Come To The Table Bearing Gifts

I met with two new entrepreneurs from the Life Sciences Industry today who needed our help. They said they wanted persistent, excited salespeople who can help them map a strategy and execute it. We presented our game plan, but then we asked them to do their part. Dead silence followed.  "Our part?" they asked, after a long pause.

So many new entrepreneurs think that once the science is identified, they can pretty much just sail smoothly ahead. But they soon find out that there are cracks, bumps, potholes, and even desert-like days, ahead of them. Most lack the relationships or how-to knowledge necessary to market themselves successfully for investments, partnerships, and sales.

It's true that this is what sales and marketing organizations do, but there is something these new business people can and should contribute.  Participate in the sales and marketing strategy by giving your sales partners ammunition to be killer salespeople.  Be prepared and come to the table bearing gifts! "What gifts," you ask? You can start by providing (1) information about your competition, (2) metrics regarding the performance of your product or services, and (3) the feedback you received while creating.

The next time you're meeting with your sales team, pass out gifts that will help them be productive and successful for you, instead of starting out with, "What have you done for me lately?" Teamwork is not a one-way street!

Happy selling!