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

Knowledge Base Articles

July 9, 2018
HOW TO DEVELOP A DATA-DRIVEN DIGITAL STRATEGY, Part II

Data Gathering We learned in the first post of the series that you need a formal way to define your goals, objectives, and tactics for a given year, and that the tactical and operational metrics are critical to your success at the operational level. We also learned the differences between tactical and operational metrics. In […]

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April 10, 2018
Behind the Scenes: SAMPS Conference Planning

The program team has put together an amazing agenda for the annual SAMPS conference which will be held October 24-26, 2018 in South San Francisco. The conference theme taps into San Francisco Bay Area digital technology and the successful application to the life science industry. How does it all come together? The program team, consisting of […]

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April 10, 2018
AI - Super Hearing for Healthcare Marketers

Gartner reports that artificial intelligence (AI)-driven applications play an essential role in 5 of the top 10 strategic predictions for 2018 and beyond.1 Even though AI is a dominant topic in business discussions across industries, results from a recent survey imply that many marketers feel ambivalent about the effectiveness and practicality of AI.2 The Arteric team created […]

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March 26, 2018
Artificial Intelligence as a Marketing Tool Is Bull. Don’t Waste Your Time.

Almost half (47%) of the 318 marketers surveyed in September 2017 think that artificial intelligence (AI) is overhyped as a marketing tool. When asked what emotions they felt when they saw or read about AI, 40% responded with “skeptical.”1  I understand why so many marketers might feel this way. Vendors, industry publications, and bloggers constantly […]

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March 5, 2018
The Rise of Inside Sales

The concept of an “Inside” Sales team is relatively new. With the rise of the Internet and the increased use of email, websites and other sales technologies, companies have started to leverage inside sales teams as an addition to their commercial organization. Right now, about 3,100 professionals in the Life Science industry list Inside Sales […]

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February 19, 2018
Why GDPR Applies to You, and You Don’t Know It

Global Data Privacy Regulation (GDPR) is a European law that goes into effect in May and regulates personal data collection. It aims to give people control of what information a company might know about you and how that information is used.   It is easy for most of us to stop reading once we see the […]

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September 16, 2017
Tips for Planning Your 2018 Digital Roadmap

Working with most pharma clients raises an unusual challenge.  Being inquisitive and experimental is very much part of the scientist’s DNA, which is exciting as these are vital ingredients for successful digital marketing. At the same time, the life sciences industry is so heavily regulated that these tendencies are challenged, which often results in less […]

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August 9, 2017
Enhancing Offline Marketing Campaigns With Web Analytics: A Quick Primer

In the life science tools industry, much of our marketing budget is used for traditional marketing, so many of our campaigns use offline marketing channels. We may not always meet the revenue target for the campaign as our industry goes through a typical buying cycle. There are often promotional budget overruns. The question here is, should […]

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June 13, 2017
How to Improve Your Lead Quality With Less Content

The landscape in which we as life science marketers are working is becoming more and more complex. The number of marketing tools available is increasing rapidly with no sign of slowing down. One might think that marketing technology and communication channels will make marketers more effective, but that this isn’t automatically the case. The marketing-tactic […]

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April 3, 2017
SAMPS Helps Members Enhance and Evaluate the Power of their Marketing Investments with New Marketing Success Service

WASHINGTON, NJ, USA – April 3, 2017 - The Association of Commercial Professionals - Life Sciences (SAMPS) has launched a new service that helps optimize results from investments made in marketing programs. Few marketing professionals can say with absolute authority that their programs are producing the results that they need. This is often due to a […]

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March 27, 2017
The Big Data Revolution in Life Science Marketing

Big Data will soon be a force in life science marketing, allowing unprecedented power in customer-database management. You can learn more at the SAMPS sponsored webinar on August 14, 2013 and at the Annual Meeting on September 19-20 in Philadelphia.  Like almost all life science companies, you have a customer database. You may maintain a […]

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March 27, 2017
LifeSciPR – The Newswire Service That Targets Your Customers

You're ready to launch a new HPLC resin that's going to change the marketplace. Product in the warehouse. Check. Sales reps trained. Check. Content marketing strategy solid and ready to roll, starting with a big-time press release. Double-check. After all, you've consulted with several wire services, all of which provided you with impressive statistics regarding […]

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March 6, 2017
Meet Your Colleagues in the Research Triangle Park Area

The first local meeting in the Research Triangle Park Area is scheduled for March 15 at 7pm. It takes place at Bar Louie in Brier Creek (http://www.barlouie.com). This meetup is open to all sales and marketing professionals in life sciences and chemical analysis. Drop by to reconnect, meet new friends in the industry and share great ideas to […]

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February 23, 2017
The New World Marketing Team: Where Will You Fit In?

What Has Happened To Life Science Marketing? “The emergence of data science and the proliferation of new media channels has radically changed some traditional marketing jobs, while creating new ones. As a whole, all these changes are part of the evolution away from marketing simply as art into a hybrid of art and science.”    Adele Sweetwood, The […]

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February 20, 2017
Life Science Marketing Agencies — Which One is Right for You?

Most marketing managers within life science companies are under great pressure in their day-to-day role, managing multiple programs across many channels. Increasingly they’re being tasked with hiring and managing a range of marketing agencies, too. And many managers are often not trained in developing a marketing strategy and associated objectives, nor selecting and onboarding business […]

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February 7, 2017
Are You a Content Marketer or an SEO Marketer?

The answer is "Yes". New changes in how Google is assigning page ranks is making SEO and Content Marketing look a lot like one another. For many life science marketers, SEO is a vague and even intractable concept that seems hard to put to practical use. Content marketing, on the other hand, looks like a […]

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October 23, 2016
Let Life Science Marketing Analytics Lead the Way

Given the abundance of marketing tactics, the limitations of finite budgets and the increasing levels of accountability faced by life science marketers, one question comes to mind. How do you allocate resources to maximize your return on investment (ROI)? Historically, making educated choices has meant relying on instincts, gut intuition and perhaps an incomplete collection […]

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July 27, 2016
Survey Update: Life Science Sales Training Lives!

In 2013, the SAMPS surveyed the frequency of sales training in life science product and service companies. This article reports the results of an update to this survey that took place from January 2016 to May 2016. As was done for the 2013 survey, we surveyed life science product and service companies (38) to determine […]

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June 27, 2016
Bay Area Hosts First Local SAMPS Meeting

A key benefit of the SAMPS, and one of the reasons members tell us they join, is the ability to network with their colleagues. But once a year at the annual meeting isn’t enough. And it’s tough to grow the organization when not everyone can travel to an international meeting. There is no reason you can’t […]

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May 7, 2016
Video Marketing Part 1: Why You Should Build a Program And Key Points To Consider

Hot Spots are featurette articles that provide a brief introduction to a contemporary topic in life science marketing along with a rich collection of references to quickly get the reader up to speed. This is a three-part series. In the first part, I’m going to look at why you should build a video program and some […]

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March 8, 2016
Converting Problems Into Profit, Part 2

How to Transform Anger Into Appreciation The first article in this series reviewed the overt and not-so-obvious values of customer complaints, their potential for negative and positive impact throughout every department in your organization, and the returns (no pun intended) you can achieve if your people can see problems for the opportunities that they always […]

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January 26, 2016
Life Technologies and Quintiles Embrace Contemporary Content Marketing Strategies

Content Collections 2015, a virtual conference on content marketing, provided some very useful ideas that leading companies in the SAMPS space, such as Quintiles and Life Technologies, have embraced in today's digital age, and as Pharmacia Fine Chemicals did in the 1970s and 1980s. Interest in content marketing continues to grow as seen in the Google […]

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January 17, 2016
Do You Speak Data?

Marketing technologies and practices are changing a lot, and fast. One huge ongoing transition is toward the "bilingual" marketer — someone who is fluent in data as well as marketing processes. The availability of massive amounts of data, along with the tools to analyze and manage it, make systematic analytics a virtual must have for any […]

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January 6, 2016
Customer Validation Before Marketing Investment

In his book Crossing the Chasm, Geoffrey Moore argues that there's a chasm between the early adopters of a product (the technology enthusiasts and visionaries) and the early majority (the pragmatists). Moore believes that visionaries and pragmatists have very different expectations and suggests that alternative techniques are required to successfully cross the "chasm," including Choosing […]

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November 7, 2015
How to Build Authority in Your Market

There's a favorite restaurant of ours, right in our neighborhood, walking distance away. It's been there for 20 years and they are very good at what they do. They're especially good at hiring — they have great chefs, hosts, and waiters and they always have. When we go, we always ask for Nassar. In a place […]

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October 15, 2015
EARLY RESULTS: Survey of App Usage in Commercial Life Science

In the previous issue of Commercial Matters, the Association launched a survey to find out if smartphone applications for sales and marketing in the life sciences were valuable to the SAMPS community. Here are some early results. Five out of nine respondents said that their company has at least one app that supported sales or marketing. Most (7 of […]

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October 4, 2015
Life Scientist Purchasing Trends 2015

The results are in for the 2015 Science/AAAS Life Scientist Purchasing Trends Study. SAMPS is honored to have worked closely with Science/AAAS on the research study, and now SAMPS members have access to the full report. Report highlights 534 respondents 42% expect their laboratory budgets to increase in 2016 Facebook found to be the social […]

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June 10, 2015
Marketing Automation Usage in Commercial Life Science

Marketing automation is rapidly becoming a must-have for the life science marketer. Or is it? Does your organization use this capability, and, if so, how well is it working for you? Take this short survey to help gauge the use of marketing automation in the life science marketplace. We'll report the results, along with an in-depth […]

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May 25, 2015
Developing Mobile Apps for Life Science Sales and Marketing

Are smartphone apps used in the life sciences, either by scientists in the laboratory or by sales people in the field? If you have a smartphone, it's likely that you have a few (or a lot) of apps on it. And some of those you use every day. Some are fun. Some are helpful. A […]

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May 22, 2015
Same Product, Different Result. How IBC Grew Sales Over 47%

My business partner, Heath Thomas, is the most talented bioscience designer I have ever worked with. I had the pleasure of meeting him at Ambion and saw him demonstrate his talent as we merged with Applied Biosystems to LIFE Technologies. When I joined Luminex, I knew he would bring creativity and excellence to transform the […]

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May 10, 2015
The Future Role of Sales Representatives in the Life Sciences

The world of marketing and sales everywhere is evolving rapidly, with dramatic consequences for how people discover, evaluate and buy products and services.  B2C businesses have been famously affected by customers’ desire to research, compare, evaluate and buy without ever speaking to a sales person.  Now, the same change is happening in B2B businesses that […]

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May 9, 2015
Survey of App Usage in Commercial Life Science

Like U.S. presidential candidates and reality TV shows (often indistinguishable), apps are everywhere, with the list guaranteed to grow. But exactly how apps are used to support life science sales and marketing efforts remains to be defined, but with your help, that will soon change. The SAMPS has organized an ultra-brief survey to document the how, […]

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May 7, 2015
Science/AAAS and SAMPS Buying-Process Research Project

Looking for solid objective data to better understand the process by which buyers of life science products and services approach their purchasing decisions? Your wait will soon be over. Science/AAAS* and SAMPS are jointly developing a research study of life science researchers to better understand how they learn about products and services and the paths they take […]

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May 5, 2015
Marketing Finds Customers. Sales Keeps Them.

The challenge that suppliers of life science products and services face — and that other product categories don't — is that the marketing message is vastly more complex, and the sales process often hinges on highly technical details, which in part leads to sales cycles of months or even years. Of necessity, marketing plays a […]

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April 7, 2015
The Impact of Reverse Auctions on the Life Science Supplier Market

Even though reverse auctions may save money for buyers of life science products and services in the short term, some believe that reverse auctions may have an overall net negative impact because they may have an unintended impact on relationships, have a negative effect on quality, and enable unrealistic hyper-competition, which may drive some suppliers out […]

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March 31, 2015
CRIO Deals – Impact on Your Biotech Business Development Process

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 examples are included as a starting point to better understand this trend. A CRIO is a […]

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February 9, 2015
How to Grow Your Business in 2015

This article originally appeared in Fresh Business Thinking.com 1. Pull apart yesterday's business and build tomorrow's To achieve growth in 2015, business leaders need to question the status quo and encourage challenges from their colleagues and senior management team. Among those challenges will be the secret of future growth and success. In reality they need […]

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January 26, 2015
Make Your PPC Ads Work Like Dogs for Your Marketing Campaign!

This article originally appeared in the blog published by Pacific Biomarketing. Your PPC ads need to work for you; like sled dogs! There are lots and lots of ads everywhere—including online, of course, and even in life science marketing. Even if your customer is interested in the subject of the ad, their natural reaction is likely […]

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January 20, 2015
Survey Results: Sales and Marketing Alignment in the Life Sciences

This article originally appeared in the blog of Life Science Marketing Radio. I recently ran a casual survey of sales professionals in the life sciences to capture a glimpse of what they wanted from their marketing communications teams. The survey was also a chance for MarCom managers to start a discussion with their sales teams […]

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January 15, 2015
Life Science Supplier Market Sizes – Updated for 2015

Market research firms often publicly release market size and growth rate estimates in the process of advertising their reports. This holds true for life science product and service markets too. This information can be a valuable starting point for your own market research, but finding the information can be time consuming. Thanks to Carlton Hoyt […]

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January 8, 2015
Biotech Name Changes: Don’t Let Them Fool Your CRM

This article originally appeared in the blog published by Zymewire. Recent biotech company name changes mean it's time to update your customer and prospect records. If you’re in CRO business development or any other biotech/pharma services sales, then you know what a pain it can be when biotech companies change their names. Some companies rebrand […]

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December 11, 2014
Customer Profiling Is a Critical Marketing Skill. Here's How to Get Started.

This article originally appeared in the blog of the Pacific Biomarketing website. Creating stable and accurate customer profiles, often called "personas," is a crucial part of any successful marketing campaign. But once you sit down to create your profile or profiles, you may find yourself staring blankly at your computer, wondering how to get started. […]

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November 5, 2014
Targeted Advertising

This article originally appeared in the BioBM Consulting website. The following are a list of websites, communities, advertising service providers, etc. who provide life science marketers with the ability to target highly specific segments of scientists while being generally relevant to many or all research areas. BioBM is not affiliated with any of these companies […]

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October 27, 2014
5 Steps to Publishing Everywhere

Create once, publish everywhere—that's the mantra for content marketers today. When you start doing content marketing, sure, you have to rewrite the same article for different devices, different audiences, different sales funnels. But all that editing, tweaking, and rewriting takes a lot of time. Here are 5 ways to beat the competition, getting more content […]

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October 19, 2014
SAMPS – Proud Sponsor of the Life Science Industry Awards

We are thrilled and honored to announce that the SAMPS is now a sponsor of the 2014 Life Science Industry Awards® (LSIA) to be held in Washington DC on November 18th at a gala ceremony at the Grand Hyatt. Now in it's twelfth year, the LSIA recognize the best-in-class companies in 30 product, service, and communications categories based […]

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October 17, 2014
Review of the 2014 Annual Meeting

On a cliffside overlooking the south Boston shoreline, the 2014 Annual Meeting picked up where the 2013 meeting left off. The larger venue hosted a larger audience from throughout the US and several EU communities who came to listen, debate, and propose how digital technology was impacting suppliers of life science products and services and […]

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September 23, 2014
2014 Marketing Trends in Drug Development Services

To outsource some or all of your marketing function, or not—this appears to be a question on the minds of most drug development services companies lately. It's a decision not to be taken lightly; a company needs to think strategically about its communication goals, partnership expectations, and budget. SCORR Marketing recently finalized its second annual […]

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September 10, 2014
CRM Systems for Life Science Companies: Benefits and Challenges

Editor's note: The authors work with labconnexion.com, which is offering SAMPS members a 1-year free membership to its confidential outsourcing and procurement platform. Learn more about the service and the special offer. Life science companies have unique needs when it comes to implementing a Customer Relationship Management (CRM) system. Some of these issues stem from […]

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September 9, 2014
A Special Offer for SAMPS Members from Lab Connexion

Outsourcing and procurement that finds you LabConnexion.com is an online platform that supports your outsourcing and procurement efforts quickly and confidentially from the convenience of your keyboard. By first selecting from a series of categories (eg, Business Opportunities, Commercialization, Consulting Requests, Service Requests) that generate a topic-specific set of second selection criteria, you can anonymously […]

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August 24, 2014
Stellar Meetings and Events – Gold Sponsor of the 2014 SAMPS Annual Meeting

The SAMPS is pleased to announce that Stellar Meetings and Events has signed on as a Gold Sponsor of the 2014 SAMPS Annual Meeting. Stellar Meetings and Events is a full-service meeting management and productions firm with decades of experience designing and implementing programs in a variety of industries, with the added bonus of an extensive […]

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August 24, 2014
BioMed Central – Bronze Sponsor of the 2014 SAMPS Annual Meeting

The SAMPS is pleased to announce that BioMed Central has joined Science magazine, SCORR Marketing and Compass Life Science Leads as a Bronze Sponsor in support of the 2014 Annual Meeting of the SAMPS, which takes place September 18-19 at the Boston Marriott Quincy in Quincy, Massachusetts. As an open access publisher with a broad collection […]

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August 23, 2014
Personalized Experiences

This article was originally published in the blog hosted by BioBM Consulting.  The image below is of a Target which is near me. It shows what you would see if you just walked in the exterior doors of the Target. Can you think of any problem with this? You could walk in that Target looking […]

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August 19, 2014
Media Matrix – Silver Sponsor of the 2014 SAMPS Annual Meeting

The SAMPS is pleased to announce that Media Matrix has joined The Linus Group as a Sliver Sponsor of the 2014 SAMPS Annual Meeting. Media Matrix is a full-service marketing communications company specializing in video production, business events, print collateral, multimedia development and more. >Media Matrix has been a strong supporter of SAMPS since SAMPS was […]

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August 19, 2014
The Linus Group – Silver Sponsor of the 2014 SAMPS Annual Meeting

The SAMPS is pleased to announce that The Linus Group has joined Media Matrix as a Sliver Sponsor of the 2014 SAMPS Annual Meeting. The Linus Group is a health and life science marketing agency.  Hamid Ghanadan, Founder and President of The Linus Group, has been a strong supporter of the SAMPS since it's inception. […]

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August 17, 2014
Compass Life Science Leads – Bronze Sponsor of the 2014 SAMPS Annual Meeting

Bronze sponsorships continue to shine at the 2014 Annual Meeting of the SAMPS, which takes place September 18-19 at the Boston Marriott Quincy in Quincy, Massachusetts. The SAMPS is proud to announce that Compass Life Science Leads has joined SCORR Marketing and Science magazine to support the Annual Meeting as Bronze Sponsors. Compass supports commercial […]

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August 17, 2014
SCORR Marketing – Bronze Sponsor of the 2014 SAMPS Annual Meeting

The SAMPS is pleased to announce that SCORR Marketing has joined Science magazine and Compass Life Science Leads as a Bronze Sponsor to support the 2014 Annual Meeting of the SAMPS, which takes place September 18-19 at the Boston Marriott Quincy in Quincy, Massachusetts. As a Bronze Sponsor, SCORR demonstrates its support for the SAMPS community of […]

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August 10, 2014
Why Email Marketing Is 40 Times as Effective as Social Media

This post by Matt Wilkinson originally appeared in the blog published by Pinnacle Marketing Communications. Coming back to the office after an extended break usually involves spending at least a few hours sifting through your email inbox, deleting spam and responding to urgent queries. In amongst those emails are no doubt a large number of emails […]

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August 3, 2014
Workshop: The Secrets of Sales Enablement for Sales and Marketing Professionals

From advertisements to sales decks and endless sales-training sessions, life science companies spend tremendous resources to produce sales-enablement materials, most of which are ineffective because they simply do not induce action. In this half-day workshop, strategist Hamid Ghanadan, author of Persuading Scientists: Marketing to the World's Most Skeptical Audience, will deconstruct the sales process and provide […]

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July 27, 2014
Marketing Trends in Drug Development Services

Here's your opportunity to glean the latest thinking and tactics within companies that provide drug development services. At no cost. SCORR Marketing, a global, full-service marketing firm with concentrated expertise in drug development services and health care, is conducting a survey on marketing trends and digital marketing strategies. The information gathered will be used to […]

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July 26, 2014
How Department Frenemies Hurt Your Pipeline

This article was originally published in the blog hosted by LeadLife Solutions.  fren•e•my [fren-uh-mee] (noun): A person or group that is friendly toward another because the relationship brings benefits, but harbors feelings of resentment or rivalry. Let's be honest, your marketing and sales teams aren't bosom buddies. Heck, they likely aren't even pals. For the […]

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July 18, 2014
Big Mergers 2+2=3

This article was orignally published at stephenarcher.eu. Mergers and acquisitions may excite the markets and shareholders on both sides, but their record of success in delivering the anticipated benefits is not good. Around 80% fail on the key measures of synergies, costs savings, and growth in shareholder value. No matter if they are small, medium, […]

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July 10, 2014
Sneak Preview – 2014 SAMPS Annual Meeting

It's summertime and the living is supposed to be easy, but the speakers at the 2014 Annual Meeting of the SAMPS (September 18-19 at at the Boston Marriott Quincy) are busy preparing their presentations. Last year's speakers set the bar high (before continuing the discussions at the bar), but organizers Guy Page and Kevin Goudreau and the program […]

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July 7, 2014
Persuading Scientists – Hamid Ghanadan at TEDx Cambridge

Technology. Entertainment. Design. What do these seemingly disparate topics have in common with the rapidly approaching Annual Meeting of the Association for Commercial Professionals - Life Science? Hamid Ghanadan.* Hamid, author of the insightful book Persuading Scientists and President of The Linus Group, will deliver one of the keynotes at the Annual Meeting at the […]

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May 27, 2014
2014 B2C Content Marketing Research: Strategy Influences Success

This article originally appeared in the blog published by the Content Marketing Institute. Last year, we took our first look at how business-to-consumer (B2C) marketers are using content marketing. Our second annual B2C Content Marketing: 2014 Benchmarks, Budgets, and Trends — North America, produced by Content Marketing Institute and MarketingProfs and sponsored by Imagination, reveals what has […]

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May 27, 2014
2014 B2B Content Marketing Research: Strategy is Key to Effectiveness

This article originally appeared in the blog published by the Content Marketing Institute. We always thought that having a documented content strategy would improve content marketing effectiveness, but we now know what a difference it makes. Business-to-business (B2B) marketers who have a documented strategy are more effective and less challenged with every aspect of content marketing. This […]

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May 9, 2014
Small Steps

This article originally appeared in the blog published by BIOBM Consulting. It's enticing to try to close every prospect at the first opportunity. You can certainly rationalize doing so — you're just trying to make the most of every opportunity, ASAP. Attempting to do so, however, can drive away your customers by forcing them to choose […]

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April 6, 2014
Learn What Makes a Content Plan Successful by Taking One Apart

This article originally appeared in the blog published by the Content Marketing Institute. My workbench is covered in junk. It's usually tidy, but today it's strewn with screws, clamps, wires, and knobs from an old guitar amp. You'd love it. In my life, taking things apart is a time-honored tradition. These days, when things break, […]

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March 16, 2014
Optimize Your Message

This article originally appeared in the blog published by BIOBM Consulting. Think about how much money (not to mention effort) goes into disseminating your marketing messages. Think of all the resources spent on advertising, copywriting, conference exhibitions, social media, printed materials, even search marketing. Life science companies spend huge sums trying to reach their audience but […]

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March 16, 2014
Overcoming Four Wall Syndrome

This is the author's second in a series of articles that discusses how small life science companies can successfully compete with much larger competitors. The first article remains available for review. The best products and services are built on customer interactions, not office interactions. I've worked with or for life science and technology companies of […]

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February 11, 2014
Three Surprising Ways Google+ Makes Life Science Content Marketing Easier

If you have a content marketing strategy and have done your research, you may have already discovered something about Google+. The lights are on but not many of your customers are home (at the moment). Google+ users have a reputation as early adopters who share a passion for a particular topic (besides Google). Based on […]

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February 2, 2014
How Small Life Science Companies Can Win

A small fish in a big pond, David and Goliath—the list of analogies goes on and on. How many times have you heard someone say that a small start-up or private company just can’t compete against the bigger, well-established players? While this may have been the case in the past, it doesn't reflect today's reality. […]

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December 21, 2013
Life Science Product and Services Market Size

These data are listed from largest to smallest market size, and were last updated on December 16, 2013. This table was originally published by BIOBM Consulting, where the data can be sorted by any of the criteria below.  There are a number of publishers which routinely release reports on various life science research markets. Often, the […]

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December 14, 2013
SlideShare Use in the Life Sciences: Distraction or Opportunity?

You've probably been hearing a lot of talk about SlideShare lately. You may have even clicked through a SlideShare or two. But maybe you don't know whether you should add this tool to your sales and marketing arsenal or wait to see if it has legs. SlideShare (owned by LinkedIn) is a platform for sharing […]

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December 10, 2013
Directory of Vendors for Life Science Product and Service Commercial Teams

A frequent complaint of life science product and service commercial teams is that very few vendors of B2B marketing services really understand life science R&D, manufacturing, and support. That is, vendors truly don't understand the life science supply business. We don't sell drugs! Have you ever had the following happen to you? A vendor comes […]

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November 6, 2013
November 7, 2015: Commercial Life Science in a Glass-Filled World

A few months have passed since digital strategist Chris Cullmann provided a detailed look into how Google Glass might affect the life science product and service provider community. Glass still isn't available to the general public, but businesses and individuals have been revving up solutions for a Glass-filled world. Let's see what the app developers […]

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November 5, 2013
Content Strategy: Keeping Content Effective, Coordinated, and Affordable

You're preparing to launch a new flow cytometer. What materials might you need to create pre and postlaunch? Well, for starters... Website Copy, imagery, video, items for download Inbound linkage strategy Promotional items Print ads, online ads, email blasts Content to support a social media strategy PowerPoint decks, podcasts Blogs, interactive banner ads Journal articles […]

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October 20, 2013
New Webinar Series Starting Soon!

Time flies when you're publishing benchmarks and hosting annual meetings. It was only 12 months ago that the SAMPS launched with it's first series of webinars, covering topics such as strategies to coordinate content marketing plans with a scientist's unque selling cycle, strategic brand management strategies, the critical need for training progams to ensure internal […]

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October 9, 2013
How Marketing Has Lost Meaning in Our Industry

Within the drug development services and life sciences industries, there is a common misconception held by many DIY marketers, in-house marketing teams and marketing agencies. Moreover, given the nature of work being done in these industries, this misconception can seem intuitive. What's the misconception? That marketing is a science, or at the very least, can […]

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October 1, 2013
Annual Meeting Wrap-up – Day 2

Day 2 – The Excitment Continues The electricity continues to flow. Julian Stubbs, Founder of the global advertising firm Up, There Everywhere and veteran life science marketer started the day off with a sprint when he tackled the issue of the value and risks of balancing company branding versus product marketing. Among the tactics was the […]

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October 1, 2013
SAMPS Inaugural Annual Meeting a Smashing Success

History Is Again Made in Philadelphia Electric. That was the consensus description of the sessions from the 80 participants who came from as far away as Sweden to attend the inaugural Annual Meeting of the Association for Commercial Professionals - Life Sciences (SAMPS) in Philadelphia, PA, USA on September 19-20, 2013 at the Doubletree Hotel […]

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September 22, 2013
What Clients Think of CRO Sales Reps

CRO Sales Representative Performance Report This SAMPS report describes what drug development and device companies think about CRO sales representatives. How do buyers of drug development services and contract research organization (CRO) services view the vendors' representatives who call on them? How much do these representatives influence the awarding of a contract? From a buyer's […]

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September 15, 2013
The Evolution of Influence in the Life Sciences: How Public Relations Became Social Relations

Research has shown that the general population doesn't trust advertising1,2 and overt marketing communications, yet our lives are filled with an endless clamor of voices vying for our attention. The life science researcher is an even more skeptical audience and has an equally challenging selling cycle.3 Every new technological advance dramatically changes the realm of […]

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September 14, 2013
What Clients Think of Life Science PRODUCT Supplier Sales Reps

The team at BioInformatics, LLC, recently completed a research study that explored the expectations of more than 1000 researchers who use life science instruments and consumables. This study, Life Science Sales Reps, Guide to Best Practices, identified what sales reps can do to build strong customer relationships and to support laboratories in the way that […]

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September 5, 2013
Distributors Demystified: Use These Insights to Help You Help Them Sell More

Using distributors can be a key part of scaling up your sales reach. Be sure to budget the time and effort to make this tactic work for you. Working with distributors can be a great way to expand your sales reach as you grow. This can be a very effective way to ramp up sales, […]

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September 5, 2013
Research News: Your Customers Don’t Need Your Sales Reps

Well, actually, they do, but not for the reasons they did in the past. Data from two research studies that asked your customers how they can best be served by your sales reps and how your reps were perceived will be presented at the SAMPS Annual Meeting in Philadelphia on September 19th and 20th. Among […]

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August 17, 2013
Five Tactics to Help Strengthen Your Content Marketing

Great content is necessary—and possible Content Marketing is one of the most hotly discussed marketing topics today—regardless of industry. Content has emerged as the single most important vehicle for engaging and influencing customers While recognizing the value of Content Marketing, many companies are stuck on 2 questions: first, what should we write about, and second, […]

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August 15, 2013
Will Your Marketing Message Resonate With Procurement?

"Thanks for the presentation. We love the plan and the creative approach" said our client as we had just shared our deliverables on a project. "I just have one question. Your campaign is targeting the scientist, right? I mean, you talked about the scientist's buying journey and how to leverage content to influence them. I […]

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August 2, 2013
Three Golden Rules of Sales Force Recruitment in the Life Sciences

Is a part of your career success dependent upon your ability to attract and recruit the best salespeople?Perhaps you are in the position, as many of us are, in which your upward mobility hinges upon having promotable talent beneath you. This is a fact of life for all managers, of course. But it is only […]

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July 23, 2013
Google Glass: A Primer for the Life Sciences Market

Your rep is in the lab because your customer is tweeting his 2000+ followers that the $300K sequencing system your company just installed is "a piece of garbage." "Poor resolution. Unreliable reproducibility. Low reads. I might as well do this manually" says your customer, the director of a regional sequencing center. The rep picks up […]

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July 23, 2013
Mobile Success in Life Science Sales Starts and Stops with VP Sales and Marketing

This is the second article in a 4-part series to cover the "whys," "hows," and "whats" that are driving the adoption of mobility in the life science industry. Author disclosure: My company builds and sells iPad-based applications to many of the largest health science providers. I can already hear the excuses rolling in. "Our VP […]

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June 10, 2013
Selling to Technical Professionals: A Deeper Dive

In a previous article, Fraser Marlow, Head of Research at BlessingWhite, identified 6 critical needs of a technical audience—autonomy, achievement, keeping current, professional identifcation, participation in mission and goals, and collegial support and sharing. Fraser then explained how sales, marketing, and suppport professionals could apply these needs to make a product offering more appealing, to increase […]

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June 8, 2013
Brand Positioning Frameworks in the Life Sciences: Built to Last or Last to Build?

Is there any doubt that the life sciences provider field is overcrowded to the point that vendors have to do everything they can to win new business and hold onto what they have with a grip that's white-knuckle tight? Offering the right products and services alone isn't enough. Competitive price points and touting an impressive customer […]

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June 8, 2013
Optimizing Qualitative Research for Life Science Suppliers: In Person or Online Strategies?

When it comes to meeting the qualitative research needs of life science suppliers, choosing the ideal methodology can be overwhelming! In person or online? If online, which among the virtual smorgasbord of "next gen" techniques: forums, social media, mobile research, webcam sessions, online communities, blogs, journals, text chats... Discussion of the pros and cons for […]

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May 29, 2013
The Value Proposition: Creating Impact in Life Science Marketing

Step into your customers' shoes for a moment. How often are you pummeled with promises of faster, easier, better, or similar claim of a quantum leap into the Promised Land of superior results and at a lower cost? "But it's true. My product really is faster, easier, and better. Why shouldn't I broadcast the news?" […]

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May 9, 2013
Why Mobile Is Essential for Life Science Sales Professionals

Mobility is on every company's hot list these days. Tablets and smartphones are being deployed across the enterprise, especially for sales and marketing. The health sciences industry has in a large part led the way with major companies from Medtronic to ThermoFisher deploying thousands of devices worldwide. This 4-part series will attempt to cover the […]

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May 3, 2013
Social Media Monitoring for Life Science Suppliers: 7 Steps to an Effective Strategy

A recent SAMPS article provided a snapshot of how your competitors were and weren't using social media. Firms used Twitter for applications for establishing rapport, promoting products and services, and educating the research community. While life scientists and companies are still learning how to get the greatest benefit from social media, there's no escaping the […]

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April 23, 2013
Hidden Needs in the Life Sciences: Escaping the Innovation Trap

It's been reported that up to 90% of all new products fail to meet their business objectives.1 How can you ensure that your next product succeeds? A major cause for the failure of new products and services is that they cannot be fully differentiated from other offerings on the market. The products themselves may work, they […]

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April 22, 2013
The Art of Moderating in the World of Life Science

"Moderating looks so easy and fun; you just have to talk to people." While it's often fun and conversational, moderating is by no means easy. It requires specific skills and training that lie more in the realm of art than (behavioral) science from which moderating originated. Skillfully applying the art of moderating can facilitate your […]

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April 11, 2013
What’s in a Name? Marketing Managers vs Product Managers

  A leading life science product supplier recently posted a position called “Product/Marketing Manager”. And one of their competitors recently posted a position called “Product Marketing Manager”, but when you click on the posting it brings you to a job called “Product Manager”. These two posts exemplify the lack of clarity around product management and […]

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March 27, 2013
Advertising and Media Intelligence: How Carefully Are You Listening?

History remembers the winners. CEOs never forget the losers. Whether it's landing on the moon, winning soccer's World Cup, sequencing the human genome, or surpassing sales goals, winners always begin with a well-researched plan. But the best plans include change as an essential component. Companies that live and breathe change place value on business intelligence […]

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March 7, 2013
Insights for Greater Sales Results: The 6 Needs of Technical Professionals

We all know that there is no such thing as a purely rational buying decision. Whether in a business-to-business (B2B) or a business-to-consumer (B2C) context, there is always a strong psychological element in any purchasing behavior. Buyers are trying to do "right" by their organization's technical needs, but also in fulfilling their own personal values […]

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March 7, 2013
Dose of Digital: Learning From Our Pharma Colleagues

13,771. Number of nucleotides that can be sequenced in a single run? Good guess, but no. Number of microfuge tubes that can fit in a 20-liter fermenter? Close. Number of times a Kardashian daughter has appeared on a tabloid magazine cover? Way too low. Searching Amazon.com for books using the phrase “social media and business” […]

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February 22, 2013
Thermo and Quintiles Have the Most Followers. What About You?

One of your customers just helped sell something to a colleague. Congrats! Uh, oh. But another customer just turned one of your hot leads lukewarm. Maybe even cool. Ouch. Had you been reading your Twitter account, you might have caught wind of this. Or would you? We examined a group of leading life science product […]

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February 13, 2013
Is Sheldon Cooper On Your Sales Team?

Sheldon who? If you have to ask, then you probably haven’t watched the American TV comedy, The Big Bang Theory. The main characters are Caltech science nerds, and Sheldon Cooper’s extreme intelligence is paired with an even more acute lack of social awareness and grace, so the idea of Sheldon being on your team as a […]

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February 6, 2013
The ROI of Life Science Portals and Directories

An SAMPS member recently asked my opinion about listing products and services in portals and directories designed specifically for scientists and others who purchase life science products and services. For the sake of this article, directories and portals are any online or print location where suppliers list their products and services. I needed more context, […]

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February 6, 2013
Is Life Science Sales Training Dead?

We surveyed 41 life science product and service companies regarding sales training and found that only 22% of these organizations have a formal sales training program, and only 12% have a dedicated full-time sales training position. Our methodology was simple. We contacted 50 colleagues from 50 different life science supply companies by phone and email […]

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January 17, 2013
Which Salespeople Perform the Best?

What are the attitudes, skills, and behaviors that distinguish the best salespeople? Matthew Dixon and Brent Adamson, authors of The Challenger Sale: Taking Control of the Customer Conversation, describe five distinct profiles of B2B salespeople. The authors found that depending on the complexity of the sale, certain profiles would outperform or underperform others. When they […]

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January 17, 2013
Improved Marketing Response With Better Content Marketing

Invested a lot of money and time into your marketing program but unhappy with the results? You might want to review your content marketing strategy. What exactly is content marketing? If you’re providing information that really matters to your customers before, during or after a sale instead of bombarding them with purely promotional material, then […]

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January 17, 2013
Life Science Lead Generation

Need to qualify leads, set appointments, conduct surveys, or create an inside sales team? Consider your options by examining the lead generation team models used at life science product and service companies. What do life science commercial professionals mean when they talk about lead generation? It turns out that the answer depends on whom you […]

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