Shows
Medical Sales Guru PodcastInsights 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...
2025-08-211h 30
Next Level Idea PodcastOrthoidea podcast with Mace Horoff - Medical Sales ExpertOn this episode of the Orthoidea podcast we have the honor of speaking with Mace Horoff. Mace is an industry veteran in medical sales and has trained thousands of students through his company Medical Sales Academy (www.medicalsalestraining.com). We speak at length on how to enter into the medical sales field and what to expect, and what you can do to continue on a path to success. Thanks so much to Mace for coming on the Orthoidea podcast!
2024-05-0252 minMedical Sales Guru PodcastSTOP 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 becoming commodity salespeople who fail to distinguish themselves in a crowded marketplace.
In this podcast, Mace delves into the critical importance of accurately assessing one’s competencies in a field where shortcomings can have serious consequences. Break away from playing overly safe...
2024-01-0200 minMedical Sales Guru PodcastThe Most Most-Overlooked High-Value Medical Sales SkillMedical 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.
2022-08-1727 minMedical Sales Guru PodcastThe 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.
2022-08-1700 min
Outside Sales TalkRevitalizing Sales after COVID - Breaking into New & Tackling Static Accounts - Outside Sales Talk with Mace Horoff
Mace Horoff is the creator of the Medical Sales Academy, an online training and support platform for healthcare sales professionals. He’s also the author of the book “Mastering Medical Sales”. Mace has been involved in the world of healthcare sales for over 39 years as a front line sales person, sales manager, workshop facilitator, keynote speaker and author. He specializes in presentations and workshops for healthcare companies of all sizes that sell products and services such as surgical implants, spine, trauma, cardiovascular, dental, healthcare services and more.
In this episode, Mace shares advice on buil...
2022-02-2357 minMedical Sales Guru PodcastManaging The Financial Blindspots For Medical Sales ProfessionalsMedical 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). 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 fi...
2022-02-1435 minMedical Sales Guru PodcastManaging 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). 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 fi...
2022-02-1435 minMedical Sales Guru PodcastHow to up your medical sales game in a changed worldThe 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 i...
2021-10-2726 minMedical Sales Guru PodcastHow 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 i...
2021-10-2726 minMedical Sales Guru PodcastThe Why is the secret to getting in & getting the saleMedical 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
2021-07-0709 minMedical Sales Guru PodcastThe 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
2021-07-0709 minMedical Sales Guru PodcastMEDICAL REPS: STOP DEVALUING YOUR TIME & RELEVANCEMedical 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 Medical Reps: stop devaluing your time & relevance →
2021-06-0209 minMedical Sales Guru PodcastMEDICAL REPS: STOP DEVALUING YOUR TIME & RELEVANCEMedical 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
2021-06-0209 minMedical Sales Guru PodcastMedical sales: using case studies to build relationshipsMedical 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 to build relationships →
2021-04-2721 minMedical Sales Guru PodcastMedical sales: using case studies to build relationshipsMedical 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
2021-04-2721 minMedical Sales Guru PodcastWhy you should fear the customer, not the competitionMedical 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.
2021-04-2010 minMedical Sales Guru PodcastWhy 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.
2021-04-2010 minMedical Sales Guru PodcastUSING LINKEDIN & OTHER SOCIAL MEDIA IN MEDICAL SALESDuring 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 l...
2021-02-1219 minMedical Sales Guru PodcastUSING 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 l...
2021-02-1219 minMedical Sales Guru PodcastWhat 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 questio...
2021-02-0415 minMedical Sales Guru PodcastWhat 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 ques...
2021-02-0415 minMedical Sales Guru PodcastYOUR BEST MEDICAL SALES STRATEGY FOR 2021There is ONE THING that medical sales representatives MUST do to be relevant and SELL MORE in 2021…
Medical sales professionals had their world turned upside down in 2020. Sure, some things are the same, but most HCPs are viewing their jobs through a different lens. This can be bad news for medical reps who just keep working the territory as before, but…
Medical reps who know, understand and leverage the strategy that’s discussed here will find more opportunities in their territories than ever before. Want to know what it is? Don’t miss this important key as y...
2021-01-0817 minMedical Sales Guru PodcastYOUR BEST MEDICAL SALES STRATEGY FOR 2021
There is ONE THING that medical sales representatives MUST do to be relevant and SELL MORE in 2021…
Medical sales professionals had their world turned upside down in 2020. Sure, some things are the same, but most HCPs are viewing their jobs through a different lens. This can be bad news for medical reps who just keep working the territory as before, but…
Medical reps who know, understand and leverage the strategy that’s discussed here will find more opportunities in their territories than ever before. Want to know what it is? Don’t miss this important key as y...
2021-01-0817 minMedical Sales Guru PodcastConversation with Badger Maps CEO Steve Benson on Selling During and After COVID-19Steve Benson is the founder and CEO of Badger Maps, an incredible software that allows outside sales reps to work their territories with maximal efficiency. Steve’s company has access to data from over 5,000 companies – data that tells a story about how sales has changed since COVID-19 appeared in the U.S. In this special … Continue reading Conversation with Badger Maps CEO Steve Benson on Selling During and After COVID-19 →
2020-12-1041 minMedical Sales Guru PodcastIs medical sales still a good career after covid-19?The novel coronavirus has redefined our lives moving forward. The big question medical sales representatives are asking as we work to emerge from this crisis, is whether or not medical sales is still a good career. How will it be different? What can I do to adapt. These questions are answered in this episode of … Continue reading Is medical sales still a good career after covid-19? →
2020-05-1900 minMedical Sales Guru PodcastFocus on the patient and sell more!Medical sales reps often forget why they do what they do. Sure, you sell to earn a commission, but ultimately it’s to make a difference for the patient or those that treat patients. If you stay focused that “the patient always comes first,” you’ll elevate yourself and your products in your customers’ eyes. Listen to … Continue reading Focus on the patient and sell more! →
2019-09-2000 min
The I'm Giving Notice Podcast with Mace HoroffRita Craig – From Corporate Executive to Consulting SuccessPrior to founding Top Tier Leadership, Rita Craig was a human resources executive for twenty-three years with a Fortune 500 Company. In 1999, Rita’s impressive HR skills were recognized by Governor Jeb Bush, when he appointed her to serve a four-year term on the Florida Commission on Human Relations. Following that, Rita was one of(...)
2015-03-0238 minThe I'm Giving Notice Podcast with Mace HoroffMace Horoff: How to Handle “One-Day Syndrome” NOW!There are certain things that happen every day that remind us…remind us that life is to be enjoyed and we shouldn’t wait. You have more control than you realize. What trips up too many of us, though, is what I call “One Day Syndrome.” As you get older, you experience the perception that time accelerates.(...)
2015-02-1834 min
The I'm Giving Notice Podcast with Mace HoroffDr. Margarita Gurri: The Power of a Red Shoe AttitudeMargarita Gurri, PhD, CSP is a category-busting Motivational Humorist tackling life’s messiness with humor and a lifetime of practical wisdom gleaned from over thirty years of consulting with individuals, corporations, governments, athletes, and all branches of our U.S. Military. She playfully and skillfully uses therapeutic humor to heal and energize individuals, systems, and teams. Affectionately referred to as “the Red Shoe Lady,” “Do-over Diva,” “Uh-oh Queen,” and “Crisis Coach,” Dr. Margarita Gurri, is relied upon when discretion and swift thoughtful action can save the day.
Specifically, in this episode you will learn:
The Red Shoe Attitude
How the Big Red Couch is a...
2015-02-1245 minThe I'm Giving Notice Podcast with Mace HoroffAvish Parashar: How Improv Skills Can Lead You to Career and Relationship SuccessAvish Parashar is the world’s only “Motivational Improviser.” You’re about to learn some creative ways to develop ideas like never before. I’m talking ideas that can help you to find or create a new career, improve your current career, and even enhance your relationships. And it’s all so easy! Specifically, in this episode you will learn:(...)
2015-02-0336 minThe I'm Giving Notice Podcast with Mace HoroffAllison Blankenship – Changing Careers asThe Reluctant EntrepreneurAllison Blankenship has been a successful “reluctant” business owner for almost 20 years. After experiencing layoffs first from a corporate bankruptcy, followed by a company merger that eliminated her job, Allison started her own consulting business to train people to be confident communicators under pressure.
Along the way, clients and friends constantly asked Allison how she was able to reinvent her career and thrive through many critical life changes beyond her control. Allison successfully shifted her circumstances from qualifying for food stamps (after the first layoff) to being named the “Florida Speaker of the Year” by NSA South Florida and maintaining a profitab...
2015-01-2241 minThe I'm Giving Notice Podcast with Mace HoroffFocus on Fitness NOT Thinness with Rochelle RiceRochelle Rice is a nationally-recognized speaker, author and educator empowering women through movement. A former professional jazz dancer with a history of bulimia, Rochelle embraces the Health At Every Size® approach after realizing the inordinate stress put on thinness in our society, rather than fitness. She believes all people have the right to a movement(...)
2015-01-1545 minThe I'm Giving Notice Podcast with Mace HoroffQuit Your Job and Have a Better LifeIf you’ve ever wanted to quit your job, you’re normal. If you think about quitting your job all the time, you’re normal. Many people are woefully unhappy with their careers. They would love to be able to do something else. Why don’t they? They feel as if they’re constrained by their skills. If you’re one of(...)
2015-01-0632 minThe I'm Giving Notice Podcast with Mace HoroffIGN 16 – Gary Greenfield: Creating the Plan to Go from Corporate to ConsultingIf you ever thought about taking your career skills and creating your own business, why not learn from someone who as already done it?
Gary Greenfield leveraged his successful corporate career into a thriving consulting business. In this session, he talks about taking your skills and passions and using them to develop the next chapter of your career. Pay attention when he talks about the importance of relationships and health in your overall success plan. Gary has a proven track record of identifying the little things that make a huge difference in performance.
Specifically, in this episode you will learn:
How...
2014-12-2632 minThe I'm Giving Notice Podcast with Mace HoroffIGN -15: Dr. Gabriela Cora – Health For WealthGaby Cora, M.D. works with executives who need to hit the ground running. She's is an international speaker, corporate consultant, executive coach, medical doctor with an MBA, and TV personality. Dr. Cora has been the Wellness expert on Mission Makeover on Lifetime Television and has appeared on national FOX, CNN, Lifetime (English); Telemundo, and Univision (Spanish). She has been a speaker and consultant with The Coca-Cola Company, Microsoft, The World Bank, Deloitte, The Department of Defense, and the insurance and the pharmaceutical industries. With diverse interests and experience, this former researcher at the prestigious National Institutes of Health and guest...
2014-12-1838 minThe I'm Giving Notice Podcast with Mace HoroffIGN-14 Terry Brock: The Benefits of Being an EntrepreneurTerry Brock is an amazing guy. He’s an in-demand global speaker, consultant and author with an impressive track record of making his clients successful. Terry was elected by his peers into the National Speakers Association’s Speakers Hall of Fame. His greatest accomplishment though, is that he is one of the most likable people you’ll ever(...)
2014-12-1141 minThe I'm Giving Notice Podcast with Mace HoroffIGN-13 Maureen Whelihan, MD: Kiss and Tell - Secrets of Sexual Desire from Women 15 to 97Maureen Whelihan, M.D. discusses the secrets of sexual desire from women ages 15-97.
Warning: This podcast session includes very open and explicit conversation about sex…which brings to mind two points:
1. If frank talk about sex offends you, you might not want to listen. Â But…
2. If frank talk about sex offends you, then it is likely that you really need to listen!
When it comes to sex, many women find themselves wondering if they are “normal.” And men often wonder what it takes to please a woman sexually.
...
2014-11-3058 minThe I'm Giving Notice Podcast with Mace HoroffIGN-12 Michelle Villalobos: Quitting Your Job & Succeeding Once You DoMichelle Villalobos, MBA helps business owners, entrepreneurs and professionals remove blind spots, experience transformative insights and create groundbreaking shifts in business and career strategy in very short amounts of time. She shares some of the challenges she has faced during her entrepreneurial journey and how she overcame them. Michelle offers critically important advice for anyone who(...)
2014-11-2538 minThe I'm Giving Notice Podcast with Mace HoroffIGN-11 J.B. Glossinger: From Corporate Employee to World-Class Podcaster and SpeakerJ.B. Glossinger is known for overdelivering to his clients and audiences. He certainly over-delivers in this podcast interview!
If your dream career isn’t working out for you, relax. It’s not supposed to happen easily or the first time around. In fact, J.B. shares how he failed at just about everything he tried as he made his escape from the corporate world. Success didn’t come quickly or easily, but the lessons from his journey will accelerate yours. Don’t miss a chance to learn from this enigmatic, engaging, and authentic motivator.
2014-11-1735 minThe I'm Giving Notice Podcast with Mace HoroffIGN-10 Dale Irvin: Improving Life’s Big 3 with HumorDale Irvin is the world’s only Professional Summarizer. And he’s amazing at it… so good in fact that he earns his full-time living doing it. Dale offers a unique perspective on Life’s Big 3. Plus he shares his own journey so you’ll know how he went from corporate employee to becoming The Professional Summarizer by doing what he loves.
Specifically, in this episode you will learn:
The benefits of making business meetings fun
How some people’s success in a sales business, for example, is directly proportional to …
How Dale struggled as a st...
2014-11-1028 minThe I'm Giving Notice Podcast with Mace HoroffIGN-9 Dr. Rick Goodman: From Chiropractor to Serial EntrepreneurWhy is it that some people can’t think of a single job alternative, while others create one business after another? It’s all about keeping your eyes open and your beliefs.
Dr. Rick Goodman began his professional career as a chiropractor where he built multiple clinics and thrived. Yet many of the challenges he faced led to new business ideas that he had the courage to try. In this session, Dr. Rick talks about seeing the opportunities in front of you and creating a belief system to carry you to success. He says his...
2014-11-0338 minThe I'm Giving Notice Podcast with Mace HoroffIGN-8 Dr. Joachim de Posada: The Marshmallow Principle is Key to Career, Relationship, & Health SuccessWhether you’re thinking about quitting your job to start a new business, improving your relationships, or optimizing your health, you might be wondering if there is some secret to succeeding.
There is no secret! But there are principles that work.
Dr. Joachim de Posada wrote several books that focus on one principle of success: The Marshmallow Principle. He discusses how to apply it to Life’s Big 3 so you can achieve the results that you’re after.
Specifically, in this episode you will learn:
Why the Marshmallow Principle is one of...
2014-10-2539 minThe I'm Giving Notice Podcast with Mace HoroffIGN-7: Mark Levit - Former broadcast journalist & ad agency owner turned online marketer, and college professorIf you’re looking to find another job, or even if you’re a college student wondering how to land that first job, Mark Levit provides some very helpful tips and strategies that allow you to differentiate yourself from a sea of sameness.
Mark is the living example of the words, “You never know where life will take you.” In the college classes that he teaches, he emphasizes real world skills over academic prose. Mark’s career took a very non-linear path, but each step taught him useful skills and opened doors to the next opport...
2014-10-2142 minThe I'm Giving Notice Podcast with Mace HoroffIGN-6 Dr. Paula Bloom Talks About Sex, Bad Boys, & Hating Your JobBrace yourself for this no-holds barred interview with Dr. Paula Bloom. We talk about sex, relationships, hating your job and….yeah, more sex!
Dr. Bloom is a practicing clinical psychologist, author, speaker and frequent on-air CNN contributor. She is called on by the media to offer perspective on a wide range of events and topics including national tragedies, international events and mental health topics such as happiness, resilience and relationships. Paula is the co-author of Why Does He Do That? Why Does She Do That? Two Relationship Experts Reveal the Naked Truth About Dating in the 21...
2014-10-1936 min
The I'm Giving Notice Podcast with Mace HoroffIGN-5 Janice Daphne- Author of “Divorce: The New Little Black Bookâ€Divorce is not a pleasant subject, but for 53% of Americans, it’s a reality. Another reality is that divorce offers many opportunities, not the least of which is the opportunity to separate yourself from someone who is not right for you so you can find someone who is. Janice Daphne, author of “Divorce: The New(...)
2014-10-1743 minThe I'm Giving Notice Podcast with Mace HoroffIGN-4 Branding Expert Bruce Turkel: Your Brand and Life’s Big 3What is your brand?  Are you sure? Everyone talks about branding, but the reality is that you don’t have as much control over your brand as you might think. You might be shocked to learn that it’s not your logo or jingle that creates your brand. In this edition of The I’m Giving Notice Podcast, branding(...)
2014-10-1335 min
The Sales EvangelistTSE 045: What Can I Do To Help A Reluctant Buyer?Have you ever had a buyer who was reluctant to purchase your product or services and you didn’t know what to do? Well, this episode is for you! Mace Horoff is a coach, keynote speaker and expert in the medial sales coaching field. Mace has over 30 years of sales experience and during that time came […]
The post TSE 045: What Can I Do To Help A Reluctant Buyer? appeared first on The Sales Evangelist.
2014-06-0600 min