The Science of
Selling to Scientists
Welcome to “The Science of Selling to Scientists” – a guide to help you understand how to successfully research and approach scientific sales prospects in meaningful and effective ways.
This guide provides a thorough overview of the tools and techniques necessary to effectively engage with researchers from academic, pharmaceutical, and other applied backgrounds and provides examples of effective sales communications that have been tried and tested by teams across Europe and North America.
Each chapter offers insights into different aspects of the sales process, tailored specifically for the scientific market. Below is a breakdown of the chapters you’ll find in this guide:
CHAPTER 1
Introduction – Selling to Scientists
Selling to scientists requires a different approach to typical sales processes due to the added context of the nature of their research, the source of their funding, the study objectives they seek to accomplish, and their evidence-based decision-making. 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 – How to understand your lead’s scientific background and research objectives.
There are many angles you can take when contacting a scientific buyer, and a lot of the information about their professional background and work is available to find online. This chapter discusses the different types of available data to better understand your scientific buyer, and how to use it.
CHAPTER 3
Tools for Researching Academic and Professional Profiles
To effectively reach your target audience, it’s crucial to understand their professional backgrounds and research interests. This chapter highlights five essential tools for accessing detailed academic and professional profiles, helping you gather valuable insights.
CHAPTER 4
Lists, Alerts, and Signal Monitoring
Staying informed about the latest developments and activities in your market is essential. This chapter explains how to create and manage lists, set up alerts, and monitor the recent activities of your sales prospects to identify potential sales opportunities.
CHAPTER 5
Prospecting: Grants and Funding Research
Understanding where and 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.
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 how to target researchers based on their latest research, the impact of their work, and their extended 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 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 crucial for engaging scientists. This chapter offers practical advice on how to write effective emails that resonate with your audience and increase your chances of getting 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 start 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.
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