by smanobianco | Apr 30, 2026 | Automation, CRM best practices, Data Management, Guide, HubSpot, omnichannel, Sales
Summary A practical, step-by-step guide for early-stage life science companies to implement and optimize HubSpot for complex scientific sales cycles, including distributor management and service-based pipelines. Why Biotech CRM Is Different Most CRM advice assumes...
by smanobianco | Apr 8, 2026 | Commercialization, Insight, Sales
A defined sales process is essential for scaling a life science business. Organizations must standardize how they: Identify prospects Conduct discovery calls Deliver proposals Close deals Companies that implement structured processes consistently outperform those that...
by smanobianco | Apr 2, 2026 | Insight, Sales
High-performing life science sales teams focus on both quantitative activity and qualitative engagement. Successful teams track metrics such as: Discovery meetings Proposals submitted Conversion rates At the same time, they prioritize building long-term relationships...
by smanobianco | Mar 19, 2026 | Insight, Marketing, Sales
Many companies over-invest in sales and under-invest in marketing. However, marketing should play a critical role in defining: Target markets Customer personas Product positioning Strong marketing programs generate qualified leads and educate the market about...
by smanobianco | Mar 14, 2026 | Commercialization, Insight, Sales
Selling into the life sciences requires a unique approach. Unlike traditional B2B sales, life science buyers are often scientists, researchers, or technical experts. Their purchasing decisions depend on: Data quality Technical validation Peer recommendations Because...
by smanobianco | Dec 17, 2025 | brand awareness, event, Insight, Sales, tradeshows
Life science conferences, whether ADLM, ASHG, BIO, PEGS, or a niche scientific meeting, are expensive in both time and money. Registration fees, travel, and days away from the lab or office add up quickly. Yet most attendees still approach these events passively:...
