Life Sciences Sales Lab Podcast – Flipping the Demo!

“In the world of life sciences, we often fall into the trap of the “Harbor Tour”—dragging our prospects through every single feature, button, and

Arithmancy: The Magic of Numbers!

How a Little Goes a Long Way: 3 Minutes Equals $24 Million Some years ago, there was an explosion of interest in electronic health

Compare these: “If you buy our software, you’ll save time and money…!” “If you implement our software, it looks like you will reduce your

Do the Last Thing First! Peel Back the Layers. Encrispen! Avoid Buying It Back. Execute all pathways with the fewest

When someone starts a sentence with the phrase, “Here’s the truth,” I’m immediately skeptical!

This tip will change your demos BIG time… Encourage your prospects to actively PARTICIPATE in your demos by gently (but firmly!) forcing them to

Most people, as prospects, are uncomfortable saying “no” to sales teams. Prospects will say “yes” to small steps rather than to stop the process

This same conversation occurs hundreds of times, all around the world every year! “A man who carries a cat by the tail learns something he can

With New Stanzas! (and apologies to Clement Clarke Moore) ‘Twas the night ‘fore the demo and all through the house Not a creature

“A story a day,” says a colleague… What an intriguing idea! A CRO colleague sent me a message that he is buying copies of