building outstanding life science sales & marketing teams


Monthly Articles: April 2016

Stupid Risk or Intelligent Risk? How to Tell the Difference Before It’s Too Late

I have a confession to make. I’ve taken a really stupid risk more than a few times in my life. One in particular stands out in my mind. October 21st, 2007. A sunny day in Hertfordshire, unseasonably so, the onset of winter just about being held at bay. Out on my motorcycle, suffering a combination of end-of-season overconfidence, youthful immortality complex, and skill outpacing judgement… One moment I was having the time of my life, without a care in the...

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Innovation or Regression? Why Misuse of Technology is Killing Your Recruiting Efforts

Technology is wonderful. Thousands of years ago, the invention of agriculture allowed a minority of the population to feed the rest, freeing up productive energies for pursuits beyond mere survival. That first technological development which laid the foundations for the very existence of civilisation itself. The key wealth-generating benefit of technology being efficiency – the ability to do more with less. The greatest modern example of this is the internet and the innovations which stem from it. I still marvel...

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Dysfunctional Hiring and the Cult of “We’ve Always Done it That Way”

What do hiring and sales have in common? Let’s get the obvious stuff out of the way first: hiring is also a sales process. In sales, you must qualify prospects as is the case in hiring. Both entail an escalating process of discovery leading to mutual agreement in achieving shared goals. There are lots of similarities in process and outcome. But that’s not what I’m talking about today. What I am referring to is that, more than any other business...

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