February 2011 Blog Posts (12)

Not long ago I visited a Chevrolet dealership in downtown Houston, speaking with a fleet salesperson. He began our conversation telling me how his family doctor died that day, and proceeded to share his grief and alarm.  He wondered about Heaven and life after death, etc.

This is a story I shared with him that day:

Jesus introduced the phrase, born-again, and because He is the only one who did, I think it has significance.   Jesus used this phrase in his conversation…

As sales professionals we have many tools at our disposal to educate ourselves on how to be better in the field.

Today I would like to discuss a simple approach to the sales process for anyone that may be struggling or new to the field:

A - Approach (This is your first step and it is the most crucial, we all know that first impressions are everything. You as a Representative are first and…

Hey...Join us and see our Front Page if not on the site!! Members get one Newsletter Per Month, Like the February Issue below, sent directly to their email box!  Sign up and stay plugged into the Medical Sales Career News Today!  Enjoy and thanks to the Linda Hertz Group Members for your growing contributions that are helping others in the…

This is an open blog to the the members of the Linda Hertz Group:

A bit about me.  I was a successful Real Estate Agent for over a decade working in a small town near Santa Barbara.  With the downturn in the economy and the crises in the real estate market I was forced to find a new career path.  I joined a great company and had two successful years as an Opthalmic Sales Rep, in Los Angeles, until the company downsized its entire sales force.  With the Real Estate market…

Do you feel the resumes you submit on-line go into a black hole? Have you tried to figure out what you could be doing differently?  What are others doing to get interviews that you don’t know about?

Searching for jobs is no longer a passive endeavor.  The market has changed dramatically over the last few years.  In the past, companies looked for reasons to include…

If you spend a day with a highly accomplished medical sales person then you are probably going to hear that one of their primary drivers for success is cultivating surgeon relationships.  It is a rather obvious point but there is certainly more to this story. You will hear such things as “champion, KOL, thought leader, advocate, race horse, Big Dog and a host of other terms of endearment.

They will tell you that they possess the unique ability to…

If you talk to any medical sales rep and ask them which thing they dread most about their jobs, you will probably hear field rides with their manager.  I had a conversation last week with a lad who used to work for me to discuss his disdain for the entire field ride process at his company.  He was depressed just thinking about spending the next 3 days in the car with his manager.  He went on and on about his micromanagement style, his inability to…

Who is the most neglected person in your home?  It may be you! Do you think, “My life seems full of demands others know little about!” Is this true of you? Do you privately ask or wonder - - Where can I find time for refreshing?  When will life ever be quiet?

            Peace is often a foreign phrase in the busy, chaos of life.  Families seek balance as they juggle children’s needs and schedules, and demands of professional careers and life in general.…

I have not had much success selling people stuff they did not want or need.  When I sold in the high-tech space, I had much more success with companies and individuals who had a need for the solution that I was selling.  When selling medical devices, I had my best results with surgeons who had a sincere interest in my products that enhanced the quality of care for their patients.  I was not a private detective but I began to see a pattern. 

If this makes sense to you thus far, then it…

Most would agree that our economy is still not in the greatest shape.  The healthcare market is still going through some major changes.  Many hospitals are cutting back on services, reducing the number of vendors and slashing costs.  I think you might agree that there is certainly less low hanging fruit right now in many instances and you may have to work on your vertical leap to land a new customer.   It always helps if…

It may not be a big deal to most that for some reason my Linkedin Password won't work, EVEN when I reset it, but it is to me since I have over 1,100 Linkedin followers...and several waiting for me to accept their invite!  So I began tooling around their website trying to discover the problem (to no avail I might add!).  I did not find the answer to my problem and no one has responded from the company yet (I put in my request for help yesterday), but I did find some…