Prospecting
Which tools or platforms are you using to find new biotech leads, and how effective have they been in generating qualified opportunities?
LinkedIn, news on new company openings, copilot
How do you prepare for a first meeting with a biotech prospect to ensure you understand their research focus and potential needs?
Research the company's pipeline, recent publications, and any news related to funding or partnerships. Also, look up attendees' backgrounds to determine whether they're more technical or operations-focused.
How do you identify opportunities to cross-sell during a biotech meeting without overwhelming or distracting the customer from their core needs?
Listen closely for pain points and naturally pivot to complimentary products so it is helpful and not pushy.
What is the ideal timeframe to send a follow-up email after your meeting? What should be included in this email?
-24 hours
-Include key points you discussed/answer any questions they had/pricing
1402-4700
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How do you tailor your messaging to resonate with scientists, lab managers, or procurement teams during your initial outreach to biotech prospects?
Scientists- Data accuracy and reproducibility
Lab managers- Workflow efficiency, product reliability
Procurement- Cost savings and supply chain stability
What questions do you ask in the first meeting to uncover both the technical requirements and business priorities of the account?
Ask open-ended questions: What challenges are you currently facing? What is most important to you when choosing a supplier? What are your research goals for the next year/5 years?
How do you adjust your approach in a meeting when the account seems skeptical, quiet, or resistant from the start?
Shift into question mode — ask about their workflow, challenges, and what success looks like for them. Show curiosity rather than pushing product. Let them feel heard before trying to “sell.” Adapt your tone and pace to meet theirs.
How do you balance persistence with patience when following up with a biotech client that’s been noncommittal?
Space out follow-ups with meaningful content. Set clear expectations in your emails (“I’ll check in next week”) to avoid seeming overly persistent, but remain visible and valuable so you're top of mind when they’re ready.
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How do you leverage existing relationships or customer success stories to get warm introductions to new biotech accounts?
Ask satisfied customers if they know anyone at a spin-off or partner company.
How do you balance building rapport with scientists or lab managers while also positioning our solutions early in the conversation?
Begin by inquiring about their research and demonstrating genuine interest as they start opening up about pain points. Then, transition to how our products have solved similar issues, without going too deep into features right away.
What role does storytelling play in selling to scientists or biotech teams — and how can you tell a compelling story without losing technical credibility?
torytelling humanizes the solution. Use real use cases: “A team at [X company] was facing a similar bottleneck in protein expression…”
Ground the story in real data, keep it concise, and let the results speak. It shows relevance while still being scientific.
If a biotech client goes dark after a seemingly positive meeting, what’s a respectful yet effective way to check back in?
Try something like: “Just checking in to see if you had a chance to review our discussion. Let me know if anything’s changed on your end — I’m happy to adjust if needed or revisit this later in the quarter.” This keeps it light, respectful, and low-pressure.
7166-0010
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How do you identify and prioritize biotech companies that are more likely to be open to a new solution?
Look for signals of change or expansion — hiring sprees, open R&D roles, new labs, fresh grant awards, or published frustrations with current technologies. Startups are often more open to innovation, while mature companies may be seeking efficiency or differentiation.
How can you anticipate the unique concerns or objections a difficult biotech client might raise before you even walk in the room?
Think about their role (scientist vs. procurement), company size, and industry trends. Common concerns might include regulatory hurdles, budget constraints, product validation, or switching costs. Prep counterpoints, but focus on listening and asking thoughtful follow-ups in the meeting.
What are ways to make your product stand out during the meeting, especially if it’s similar to existing solutions they already use?
Differentiate through customer support, ease of use, integration, turnaround time, pricing flexibility, or unique scientific capabilities. Even small features can be big wins if they solve a pain point. Reinforce these differences with real user feedback or quantifiable benefits.
In your experience, what types of follow-up have actually helped “unstick” a stalled biotech deal? What didn’t work?
Answers will vary
1120-3810
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