Latest / SalesDNA: Decoding life science sales
[Sales] How to sell new technology into pharma with Chris Li
Chris Li, CEO and co-founder of BioBox, joins Harrison and Nick to talk about what changes when a startup goes from selling to biotech to selling to big pharma. They cover who in pharma carries the risk of a decision, why demos go wrong when you show too much, the pre-demo with an internal champion that changed BioBox's sales process, and when a founder should make their first sales hire.
Takeaways:
- Big pharma thinks in decades. Sell the decision your product changes, not the technology behind it.
- Quick biotech wins can disappear when those companies fold. Start your pharma pipeline…
The skinny
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