![[Sales] Crafting a value proposition that differentiates your offering with Claudia Andretta](https://is1-ssl.mzstatic.com/image/thumb/Podcasts126/v4/e3/63/45/e36345db-d856-01e4-1d74-7cc0850e4784/mza_2402992797772759877.png/250x250bb.jpg)
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Takeaways - How CEOs think about sales and marketing alignment- Selling has changed a lot and reps need to take more risks- Running a small company under public scrutiny- It's ok to complain but figure out how to solve problemsKara Cannonhttps://www.linkedin.com/in/kara-cannon/About Succession: Succession is the one place for life science companies to increase pipeline, hire and onboard the best sales talent, train and upskill the whole team, and enable them with the best tools and technology.https://www.succession.bioDownload the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEA
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Takeaways - Don't treat different titles differently- Give your price early and don't negotiate with yourself- Fail fast in your sales process- Empower vs gain trust in selling instruments vs servicesJocelyn Foyehttps://www.linkedin.com/in/jocelyn-foye-7b99751/About Succession: Succession is the one place for life science companies to increase pipeline, hire and onboard the best sales talent, train and upskill the whole team, and enable them with the best tools and technology.https://www.succession.bioDownload the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEA
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Takeaways - The business cultures are different in each country- How to pick channel partners and enable them- Motivation and training are critical- It's great leadership experience leading teams through influence Eszter Takacshttps://www.linkedin.com/in/etakacsbio/About Succession: Succession is the one place for life science companies to increase pipeline, hire and onboard the best sales talent, train and upskill the whole team, and enable them with the best tools and technology.https://www.succession.bioDownload the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEA
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This is a recording of the presentation we gave at the ELRIG Drug Discovery event last week in London.If you like these formats, make sure to let us know and we'll do more of them!Skills- Relentless Prospecting- Deliver Expert Insights- Align Your Solution to High Priority Initiatives- Demonstrate Differentiated Value- Build Decision ConsensusAbout Succession: Succession is the one place for life science companies to increase pipeline, hire and onboard the best sales talent, train and upskill the whole team, and enable them with the best tools and technology.https://www.succession.bioDownload the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEA
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Takeaways- Get experience doing both sales and marketing- How to create a content and distribution strategy- Focus your messaging on problems vs products- Focus your early marketing efforts on your one killer applicationJason Amsbaughhttps://www.linkedin.com/in/jason-amsbaugh/About Succession: Succession is the one place for life science companies to increase pipeline, hire and onboard the best sales talent, train and upskill the whole team, and enable them with the best tools and technology.https://www.succession.bioDownload the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEA
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Takeaways - Put yourself out there because you never know who you'll meet- Focus on what your customer needs not what you want- Build trust at scale through content and social media- Curating content can be a great way to start on LinkedInRizwan Chaudhreyhttps://www.linkedin.com/in/rizwanc/About Succession: Succession is the one place for life science companies to increase pipeline, hire and onboard the best sales talent, train and upskill the whole team, and enable them with the best tools and technology.https://www.succession.bioDownload the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEA
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Takeaways - Value selling is relevant no matter what you sell- Data is the output that everyone cares about- Your message needs to match the level of the person- Always be multi-threading to win dealsMalek Haddadhttps://www.linkedin.com/in/malek-haddad-755abbb9/About Succession: Succession is the one place for life science companies to increase pipeline, hire and onboard the best sales talent, train and upskill the whole team, and enable them with the best tools and technology.https://www.succession.bioDownload the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEA
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Takeaways - Securing meetings should be the main focus- How founder mode applies to sales leadership- Use your intrinsic motivation to be successful- Searching for resilience in sales hiring- Building a sales rep profile working backwards from your customerTom Conklinhttps://www.linkedin.com/in/tomconklin1/About Succession: Succession is the one place for life science companies to increase pipeline, hire and onboard the best sales talent, train and upskill the whole team, and enable them with the best tools and technology.https://www.succession.bioDownload the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEA
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Takeaways - Finding product marketing sales fit- Don't scale until you can sell to cold prospects- Reps need to know what they can make by selling for you- Hire to the level of your customerMax Gilberthttps://www.linkedin.com/in/maxgilbert/Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEA About Succession: A life science sales training and community platform led by the top sales experts in the industry.- Get instant access to hours of on-demand and live training content.- Access to 100s of resources and tools- Network and learn from other growth-minded life science sales repsJoin Succession: https://www.succession.bio/join
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Takeaways - Prospecting to land scientific roles- Networking is critical for success- ELRIG events are a great way to network- Write personalized and relevant outreachSaleha Patelhttps://www.linkedin.com/in/patel-salehaDownload the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEA About Succession: A life science sales training and community platform led by the top sales experts in the industry.- Get instant access to hours of on-demand and live training content.- Access to 100s of resources and tools- Network and learn from other growth-minded life science sales repsJoin Succession: https://www.succession.bio/join
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Takeaways - Revenue is a shared objective- Align your goals to the strategy- Create an open feedback loop- Bad takes on prospectingAlec McChesnyhttps://www.linkedin.com/in/alec-mcchesney/Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEAAbout Succession: A life science sales training and community platform led by the top sales experts in the industry.- Get instant access to hours of on-demand and live training content.- Access to 100s of resources and tools- Network and learn from other growth-minded life science sales repsJoin Succession: https://www.succession.bio/join
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Takeaways - Small company vs big company- How to leverage LinkedIn to generate more leads- Win more deals by being faster to respond- Pick the best deals to focus onJessica Rietbrockhttps://www.linkedin.com/in/jessicarietbrock/Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEAAbout Succession: A life science sales training and community platform led by the top sales experts in the industry.- Get instant access to hours of on-demand and live training content.- Access to 100s of resources and tools- Network and learn from other growth-minded life science sales repsJoin Succession: https://www.succession.bio/join
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Takeaways- 80% of reps struggled in Q2- 49% said prospecting and 39% said deals going dark- Deliverability and prospecting messaging tips- Discovery and driving deals to closeDownload the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEA About Succession: A life science sales training and community platform led by the top sales experts in the industry.- Get instant access to hours of on-demand and live training content.- Access to 100s of resources and tools- Network and learn from other growth-minded life science sales repsJoin Succession: https://www.succession.bio/join
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Takeaways- Overcoming imposter syndrome- The stigma of sales- How to stand out in the job search- Learning how to write can be a game-changerAshley Rubahttps://www.linkedin.com/in/ashleyruba-phd/https://ashleyruba.com/Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEAAbout Succession: A life science sales training and community platform led by the top sales experts in the industry.Get instant access to hours of on-demand and live training content.Access to 100s of resources and toolsNetwork and learn from other growth-minded life science sales repsJoin Succession: https://www.succession.bio/join
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Takeaways- Biggest challenges starting management- why you should hire newbies- Leverage on-the-job training- Empathy and credibility and the top management traitsGajen Rajhttps://www.linkedin.com/in/gajen-r-551b8613a/Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEA About Succession: A life science sales training and community platform led by the top sales experts in the industry.- Get instant access to hours of on-demand and live training content.- Access to 100s of resources and tools- Network and learn from other growth-minded life science sales repsJoin Succession: https://www.succession.bio/join
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Takeaways- The font you use matters- Data tells and stories sell- Problem but therefore framework- Scientist training is holding them backBenjamin McLeodhttps://www.linkedin.com/in/benjamin-mcleod/Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEA About Succession: A life science sales training and community platform led by the top sales experts in the industry.- Get instant access to hours of on-demand and live training content.- Access to 100s of resources and tools- Network and learn from other growth-minded life science sales repsJoin Succession: https://www.succession.bio/join
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Takeaways- One-sized-fits-all training is dead- Training is a top requirement coming up from candidates- Gen Z turnover rates are high- Why you need to build a personal brandAmber Penrosehttps://www.linkedin.com/in/amber-penrose-95256bb5/Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEA About Succession: A life science sales training and community platform led by the top sales experts in the industry.- Get instant access to hours of on-demand and live training content.- Access to 100s of resources and tools- Network and learn from other growth-minded life science sales repsJoin Succession: https://www.succession.bio/join
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Takeaways - 80% of return is not related to what you buy at events- What to do and not to do at events- Set event goals and then make it happen- Your number 1 value is to be as helpful as possibleMichael Adeniyahttps://www.linkedin.com/in/michaeladeniya/Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEA About Succession: A life science sales training and community platform led by the top sales experts in the industry.- Get instant access to hours of on-demand and live training content.- Access to 100s of resources and tools- Network and learn from other growth-minded life science sales repsJoin Succession: https://www.succession.bio/join
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Takeaways - Start with the problem not the solution- Take opportunities that open up to you- Sales is great at teaching adaptability- The best sales reps make recommendationsSylwia Mankowskahttps://www.linkedin.com/in/sylwiamankowskabiochem/Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEA About Succession: A life science sales training and community platform led by the top sales experts in the industry.- Get instant access to hours of on-demand and live training content.- Access to 100s of resources and tools- Network and learn from other growth-minded life science sales repsJoin Succession: https://www.succession.bio/join
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Takeaways - The changing sales landscape- Always be improving your sales skills- Selling services vs instruments- How to align and influence decision timelinesMatthew Stoltzhttps://www.linkedin.com/in/matthewstoltz1/Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEA About Succession: A life science sales training and community platform led by the top sales experts in the industry.- Get instant access to hours of on-demand and live training content.- Access to 100s of resources and tools- Network and learn from other growth-minded life science sales repsJoin Succession: https://www.succession.bio/join
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