In an article I read recently, the author wrote that the best answers to this question are personalized. I agree with that but as someone who is a recruiter and a former hiring manager for 25 years, I believe that the answer must go further and be stronger. The author* made three helpful suggestions: Professional: […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]