The latest news, tips and insights from science and marketing

Inbound sales for life science companies: How to identify more opportunities and close more deals

Posted by Craig Townsend on 29-Mar-2018 17:49:50

Do you have a well-defined, strategic sales process? A process that enables you to identify good-fit prospects, initially connect with them and then help them to identify issues/opportunities before finally partnering or parting ways after leaving a positive impression? This blog post will introduce you to the inbound sales methodology, a systemised process designed to help you identify better-fit opportunities and close more sales. So how does inbound sales work? 

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Topics: Sales

5 ways your website is hampering your sales efforts

Posted by James Reeve on 01-Mar-2018 17:45:24

It’s often said that a company’s website is its 24/7 shop window to the world. Indeed, it’s the first port of call for many customers seeking out new products, innovative solutions to their problems or the latest trends from within their sector. This rings true for many industries, and the life sciences are no exception. Having a shiny shop window is one thing, but making the most out of your sales efforts requires more than just a dazzling skin. When it comes to maximising your website’s revenue-generating potential, there are some important principles you’ll need to apply. Get them wrong and, much like a high street shop, a negative user experience will usually mean that your potential customer simply won’t come back for a second look.

To help circumvent this risk, we’ve outlined five of the most common problems your target audience may experience when engaging online with your brandand how to fix them!

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Topics: Sales

5 reasons why life science companies nearly always need more sales leads

Posted by Paul Avery on 30-Mar-2017 17:32:13

When your company is doing well, it’s always tempting to take your eye off of sales and marketing. Often this is so you can effectively service (and potentially grow) your current customer base, focus on hiring new talent or double-down on product development. While this is tempting, and makes intuitive sense as it may allow you to ensure you provide quality to your current customers, it is also dangerous. For a number of reasons, it is important to always keep on top of your sales and marketing activities, in particular the activity of creating demand and capturing new sales leads. This is especially true in the life science market, where sales cycles are often long and complex and it’s important to always be nurturing your sales pipeline should sales start to slow down or dip.

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Topics: Sales

Why your sales strategy needs content marketing

Posted by Craig Townsend on 09-Sep-2016 09:44:00

The modern business environment has undergone quite a few fundamental changes over the past decade.

Consumers are more informed and discerning, technology has connected practically everyone and everything, and organisational structures are stripping down to their lean essentials. In this shifting environment, it’s crucial for companies to identify and address internal weaknesses or sticking points. For many, the rift between sales and marketing is a perfect example. The two departments working in isolation from each other can lead to internal frustrations and conflicts, as well as fewer leads being generated and sales closed. This is why sales and marketing need to align and work together towards their common goal.

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Topics: Sales

Why sales and marketing must work together to win at inbound marketing (free market report)

Posted by Paul Avery on 13-Oct-2015 14:00:00

It’s an age old discussion – how do you align your sales and marketing teams to improve performance? How important is it really and what’s the best way to encourage collaboration? Well, HubSpot’s latest “State of Inbound” report tackles the subject head-on, including compelling data from a survey of nearly 4,000 marketers on why and how to connect the two teams.

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Topics: Marketing, Sales

How to connect sales and marketing

Posted by Adrienne Walder on 26-Nov-2014 12:13:00

Within many organisations, including those operating in the life science and healthcare arenas, there can be a lack of communication, understanding and occasionally even respect between the sales and the marketing teams. While the sales team’s remit is nurturing contacts and making sales, the marketing team is tasked with developing initiatives and materials to make the sales process easier. It is therefore surprising that these two highly interlinked functions can sometimes appear to be working completely independently of each other.

We are often challenged with creating programs to help sales and marketing work seamlessly together to drive sales. Clearly solutions vary dramatically from company to company and are always tailored to the individual structure and needs of each organisation. Here are some of the initiatives we can create and implement to get your sales and marketing teams working more collaboratively to drive sales.

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Topics: Sales

Top tips for leveraging LinkedIn in your marketing and sales efforts

Posted by Carolyn Butchers on 05-Nov-2014 11:54:35

I’m sure that most people in our industry are aware of LinkedIn and its ability to connect people across the globe on a professional level. However, are we all utilising the full capabilities of the network to leverage not only our personal skills and experience, but also to market the commercial benefits offered by our companies?

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Topics: Sales