Anneli Thomson, MD at Sandler Oxford leads this collaborative session, providing insights and practical solutions for those selling to pharma, life sciences, laboratories, academia, healthcare or bio-tech.

This session will help companies that hire scientists and technical specialists into sales roles and understand the difficulties they might face.

Typically, you might be finding that:

• You have an innovative product or service, but you are not getting the sales results you think you should
• Your sales people rely too heavily on existing relationships and accounts (low hanging fruit) and are not generating enough new business
• Your sales people rely on their technical knowledge to sell and don’t have the right sales knowledge, or skills to qualify and convert the right opportunities

• Wondering if you should be hiring ‘professional’ sales people instead of scientists
• Or you have hired ‘professional’ sales people and found they lack the right knowledge, or approach to sell to scientists
• As a sales leader, you are working really hard to support the scientists in their sales roles, but are frustrated with the results
• Your scientists are reluctant sales people – worried about coming across as a pushy, insincere sales people which stops them being effective
• You are not convinced your sales people have the best strategies to navigate procurement/legal in larger pharma companies

Selling in the science space is a unique proposition and comes with so many potential issues. This session will help answer these critical commercial questions and equip you with some of the tools to overcome them.