Today we're diving into a topic that's crucial for all the newbies out there in the medical device sales world—how to identify and pursue the right opportunities. I recently had an enlightening chat with one of our former members, now a full line rep, and I think there's a lot you can take away from our discussion.

The Temptation of Big Deals

As a new rep, you might be tempted to chase big, shiny opportunities right off the bat. You see a distant account that promises to skyrocket your sales, but let's think critically about whether it's a practical target.

Evaluating Opportunities

Before diving headfirst into pursuing a remote, high-volume clinic, consider a few critical factors:

• Logistics: How far is the clinic? Will the travel time detract from servicing your current clients?
  
  
• Current Business Health: Are you fully leveraging the accounts you already manage? Often, there are overlooked opportunities within these existing relationships.
  
  
• Capability to Service: Even if you land the new account, can you service it effectively without neglecting your current clients?
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The Value of Warm Leads

Focus on the accounts where you already have a relationship. These 'warm leads' are usually more fruitful and can provide quicker, more sustainable wins. Here’s why:

• Familiarity: You already know the staff and their needs, making it easier to deepen those relationships.
  
  
• Efficiency: You can visit these nearby clients more frequently, ensuring better service and potentially more sales without the added travel time.
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Strategic Account Management

Instead of spreading yourself thin over potential but uncertain big wins, strengthen your position where you’ve already started to establish a presence. Question what you’ve been told about these accounts—there might be untapped opportunities just waiting for your attention.

Long-Term Planning

Think long-term. Ensure any new account you consider pursuing can be integrated into your current workload without causing service disruptions elsewhere. Sometimes, focusing on enhancing relationships and expanding sales within your existing accounts is more beneficial than chasing new ones far afield.

Final Thoughts

For those of you starting in medical device sales, remember that not every shiny opportunity is worth the chase. Build strong foundations within your existing accounts and grow from there. It might seem less glamorous than landing a major account right away, but it's a surefire way to build a sustainable and successful career.

Want More Details?

For the full story and more insights, watch the full episode on YouTube or listen on Spotify and Apple Podcasts. Don't miss out on valuable lessons and experiences!

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All the best,

Jacob McLaughlin

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