE Podcast for Medical Sales Professionals

Episodes

Insights from The Value Analysis Whisperer – Mark Copeland

August 21, 2025 • 90 mins
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 … Continue reading
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Mark as Played

STOP SETTLING: How Playing it Safe is Killing Your Medical Rep Career in 2024

January 2, 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
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The Most Most-Overlooked High-Value Medical Sales Skill

August 17, 2022
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.
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Managing The Financial Blindspots For Medical Sales Professionals

February 14, 2022 • 35 mins
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 … Continue reading Managing The Financial Blindspots For Medical Sales Pro...
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How to up your medical sales game in a changed world

October 27, 2021 • 26 mins
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 … Continue reading How to up your medica...
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The Why is the secret to getting in & getting the sale

July 7, 2021 • 9 mins
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 … Continue reading The Why is the secret to getting in &...
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Medical Reps: stop devaluing your time & relevance

June 2, 2021 • 9 mins
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 … Continue reading Me...
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Medical sales: using case studies to build relationships

April 27, 2021 • 21 mins
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 … Continue reading Medical sales: using case studies t...
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Why you should fear the customer, not the competition

April 20, 2021 • 10 mins
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.
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USING LINKEDIN & OTHER SOCIAL MEDIA IN MEDICAL SALES

February 12, 2021 • 19 mins
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 … Continue reading USIN...
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