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
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
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
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
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