The Importance of Market Share and How to Get It
Companies with significant market share have a huge advantage over the competition. It’s a form of social proof that has a big impact on a customer’s buying decision.
Mike Cammarata returned to LSMR to talk about why market share is so important, the mistakes smaller companies make that keep them from getting it and where there might be some opportunities to change that.
Mike explained:
3 things customers look at when making a purchase
why legacy numbers are important
which competitors to focus on
the activities where smaller companies should put more effort
There is some good news. Cost cutting measures by larger companies are leaving gaps that may be filled by smaller ones.
About My Guest
Mike Cammarata is currently retired, but has extensive experience in life science instrument sales. He's been a sales manager or director at Pharmacia Biotech, Perkin Elmer, and Teledyne Isco, He has previously had a consulting company for 10 years, and now is generous enough to come on and share his experience about selling and how marketing ties into that.
