Blog
Insights on account research, sales intelligence, and B2B selling from the Salesmotion team.
Sterilization Decision Signals in Drug Development
Sterilization and packaging suppliers sell into a decision that happens once per programme. Here is where it sits on the development timeline, and the public signals that tell you a programme is approaching it.
One Seat, One Month: Running a Sales Intelligence Trial Inside a Large CRO
A single rep can prove or disprove a sales intelligence tool in thirty days without involving procurement. Here is the account selection, the weekly log, the four numbers a manager cares about, and a one-page report template.
Industry vs Academic Sponsors: Filtering University Hospitals Out of Your List
Most trial registry searches return a majority of academic sponsors. Here is how sponsor class actually works in the registry, why UK and EU results skew academic, and how to filter them out today.
GlobalData Alternatives for Mid-Size CROs
GlobalData is built for research and forecasting. A five to twenty person BD team has a different job. Here is an honest comparison by job to be done, what is publicly known about pricing, and how to switch without losing history.
How to Find Clinical Trial Sponsors Before They Pick a CRO
By the time an RFP lands, the decision is largely made. Here are the five registry events and three non-registry precursors that tell you a sponsor is approaching a CRO decision, and a weekly routine for working them.
Territory Planning for CRO BD Teams, State by State
Country-level territories put half the US pipeline in one rep's patch. Here is how to build a state-level sponsor universe from registry data, balance it by trial volume rather than headcount, and keep it current.
From Export to Chart: How CRO Leaders Build a Pipeline View by Indication and Phase
Business unit heads ask the same four questions about a therapeutic area. Here is the dataset that answers them, how to assemble it from trial registry data, and the four charts worth maintaining.
Should Your CRO Build a Claude Agent for Sponsor Research, or Buy One?
A build vs buy AI agent decision for life sciences BD teams: what a weekend agent on ClinicalTrials.gov genuinely does, what it cannot do, and the maintenance bill nobody quotes.
What a Bioanalytical CRO Should Track, and What to Ignore
Most signal lists are written for full-service CROs. For a bioanalytical lab the useful set is much narrower: PK and bioequivalence starts, first-in-human, biosimilars, and the filings that fund them.
Why Your AI SDR Pilot Failed
A post-mortem framework for AI SDR pilots that did not work. The four failure modes, how to tell which one you hit, and what to do differently before trying again.
Signal Relevance Beats Signal Volume
Pulling lots of data is table stakes. Deciding what matters is the hard part. How to evaluate a signal platform on relevance rather than coverage, and why volume metrics mislead.
Selling Into Non-English Markets: Where Signal Coverage Breaks
Buying-signal tools are built on public web content, and that content is not evenly distributed. An honest map of where signal coverage is strong, where it thins out, and how to evaluate it for your territory.