The Science of
Selling to Scientists
Welcome to “The Science of Selling to Scientists” – a comprehensive guide designed to help you effectively research and connect with scientific sales prospects.
This guide provides a thorough overview of the tools and techniques necessary to engage researchers from various fields, including academia and pharmaceuticals. Additionally, it includes examples of successful sales communications that have been tested by teams across North America, Europe, and Asia.
Each chapter offers insights into different aspects of the sales process, specifically tailored to the scientific market. Below is a breakdown of the chapters included in this guide:
CHAPTER 1
Introduction: Selling to Scientists
Selling to scientists requires a unique approach compared to typical sales processes. Factors such as the nature of their research, sources of funding, study objectives, and evidence-based decision-making play a significant role. This chapter introduces the key principles of selling to a scientifically literate audience and sets the stage for the rest of the guide.
CHAPTER 2
Researching the Researchers
Understanding your lead’s scientific background and research objectives is crucial. There are multiple ways to approach a scientific buyer, and much relevant information is available online. This chapter discusses various data types to help you better understand your scientific buyer and how to use this information effectively.
CHAPTER 3
Tools for Researching Academic and Professional Profiles
To reach your target audience effectively, it is vital to understand their professional backgrounds and research interests. This chapter highlights five essential tools for accessing detailed academic and professional profiles, enabling you to gather valuable insights.
CHAPTER 4
Lists, Alerts, and Signal Monitoring
Staying informed about the latest developments in your market is crucial. This chapter explains how to create and manage lists, set up alerts, and monitor recent activities of your sales prospects to identify potential sales opportunities.
CHAPTER 5
Prospecting: Grants and Funding Research
Understanding how research funding is allocated can help you identify prospects with the resources to invest in your solutions. This chapter discusses how to leverage information about grants and funding to prioritize your outreach efforts.
CHAPTER 6
Prospecting: Publications, Authors, and Collaborators
Identifying potential leads through their publications and collaborative work can enhance your prospecting efforts. This chapter provides tips on targeting researchers based on their recent research, the impact of their work, and their professional networks.
CHAPTER 7
Prospecting: Tradeshow Attendance and Participation
Tradeshows and conferences offer valuable opportunities to connect with potential clients. This chapter explores strategies for effectively using these events to network, showcase your products, and meet key influencers in the scientific community.
CHAPTER 8
How to Write Cold Sales Prospecting Emails
Crafting compelling and personalized cold emails is essential for engaging scientists. This chapter offers practical advice on how to write effective emails that resonate with your audience and increase your chances of receiving a response.
CHAPTER 9
Cold Sales Prospecting: LinkedIn
LinkedIn is a powerful tool for connecting with scientists. This chapter covers best practices for using LinkedIn to build your professional network, engage with potential leads, and initiate meaningful conversations.
CHAPTER 10
Automating Sales Prospecting
Automation can help you scale your sales efforts while maintaining a personal touch. This chapter discusses the tools and techniques available for automating your prospecting process, allowing you to manage and optimize your outreach efficiently.
If you’ve reached the end of this chapter list, you’re ready to enhance your skills in selling to scientists. Open the next chapter, and let’s begin equipping you with the tools you need to succeed.
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