Medical Sales Certification Podcast: Recent Episodes
Kolby Wood
Welcome to the Medical Sales Certification Podcast, hosted by Kolby Wood. Kolby is a Territory Sales Manager for a Medical Device Company in Chicago, IL.
All of our content is focused on Orthopedic Medical Sales Education. You can follow us on all the platforms below:
Website: https://medicalsalescertificationprogram.com/ Facebook: https://www.facebook.com/MedicalSalesCertificationProgram/ Instagram: https://www.instagram.com/wood_kolby/ Twitter: https://twitter.com/wood_kolby YouTube: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw?
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!
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Medical Sales Training:
https://medicalsalescertificationprogram.com/programs/
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
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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/MedicalSalesCertificationProgram
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.
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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/MedicalSalesCertificationProgram
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:
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
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/
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/
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
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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
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 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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
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 Emerging Leader by the American Orthopedic Association. If you enjoy this podcast, please take the time to follow Dr. Yanke on all of his social media accounts listed below. We hope you enjoy this episode! Instagram: @dr_adam_yanke_sportsmdchicago Facebook: @AdamYankeMD Twitter: @AdamYankeMD LinkedIn: linkedin.com/in/adam-yanke-a4342665/ YouTube: youtube.com/user/AdamYankeMD Website: yankemd.com Midwest Orthopaedics at Rush: 1.877.632.6637 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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
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 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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
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 problem in the first place, is much more important than I previously realized. 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_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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
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 fit into optimal patient care. Dr. Gruber is one of the few surgeons who will give you access to his operating room and show you how he performs his procedures. His social media team joins him in the operating room and throughout his day to produce and distribute content on all of the major media platforms. If you enjoy this podcast, please take the time to follow Dr. Gruber on all of his social media accounts listed below. We hope you enjoy this episode! Instagram: @drgruber_orthopedics Facebook: @integratedorthopedicsaz YouTube: youtube.com/drbriangruber Website: integratedorthopedicsaz.com Medical Tourism: 1.833.462.8687 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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
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 have in them by spending time on the wrong things. 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_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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
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 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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
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.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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
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_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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
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: 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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
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 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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
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://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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
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: Instagram: https://www.instagram.com/medicalsalescertification/ LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/ Facebook: https://www.facebook.com/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
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://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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
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: Instagram: https://www.instagram.com/medicalsalescertification/ LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/ Facebook: https://www.facebook.com/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
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 can actively improve it over time. 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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
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 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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
On this episode, we discuss the reality of talent in the medical sales field. It's obvious in sports that some people are more talented than others, but this is an under-appreciated part of the hiring process in medical sales. 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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
On this episode, we discuss a recent phone call with a sales rep and the difficulties trying to get past the gatekeeper. 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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
On this episode, we discuss how to think about a college degree if your objective is to get into medical sales. 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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
On this episode, we walk through the framework you need for getting hired in medical sales. Idea, Strategy, Execution. 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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
On this episode, we discuss how to prepare getting hired in medical sales when you're over qualified. 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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
On this episode, we discuss a recent sales call and follow up call where the deal came too easy. And we discuss what to do when the deal seems to have come too easy. 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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
On this episode, we discuss asking for the business before you feel you are ready. This will open up real opportunities and should get you to the real objection. 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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
We provide a more nuanced take on this question in this podcast. 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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
Should you be working smarter, not harder? We use examples from Jeff Bezos and Elon Must, to answer this question. 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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
On this episode, we discuss the Superior Capsular Reconstruction procedure. 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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
On this episode, we go into detail about the Latarjet Procedure and how to have a conversation about treatment protocol with a customer. 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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
On this episode, we discuss the proximal biceps tenodesis procedure and any of the associated procedures as well. 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_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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
On this episode, we discuss the need for structure when speaking to an audience, leading a team or meeting with a customer. We discussed a YouTube video in this episode and the link to that video is below: Stanford GSB: Think Fast, Talk Smart: Communication Techniques https://www.youtube.com/watch?v=HAnw168huqA 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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
On this episode, we discuss the anatomy of the shoulder labrum and capsule. 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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
On this episode, we discuss single row vs double row rotator cuff repair. 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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
On this episode, we discuss the problem where the customer ends up selling the rep on why they shouldn't be doing business together. Your customers don't want to change what they are doing, so they will be trying to throw you off so they don't have to change what they are doing. Your job is to listen to the customers' objections but you can't buy "Hook line and sinker" what they tell you. Just because they have a current vendor or contract in place doesn't necessarily mean they can't do business with you. You have to keep digging. 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_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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
On this episode, we discuss the anatomy of the Rotator Cuff. 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/MedicalSalesCertificationProgram Twitter: https://twitter.com/wood_kolby
On this episode, I discuss the need to identify the specific area of medical sales you want to be in. Figure out what is most interesting to you and make yourself as much of an expert in that area as you can.
You wouldn't go apply to Google, Amazon Web Services or Walmart Supply Chain if you didn't know anything about SEO, coding or Logistics. In the same way, you need to have some level of relevant knowledge and experience to stand out in a crowded field.
We hope you enjoy this episode!
Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/
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On this episode, I share with you my perspective on following your passion. I used to struggle with the with the idea of following your passion, but I have changed my tune with that.
The primary reason why is because I recognized that the ones who love what they do will inevitably outwork the ones who don't. Therefore, if you want to win, you need to pick something you are passionate about.
We hope you enjoy this episode!
Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/
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On this episode, we discuss a personal example where a competitor is coming in to try and take our business by offering a significantly lower price. This is not a surprise to me or anyone else in this industry, but it does provide me an opportunity to walk you through how I'm handling it in real time.
This is likely the first of a couple episodes on this topic and about this situation.
We hope you enjoy this episode!
Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/
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On this episode, we discuss how you can grow in confidence with your product(s). It's not simply enough to "be sold" on your product, you also have to be able to deliver your product in a sales pitch confidently and also handle the objections to follow.
To be the best you have to beat the best. In sales, you have to train your responses for the most difficult objections you could get from a customer. You never want to practice only layups.
The harder you work in your down-time, the more confident you will be selling your product.
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
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On this episode, we discuss the all-too-common situation where sales people end up too far on the side of "nice". While this is a key trait of many successful sales reps, it can also be the downfall.
Like I'm sure you have heard, "Too much of a good thing can be a bad thing."
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
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On this episode, we discuss who you should be looking to for sales advice. And we also spend time discussing "Cognitive Dissonance".
Cognitive dissonance is a common bias people struggle with, myself included, but something we all should try to overcome.
We hope you enjoy this episode!
Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/
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On this episode, we discuss a comment a friend of mine made saying, "Sales is only about getting people to like you."
Is this true? How easy is it to get somebody to like and support you in sales?
It's easy to get people to like you when you aren't trying to sell them something. The relationship changes immediately though once the person knows you're trying to sell them something.
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
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On this episode, we discuss the questions reps need to be asking to close the deals they aren't closing. And these questions typically have nothing to do with the product itself.
You need to walk the customer through the process of conversion and address any potential pitfalls along the way. If and when you outline the worst case scenario for the physician, the fear and uncertainty about switching vendors will be reduced.
We hope you enjoy this episode!
Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/
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On this episode, we discuss a comment made by the founder of LinkedIn, Reid Hoffman, about taking too long to launch your product.
I think this is analogous to the situation many young reps find themselves in where they are pursuing perfection at the cost of productivity. First, perfection is an illusion and shouldn't be pursued directly. Second, the way to truly improve your skills in sales is to test them in the real world.
We hope you enjoy this episode!
Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/
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On this episode, we discuss the very common situation where you are going back to the same customers, with the same product, a second time.
This happens frequently and the key is to start the meeting off the right way to reengage the customer. Many times, they had the intention to move forward with you the first time, but they lost focus or interest or changing habits proved to be more difficult than they first realized.
Your job is to take what should be a warm call and treat it as a cold call. The initial interest you generated the first time must happen again, but this time you dig deeper on their objections and what is holding them back from making positive changes.
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
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On this episode, we discuss the one-and-done sales reps. These are reps that ask one question, and one question only to the customer, then move into their pitch.
The strong sales reps will ask much more than one question to the customer before they start pitching their product. You need to know as much as you can about the customer and why they use what they use prior to bringing up your product.
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
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On this episode, we discuss the key point when you transition from selling to closing and what that sounds like. It's not enough to give the advice of, "You have to ask for the business."
The real question is, "What are the actual words that come out of my mouth when I ask for the business?"
We hope you enjoy this episode!
Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/
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On this episode, we go deep on the topic of 'Outcomes-Driven Thinking' and 'Process-Driven Thinking'. There is a substantial difference approaching results from these two perspectives and it's important to keep both in balance.
What you're trying to avoid are 'False-Positives' and 'False-Negatives', and you do this by making sure you're taking into account Process-Driven Thinking, not just Outcomes-Driven.
We hope you enjoy this episode!
Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/
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Subscribe To Our YouTube Channel: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw?
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On this episode, we discuss how to determine when to turn up the pressure on a deal or a customer and when to be patient. The fundamental question you should be asking yourself is, "Why isn't the customer moving in that direction automatically?"
This will give you insight for how to handle each individual sales situation.
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_015SYVe3qxRk9uEpaw?
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On this episode, we discuss the essence of sales - get the customer to see your perspective on a given topic. And to do this, you have to make sure they are looking at the same problem you are with the same perspective you have.
Most reps struggle to align perspective prior to pitching their product or service. What you actually need to do is make sure the customer can visualize the problem like you are visualizing it, then you can discuss why you believe your product or service is the best choice.
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_015SYVe3qxRk9uEpaw?
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Twitter: https://twitter.com/wood_kolby
On this episode, we discuss the equation of sales which includes science and art. Where many sales reps go wrong and many coaches go wrong is they think you only need one of the two variables to be successful.
But my experience has taught me that you absolutely need both science and art to be successful in medical sales. I do believe both can be developed but the art certainly comes more natural to some people.
We hope you enjoy this episode!
Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/
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On this episode, we discuss the thinking behind, "Once I get hired, then I'll commit to learning the things I need to learn."
In my opinion, this is the exact opposite approach of what should be taking place. Employers want to see people who have invested time up front to learn about the company, industry and product line. If you have shown up-front investment, there is a good chance you will continue to invest in yourself and in your career.
This looks good to potential employers.
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_015SYVe3qxRk9uEpaw?
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Twitter: https://twitter.com/wood_kolby
On this episode, we discuss the correct application of sales scripts and when you shouldn't be using them. Sales scripts are important to have but should be used appropriately.
Relying too heavily on a sales script inevitably takes you out of the present moment and reading what your customer is telling you both verbally and non-verbally.
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_015SYVe3qxRk9uEpaw?
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On this episode, we discuss how simplicity usually wins in sales. Big words end up with disengaged customers. Your customers want the facts without any fluff.
Also, we discuss why win/win in sales isn't the right approach with customers. Yes, you need to be successful as a company, but your customers don't want to feel like you also think it's a good deal for you. They want to feel like they got a deal.
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_015SYVe3qxRk9uEpaw?
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Twitter: https://twitter.com/wood_kolby
On this episode, we share an old story about playing catcher in baseball and the inability to block balls. It was only through intentional training that I was able to train my body to block the way it needed to.
In the same way with medical sales, we all must intentionally practice our craft so that it becomes second nature.
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
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On this episode, we discuss the fundamental difference between talking and communicating. When you're talking to most people, they aren't actually listening to you, they have a conversation going inside their own head.
So instead of assuming they are listening and rambling on with your pitch, you need to use questions early and often to confirm the other person is listening and communicating with you.
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
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On this episode, I revisit a couple of topics from earlier in the podcast about self-awareness with your customer. You need to maximize your time in front of your customers and that starts by making you're what you're discussing with them is relevant to their practice.
If you have a product or service that doesn't match up with their practice or patient population, just cut your losses and focus on products and services that do match up. You can't be idealistic with making sure you show every product to every customer. If the products aren't relevant, simply move on to ones that are.
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
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How To Help Your Customers Keep Their Word With You | Podcast Episode #33
One of the most frustrating situations as a medical sales rep is when the customer tells you one thing, then changes their mind later. This creates false optimism on the part of the rep and inevitably leads to distrust between the rep and the customer.
The question is, "How can we reduce the chances of your customers changing their mind later?"
One of the best ways I have found to help with this is to ask for the customers' opinion or stance regarding the situation, instead of me telling them where I think we are at and asking for their approval. And this may sound trivial, but I do believe there is a significant difference in outcomes when this occurs.
Understandably so, this is easier said than done, and I believe that is because most reps don't want to ask truly open ended questions of the customer. It leaves the door open for the customer to tell you to your face that they are leaning toward, or going with, the competitor - and most people don't like hearing that. However, if the customer is going to go with somebody else, you're just delaying the inevitable by not asking them up front.
Ultimately, you want to get the truth as soon as possible before the customers start banging their stake into the ground on one side or the other. If they are on your side, you can help them solidify their stance. But if they are leaning toward the competitor, you now have a chance at changing their stance if you catch it early enough.
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_015SYVe3qxRk9uEpaw?
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On this episode, we dive into understanding opportunity cost and what that looks like from both the interviewing side of things, as well as running a territory.
Opportunity cost is easy to understand but difficult to implement because we undervalue the unknown of what we are giving up for what we have. If we think we have a good opportunity in front of us, the time we are spending on that opportunity could be used elsewhere on a better opportunity, but we undervalue the unknown of the other opportunities.
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_015SYVe3qxRk9uEpaw?
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Twitter: https://twitter.com/wood_kolby
On this podcast, we discuss how to recognize when you're wasting the customers' time and how to avoid it. A lot of people are unaware that they are wasting other people's time, when in fact, they are. It's not about if you think you're wasting somebody else's time, it's about do they feel like you are wasting their time.
We outline what you need to do to make sure you aren't ruining relationships by having a lack of respect for the other person's time.
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?
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Twitter: https://twitter.com/wood_kolby
In this episode, we address the idea of A + B = C in Medical Sales. How do customers buy products? If you have the best value, why aren't you getting the business?
We discuss how to emotionally connect with your customers so they want to work with you and you can get that business, whether you have the best product or not.
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_015SYVe3qxRk9uEpaw?
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Twitter: https://twitter.com/wood_kolby
In this episode, I share with you a recent phone call I had with the CEO of a large surgeon practice. This conversation contained many insights into how to contextualize your conversations according to the people you are interacting with.
The conversations you have must be different based on the needs and motivations of each individual.
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_015SYVe3qxRk9uEpaw?
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Twitter: https://twitter.com/wood_kolby
In this episode, we discuss the all-to-common problem of getting "Friend Zoned" in Medical Sales. When we, as reps, are constantly on the beck and call of customers, its easy to fall into the trap of customers taking advantage of us.
Avoiding the "Friend Zone" in medical sales comes down to not simply being a yes-man or yes-woman and actually asking customers those difficult questions to identify real opportunities.
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_015SYVe3qxRk9uEpaw?
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Twitter: https://twitter.com/wood_kolby
In this episode, I discuss a recent meeting we had with a surgeon where the conversation quickly went beyond the surgeons' level of understanding. We started discussing acronyms related to our product that the surgeon didn't know.
Essentially, it is important that you educate before you sell and ask. Make sure the customer knows what you're talking about and understands the language and terminology you are about to use.
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_015SYVe3qxRk9uEpaw?
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Twitter: https://twitter.com/wood_kolby
On this episode, we share a recent sales interaction where actually handling the objections in real time would not have been the right move. There are correct times to handle objections and there are times where you need to punt those for a later date.
We hope you enjoy this podcast!
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?
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LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/
Facebook: https://www.facebook.com/MedicalSalesCertificationProgram
Twitter: https://twitter.com/wood_kolby
In this episode, we discuss a conversation I had with a CRNA who is recruiting surgeons to come to his surgery center. Sales is sales and what he is going through with recruiting new surgeons to his surgery center is not much different than how we interact with our customers as well.
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_015SYVe3qxRk9uEpaw?
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LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/
Facebook: https://www.facebook.com/MedicalSalesCertificationProgram
Twitter: https://twitter.com/wood_kolby
In this episode, we discuss the best question you can ask your customers to uncover their true objection. This question may sound counter intuitive to you, but I assure you it is the only way to know for sure why your customers will or will not work with you.
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?
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LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/
Facebook: https://www.facebook.com/MedicalSalesCertificationProgram
Twitter: https://twitter.com/wood_kolby
In this episode, we discuss the reality of how many people are going to buy your product the first time they see it. This is a very low number and tells us how important it is to understand your sales process.
Most sales reps don't fully understand how to take a customer from No to Yes, and we outline that in this 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?
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LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/
Facebook: https://www.facebook.com/MedicalSalesCertificationProgram
Twitter: https://twitter.com/wood_kolby
In this episode, we discuss the 3 most important words in sales: Attitude, Activity and Approach. These 3 A's are the formula for success in any sales position and certainly for you and your sales career.
Use this formula to examine 2018 and determine how you will adjust in 2019 for better results.
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?
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LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/
Facebook: https://www.facebook.com/MedicalSalesCertificationProgram
Twitter: https://twitter.com/wood_kolby
In this episode, we discuss how the open-ended questions need to be reformed and reformatted to the 2019 customer. People these days expect transparency and will reward it when they see it.
Use your open-ended questions in a transparent way and you will have a much greater impact.
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?
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LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/
Facebook: https://www.facebook.com/MedicalSalesCertificationProgram
Twitter: https://twitter.com/wood_kolby
In this episode, we discuss the technique of using Features, Benefits and Verifying with the customer. The "Verifying" step is where questions with the customer will bring the engagement and close the gap.
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?
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LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/
Facebook: https://www.facebook.com/MedicalSalesCertificationProgram
Twitter: https://twitter.com/wood_kolby
In this episode, we discuss the "Always" Questions that we use when qualifying the customer. It cannot be overstated of the importance to qualify the customer.
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?
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LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/
Facebook: https://www.facebook.com/MedicalSalesCertificationProgram
Twitter: https://twitter.com/wood_kolby
In this episode, we discuss how to balance giving and taking in Medical Sales. Some customers are worth more than others but may require more from you.
How do you determine this balance?
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?
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LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/
Facebook: https://www.facebook.com/MedicalSalesCertificationProgram
Twitter: https://twitter.com/wood_kolby
n this episode, we discuss a sales meeting where we didn't qualify the customer and it wasted valuable time.
We all must qualify before we can start selling.
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: Instagram: https://www.instagram.com/medicalsalescertification/
LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/
Facebook: https://www.facebook.com/MedicalSalesCertificationProgram
Twitter: https://twitter.com/wood_kolby
In this episode, we expand on the approach that the customer is not always right. However, that doesn't mean we shouldn't use agreement with the customer to move the conversation forward.
The quickest way to connect with anyone is by having shared interests, so simply use agreement with the customer as a way to connect early on. You can always come back to the conversation later where you need the customer to change their position.
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: Instagram: https://www.instagram.com/medicalsalescertification/
LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/
Facebook: https://www.facebook.com/MedicalSalesCertificationProgram
Twitter: https://twitter.com/wood_kolby
In this episode, we share our own experience as a D1 college athlete and discuss the mistakes we made. There is so much opportunity available to student athletes but few take full advantage of those opportunities.
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: Instagram: https://www.instagram.com/medicalsalescertification/
LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/
Facebook: https://www.facebook.com/MedicalSalesCertificationProgram
Twitter: https://twitter.com/wood_kolby
In this episode, we discuss the importance of a full pipeline and how to decide between focusing on a few opportunities or having a large amount of opportunities.
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/MedicalSalesCertificationProgram
Twitter: https://twitter.com/wood_kolby
In this episode, we discuss a recent phone call with a $50M medical device company and how we got to that point.
We then go through multiple failures and address getting over the fear of failure and how failing looks to others.
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?
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LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/
Facebook: https://www.facebook.com/MedicalSalesCertificationProgram
Twitter: https://twitter.com/wood_kolby
In this episode, we outline the Medical Sales Certification Program and who it is designed for. If you are somebody who wants to get into Medical Sales but doesn't have either sales experience or medical knowledge, check out this podcast.
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?
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Facebook: https://www.facebook.com/MedicalSalesCertificationProgram
Twitter: https://twitter.com/wood_kolby
The fight or flight response is an automated response in human beings. For sales reps, we have to disarm that automated response with our customers, especially when we are cold calling.
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?
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LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/
Facebook: https://www.facebook.com/MedicalSalesCertificationProgram
Twitter: https://twitter.com/wood_kolby
We discuss our own experimentation efforts and how that brought us to medical sales - and why we are still in this industry.
Most people refuse to experiment in life, yet they don't realize that experimentation leads to happiness and success.
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: Instagram: https://www.instagram.com/medicalsalescertification/
LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/
Facebook: https://www.facebook.com/MedicalSalesCertificationProgram
Twitter: https://twitter.com/wood_kolby
We share an example cold call from yesterday that didn't go well. We discuss how to respond and what to do differently next time.
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?
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LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/
Facebook: https://www.facebook.com/MedicalSalesCertificationProgram
Twitter: https://twitter.com/wood_kolby
In this episode, we discuss our home water issues and interviewing plumbing services. The good, the bad and the ugly.
We then link the ability to win our own plumbing business with getting the business in Medical Sales.
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/MedicalSalesCertificationProgram
Twitter: https://twitter.com/wood_kolby
On this episode, we discuss how to sell any product to anyone - or not.
Ever heard the saying, "They are so good at sales they could sell ice to an eskimo"?
Or, "They are so good at sales they could sell ketchup to a lady in white gloves"?
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?
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LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/
Facebook: https://www.facebook.com/MedicalSalesCertificationProgram
Twitter: https://twitter.com/wood_kolby
This episode plays on the lyrics from Jay-Z, where we discuss Selling vs Branding. Most medical sales reps are thinking short-term sales, when they should be thinking long-term branding.
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: Instagram: https://www.instagram.com/medicalsalescertification/
LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/
Facebook: https://www.facebook.com/MedicalSalesCertificationProgram
Twitter: https://twitter.com/wood_kolby
The premise of this episode is borrowed from Gary Vaynerchuk's book "Jab, Jab, Jab, Right Hook". (You can follow GaryVee here @garyvee)
We discuss the idea behind "Always Be Selling" and that this is not a solution in our marketplace. If you want to maintain access to your customers, you can't always be selling to them.
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/MedicalSalesCertificationProgram
Twitter: https://twitter.com/wood_kolby
In this episode, we discuss the worst interview experience I have had and we learn what not to do.
You'll also hear about my personal experience getting hired and doing the hiring.
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: Instagram: https://www.instagram.com/medicalsalescertification/
LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program/
Facebook: https://www.facebook.com/MedicalSalesCertificationProgram
Twitter: https://twitter.com/wood_kolby
In this podcast, we walk through the personality types you will see in Medical Sales and how you must adjust to those. The Medical Sales Professionals are able to interact with all personality types in our industry and you must be able to as well.
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/MedicalSalesCertificationProgram
Twitter: https://twitter.com/wood_kolby
We discuss the impact of low GPA's and Cheating in school impacts your potential career in Medical Sales. This will be a good episode for individuals who may think they are unqualified for a Medical Sales career.
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/MedicalSalesCertificationProgram
Twitter: https://twitter.com/wood_kolby
This is the first episode of our podcast! We introduce Kolby Wood and provide some background on him and how we got to this point. We then discuss which skill sets in business will last and which ones may die off.
We hope you enjoy this episode and welcome to our podcast!
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/MedicalSalesCertificationProgram
Twitter: https://twitter.com/wood_kolby