6 min read
Overcoming price objections is something you’ll have to master to succeed in the science and technology marketplace. Maybe you’ve already put months into a deal and your customer says you’re more expensive than a competitor. Or maybe you’re just...
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4 min read
Since the 1950s, give or take a few blips (we see you thalidomide crisis), the biotechnology, life science and pharmaceutical markets have been...
5 min read
The majority of science and technology companies go to market with a channel sales model. From start-ups right through to market leaders, it is...
3 min read
“When I gained my first sales manager role, I was promoted from a sales rep position. One of my first tasks was to recruit someone to take over my...
3 min read
Bright-eyed, bushy-tailed, and full of enthusiasm I bounced into my next customer meeting at an institute in London. My customer was an introverted...
4 min read
The prospect of a negotiation fills many sales people with a sense of anxiety. However, by improving your skills you’ll not only become a better...
2 min read
Making a purchase is like navigating a maze of emotions, with rationality sometimes taking a back seat to impulses and feelings. You might think...
