BIOTECHNOLOGIES SALES TRAINING

YOUR GROWTH PARTNER
Sales Training
E-learning
Upskilling

ULTIMATE BIOTECH SALES ARCHITECTS

Transform your sales teams into biotech's elite scientific solutionists through our immersive, multi-modal curriculum. Leveraging virtual simulations, hands-on labs, and multimedia modules, our tailored programs build mastery in scientific engagement, value communication, and strategic account management. Hone skills like articulating complex science, quantifying R&D impact, and navigating procurement processes. Certify your reps in critical disciplines spanning KOL engagement, negotiating alliances, regulatory landscapes, and emerging market insights. Develop a world-class engine adept at forging valued scientific partnerships that propel your novel innovations.

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Pre-Training Assessments

  • Interactive roleplay simulations with branching scenarios to assess skills like Account Manager questioning, overcoming objections, and communicating product/pipeline value - Highly immersive virtual role-plays with custom responses allowing reps to have multi-threaded conversations with avatars of researchers, procurement officers, and R&D executives.
    Scenarios span the full biopharma sales cycle from initial meetings through RFP responses, pricing negotiations and strategic partnership discussions.
  • Online quizzes and tests covering biopharma regulations, IP landscapes, technology platforms - Self-paced eLearning modules delivering comprehensive training on FDA/EMA biologic regulations, gene therapy guidelines, Cell/Tissue rules, patent landscapes, emerging modalities like CRISPR, and the latest innovations from biotech tooling companies. Knowledge checks integrated.
  • Score cards with detailed scoring rubrics across core capabilities - Dynamic scoring dashboards showing reps' strengths and development areas based on their roleplay performance and assessment scores. Granular rubrics provide coaching feedback on needs analysis, value communication, business acumen, presence skills and more.
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Sales Skills Training

  • Communication Strategies
  • Scientific/Technical Engagements - Frameworks for conveying complex scientific mechanisms of action, product compositions, manufacturing processes and data package details in a clear, impactful manner. Virtual lab simulations to practice protocols.
  • Value Proposition Development - Methodologies for developing differentiated value propositions highlighting pipeline novelty, disruptive capabilities, productivity/efficiency gains and TCO impacts. Tools for quantifying value drivers.
  • Artful Questioning - Advanced questioning models like SPIN to uncover unmet needs, pain
    points, strategic priorities and buying motivators across diverse scientific buyer types from
    academics to big pharma/biotech.
  • Relationship Nurturing - Techniques for cultivating long-term strategic relationships with
    biopharma researchers and decision-makers through scientific insights, technical resources, and understanding career/organizational aspirations. Value Articulation
  • New Modality Ecosystems - Mapping out emerging technology ecosystems and highlighting biotech product/platform capabilities to enable new therapeutic modalities like gene editing, cell therapies, antibody engineering, etc.
  • Productivity Enhancements - Quantifying workflow efficiency gains, time/cost savings, process improvements, and R&D acceleration enabled by biotech tools, services and
    innovations over current methods.
  • Total Cost of Ownership - Modeling the full operating costs of biotech solutions including consumables, ancillary requirements, infrastructure, training and change management to provide transparency.
  • Outcome-Based Value - Business case modeling demonstrating potential revenue uplift, clinical acceleration, portfolio enrichment and other strategic outcomes derived from adopting new biotech offerings.
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Negotiations & Contracting

  • Pricing Strategies - Tactics for value-based pricing, protecting premium pricing points, negotiation guardrails, and alternative deal structures like risk/reward sharing models.
  • Procurement Tactics - Field-proven techniques for navigating legal/sourcing involvement, RFP/RFQ processes, globalized pricing pressures, and other biotech-specific procurement dynamics.
  • Terms & Conditions - Achieving alignment on licensing models, royalty calculations, exclusivities, IP protections, quality agreements, MSAs and other contractual requirements.
  • Discount Schedules & Bundling - Frameworks for configuring volume-based discounts, multi-product/multi-year bundles, and balancing short-term promotions with sustained economics.
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Strategic Account Management

  • Market Landscaping - Conducting internal/external analyses to map market potential, penetration levels, future technology trajectories, and strategic investment priorities across biopharma players.
  • Opportunity Management - From initial triage through technical/economic vetting and steering committee approvals, optimized processes for qualifying, prioritizing and progressing opportunities to closure.
  • Account Planning - Developing differentiated territory, account and opportunity plans
    accounting for the specialized needs of pharma/biotech, agbio, CMOs/CDMOs, academic/gov't labs and other segments.
  • Internal Alignment - Coordinating the highly cross-functional matrix of BioSci stakeholders
    including R&D, product management, marketing, legal, regulatory, manufacturing and other
    groups critical to deals.
  • Executive Sponsorship - Garnering executive commitment and deploying leadership's support judiciously to accelerate opportunities and ensure optimal resource prioritization.
  • Governance Models - Defining streamlined yet rigorous processes for Joint Steering Committees, Commercialization Boards and other external oversight bodies to manage alliance activities.
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Customer Insights & Engagement

  • Account & Contact Management - Optimizing processes for scientific data/insight capture in
    CRM platforms along with automated intelligence, next-best-action alerts and other productivity multipliers.
  • Voice-of-Customer Programs - Planning, executing and leveraging findings from advisory
    boards, customer councils, field research, win/loss analyses and other VOC initiatives.
  • Thought Leader Mapping - Identifying and developing relationships with respected Key Opinion Leaders, Rising Stars, Centers of Excellence and other scientific influencers locally and globally.
  • KOL/KOM Strategy - Devising systematic plans to engage Key Opinion
    Leaders/Microsegment Opinion Leaders through speaking programs, advisory mechanisms, journals and events.
  • Scientific Integrated Marketing - Collaborating with internal counterparts on unified content strategies, digital engagement platforms and commercial activation of scientific messaging.
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Industry Acumen

  • Emerging Trends/Disruptors - Continuous education on game-changing breakthroughs, foundational innovations, next-gen tools and other developments redefining biopharma R&D and production.
  • Translational Medicine - Understanding movement towards translational medicine models integrating R&D insights, biomarkers, diagnostics, clinical protocols and other cross-disciplinary convergence areas.
  • Biopharma Landscape - Staying abreast of competitive dynamics, partner/alliance activity,
    M&A deals, molecule development pipelines, and go/no-go decision drivers across biopharma players.
  • Macroeconomic Factors - Accounting for broader healthcare economics, regulatory shifts, demographic trends, disease prevalence data and other external variables influencing the sector's trajectory.
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Scientific Promotion & Compliance

  • FDA Reg Guidance - Mastering FDA regulations/guidances for biologics including cell & gene therapies. Understanding EMA and other international regulatory frameworks.
  • Clinical Protocol/Trial Compliance - Appropriate mechanisms to discuss/share/promote trial
    protocols, approved indications and off-label prohibition policies across sales engagements.
  • Bioethics Principles - Ethics training on implications of emerging gene editing technologies,
    informed consent issues, dual-use research and other bioethical risk areas.
  • Compliance Certifications - Documentation of successfully completing all policies on anti-kickback, adverse event reporting, data integrity, FCPA, transparency reporting and other core compliance areas.
  • Scientific Substantiation - Guidelines around substantiating scientific statements and claims made using only credible, well-controlled studies published in peer - reviewed journals
  • Disclosure & Transparency - Requirements for appropriately documenting/disclosing data transfer, financial interests, conflicts of interest and other transparency protocols.
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Post-Training Assessments

  • Comprehensive simulated sales scenarios testing full suite of capabilities - Multi-part simulated scenarios evaluating reps' complete execution of the sales cycle from introductory meetings through scientific presentations, RFP proposals, negotiation best and final offers, and
    finalizing terms/contracts.
  • Blended certification exams covering product knowledge, regulations, science fundamentals - Ensuring comprehensive proficiency through written exams covering scientific mechanisms, product capabilities, regulations, pricing models as well as hands-on lab/technical assessments.
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FAQs

How do you ensure your training content remains current with the rapidly evolving biotech landscape?

Our program leverages a hybrid instructor model combining seasoned biotech practitioners with full-time instructional designers. This allows us to continuously refresh content in lockstep with the latest scientific breakthroughs, new modalities, shifting regulatory guidance, and emerging competitive dynamics across the industry.

Can the training be tailored to our specific product portfolio and scientific platforms?

Absolutely. We start with an exhaustive analysis of your biotechnology platforms, product pipeline, R&D focus areas, and target customer segments. All training materials are then customized to account for the unique scientific profiles, value propositions, and use cases relevant to your offerings.

What is the balance between virtual training and in-person, hands-on activities?

We utilize a blended delivery model that optimizes flexibility with applied learning. The virtual curriculum covers critical scientific, regulatory and technical product instruction through multimedia modules. This is balanced with highly immersive, in-person components including wet lab activities, simulated client engagements, and science theater workshops.

How do you evaluate training effectiveness and long-term behavioral change?

Effectiveness is measured across multiple dimensions through pre/post skills assessments, scenario scoring, certification testing, field ride-alongs, and direct manager feedback loops. We also analyze business impact metrics like funnel conversions, deal cycle times, and revenue performance before/after training.

Can you support our global training needs for new hire onboarding and continuous upskilling?

Yes, our programs are designed for global scale and long-term sustainability. We can deliver training across regions in the local languages and settings. New sales professionals complete the full onboarding curriculum, while your tenured teams can access refresher modules, just-in-time micro-learnings, and other performance support resources.

Do you provide any post-training services to reinforce learning and drive sustained performance?

Definitely. We offer virtual and in-person coaching engagements to further cement key competencies and behaviors. This includes coaching clinic sessions, training reinforcement tools/workshops for front-line managers, and a continuous improvement model to optimize the curriculum based on real-world effectiveness data.

YOU ARE IN GOOD COMPANY

LET’S WORK TOGETHER

Let our learning architects craft an immersive biotech sales training program tailored to your needs. We build deep consultative selling skills and scientific knowledge via interactive simulations and targeted modules. The training instills a compliance-first mindset, conveying biotech regulations and ethical selling frameworks. Enhance your team’s remote engagement, EQ, and core sales abilities tailored for medical partners. Transform biotech selling through our industry-leading training. Contact us today to discuss partnering with our industry-leading training professionals.

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