Mar 31Hiring Technical Salespeople - The HowI often think that in the world of work, the effort we put in cannot always guarantee success. However (and this is really important), in...
Feb 28Selling Technology to Technologists - A Conundrum! Over the years I have sold a lot of technology to a lot of technologists. Complex technological solution selling has always been...
Jan 20How to Screw Up a Remote Demo!In 1895, the first electro-mechanical life science research machine was invented by Willem Einthoven. He called it the Electrocardiogram,...
Dec 16, 2021What's Your New Year's Resolution?If you can forgive the feathered hair, leather outfits and shoulder pads, then “The Final Countdown” by Europe is one of those classic...
Oct 28, 2021Shows gone, marketing is ON...Just when life seemed to be returning to normal, BANG and BANG again, two more in-person shows were cancelled with just a few weeks' notice.
Sep 23, 2021Why exhibiting science products is like fishingSome years ago, I was out for a walk in Hong Kong while on a business trip and I found myself staring at an amazing array of fish in an...
Aug 25, 2021Cultural issues in global sales or when not to blow your nose!Well it's a big world out there and many of us selling high-value B2B products are trying to grow our businesses all over the globe.
Mar 14, 2021The Challenges of Setting Up a Remote Sales OfficeSo you have built your business over the years and now you are well established in your home market. You understand how to find and sell..
Feb 8, 2021Why distributors don’t share information?Distributors and manufacturers are partners and want the same things, wrong! Find our why and how to make it better.
Jan 12, 2021What the UK-EU Brexit Treaty Means for the Scientific Instrumentation BusinessSo at 11pm GMT on December 31st 2020, the United Kingdom of Great Britain and Northern Ireland finally and decisively left the European ...
Dec 9, 2020Pricing Products for the Academic Research Market So you’ve developed the latest must-have PCR machine, or the fastest data recorder in the world, but now you need to decide on a price to...
Nov 19, 2020COVID and the EU Life Science Instrumentation MarketOK, so you’ve read lots of articles on the effects of COVID-19 on this or that business. The disaster it has caused for the hospitality...
Aug 20, 2020Why selling to scientists is different!Professor Hans Von Puppet explains why selling to academic researchers is so different from typical B2B sales.
Apr 23, 2020Why discount offers don’t work?“20% Off, this month only!” “3 for the price of 2…” “Buy now, get a free XXX (a $50 Value!)” Offers like these work in the stores we all...
Jun 7, 2018 Blue Hills Sales Summit 2018Red Box Direct is part of a larger group of companies, owned by Blue Hill Ventures. Blue Hills will hold its inaugural Sales Summit in...