Category Archives: technical sales

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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Profiting from Tough Times

Everyone seems to be fascinated by the economy and how to manage a business when all the predictions seem dismal. Depending on your industry this may be a time when you find yourself really scrambling to keep up, or you … 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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What Customers Really Want

In April, I had a chance to preview a recent study conducted by BioInformatics, LLC, a market research firm in Arlington, Virginia. The study was called, “Improving Sales Rep Performance … Life Scientists’ Perspectives”. I was intrigued with the findings … 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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