My Medical Device Sales Career

September 2010 Blog Posts (4)

Older Workers Need Jobs Too!

I just added a new Forum Discussion to the Linda Hertz Group this morning for those over age 50. I kicked it off with a topic that I found in a 2008 Los Angeles Times article that I had saved, Older Workers Need Jobs Too!

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Added by Linda Hertz on September 26, 2010 at 9:30am — 3 Comments

Logistics – Deal Killer or Path to Success?

When we think of ongoing professional sales development or sales training, the focus is on almost always on skill sets designed to enhance our communication with customers. We focus on persuasive abilities, probing strategies and closing techniques. While all of these are important, failure to account for the logistics of the sale can kill a deal that you’ve been working hard to secure.

Logistics refers to the processes that are involved in acquiring,…

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Added by Kevin Onarecker on September 12, 2010 at 8:00am — No Comments

What Makes A Champion? Martina Navratilova Shares IT with us, but most won't do IT, Will You?

As some of you know, who follow my blog, I was on vacation two weeks ago in Michigan and before I left I stayed with my friend Marty. If you remember, I had answered her question about why it was difficult for her MBA daughter to find a…

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Added by Linda Hertz on September 9, 2010 at 8:30pm — 2 Comments

Prefer vs. Purchase? Choose The Right Question!

Several years ago I was involved in starting a medical sales force within a large international organization. This organization was Marketing driven and spent enormous amounts of money and human energy to understand their market and provide the right messaging to their target audience. More often than not, they did an excellent job of connecting with consumers and consequently they were extremely successful.

Relative to our product focus, they invested heavily in…