Effective Approaches for Gatekeepers

By: Michael Berg, Every Ancillary Dealing with gatekeepers is one of the biggest challenges that medical reps face. Having a good strategy makes a huge difference in your sales success. These are four practical tips on how to handle gatekeepers in medical sales: Tip #1 – Get Information How – Have good questions ready to ask You do not need … Read More

Why Equipment? Why Now?

In the wake of COVID, practices are eager to get patients back into their offices. Many patients have avoided getting preventive testing done or had their visits done virtually. What can be provided virtually is limited, particularly when it comes to diagnostic testing. Equipment gives practices a reason to call up their patients and invite them back into their office. … Read More

Storytelling: Your Most Important Skill to be Successful in Medical Sales

The medical industry presents one of the most challenging arenas to be a successful sales rep. Selling to highly educated buyers with limited time to spare means you must make the most of your opportunities. There are countless books and articles that have been written with tips how to succeed in medical sales, each helpful in perfecting your game. However, … Read More

Getting into Medical Sales without Experience

How to get experience when you have no experience If you are looking for your first opportunity to break into medical sales, you have likely encountered the proverbial chicken and egg scenario…how do I get experience if every position requires prior experience? This is the top frustration for job candidates seeking their first opportunity. In fact, “how to get a … Read More

21 Tips to Grow Medical Sales in 2021

Many industries have undergone a rapid revolution during 2020, especially healthcare. The coronavirus pandemic has accelerated certain trends for how medical practices make purchasing decisions. Multiple surveys have shown that roughly half of physicians no longer do in-person visits with sales reps…and that is before the pandemic! It is safe to assume that many of the remaining half have instituted … Read More

5 Negative Health Consequences from Coronavirus Lockdown

And what primary care providers can do to mitigate The coronavirus pandemic has presented many challenges for primary care providers. While policies to bring about mass social distancing may have slowed viral spread, they come with tangential health consequences. Primary care providers are uniquely positioned to mitigate the collateral damage from the lockdowns by addressing the biggest health risks that … Read More

Video message

When you are reaching out to doctors, sharing a video message can help show your professionalism, your passion and your personality.

Getting Practices Back to Business

Practices are gradually dusting themselves off as they begin to open or ramp up their practice hours as states loosen restrictions. The fall out of the economic downturn hasn’t just been limited to restaurants, event centers, and small businesses. Physicians have had their own share of turmoil and loss of business. Doctors are going to need problem solvers to help … Read More

The Covid Opportunity for Practice Development Managers

The covid pandemic has thrust medical sales professionals in a unique position to provide PPE and related medical equipment to hospitals, governments, and other large institutions. As a medical sales professional, this has been overwhelming as we are not typically accustomed to having customers beg to give us business! Given these circumstances, it is important to be mindful of the … Read More