Biotech Best Practices

Dale W. Harrison, Owen Swift
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Are you with a biotech firm? For 20-30 minutes each week, you can receive ideas and tips for improving your commercialization efforts. Each week we discuss a different topic around business and commercialization in the biotech and clinical diagnostic space. Hosted by Dale W. Harrison and Owen Swift, each with two-plus decades of experience in biotech with research tools and clinical diagnostics companies.

  1. Sales Friction - Are You Making It Too Hard for Customers to Buy?

    08.01.2024

    Sales Friction - Are You Making It Too Hard for Customers to Buy?

    This week, we discuss "Sales Friction - Are You Making It Too Hard for Customers to Buy?" Many biotech companies unwittingly through up obstacles that make it harder for new customers to buy from them. Can a new customer clearly understand what you offer from the header of your homepage? Saying that you "Empower Researchers" is a poor substitute for simply saying that you sell antibodies and ELISA kits. Can you be easily reached? Many websites have NO contact information on their homepage and the customer has to scrounge around the website looking for it. Do you hide your prices? Or force new customers to answer endless "qualifying questions" before they're permitted to talk to a sales rep? ALL these practices (and many others) will drive away new customers and ultimately make it harder to grow your customer base and your revenue.

    29 Min.
  2. Sales Pipeline Velocity

    23.12.2023

    Sales Pipeline Velocity

    Sales Pipeline Velocity is probably the most important business metric you're not using! Sales Velocity tracks the overall effectiveness of your entire sales and marketing effort in terms of the flow of recognized revenue per unit of time (per week, per month, per Quarter). It can be used to predict future revenue flows based on past performance and your current sales opportunities as well as track actual historical performance.

    22 Min.
  3. How to do Price Discounting

    14.12.2023

    How to do Price Discounting

    Price discounting tends to be an overly used tactic with both salespeople and in marketing campaigns. In general, discounting doesn't draw in more regular customers and almost never increases profits. Discounting has its place but should be used carefully and strategically. In this episode, we talk about why discounting can be problematic when it should be used and how to deploy it best.

    23 Min.
  4. How NOT to do Trade Shows - Part II

    13.12.2023

    How NOT to do Trade Shows - Part II

    Conferences and trade shows are among the most expensive sales and marketing activities a company can engage in, with many companies seeing a poor return on their efforts. We talk about the biggest do's and don'ts when doing a trade show, specifically focusing on optimizing your marketing efforts. How do you run pre-show campaigns? What are the key considerations in booth design? What about all that Swag? Previously, in Part I (Episode 2), we looked at how to optimize trade shows from a sales perspective.

    24 Min.
  5. How do Successful Biotechs Grow Revenue

    13.12.2023

    How do Successful Biotechs Grow Revenue

    What separates successful biotech companies from those struggling to achieve predictable revenue traction? The key is shifting from a product-focused approach to a customer-focused approach.

    27 Min.
  6. How NOT to do Trade Shows – Part I

    13.12.2023

    How NOT to do Trade Shows – Part I

    Conferences and trade shows are among the most expensive sales and marketing activities a company can engage in, with many companies seeing a poor return on their efforts. We talk about the biggest do's and don'ts when doing a trade show, specifically focusing on optimizing the sales efforts. In Part II, we look at how to optimize trade shows from a marketing perspective.

    21 Min.
  7. Predicting Customer Orders

    13.12.2023

    Predicting Customer Orders

    This week, we discuss "Predicting Customer Orders" Last week, we talked about customer churn; this week's topic is closely related. Can you predict when a given customer should be ready to order? Conversely, can you predict if it's been too long and they've left and are buying from someone else? This is valuable for both forecasting revenue month by month and for directing sales reps to call on customers at risk of having churned.

    23 Min.
  8. Customer Churn, How It Works and What to do About It

    13.12.2023

    Customer Churn, How It Works and What to do About It

    Customer churn is an issue for all companies in the biotech space, especially if you sell a product that is re-purchased at a high frequency. Customers always have other options, and often they switch suppliers. We will talk about how churn works and what, if anything, you can do about it.

    28 Min.
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Are you with a biotech firm? For 20-30 minutes each week, you can receive ideas and tips for improving your commercialization efforts. Each week we discuss a different topic around business and commercialization in the biotech and clinical diagnostic space. Hosted by Dale W. Harrison and Owen Swift, each with two-plus decades of experience in biotech with research tools and clinical diagnostics companies.

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  • Erstellt von
    Dale W. Harrison, Owen Swift
  • Jahre aktiv
    2023 - 2024
  • Folgen
    13
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    Unbedenklich
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    © 2023
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    Biotech Best Practices