Disruptive internal and external factors continue to drive change in the life sciences industry. Among the evolving trends in life sciences is the emergence of innovative and nuanced go-to-market models that specifically address their go-to-customer approach. Other winning trends center around the deployment of business development resources for competitive takeaways and customizing a sales approach to penetrate growth segments.
In our latest video series, Matt Greenstein discusses two such trends in the Life Sciences and Analytical Instrument industry and explores how sales leaders can thrive in this challenging environment.
Trend 3: New Go-to-Customer New Business Teams for Aggressive Plays Against Growth Targets
-Increase Focus on Winning Competitive Accounts
-SWAT Teams Help Crack Competitive Accounts
3. New Business Teams for Aggressive Plays Against Growth Targets
Trend 4: Customized Sales Approaches to Penetrate Growth Segments
-Growth Segments Require Unique Sales Motions
4. Customized Sales Approaches to Penetrate Growth Segments
Stay tuned as we share additional trends and contemporary responses to market challenges in future articles.
In the meantime, you can learn more about Alexander Group’s Life Sciences and Analytical Instruments practice and how we can help you navigate sales transformation. Or schedule an individualized briefing with our practice leaders, Matt Greenstein and Arshad Carim.
Watch the overview and other videos in this series.
Read the other articles in this series:
Part 1
Part 3
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RELATED RESOURCES
- 2019 Operations Forum: Sales and Commercial Operations leaders know that running the growth engine is harder than ever because the customer journey has changed in fundamental ways.
Highlights - Driving Forces of Change for Life Sciences & Analytical Instruments
- Top Revenue Growth Imperatives for Life Sciences Companies
- Life Sciences Sales Trends
About the Author
Matt Greenstein is a principal based out of the New York and Stamford offices. He works with clients across technology, life sciences and healthcare. He has responsibility for leading the firms Life Science and Analytical Instrument, Health Insurance, and Digital Transformation practices. His areas of focus include large scale transformation and integration across all commercial functions–tactical marketing, sales and service. Matt has global consulting experience and is known for his fact-based, hypothesis-driven, problem-solving style.
