Linda Hertz Group

My Medical Device Sales Career

All Blog Posts (251)

He Wants A Mid-Career Change with Resume Issues! Can He Do It?

I received a question from my public blog posts concerning mid career changes from Tom. After responding to it, I thought I would share it. This is tough one and if anyone would like to add their opinions as to what there answer would be...please feel to share your experience or opinion. This is my take:








Added by Linda Hertz on July 3, 2010 at 6:00pm — No Comments

Saleophobia Part II: the Customer’s Perspective

How often have you considered the effects of fear from the customer’s point of view? If you have not, then you’re missing sales because of it.

Many customers harbor fear in the sales process and it’s our job to overcome it. Before we can do that, however, we must fully understand what fears our customers have and why they have them.

Imagine for a moment that you’re a physician. You have, at the very least, someone’s health in your hands, and possibly their…


Added by Kevin Onarecker on June 27, 2010 at 11:30am — No Comments

Saleophobia – Is It Holding You Back?

Kill the snake of doubt in your soul, crush the worms of fear in your heart, and mountains will move out of your way.

- Kate Seredy

We’ve all been there. You get ready to walk into a call and you realize your palms are sweaty… and your eye is twitching. That little voice in your head starts to whisper: “maybe this is not the best time. I’ll just swing back through another afternoon.”

What? You’ve never been there? Come…


Added by Kevin Onarecker on June 20, 2010 at 8:00am — No Comments

Is Your Resume Getting You Action? 7 Tests to Improve Your Call Backs!

I often hear, “I wrote a great resume, but I get few responses to it”, or worse, “I paid a huge chunk of money for someone else to write my resume and I still am not getting any action”. When I ask to have the “non-responsive” resume sent to me for review and I find there are no inherent career problems with it (excessive job hopping every year or applying to jobs that are not related to work experience), often the problem rests with the resume formatting and…


Added by Linda Hertz on June 13, 2010 at 11:00pm — 1 Comment

What My Dogs Knew About Selling

Several years ago my wife and I owned two dogs, Lindy and Kirby. We got both of them from a local pound. For the first few years I thought their only talent in life was making my backyard look like a bombing range, as they were expert diggers. Over time, however, I discovered they were actually teaching me the deeper secrets only expert sales professionals knew.

Lindy and Kirby lived in our backyard, along with many local squirrels. The squirrels visited…


Added by Kevin Onarecker on June 12, 2010 at 7:30am — 2 Comments

Comparatives - Friend or Foe?

Have you considered how the words we speak during our presentations create images, prompt thoughts or solicit responses from the person we interact with? Of course you have! That is specifically what we are trying to accomplish, is it not? We know there is a complex thought process going on within the mind of our listener and we, as sales professionals, are entirely focused on directly influencing it.

In order to do that effectively we must not let…


Added by Kevin Onarecker on June 5, 2010 at 9:30am — No Comments

Relocating to a Better Life? Websites to Help You: Salary, School and Home Price Comparisons!

I see many resume's that will say "will move anywhere for work". Rarely do hiring companies offer relocation money for Medical Sales Positions or even Medical Sales Management levels for outside hires. Most companies want to hire their talent understanding the geography and most importantly, having existing customer relationships in the territory.

In addition, regardless of your…


Added by Linda Hertz on June 4, 2010 at 11:00pm — 1 Comment

The Age Old Question - Quality or Quantity?

Every professional who has been in sales for any length of time has heard the question: Which is better? Quality or quantity of sales calls?” Is there a right answer?

As a sales manager, it’s a no brainer as far as I’m concerned. I’ve always been willing to take a whole bunch of really good calls from all of my representatives! Great quality calls? I love them. The more the merrier!

Ok – you expected that, right?…


Added by Kevin Onarecker on May 29, 2010 at 10:30am — No Comments

A Job Seeker's Potential Fatal Decision: Using an Outside Recruiter or Applying Directly to the Hiring Company?

You see a job of interest on a Hiring Company Website (like a Covidien or Johnson and Johnson) and you quickly apply to the position. A few days later an Independent Recruiter calls you on that same position and you are astounded that they cannot present you to the hiring manager for the very job you applied for on the company website. In fact, you may NEVER be presented to that company by an Independent Recruiter now that you applied directly to their…


Added by Linda Hertz on May 29, 2010 at 7:00am — No Comments

Three Milestones on the Path to a Successful Sale

This weekend my wife and I led a small group hike to a waterfall and pool where the kids in our group could play. Although we had been there before, before we left we checked with the Rangers to ensure we could find the small trail to the waterfall. The Ranger warned us to watch carefully because the path was overgrown and difficult to see.

Sometimes it can feel like you’re on a wilderness hike in your selling efforts. Take heart, because when you know…


Added by Kevin Onarecker on May 23, 2010 at 9:00pm — No Comments

Are Your Customers Remembering You?

Being memorable, for the right reasons, is key to your success. Have you really stopped to think about who remembers you… and why? If not, you should.

Years ago, I ran across a newspaper article that dealt with memory and why people remember things. The author commented that while people may not remember specifics about another person or a conversation, they will remember how they felt about that person or the conversation. That stuck with me because I…


Added by Kevin Onarecker on May 16, 2010 at 6:30pm — No Comments

No Sales Background, Mid-Career, but want Medical How?

I received a question from one of our Members this past week:

" have been considering a move to the Medical Sales world. While researching this possibility, I have noticed that most companies require a minimum of 2 years sales experience. I have solid clinical experience, primarily in sports medicine. My question is, does anyone have any recommendations or avenues…


Added by Linda Hertz on May 15, 2010 at 3:30pm — No Comments

Two Magic Words That Sell

Don’t you love magic words? Remember the cartoons where the main character would stand in front of the cave and say dramatically “open sesame!” The hidden entrance would suddenly appear as the door opened to reveal all the treasures inside.

Unfortunately “open sesame" or "abracadabra” has never worked in my experience. However, there are some magic words that have worked wonderfully well. The two magic words are “fair” and “reasonable.”

The key to…


Added by Kevin Onarecker on May 8, 2010 at 9:30am — No Comments

Hidden Objections - Are They Bogging You Down?

There are many techniques designed to handle the objections you inevitably face. You can counter price objections and you can overcome misinformation or misunderstandings. Those are the common, garden variety objections. What about the most insidious of objections – the hidden objection?

You may be asking yourself if you’ve encountered a hidden objection before. Yes you have! If you have been selling for any length of time in a medical environment, you…


Added by Kevin Onarecker on May 2, 2010 at 9:30pm — No Comments

Single Most Important and Loaded Interview Question: Why Do You Want to Leave Your Job?

Most people know that one of the first questions a Hiring Manager will ask you on that first interview (and some savvy recruiters), is "Why do you want to leave your current job?". The most valued answer is; “I wasn’t looking, a recruiter called me out of the blue and your job sounded compelling to me because…”. Why most valued answer? Simply due to the…


Added by Linda Hertz on April 25, 2010 at 8:00am — 4 Comments

Are You Too Busy to Have Time to Be Successful?

You run full speed and work all hours of the day and night. There is no end to the emails and phone calls from customers and others within your organization. Boy, are you busy!

But are you too busy to be successful? It’s an easy trap to fall into. Oh, you’re busy doing a lot of good things and necessary things – but they erode your time and detract from your focus on the key things that allow you to be truly…


Added by Kevin Onarecker on April 24, 2010 at 7:00am — No Comments

Incrementalism and the Power of "Some." Are You Making It Work For You?

How many times have you hit the brick wall? Whether you are speaking to someone for the first time or the twenty first time, your customer-to-be is simply too resistant to change despite the fact you have given them plenty of good reasons to do so. You have tried every strategy you can think of. What do you do now? You employ incrementalism! You draw upon the power of “some.”

Many years ago I was in this exact situation. I was presenting…


Added by Kevin Onarecker on April 17, 2010 at 1:30pm — 1 Comment

The Two Most Powerful Questions in Selling

Even when you consider the infinite number of possible questions, in sales, there are two that are truly the most powerful. These two questions can form the core of a probing strategy that yields the key information you need to gather on every call.

They are also the two questions every customer is silently asking themselves as you present your product. You must provide compelling answers to these two questions for each of your customers…


Added by Kevin Onarecker on April 10, 2010 at 2:00pm — 2 Comments

Sell With PASSION!

Passion sells. Passion creates interest, excitement and anticipation. When we meet a sales professional who communicates with passion and conviction we are moved to action. We like that sales person… we respond to that sales person. AND we want to buy!

Sounds great, doesn’t it? All you need to do to get to the top is inject some PASSION in your presentation – right? Right! Hmm… sometimes we don’t sell the world’s most exciting product.…


Added by Kevin Onarecker on April 3, 2010 at 11:30am — 2 Comments

Leading Through Transition

Leading through transitions might feel like you are walking on a "tight rope"

Today's leader requires a very flexible and adaptive approach in guiding and developing their teams and organization while simultaneously creating a positive and safe environment. This is important to retain top talent, maintain a competitive edge and grow.

Leaders who begin to incorporate a diverse set of experts…


Added by Kathy Holdaway on April 2, 2010 at 4:30pm — No Comments

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