Scientific Selling

Scientific Selling, available at $54.99, has an average rating of 4.5, with 37 lectures, based on 42 reviews, and has 272 subscribers.

You will learn about 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. This course is ideal for individuals who are A young science or technology graduate seeking a career in technology business development. or A mid-career practicing professional in technology business development looking for a new edge over your competition or An entrepreneur with terrific scientific credentials but no prior experience in pure sales. or Any other business development, marketing or sales professional in a scientific or technical field struggling in the marketplace. It is particularly useful for A young science or technology graduate seeking a career in technology business development. or A mid-career practicing professional in technology business development looking for a new edge over your competition or An entrepreneur with terrific scientific credentials but no prior experience in pure sales. or Any other business development, marketing or sales professional in a scientific or technical field struggling in the marketplace.

Enroll now: Scientific Selling

Summary

Title: Scientific Selling

Price: $54.99

Average Rating: 4.5

Number of Lectures: 37

Number of Published Lectures: 37

Number of Curriculum Items: 37

Number of Published Curriculum Objects: 37

Original Price: $19.99

Quality Status: approved

Status: Live

What You Will Learn

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.

Who Should Attend

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.

Target Audiences

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.

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 entrepreneurssuddenly 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.

Good Hunting!

Carol Gebert

Course Curriculum

Chapter 1: Characteristics & Uses: Scientific Selling for Entrepreneurs

Lecture 1: Introduction to Scientific Selling

Lecture 2: Prospecting 101

Lecture 3: 21st Century Communications

Chapter 2: New Problems with Old Sales Methods

Lecture 1: What selling was like in the past

Lecture 2: New tools for sellers and buyers

Chapter 3: Getting Organized with CRM: a sales database

Lecture 1: How to organize your sales potential

Lecture 2: Using a CRM to make lists

Lecture 3: Build one for yourself

Lecture 4: extra: Four CRMs compared

Lecture 5: extra: How to use a CRM setup for the first time

Chapter 4: Prospecting Routines/ A Day in the Life

Lecture 1: Finding and working from lists

Lecture 2: Weekly routines: Getting into prospecting habits, including follow-up.

Lecture 3: Long cycles: From months to years, where does the money flow?

Lecture 4: extra-How to find lists of companies

Lecture 5: extra-How to find email addresses

Lecture 6: extra-Using Google maps to find companies

Lecture 7: extra-Using press release sites to find companies

Lecture 8: extra-Finding startups through SBIR awards

Lecture 9: extra-Finding prefunded companies

Lecture 10: extra-Using LinkedIn to find likely buyers

Lecture 11: extra-How to get full names from LinkedIn matches

Lecture 12: extra-Patent searching

Chapter 5: Writing Persuasively with Science

Lecture 1: AIDA: Theory and examples

Lecture 2: SPIN: Theory and examples

Lecture 3: Other persuasive concepts

Chapter 6: Scientific Sales Meetings

Lecture 1: Pre-meeting activities

Lecture 2: Meeting props: What to take, what to say

Chapter 7: 21st Century Marcom

Lecture 1: Traditional marketing communications that still work

Lecture 2: Postcards and other effective hardcopy for guerrilla marketing

Lecture 3: Electronic marketing: The Basics for non-IT entrepreneurs

Chapter 8: Getting the Most From Tradeshows

Lecture 1: Finding tradeshows and reasons to go

Lecture 2: Tradeshow tactics that work

Chapter 9: Contrasting Products & Services

Lecture 1: Contrasting products & services: Random observations deserving consolidation

Chapter 10: For Tech Entrepreneurs

Lecture 1: External issues for entrepreneurs: More BD activity, more credibility

Lecture 2: Internal issues for entrepreneurs: Thinking differently

Chapter 11: For Young Professionals: Getting the Job

Lecture 1: Setting a career path

Lecture 2: Getting and acing the interview

Instructors

Carol Gebert
BD Professional in the Biopharmaceutical Industry

Rating Distribution

1 stars: 0 votes
2 stars: 0 votes
3 stars: 3 votes
4 stars: 13 votes
5 stars: 26 votes

Frequently Asked Questions

How long do I have access to the course materials?

You can view and review the lecture materials indefinitely, like an on-demand channel.

Can I take my courses with me wherever I go?

Definitely! If you have an internet connection, courses on Udemy are available on any device at any time. If you don’t have an internet connection, some instructors also let their students download course lectures. That’s up to the instructor though, so make sure you get on their good side!

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