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Sales Enablement Alignment for Life Sciences Episode #2: Stealing Signs

by Jim Patchen

Fall is here, and with it comes its many trappings, including the best part of the Major League Baseball season. If you’ve been watching the MLB playoffs, it’s been obvious that the game is changing. Batters are less worried about striking out and more focused on hitting home runs. Stealing bases is less important compared to technology to study the competition and even stealing pitching signs.

Gaining the Upper Hand

Teams are gaining a competitive advantage by adapting to trends, using statistics, and adopting new technology. Some are even (allegedly of course) using technology to take advantage of inside information. In baseball, this can be in the form of stealing pitching signs. Houston, we’ve had a problem. It takes multiple strategies being employed simultaneously to be successful in any competitive business. The teams that are in the playoffs are some of the best at taking advantage of the latest technology and maximizing its capabilities.

Just like teams such as the Yankees, Red Sox, Dodgers, and Astros, the most successful Life Science organizations understand that the game is changing. Customers and employees are now embracing sales enablement technology as they are able to quickly recognize the direct value. Changes, such as increased stakeholders and decision makers, as well as reduced face time with them, essentially mandate a sales enablement strategy as one of their organization’s strategic pillars. Simply throwing money towards technology such as a CRM without developing a sales enablement strategy won’t deliver the desired results: Increased productivity and revenue.

The Key to Winning More

In a recent study conducted by Researchscape and commissioned by Sales Enablement leader Bigtincan, it was revealed that comprehensive sales enablement strategies are on the rise; 57% of sales professionals are using some sort of platform solution.  Sales enablement technology allows your business teams to essentially “steal signs” and gain a competitive advantage.

Company silos hide valuable inside information within your organization. In an increasingly competitive environment where prospective customers are more educated than ever, marketing content needs to be distinctly relevant to their pain points, and in the hands of sales at the precise moment it’s needed. Sales Enablement technology can help bridge the gap between sales and marketing, allowing sales to engage with prospective customers through content in a personalized, valuable, engaging way – ultimately leading to higher win rates and shorter sales cycles.


In case you missed it here’s Episode 1 of Sales Enablement Alignment for Life Sciences. Stay tuned for Episode #3 coming soon.

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