Three decades ago when I was a young salesman in the UK, I walked into a lab in Cambridge University. The lab boss told me that my...

In 1895, the first electro-mechanical life science research machine was invented by Willem Einthoven. He called it the Electrocardiogram,...

I often think that in the world of work, the effort we put in cannot always guarantee success. However (and this is really important), in...

Okay! So you’ve done months or years of gruelling R&D. Hardware, software, firmware are all finished and even the user manuals are...

What is the most common problem with the sales function in manufacturing companies? Below, I’ll show you and then I’ll explain how to fix...

In the high-value scientific instrumentation business, international distributors are our allies in the campaign to sell our fantastic...

Some 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...

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...

So 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...

Technical sales is a challenging career and certainly not for everyone. From the employers perspective there are four key challenges:...

“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...

Sorry, I couldn't help myself! Well, it is the season of giving, and as I was making plans for gifts for my loved ones, it occurred to me...

I was on a video conference call last week when I realized that I had missed something important. It was a video conference and we were...

OK, so this is going to be a boring post. Honestly, I wish it didn’t have to be but I have just come back from a trade show in Paris and...

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....

In Europe most business travel was stopped for almost two years from March 2020 until early this year. The majority of this hiatus was...

More than half the population has never experienced serious inflation or its consequences. That’s not a question, it's simply a statement...

Over the years I have sold a lot of technology to a lot of technologists. Complex technological solution selling has always been...

The Euro is at 1.11 USD$. No, it’s at 1.23. No, it’s at 1.21. This is how it’s been going for the last year. In fact, over the last...

Niels Bohr, the Physics Nobel laureate and, oft-described, father of quantum mechanics, is quoted as saying: “Prediction is very...