Category Archives: life science

Selling Value

Selling Value For all of us who are selling value more than price, it is always discouraging to hear: “Look, it’s just too expensive for me …” before you even get started with the conversation.  And we’re often selling products … Continue reading

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Just Do Something!

Has anyone asked you the hard question yet?  In tough times, we are often asked, “What are we doing about it?”  Sales Managers especially will be asked this as soon as revenues start to slip below forecast.  My advice is … Continue reading

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Selling Pencils – Selling Technology

What does selling pencils have to do with selling technology? Quite a lot, if you’d like to double or triple the effectiveness of your sales force! Recently I was leading a sales training session for a life science company and … Continue reading

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Life Science Sales: A Call to Action

A recent study of sales force perceptions by GS Discovery has some findings that certainly caught my interest. And I think they will interest more than a few of you in the Life Science Industry. This study may be the … Continue reading

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