Life Sciences Sales Lab

In this episode of Life Sciences Sales Lab , Dr. Shannon Gregg sits down with Hamid Ghanadan , founder of Linus and author of Not Buying It , to unpack one of the biggest challenges in sales: why people hesitate to buy even when the value seems obvious. Hamid shares his philosophy of “finding the third way” — looking beyond black-and-white thinking to better understand human behavior, decision-mak...

In this episode of Life Sciences Sales Lab, host Shannon J. Gregg sits down with Brittany J. Bell for a powerful conversation on career growth, mentorship, and the often-overlooked importance of business development in the life sciences industry. Brittany shares her journey from a background in medical laboratory science into the business side of healthcare, highlighting how professionals can leve...

This week on the Life Sciences SalesLab podcast, Dr. Shannon Gregg explores one of the biggest conversations shaping business today — artificial intelligence. As AI rapidly transforms content creation, life sciences organizations are discovering new opportunities to improve efficiency, personalize communication, and accelerate marketing execution. But in an industry built on scientific accuracy, c...

Compliance is often viewed as a hurdle—but in the life sciences industry, it can be one of the most powerful sales tools available. In this episode, Dr. Shannon Gregg explores how successful sales professionals use compliance, credibility, and industry expertise to build trust, educate buyers, and drive adoption of innovative solutions. The conversation covers the challenges of selling into highly...

Why do nearly two-thirds of healthcare and life sciences product launches fail, even when the technology is groundbreaking? In this episode of the Life Sciences Sales Lab, host Shannon J. Gregg sits down with Holley Miller, founder and president of Gray Matter, to explore the critical gap between innovation and adoption. Drawing from more than 20 years of experience in life sciences marketing and...

In this episode of the Life Sciences Sales Lab, Dr. Shannon Gregg sits down with Darshan Kulkarni — attorney, pharmacist, educator, and one of the most fascinating minds in the life sciences industry. From being a 6th-generation pharmacist to building expertise across law, compliance, business, and healthcare, Darshan shares his unique journey and deep insights into the evolving world of pharmaceu...

What happens when you can’t attend the conference you’ve been dreaming about? For Eric Dreshfield, the answer was simple: create his own. In this inspiring episode of the Life Sciences Sales Lab, host Shannon J. Gregg sits down with Salesforce legend Eric Dreshfield to explore how authentic relationships, curiosity, and community-building transformed his career. Eric shares his remarkable journey...

In this episode of Life Sciences Sales Lab, Dr. Shannon Gregg is joined by Natalie Bulger to perform a forensic analysis of the VA’s $16 billion EHR transformation. For a sales executive, a signed contract is only the beginning; the real battle is surviving the "Last Mile" of implementation where fragmented leadership and "shadow workflows" can derail even the most strategic enterprise win. Natali...

In this episode of the Life Sciences Sales Lab podcast, Shannon explores one of the biggest conversations shaping commercial organizations today: AI in life sciences sales. With constant pressure to move faster, improve execution, and stay competitive, artificial intelligence is becoming impossible to ignore. But amid all the excitement, what’s actually delivering value—and what’s simply industry...

In this recap episode of the Life Sciences Sales Lab Podcast, Dr. Shannon Gregg sits down with Rick Ward, Chief Commercial Officer, to explore what it really takes to drive growth and innovation in the fast-evolving life sciences industry. From selling complex, non-commoditized solutions to becoming a trusted advisor in pharma, Rick shares powerful insights on modern sales strategy, change managem...

In this episode of Life Sciences Sales Lab, Dr. Shannon J. Gregg explores the ROI of trust and why it has become one of the most valuable assets in enterprise sales. As pricing pressure increases and products become harder to differentiate, trust plays a critical role in influencing buying decisions, strengthening partnerships, and accelerating long-term growth. Tune in to learn how sales leaders...

Sales teams are under constant pressure—targets, timelines, and now, continuous change. In this recap episode, we break down key insights from a conversation with Angela, focusing on why sales teams resist change, how sales operations is often misunderstood, and what actually drives real adoption. From shifting perception to building simple, repeatable habits—this episode highlights what it truly...

In this episode of The 2026 Strategy Lab , we dive deep into the evolving landscape of CRM, data confidence, and site-centric strategies with Andrew Duncan. As the industry shifts toward smarter, more integrated systems, the question is no longer how much data you have —but how confidently you can use it . Andrew breaks down what “data confidence” really means in 2026, why site-centricity is becom...

In this recap episode of the Life Sciences Sales Lab, we break down the most powerful insights from Joe Dustin on what actually drives sales success in pharma. From why clients resist change, to when pre-sales becomes critical, to how to build a high-performing solution consulting team — this episode is a masterclass in modern B2B sales. If you're building, scaling, or optimizing a sales team in a...

In this episode, we explore how the sales landscape is shifting and why understanding the buyer’s perspective has never been more important. Joining us is the author of The Buyer’s Way, who shares insights on how successful sales teams adapt to modern buying behavior. We discuss: Why traditional selling approaches are becoming less effective How today’s buyers make decisions differently What sales...

In this highlight episode of the Life Sciences Sales Lab , Shannon Gregg revisits three powerful questions from her conversation with Scott Ballenger. Together, they explore what it takes to succeed in the complex world of life sciences sales — from navigating multiple stakeholders to understanding how the industry is evolving, and the lessons Scott would share with his younger self. In this episo...

In today’s hyper-digital, post-COVID world, life sciences sales has evolved far beyond traditional playbooks. So why are teams still relying on frameworks designed for selling printers and generic SaaS? In this episode of Life Sciences Sales Lab , host Dr. Shannon Gregg takes a deep dive into the frameworks that have shaped modern sales — from SPIN and Challenger to MEDDIC/MEDDPICC — and puts them...

In this episode of Life Sciences Sales Lab , Shannon dives into one of the biggest shifts happening in modern sales: the death of transactional selling. Featuring powerful insights from James Buckley, Sergio Armani, and Patricia Fripp, this conversation explores how trust, transparency, and true partnerships are redefining success in the life sciences industry. From challenger-sale strategies to h...

In this episode of the Life Sciences Sales Lab Podcast, we dive deep into the intersection of data, decision-making, and innovation in life sciences and technology. Host Dr. Shannon Gregg is joined by Memhet Orun, a seasoned leader with experience across Genentech, Salesforce, and decision science, as they explore how reliable data drives meaningful business outcomes—and sometimes even life-saving...

Enterprise sales in life sciences isn’t just about bigger deal sizes—it’s about playing a completely different game. In this episode, Dr. Shannon Gregg sits down with high-energy sales strategist James Buckley, host of the Sell Better Daily Sales Show, to unpack what it really takes to win complex enterprise deals in pharma. From painfully long sales cycles to ever-changing buying committees, Jame...

In the high-stakes world of life sciences, many sales teams are busy selling widgets, while top performers are focused on building lasting legacies. When sales becomes reactive, price-driven, and replaceable, it doesn’t just cost deals—it creates the mental fatigue of transactional selling. In this episode, Dr. Shannon Gregg is joined by Sergio Armani, Founder and CEO of ACG Clinical and host of t...

In highly regulated life sciences environments, creativity is often seen as a liability. But what if constraints are actually the catalyst for better, more effective sales strategies? In this episode, Dr. Shannon Gregg is joined by her colleague and mentor, Dr. Dorene Ciletti—Professor and Program Director at Point Park University and former sales leader in financial services and healthcare—to cha...

In life sciences sales, technical brilliance often breaks down when it meets human scepticism. How do you simplify complex science without diluting your expertise—and still earn trust? In this episode of The Life Sciences Sales Lab , Dr. Shannon Gregg is joined by legendary presentation expert Patricia Fripp to explore how clear communication, storytelling, and structure drive better sales convers...

In the world of life sciences, we often fall into the trap of the "Harbor Tour"—dragging our prospects through every single feature, button, and technical spec of our software or service. But as our guest today discovered when the "scales fell from his eyes" as a buyer: your prospects don't want to see how the car battery works; they want to know the mileage. Dr. Shannon Gregg is joined by Peter C...

In this episode of Life Sciences Sales Lab , Dr. Shannon J. Gregg sits down with Bruce Wakeman to challenge one of sales’ biggest norms — the traditional product demo. They unpack why today’s life sciences buyers care less about features and more about measurable outcomes. From flipping the demo to leading with results, this conversation offers a practical blueprint for shortening sales cycles and...