Our Services
Selling to scientists is unique
As scientists, we know first-hand that selling to scientists is hard (as we’ve tried to dodge many a sales call ourselves). Scientists don’t like being sold to, and they can smell “sales tactics” a mile away — and then they stop responding. But as scientists, we’ve also had to evaluate and purchase scientific solutions to our research problems. We’ve been on both sides of the scientific sales divide. As scientists, we know first-hand what works on us to convince notoriously skeptical scientists to make that elusive but necessary purchasing decision to solve our problems. We know what works — and most importantly, what usual “sales tactics” quickly drive scientists away.
We harness and leverage our experience in scientific software company targeted lead generation, scientific marketing, and scientific software sales calls, 3 years of experience in strategic business marketing, 20+ years experience in science & drug discovery / pharmaceutical science, and our first-hand experience on both sides of the scientific sales divide to move the needle for your company — and close deals. We use our strategic & effective multi-step process that follows below.
Our process
Highly targeted “close-able” lead generation
Painkillers sell better than vitamins. We find you your ideal customers with technical “pain points” that your technology can solve. These are grounded in an inherent understanding of your customers’ technical use cases. Targeting this underlying root cause fit is the most important part of the technical sales & marketing process. Without a strong innate underlying problem / solution “fit” with their prospective customers, companies waste a lot of their time, energy, and money chasing down “maybe” leads and prospects that ultimately will never close.
We find you:
Your ideal fit prospective company customers — based on your proprietary technology and technical problems you solve.
The best fit points of contact at your ideal client companies. Having the wrong point of contact at the right company leads to many dead-ends and failed outreach & sales attempts. We find you the most relevant points of contact — with supporting evidence — to ensure your points of contact are the right technical fit and able to steer the purchasing decisions for your scientific solutions.
Strategic & technical marketing: Website analyses & revamps, Unique Value Proposition (UVP) crafting, elevator pitches, and more
What differentiates your product from every other scientific solution to your problem? In an increasingly noisy world, we help you articulate what is unique about your technical solution by crafting your UVP and elevator pitch — to pitch your product most effectively in a crowded marketplace.
Simple website tweaks can often make a huge difference in your strategic marketing to prospective customers. We do a website analysis and tell you what’s working well for you — and what simple tweaks would make your business website even more effective.
Scientific Customer Relationship Management (CRM) analysis & prospective companies e-mail outreach campaigns
There are a lot of subtleties with interpersonal communication, especially in the sales & marketing process. We’re adept at “reading between the lines”. We analyze your existing Customer Relationship Management (CRM) database of outreach communications with prospective customers to analyze what’s really working well for you — and what’s not. This results in highly actionable insights for your company to improve your outreach — and vastly improve your response rates from prospective customers.
We then strategically craft outreach campaigns to the highly-targeted leads that were generated — improving response rates and resulting in increased sales calls from companies interested in your technological solutions.
Effective, dynamic sales calls grounded in authentic connection
Everyone wants to feel seen, heard, and understood. Sales doesn’t change that. Too many people just pitch sales “at” someone, without taking the time to connect with someone.
Sales is about building relationships. Effective sales is almost entirely about first taking the time to understand the customer and their needs.
As scientists, we bring a deep scientific & technical understanding and empathy of your customers’ use cases and “pain points”. What differentiates us is that we then merge our technical understanding with our many years of experience organizing & hosting social special-interest hobby meetup events for brand new & returning members — bringing personability, charm, and hospitality to ensure your customer feels seen, heard, and understood on both a technical level and an authentic human level.
We use our many years of improv comedy performance background & resulting charisma and “stage presence” to dynamically pitch to your prospective customers on the fly — thinking on our feet and quickly adapting our pitch to a customer’s stated needs, to most effectively find and demonstrate that ideal problem / solution fit with your technology that closes deals.
Sales call follow-up email campaigns to close deals
After a great sales call and demo, an effective follow-up email campaign is crucial to keep the momentum, disseminate information & case studies to the rest of a prospective customer’s team, and most importantly to close the deal.
We strategically use what we’ve learned about the customer from the sales call and email correspondence to keep the connection going by crafting effective follow-up email campaigns with high response rates — to keep up momentum and excitement about your product, so that you can close your deals. We effectively evaluate your likelihood of closing, so that you can effectively triage your prospective customers, and allocate your time, energy, and resources most effectively towards those customers with the highest probability of closing — efficiently growing your company’s sales and revenue.
