Linda Hertz Group

My Medical Device Sales Career

March 2011 Blog Posts (11)

Are you managing the interview process or is it managing you?

You finally get the e-mail you have been waiting for “I’d like to speak to you about our medical sales job, are you available at 1:00 p.m. today?”  It is 10:00 a.m. and you immediately say “yes”.  Then you realize you will have no time to prepare and will not have much insight into what will happen during the call.  This happens all too often and unfortunately and in the…


Added by Elizabeth Danford on March 31, 2011 at 5:30pm — 1 Comment

Customer Service = Brand

The past few weeks have been an interesting experience and a lesson in terms of “what good does not look like” in the wonderful world of customer service.  Here is the situation.  I am in the midst of trying to move some retirement $ around and have been doing so for the better part of 3 weeks.  Let’s be more specific.  I want to do business with this particular company and they will not call me back.…


Added by Devin Hughes on March 31, 2011 at 3:22pm — No Comments

How to get around the gatekeeper....

Hi everyone! 

I thought I would start a blog and have everyone contribute their thoughts on how they get around the "gatekeeper" to make the sale. Having a few great tips from talented people on this network might benefit everyone.



Added by Ellyse Lamon on March 29, 2011 at 8:00pm — 1 Comment

Prepare Your Career; 16 Signs YOUR Company Is Up for Sale!

I just spoke to a Representative who was fearful that his company might be for sale.  He said, “I think I see the signs!”  When he reviewed some of them with me, I said, “Are you kidding? Do you need a sign tattooed to your forehead? The sale of your company is no longer the Elephant in the room, in fact the Elephant is standing in the front…


Added by Linda Hertz on March 23, 2011 at 11:30am — 3 Comments

Medical Device 104

What goes through the mind of a medical device sales rep once they arrive at a hospital?

• Sign into the hospital (i.e. materials management, security, purchasing, (OR) front desk etc….)? Are my credentials up to date? (REPtrax, Vendor Mate, VendorClear etc…)

• Notify the charge nurse, team leader, or circulating nurse that I will be attending the following cases?

• Have a conversation with surgeon and staff before case to discuss product usage and placement.… Continue

Added by Devin Hughes on March 22, 2011 at 6:25pm — No Comments

Good Word - Hope

Not only is hope a good word, but it is a life-saving word. Hope is vital to well-being. In order to glean the most from this devotional, take a moment to think about your hope: what it is, where it’s placed… What do you hope for? Hope in? You get the drift!


Webster’s dictionary [1913 Webster] says hope is

  1. a desire -- combined…

Added by Anita Onarecker on March 17, 2011 at 11:00am — No Comments

Medical Device Sales 103

10.   Things are never as bad as they seem. (Nor as perfect)  Keep grinding, smiling and prospecting!

9.   Don’t spend so much time trying to be liked by everyone in the (OR) and offices.  It is important to be liked but it is as important to be respected by your customers too.  Are you adding value?  Keep asking yourself that question.…


Added by Devin Hughes on March 15, 2011 at 6:30pm — No Comments

Medical Device Sales 102

1.     Thou shalt not covet specific surgeons.  Too many reps get fixed on winning specific accounts/hospitals that they become emotionally attached. You hinge all of  your hopes and dreams on that…one…surgeon/hospital.  Here’s a tip: don’t. Think instead about your overall territory’s quality. “Build it will right and it will come”.…


Added by Devin Hughes on March 11, 2011 at 5:10pm — No Comments

Some keys for success selling medical devices in the (OR)

Selling anything can be difficult enough but selling medical devices used in the operating room can be brutal.  The easy part is often learning the anatomy and the procedural data.  It gets tricky trying to find your place in this vast ecosystem without a GPS and actually applying what you have learned in training.  I have compiled a collection of proven tactics that have helped numerous sales reps stand out in the crowd.


10. Be prepared for some “push back” about your…


Added by Devin Hughes on March 9, 2011 at 9:29am — 2 Comments

Healthy Eating On the Road!

How much care did you put into the food you ate today?  Was it more or less than the care you put into your job?  If the answer was “less”, it may be time to think of a diet revamp!  Between eating out of your car, rushing from one account to the next, and frequent lunch and dinner programs, it can be tough to exercise a healthy eating lifestyle.  However, healthy eating patterns will keep you alert and energetic, and are essential to ensuring long-term here are…


Added by Sarah Gahman on March 8, 2011 at 1:30pm — No Comments

Girl Scout Cookies

This past weekend, I had the good fortune of spending 3 hours with my eight year old daughter at the local mall.  This trip was different because our mission was to sell Girl Scout cookies.  I have sold many things in my life but never Girl Scout cookies.  What happens before we arrive is where the story gets interesting.  I could not help but notice her preparation for the day.  She got up early, did a quick inventory of her supplies and…


Added by Devin Hughes on March 3, 2011 at 8:00pm — No Comments

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