Stories about contract service provider market, including contract manufacturing, contract research, clinical research, etc...
(04/08/2015) Contract Research and Investment Organizations (CRIOs) are an emerging entity in the biotech drug development space that can have an unforeseen impact on your team’s sales productivity. This article discusses critical considerations for teams that encounter a CRIO deal—ten real examples are included as a starting point to better understand this trend.
Prospecting is typically a dreaded part of the sales process. It goes something like this: Identify target companies. Search LinkedIn to see if you know anyone at the company. Place cold calls or send out generic emails and hope that you get a response. Rinse and repeat.
Multinational giants like Novartis can be a tough sell for service provider companies when they don't know where to target. Understanding where decisions about different kinds of outsourced activities take place can help you close more new business. Join us for part one of our new series Sponsor Atlas: Selling to the Pharma Giants!
Guest post by Ty Quinn. The Contract Research Organization (CRO) sector is complex. Business Development professionals are required to maintain accurate and organized records of any/all accounts, contacts, interactions and opportunities and to be able to call on them at a moment’s notice.