Life Sciences Sales Lab

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...