CRM: Getting the most out of your sales and marketing technologies—so you can sell more in the life sciences. Part 2.

Your CRM is the lifeblood of your life science business’ future. CRMs can be complex beasts to install and manage, but that’s not the most critical challenge. All the technology in the world won’t help if your sales team isn’t using your CRM correctly. In this, the second of a two-part series, we look at improving the adoption of your CRM. We’ll dive into ways to lead your business development team through a transition—from their current state, where data is missing or just isn’t being captured correctly, to a more perfect union of protocols and personnel.

By |CRM, Marketing, Sales|

Getting the most out of your sales and marketing technologies—so you can sell more in the life sciences. Part 1. 

Is your life science CRM system working optimally? Are you tracking your new business opportunities effectively? Do you have the necessary visibility into your sales pipeline? Is everyone on your life science sales team using your system in a consistent manner? If the answer to any of these questions is “no,” then you’ve got a protocol problem—or is it a personnel problem? Or maybe it’s a technology problem? Let’s face it: CRM systems are complex beasts, with lots of moving parts, including software, protocols and personnel. Many life science organizations fail to use them effectively. In this first part of a series, I examine how to assess where the challenges arise in the adoption of proper CRM processes inside life science organizations, and what you can do about them. In future issues we’ll dive deep and develop a plan for getting the most out of your CRM system. The goal of all this: to tune your tools, so you can be more effective in your marketing and new-business development efforts. 

By |CRM, Marketing, Sales|

Part 6: Seven foundations for successful lead nurturing in the life sciences

In this final article on lead nurturing, I look at the seven fundamental principles that will lay the foundation for lead nurturing in the life sciences. I'll examine the fierce competition that your content will be facing, and talk about the attitudes you must foster among your content team if your lead nurturing is going to be successful

By |Sales|