SAMPS was previously Association of Commercial Professionals for Life Sciences (ACP-LS)

Increasing Sales Through Strategic Account Planning

Kathy Head Shot

Kathy Lee

Director, Strategic Business Development
Affymetrix, now a part of Thermo Fisher Scientific

Conducting business in the Life Sciences Industry today is both exciting and tumultuous. Advancements and discoveries in both the public and private sectors propel the field forward. However, decreased private spending coupled and a slashed NIH budget have made getting your fair share of the business even more challenging. Overcoming these challenges, increasing sales in the Life Sciences, is an art - the foundation of that art is Strategic Account Planning and management.

The ideal portfolio is packed with high-value clients who, faced with a complex buying landscape, consistently understand why your products (or services) are the best choice for them. Strategic Account Planning enables you to showcase your value in a more personalized way that also increases the effectiveness of your sales process. Improved sales with a better customer experience.

In the Strategic Account Planning session, we will explore the best practices in Strategic Account Planning for the Account Manager, their first line manager and others. The best strategic account plans:

  1. Access accounts potential spend utilizing both internal and external data sources
  2. Align Marketing with Sales around Account Based Marketing plans
  3. Nurture potential new clients/KOLs by specifically addressing their personal needs
  4. Identify the buyers associated with a given deal and map messages to address the different needs of each type of buyer
  5. Collaborate with senior leadership Commercial Operations and other departments to leverage existing relationships to drive more business

The Strategic Account Planning session will cover a number of scenarios (new, old, existing accounts) because every team has different business goals. If you work in…

Then this is the session for you.

View the complete agenda

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SAMPS, Sales And Marketing Professionals in Scientific research, is the first and only organization dedicated to sales and marketing professionals within the life sciences.

The association’s goal is to serve its members who work in commercial roles for life science products and services companies and associated businesses, globally.
SAMPS was previously named ACP-LS. We feel that SAMPS more clearly describes the membership, and will form a better foundation from which to expand this membership globally. 
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