Stories That Sell: Value Stories From the Sell Side
Stories That Sell: Value Stories From the Sell Side
Stories That Sell:
Value Stories From the Sell Side
For many sell-side organizations in the life sciences industry, crafting a compelling value story for
an asset can often feel like assembling a puzzle without all the pieces. The challenge lies in not only
conveying a product’s clinical and commercial potential but also ensuring the narrative aligns with
the buy-side’s strategic goals, risk tolerance, and long-term vision.
Too often, sell-side organizations focus narrowly on a product’s scientific merit or clinical efficacy
without appropriately addressing broader market and business dynamics. This can lead to lack
of interest, stalled discussions, or undervalued deals. In this whitepaper, we explore a structured
framework for crafting and communicating a persuasive asset value story, using real-world examples
of successful and unsuccessful transactions to highlight key lessons.
