Attending shows is important but they aren’t “technology shopping junkets” as they used to be. People still walk the halls to see what’s new so depending on your product (high price/high tech versus low priced commodity) you need to determine the best strategy for generating useful leads. Trade Show Effectiveness Pre-Show: Mailings or emailings to […]
“Sales” is more than just generating orders. It has been my experience that successful selling starts with an integrated sales and marketing plan. While early-stage Life Science companies often feel the need to get sales before proceeding with all other “non-revenue generating” commercial activity this has proven to be a misguided strategy which is likely to fall […]
Some products or services offer higher quality AND lower price. “Cost effective” solutions with other benefits and advantages must be marketed and sold carefully. The issue is how to successfully position the offering. High Quality may scare away prospects who assume it has a High Price Lower Price may mean Low Value to many in […]