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Driving Strategic Growth in Complex Markets

This intensive two-day programme is designed for experienced biotech sales professionals who are ready to elevate their impact. Participants will learn how to navigate complex buying ecosystems, influence senior scientific and commercial stakeholders, and defend value in highly competitive, data-driven environments.

Business meeting

Through highly practical exercises and real-world biotech scenarios, the programme equips delegates with the capability to build robust account strategies, accelerate

high-value opportunities, and drive sustainable revenue growth across complex organisations.

Course Content 
Business Development Skills  Licensing for Biotechnology & Biopharmaceutical companies - Advanced (2 days)

Day 1: Strategic Account Selling in Biotech

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  • The Evolved Biotech Sales Landscape

  • Understanding shifting buying behaviours and redefining the role of the sales professional in modern biotech markets.

  • Advanced Account Mapping & Stakeholder Influence
    Building deep, multi-level relationships and influencing complex stakeholder networks across scientific, clinical, and commercial functions.

  • Value Creation in Evidence-Driven Environment

  • Articulating and quantifying value beyond features, with a focus on research outcomes, efficiency, and risk reduction.

  • Competitive Positioning & Differentiation

  • Positioning effectively in crowded markets and reframing conversations around outcomes, not price or specifications.

Day 2: Driving Deals, Defending Value, Closing

 

  • Managing Complex Sales Cycles & Deal Strategy

  • Structuring and progressing long-cycle opportunities, including pilots, evaluations, and validation stages.

  • Influencing Buying Groups & Decision Dynamics

  • Aligning diverse stakeholders and driving consensus within complex decision-making environments.

  • Defending Value & Pricing in Biotech Sales

  • Handling price pressure with confidence and maintaining margin through outcome-based value justification.

  • Closing & Creating Momentum

  • Accelerating deal progression, overcoming late-stage barriers, and confidently securing commitment.

Course Outcomes

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By the end of this programme, participants will be able to:

  • Operate as a strategic partner within complex biotech accounts, engaging confidently with senior stakeholders

  • Build and execute robust, multi-threaded account strategies that drive long-term growth

  • Articulate and defend commercial value using data, evidence, and business impact

  • Manage complex, multi-stage sales cycles with greater control and predictability

  • Influence diverse buying groups and create alignment across scientific, operational, and financial stakeholders

  • Protect pricing and reduce discounting pressure through value-led conversations

  • Increase close rates, deal size, and pipeline velocity across high-value opportunities

Location: London and Birmingham

Price: £1795 per person

Dates: Various dates available

Refreshments and lunch included

Expert‑Led, Practical Delivery

All programmes are delivered by highly experienced learning and development professionals with deep commercial expertise. Sessions are high‑energy, interactive and practical, creating a safe environment for discussion, skill development and application. Learning doesn’t stop at the workshop. We focus on immediate application in the workplace, with clear takeaways that support ongoing development and performance improvement

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