Biotech Best Practices

Podcast details

Technical and general information from the podcast's RSS feed.

Site

RSS

Apple

Recent rankings

Latest chart positions across Apple Podcasts and Spotify rankings.

Shared links between episodes and podcasts

Links found in episode descriptions and other podcasts that share them.

See all

RSS feed quality and score

Technical evaluation of the podcast's RSS feed quality and structure.

See all

Publication history

Monthly episode publishing history over the past years.

Latest published episodes

Recent episodes with titles, durations, and descriptions.

See all

Sales Friction - Are You Making It Too Hard for Customers to Buy?

Monday, January 8, 2024 • Duration 28:38

This week, we discuss "Sales Friction - Are You Making It Too Hard for Customers to Buy?"

Many biotech companies unwittingly through up obstacles that make it harder for new customers to buy from them.

Can a new customer clearly understand what you offer from the header of your homepage? Saying that you "Empower Researchers" is a poor substitute for simply saying that you sell antibodies and ELISA kits.

Can you be easily reached? Many websites have NO contact information on their homepage and the customer has to scrounge around the website looking for it.

Do you hide your prices? Or force new customers to answer endless "qualifying questions" before they're permitted to talk to a sales rep? ALL these practices (and many others) will drive away new customers and ultimately make it harder to grow your customer base and your revenue.

Read moreCollapse

Sales Pipeline Velocity

Episode 12

Saturday, December 23, 2023 • Duration 22:02

Sales Pipeline Velocity is probably the most important business metric you're not using! Sales Velocity tracks the overall effectiveness of your entire sales and marketing effort in terms of the flow of recognized revenue per unit of time (per week, per month, per Quarter). It can be used to predict future revenue flows based on past performance and your current sales opportunities as well as track actual historical performance.

Read moreCollapse

How to do Price Discounting

Episode 4

Thursday, December 14, 2023 • Duration 22:40

Price discounting tends to be an overly used tactic with both salespeople and in marketing campaigns. In general, discounting doesn't draw in more regular customers and almost never increases profits. Discounting has its place but should be used carefully and strategically. In this episode, we talk about why discounting can be problematic when it should be used and how to deploy it best.

Read moreCollapse

How NOT to do Trade Shows - Part II

Episode 3

Wednesday, December 13, 2023 • Duration 23:41

Conferences and trade shows are among the most expensive sales and marketing activities a company can engage in, with many companies seeing a poor return on their efforts. We talk about the biggest do's and don'ts when doing a trade show, specifically focusing on optimizing your marketing efforts. How do you run pre-show campaigns? What are the key considerations in booth design? What about all that Swag? Previously, in Part I (Episode 2), we looked at how to optimize trade shows from a sales perspective.

Read moreCollapse

How do Successful Biotechs Grow Revenue

Episode 1

Wednesday, December 13, 2023 • Duration 26:33

What separates successful biotech companies from those struggling to achieve predictable revenue traction? The key is shifting from a product-focused approach to a customer-focused approach.

How NOT to do Trade Shows – Part I

Episode 2

Wednesday, December 13, 2023 • Duration 21:00

Conferences and trade shows are among the most expensive sales and marketing activities a company can engage in, with many companies seeing a poor return on their efforts. We talk about the biggest do's and don'ts when doing a trade show, specifically focusing on optimizing the sales efforts. In Part II, we look at how to optimize trade shows from a marketing perspective.

Read moreCollapse

Predicting Customer Orders

Episode 11

Wednesday, December 13, 2023 • Duration 23:05

This week, we discuss "Predicting Customer Orders" Last week, we talked about customer churn; this week's topic is closely related. Can you predict when a given customer should be ready to order? Conversely, can you predict if it's been too long and they've left and are buying from someone else? This is valuable for both forecasting revenue month by month and for directing sales reps to call on customers at risk of having churned.

Read moreCollapse

Customer Churn, How It Works and What to do About It

Episode 10

Wednesday, December 13, 2023 • Duration 27:55

Customer churn is an issue for all companies in the biotech space, especially if you sell a product that is re-purchased at a high frequency. Customers always have other options, and often they switch suppliers. We will talk about how churn works and what, if anything, you can do about it.

Read moreCollapse

How to Set Sales Targets and a Bonus Plan

Episode 9

Wednesday, December 13, 2023 • Duration 26:41

A crucial part of financial planning is establishing revenue targets and a sales bonus plan for the coming year. To attract good salespeople, you need a clear and understandable bonus and compensation plan. Companies tend to make a number of mistakes in designing sales compensation plans, including:
• Too complicated
• Targets that are not revenue-related
• The ratio of Bonus to Base salary is too high
• Unpredictable payouts
• Too many carve-outs
• Creating incentives for time-shifting deal closes

Read moreCollapse

How a Biotech can Setup and Run a Customer Panel

Episode 8

Wednesday, December 13, 2023 • Duration 24:39

A significant failure point for early-stage biotechs is not fully understanding their market and what motivates their customers to buy. A "Customer Panel" is a selected group (10-15 individuals) representing potential future customers for periodic one-on-one interviews. The process is simple and not expensive. If you have a MailChimp and SurveyMonkey account and know how to do a Zoom call, you have everything needed to get started. We'll discuss the step-by-step process for making this happen!

Read moreCollapse

Biotech Best Practices – Details, episodes & analysis

Podcast details

Recent rankings

Apple Podcasts

Spotify

Shared links between episodes and podcasts

RSS feed quality and score

Publication history

Latest published episodes

Related Shows Based on Content Similarities

Related Shows Based on Content Similarities

Apple Podcasts

Spotify

Biotech Best Practices – Details, episodes & analysis

Podcast details

Recent rankings

Apple Podcasts

Spotify

Shared links between episodes and podcasts

RSS feed quality and score

Publication history

Latest published episodes

Similar podcasts and content

Related Shows Based on Content Similarities

Related Shows Based on Content Similarities

Apple Podcasts

Spotify