MY INSIGHTS ON SALES AND HOW THEY INFLUENCE MY WORK AT TESSELLA

Insights From Tom

Intelligence Gathering

What’s happening in the world today and how does it impact my customers, prospects, and me?

Daily review of relevant information to set the stage for the day.

Xconomy, fiercebiotech, nextbigfuture, forbes.com, wsj.com, regional business journals, and many others.

Making Our World Bigger Every Day

Is a powerful tool for both intelligence gathering and connection making.

People (perhaps) are more likely to read InMail than their regular e-mail.

Even strangers in high places don’t want to miss connecting with someone who may be able to help them.

Getting Down To Business

Ask Ourselves…

What have we not thought of? Who have

we not thought of?

What can we do today to help our customers

and prospects?

Are we listening and thinking about how we can better serve them?

Size Doesn’t Matter As Much

Small teams of very talented individuals who are well-funded can, and do, run circles around big pharma.

Smaller organizations have a greater sense of urgency, are more focused, have less bureaucracy, and have a bias towards action.

Sales cycles can be measured in weeks instead of months or longer.

Accelerators

Partnering with other organizations that complement us, and who we complement.

C-level executives will respond (eventually) if you bring something of value to them.

Working smart and working hard. It’s all right to get help. This is football, not golf.

“What are you buying today?”

Prospects seek a competitive advantage.

The “business” can’t wait. Their competitors and rivals aren’t waiting either.

Most prospects believe they could do it better themselves given adequate time, expertise, and money.

• Listening• Energetic• Creative• Compromising• Encouraging

• Supportive• Constant• Responsive• Knowledgeable• Sense of humor

Connecting with the Prospect

Partnership

Are you a good partner?

Have you created a compelling, memorable, and durable vision that your “inside sales people” can sell and share?

You know you’re connected when they say…

“I think I’ve plateaued here at Novartis. Could you help me find my next job?”

“I’m leaving to join a startup that’s in stealth mode.”

“What we really need is someone to lead our bioinformatics practice here. Can you help us with that?”

Selling for Tessella

Develop a detailed understanding of the things you do best.

Develop an account plan for each of these targets.

Develop a focused list of existing and target accounts to pursue.

Summary of Tom

Always looking for the next great opportunity for the company.

Always closing!

“Start up mentality”-develop a pipeline- close deals- minimize costs- maximize customer awareness of our strengths.