Entries by admin

STEPS TO TAKE TO FIND A NEW JOB

As a Commercial and Executive Life Science recruiter, I often receive unsolicited LinkedIn notes from persons looking for new jobs in our market. This is certainly one way to go but there are many other avenues. I will deal with this in two parts: Recruiters and Other. RECRUITERS: Frankly, the best way to find new […]

The Relative Importance of Price: It’s QUALITY First

Recently I posted a quote that I like on LinkedIn. It is: “Price is only ever an issue in the absence of value”. From both a sales and marketing strategy, truer words were never spoken. There are many layers to this statement but I’ll start with the obvious: If you sell or market based on […]

Bridging the Gap Between Sales and Marketing

The end-goal of sales and marketing organizations is the same: increase revenue. The tactics are also very similar. Find the target audience, get them to listen to what you have to say, help them make a buying decision and guide them to the fact that your product/technology/service is the one that they need. In the […]

Bridging The Disconnect Between Sales and Marketing

The end-goal of sales and marketing organizations is the same: increase revenue. The tactics are also very similar. Find the target audience, get them to listen to what you have to say, help them make a buying decision and guide them to the fact that your product/technology/service is the one that they need. In the […]

SELLING AND MARKETING SOLUTIONS, NOT TECHNOLOGY

Successful sales people understand the importance of finding a customer’s pain/need and selling a solution to their problem. Many scientifically oriented reps, however, try to sell the technology rather than its value. This mode of operation is repeated in Marketing being done by many Life Science companies which are founded and run by scientifically astute […]

The Introductory Sales/Marketing Email: Getting Your Message Out

Email, whether it’s from a salesperson trying to get a meeting or from marketing trying to generate leads is vital for getting the word out. However, it’s only a useful effort if it gets read and it’s only effective if it is done well. It MUST convey the gains the recipient will realize by using […]

“Content Marketing”: Buzzword or Best Practice?

The first question that needs to be answered is, “What is content marketing?” Of course there are as many answers as there are marketing “experts”, but here is one man’s opinion. Content marketing is the technique of creating informative and pertinent information in an effort to entice and engage a clearly defined target audience. The […]

Successful Selling: The Value of The Value Proposition

Life Science companies often attempt to sell their product or service by telling people what it is and how it works. Their focus is on The Technology. The key to successfully selling and positioning is to focus on THE CUSTOMER. In time, they will want to know how it works but first and foremost they […]