PODCAST · science
Biotech Best Practices
by Dale W. Harrison, Owen Swift
Are you with a biotech firm? For 20-30 minutes each week, you can receive ideas and tips for improving your commercialization efforts. Each week we discuss a different topic around business and commercialization in the biotech and clinical diagnostic space.Hosted by Dale W. Harrison and Owen Swift, each with two-plus decades of experience in biotech with research tools and clinical diagnostics companies.
Episodes
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Sales Friction - Are You Making It Too Hard for Customers to Buy?
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...
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Sales Pipeline Velocity
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...
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How to do Price Discounting
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…
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How NOT to do Trade Shows - Part II
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…
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How do Successful Biotechs Grow Revenue
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.
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How NOT to do Trade Shows – Part I
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...
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Predicting Customer Orders
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?...
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Customer Churn, How It Works and What to do About It
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.
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How to Set Sales Targets and a Bonus Plan
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,...
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How a Biotech can Setup and Run a Customer Panel
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...
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How to Run a Product Launch
Much of the success or failure of a new product is determined by what happens in the six months BEFORE the launch through the six months after launch. Far too often, we see products launched to crickets...and 1-2 years later, the company is still struggling to get traction and revenue…
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Working with an Independent Sales Representative
Having an outside Sales Rep represent your products offers many advantages. An independent rep will already have established relationships with labs and can rapidly introduce your product to new buyers. It can give you more rapid access to markets, expertise in local markets, and provide...
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Your #1 Problem is No One Knows You Exist!
Most biotechs, especially earlier-stage startups, worry obsessively about how good their product is or what the competition is doing. But seldom are those the things holding you back! Your biggest issue is that almost all of your potential buyers have no idea that you even exist and no clear idea...
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ABOUT THIS SHOW
Are you with a biotech firm? For 20-30 minutes each week, you can receive ideas and tips for improving your commercialization efforts. Each week we discuss a different topic around business and commercialization in the biotech and clinical diagnostic space.Hosted by Dale W. Harrison and Owen Swift, each with two-plus decades of experience in biotech with research tools and clinical diagnostics companies.
HOSTED BY
Dale W. Harrison, Owen Swift
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Frequently Asked Questions
How many episodes does Biotech Best Practices have?
Biotech Best Practices currently has 13 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is Biotech Best Practices about?
Are you with a biotech firm? For 20-30 minutes each week, you can receive ideas and tips for improving your commercialization efforts. Each week we discuss a different topic around business and commercialization in the biotech and clinical diagnostic space.Hosted by Dale W. Harrison and Owen Swift,...
How often does Biotech Best Practices release new episodes?
Biotech Best Practices has 13 episodes. Check the episode list to see recent publication dates and frequency.
Where can I listen to Biotech Best Practices?
You can listen to Biotech Best Practices on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts Biotech Best Practices?
Biotech Best Practices is created and hosted by Dale W. Harrison, Owen Swift.
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