PSG’s insights
The ROI of Fractional Commercial Leadership
The biggest advantage of fractional leadership is return on investment. Companies gain access to executives with decades of experience at a fraction of the cost of a full-time hire. Fractional leaders also bring: External perspective Industry networks Proven...
The Role of Sales Process in Life Science Growth
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...
Best Practices for Implementing HubSpot in a Biotech Company
Implementing HubSpot successfully requires more than installing software. It requires aligning people, process, and technology. Best practices include: Clearly defining the sales process Establishing pipeline stages Segmenting customers by research application or...
Building a High-Performance Life Science Sales Team
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...
Fractional Sales and Marketing Teams for Life Sciences
Many life science companies underestimate the complexity of building a commercial organization. Fractional teams provide access to experienced professionals in: Marketing strategy Sales development Business development CRM operations Instead of hiring multiple...
The Role of CRM Data in Life Science Commercialization
Commercial success in the life sciences increasingly depends on data visibility and execution discipline. A well-configured CRM system like HubSpot enables companies to track critical commercialization metrics such as: Number of discovery meetings Proposal conversion...
When Should a Biotech Company Hire a Fractional Consultant?
A fractional consultant can be valuable during several key phases of company growth: Pre-commercial launch Early revenue generation Market expansion Organizational restructuring During these phases, companies often need expertise in commercial strategy, marketing...
HubSpot vs Salesforce for Life Science Companies
Many biotech companies default to Salesforce because it is the largest CRM platform. However, for small to mid-size life science companies, HubSpot often delivers faster results and lower implementation complexity. Salesforce can require significant customization and...
How Account-Based Marketing Works in Life Sciences
Account-based marketing (ABM) is particularly effective in the life sciences. Instead of broad marketing campaigns, ABM focuses on targeting specific companies or research labs. For example, companies may target: Cell therapy companies Gene therapy developers Academic...
The Importance of Marketing in Life Science Commercialization
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...
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