Mark Davison - CEO of Grant Instruments- leading a scientific equipment manufacturer in 2024

07/07/24 • 36 min

The Luxury Of Choice - Sales Skills Podcast

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In this episode of The Luxury Choice podcast, host Steve Vaughan interviews Mark Davison, the CEO of Grant Instruments, a scientific equipment brand. Mark shares his background and career journey, including his experience in the pharmaceutical industry and his role in preventing the production and distribution of fake drugs. They discuss the role of a CEO, the challenges and opportunities in the scientific equipment industry, and the importance of sustainability in business. Mark also talks about his podcast, The Big Experiment, where he explores the intersection of science and business.
Key Takeaways:

Mark Davison has a diverse background, starting as a biochemist and working in various roles in the pharmaceutical and biotech industries before becoming the CEO of Grant Instruments.
The role of a CEO involves setting the vision for the company, communicating with stakeholders, and evangelizing the brand.
Grant Instruments is a global manufacturer of scientific equipment, specializing in temperature control and cryopreservation solutions for laboratories.
Sustainability is a key focus for Grant Instruments, both for environmental reasons and as a business strategy. They have moved to a more sustainable facility and prioritize eco-friendly practices.
Mark Davison hosts The Big Experiment podcast, where he explores the journey of turning scientific ideas into successful businesses.
The scientific equipment industry is facing challenges such as increasing competition and the need to differentiate products. Grant Instruments aims to move up the value chain and focus on higher-value propositions.
The four-day workweek has been implemented at Grant Instruments, resulting in increased employee satisfaction and maintained productivity.
The podcast episode concludes with a discussion on the challenges and opportunities in the life science research industry and the importance of staying adaptable and responsive to market trends.

Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche and Jayne Green are Sales Trainers from george james ltd. You can email the show at: [email protected]
The trainers on LinkedIn:
Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/
Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/
Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/
Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/
Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/
Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/
george james training website https://georgejames-training.com/

Let us know your thoughts on this episode!

Mark Davison has a diverse background, starting as a biochemist and working in various roles in the pharmaceutical and biotech industries before becoming the CEO of Grant Instruments.
The role of a CEO involves setting the vision for the company, communicating with stakeholders, and evangelizing the brand.
Grant Instruments is a global manufacturer of scientific equipment, specializing in temperature control and cryopreservation solutions for laboratories.
Sustainability is a key focus for Grant Instruments, both for environmental reasons and as a business strategy. They have moved to a more sustainable facility and prioritize eco-friendly practices.
Mark Davison hosts The Big Experiment podcast, where he explores the journey of turning scientific ideas into successful businesses.
The scientific equipment industry is facing challenges such as increasing competition and the need to differentiate products. Grant Instruments aims to move up the value chain and focus on higher-value propositions.
The four-day workweek has been implemented at Grant Instruments, resulting in increased employee satisfaction and maintained productivity.
The podcast episode concludes with a discussion on the challenges and opportunities in the life science research industry and the importance of staying adaptable and responsive to market trends.

Previous Episode

Closing and Agreeing the Next Steps in Sales

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In this episode, Steve and Pru discuss the topic of closing in sales. They define closing as the final step of the sales process where the customer agrees to place an order. However, they also emphasize that closing is not just about getting the order, but also about getting commitment to the next step in the sales process. They discuss the importance of always having a next step and continually seeking commitment from the customer. They also explore the reasons why salespeople sometimes fail to ask for the next step, such as fear of rejection or appearing too salesy. They provide tips for effective closing, including using a summary close and being authentic in your approach. They also caution against talking yourself out of a sale after the customer has already said yes. Overall, they stress the importance of clear communication and agreement on the next steps in the sales process.

Closing the sale is the final step of the sales process where the customer agrees to place an order.
Closing is not just about getting the order, but also about getting commitment to the next step in the sales process.
Always have a next step and continually seek commitment from the customer.
Fear of rejection or appearing too salesy can prevent salespeople from asking for the next step.
Use a summary close to recap the customer's agreement and ask for their commitment.
Be authentic in your approach and use your own words when closing.
Avoid talking yourself out of a sale after the customer has already said yes.
Clear communication and agreement on the next steps are crucial in the sales process

Next Episode

Behind your Sales Target? Here's what you need to do.

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In this episode, Steve, Pru and Jonathan discuss what to do if a salesperson is behind target. They emphasize the importance of not panicking and instead evaluating why they are behind and taking ownership of their actions. They suggest reflecting on what they have been doing and identifying any areas for improvement. They also discuss the difference between targeting bookings and invoiced sales and the need to focus on actions that will have an impact on closing the gap. The hosts also provide advice for sales managers on how to support and lead their team members who are behind target.
Key Takeaways: