Hamish Mackenzie1 minWhere are you now? When it comes to repositioning your biotech business, you need a thorough understanding of where you are now, and the new position you mi...
Hamish Mackenzie1 minSimple, not easy.It's biotech positioning week! This is the first in a series of excerpts from my forthcoming ebook: "Biotech Positioning for Growth & Inv...
Hamish Mackenzie1 minPositioned to Sell Sales is still a dirty word for many people. Perhaps that’s not surprising, when you realize how many people are still doing it badly – c...
Hamish Mackenzie1 minThe value proposition is dead. It’s disturbing that so many businesses still think they need a value proposition. Or, for that matter, a sales pitch. It’s 2020. Buyers ...
Hamish Mackenzie1 minHow's your pipeline looking?What I learned from Alan Weiss about maintaining my business pipeline is relevant for any sales organization: 1) Make sure the flow is s...
Hamish Mackenzie1 minTo be No.1, don't be the bestBeing number one in your market is rarely, if ever, about having the best product. The iPod wasn’t the world’s best portable digital musi...
Hamish Mackenzie4 minEstablishing a Growth Position in Biotech. It's hardly surprising that Biotech company founders love the science behind their product or service. Unfortunately, this passion often ...
Hamish Mackenzie2 minComplaining is not competingIn the classic marketing book “Positioning” by Al Ries and Jack Trout, the authors tell a story about how the Michelin Guide I talked abo...
Hamish Mackenzie1 minWhat's with the attitude? Yes, you need to understand your customer. But here’s a news flash: Survey respondents tell lies. Worse still, some of them think they’re...
Hamish Mackenzie1 minThe power of targeting. A few weeks ago, I was helping a sales manager try out account-based marketing for the first time. There was a particular prospect he had...
Hamish Mackenzie1 minThe first rule of positioning. The approach most businesses take to positioning is to think about where they fit in the market. That's fine as a sanity check later, but...
Hamish Mackenzie2 minPerspective. If there’s one thing most of the small and medium-sized businesses I work with have in common, it’s this: the struggle to differentiate. ...
Hamish Mackenzie1 minYour values suck. Many companies claim to have built their business around a few core values. Unfortunately, 99% of the time they’re the same: integrity, e...
Hamish Mackenzie1 minWithout a traceWhile on holiday on the French Atlantic coast this summer, I became obsessed with how sand and feet interact completely differently, depe...
Hamish Mackenzie2 minDumb data. Why purchases are still about people. OK, I get it. The future of sales belongs to AI and algorithms, and data geekery is helping busines...
