Life Sciences Sales Lab

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...

In this episode of The Life Sciences Sales Lab , Dr. Shannon Gregg sits down with Rick Ward, Chief Commercial Officer and long-time leader in clinical technology, to explore what it truly takes to succeed in the complex world of life sciences sales. Rick shares his journey from unexpectedly entering the clinical trial space to helping scale some of the industry’s most influential technology compan...

In this episode of The Life Sciences Sales Lab , Dr. Shannon Gregg sits down with sales ops leader Angela Olshefski to tackle one of the hardest parts of life sciences sales: managing constant change. Angela shares real stories about improving Salesforce adoption, simplifying workflows, and supporting reps who feel overwhelmed. They discuss why bite-sized training works, how automation reduces adm...

The Life Sciences Sales Lab dives into what it really takes to sell, scale, and succeed in the complex world of life sciences. Hosted by Dr. Shannon Gregg , the podcast explores the challenges of selling into pharma, navigating regulated environments, and driving digital transformation. Through real stories and insights from industry leaders, you'll learn why buyers are risk-averse, how sales cycl...

In the debut episode of The Life Sciences Sales Lab , Dr. Shannon Gregg sits down with industry expert Scott Ballenger to unpack the evolving world of life sciences sales. They discuss the shift from FOMO to FOMU in buyer behavior, how to shorten complex sales cycles, the rise of digital sales reps, and what life sciences can learn from other industries. Scott also shares timeless selling principl...