About This Course
Scientific Selling is a sales style best practiced when the item being sold is highly technical, with a high ticket value and where the customer is a technology corporation.
The style itself incorporates many principles of science: Data gathering, data analysis, experimentation, skepticism. Scientific Selling builds-upon more generic sales training with this course referring to several famous sales formulae and concepts, with pointers on where to find the original source material. The subscriber is encouraged to have some of this general knowledge before starting this course.
Although the style is important, this course is more focused on the practical. It supplies examples and templates as well as generalized advice. Many topics are covered, but the emphasis is on prospecting as a routine, so that you are always growing your pipeline.
This course is for three kinds of people:
A. Young graduates with a hard science degree, seeking a career in business development.
B. Technology entrepreneurs suddenly responsible for selling without any prior experience.
C. Practicing sales and marketing professionals looking for new ideas.
The course is eleven chapters in slide show format of about a dozen topics each chapter, narrated and also available as pdfs. Narrated videos in chapters one and two are about six minutes each, but from chapter three forward, they have median times of 12-16 minutes. Pdfs in the supplemental material will contain live links to material referenced in the videos. Keep a look out for special supplemental material in some chapters.
Two early chapters are presented free of charge. Please leave me some feedback on the course, telling me something you found valuable. I aim to bring unique insights and tips in addition to a scientific synthesis of existing sales concepts. Also please contact me if you are convinced of the potential success of scientific selling in your industry segment, but just do not have the time and want to offload it to a specialist. I also want to hear from you long-term if you do implement scientific selling yourself and what kind of difference it made to your new customer acquisition figures.
What are the requirements?
- Learn some basic sales concepts first.
- Have at least a Bachelor’s degree in a hard science or technology.
- Read some books, blogs or videos about focusing on customer NEEDS.
- Pop Quiz: Which is more important, closing the sale or solving a customer problem?
- Pop Quiz: When you sell, are you asking for money or supplying a valued solution to a party in need?
What am I going to get from this course?
- This course will improve your prospecting success by teaching you how to marry scientific credibility with persuasive writing.
- This course will show you how to set up a useful CRM so that your knowledge investments become assets for long term success.
- The course gives practical, powerful tips for getting the most out of tradeshows and other marketing investments.
- The course gives 21st century advice for sales meetings and how to really win the sale.
- The course has two chapters for special audiences. One is devoted to tech entrepreneurs needing to cross over to a ‘sales mind.’ The other gives job hunting advice to young professionals.
- The course shows you how to find lists of prequalified companies and potential buyers.
What is the target audience?
- A young science or technology graduate seeking a career in technology business development.
- A mid-career practicing professional in technology business development looking for a new edge over your competition
- An entrepreneur with terrific scientific credentials but no prior experience in pure sales.
- Any other business development, marketing or sales professional in a scientific or technical field struggling in the marketplace.
|Section 1: Characteristics & Uses: Scientific Selling for Entrepreneurs|
Introduction to Scientific Selling
21st Century Communications
|Section 2: New Problems with Old Sales Methods|
What selling was like in the past
New tools for sellers and buyers
|Section 3: Getting Organized with CRM: a sales database|
How to organize your sales potential
Using a CRM to make lists
Build one for yourself
extra: Four CRMs compared
extra: How to use a CRM setup for the first time
|Section 4: Prospecting Routines/ A Day in the Life|
Finding and working from lists
Weekly routines: Getting into prospecting habits, including follow-up.
Long cycles: From months to years, where does the money flow?
extra-How to find lists of companies
extra-How to find email addresses
extra-Using Google maps to find companies
extra-Using press release sites to find companies
extra-Finding startups through SBIR awards
extra-Finding prefunded companies
extra-Using LinkedIn to find likely buyers
extra-How to get full names from LinkedIn matches
|Section 5: Writing Persuasively with Science|
AIDA: Theory and examples
SPIN: Theory and examples
Other persuasive concepts
|Section 6: Scientific Sales Meetings|
Meeting props: What to take, what to say
|Section 7: 21st Century Marcom|
Traditional marketing communications that still work
Postcards and other effective hardcopy for guerrilla marketing
Electronic marketing: The Basics for non-IT entrepreneurs
|Section 8: Getting the Most From Tradeshows|
Finding tradeshows and reasons to go
Tradeshow tactics that work
|Section 9: Contrasting Products & Services|
Contrasting products & services: Random observations deserving consolidation
|Section 10: For Tech Entrepreneurs|
External issues for entrepreneurs: More BD activity, more credibility
Internal issues for entrepreneurs: Thinking differently
|Section 11: For Young Professionals: Getting the Job|
Setting a career path
Getting and acing the interview
Carol Gebert has a Bachelor’s degree in Chemical Engineering and a PhD in Biotechnology. Most of Carol’s professional career has been on the business side of biopharmaceuticals, selling instruments, software and laboratory contract services. Carol has helped small firms build their sales pipelines and many entrepreneurs with their sales, marketing and partnering activities. Her perspectives on selling come straight from the field and are meant to supplement, rather than replace more traditional sales concepts.
- Lectures 0
- Quizzes 0
- Duration 50 hours
- Skill level All level
- Language English
- Students 49
- Assessments Self