SalesDNA: Decoding life science sales

In this episode we discuss the difference between efficiency and effectiveness and why efficiency is the wrong metric to try and optimize. About Succession: Succession is the one place for life science companies to increase pipeline, hire and onboard the best sales talent, train and upskill the whole team, and enable them with the best tools and technology.https://www.succession.bioDownload t...

Takeaways- From side hustle to full time- Where people get content wrong- How to create the right types of content- Learing how to sell without any sales experienceDan Sheridanhttps://www.linkedin.com/in/dansheridan01About Succession: Succession is the one place for life science companies to increase pipeline, hire and onboard the best sales talent, train and upskill the whole team, and enabl...

In this conversation, Nick and Harrison discuss the importance of understanding the relationship between features, benefits, and outcomes in sales. They emphasize that customers care more about the outcomes of a product or service rather than the features themselves. The discussion includes practical advice on how to effectively communicate these outcomes to customers, enhancing sales messaging an...

Takeaways:- Why your whole company needs to get behind an international sales strategy- Differences in selling in US, Italy, Taiwan, UK- You can't just hire someone to "run" international sales- How to build a distributor network and empower themDebora Marchesehttps://www.linkedin.com/in/deboramarchese/About Succession: Succession is the one place for life science companies to increase pipeli...

Takeaways - Learning through Inference- How to onboard at a start up- How to transition from PhD to Biotech sales- Using a business case to beat the competition- Founder lead sales to AE salesLewis Shipphttps://www.linkedin.com/in/lshipp/About Succession: Succession is the one place for life science companies to increase pipeline, hire and onboard the best sales talent, train and upskill...

Takeaways- Selling horizontal products/services into a life science vertical- Selling into different markets- The importance of localization- Networking is still the best way to build pipelineKaren Tkaczykhttps://www.linkedin.com/in/karentkaczyk/About Succession: Succession is the one place for life science companies to increase pipeline, hire and onboard the best sales talent, train and upsk...

Top Takeaways- What exactly is a negotiation?- Common mistakes people make in negotiations- The role of friction in negotiations- The key differences between selling and negotiatingSaad A Saadhttps://www.linkedin.com/in/saadasaad/Get the book: https://www.amazon.com/Lead-Mastering-Your-Sales-Negotiation/dp/B0DNBF1152About Succession: Succession is the one place for life science companies to i...

Takeaways- How to change your sales approach based on personalities- Make the most out of the leads you get- How to adapt to how your customer wants to communicate- The biggest growth comes from getting out of your comfort zone- Selling cutting edge tech vs established techJason Mayrhttps://www.linkedin.com/in/jasonmayrmba/About Succession: Succession is the one place for life science compani...

Takeaways - How CEOs think about sales and marketing alignment- Selling has changed a lot and reps need to take more risks- Running a small company under public scrutiny- It's ok to complain but figure out how to solve problemsKara Cannonhttps://www.linkedin.com/in/kara-cannon/About Succession: Succession is the one place for life science companies to increase pipeline, hire and onboard...

Takeaways - Don't treat different titles differently- Give your price early and don't negotiate with yourself- Fail fast in your sales process- Empower vs gain trust in selling instruments vs servicesJocelyn Foyehttps://www.linkedin.com/in/jocelyn-foye-7b99751/About Succession: Succession is the one place for life science companies to increase pipeline, hire and onboard the best sales ta...

Takeaways - The business cultures are different in each country- How to pick channel partners and enable them- Motivation and training are critical- It's great leadership experience leading teams through influence Eszter Takacshttps://www.linkedin.com/in/etakacsbio/About Succession: Succession is the one place for life science companies to increase pipeline, hire and onboard the bes...

This is a recording of the presentation we gave at the ELRIG Drug Discovery event last week in London. If you like these formats, make sure to let us know and we'll do more of them! Skills- Relentless Prospecting- Deliver Expert Insights- Align Your Solution to High Priority Initiatives- Demonstrate Differentiated Value- Build Decision ConsensusAbout Succession: Succession is the one place fo...

Takeaways- Get experience doing both sales and marketing- How to create a content and distribution strategy- Focus your messaging on problems vs products- Focus your early marketing efforts on your one killer applicationJason Amsbaughhttps://www.linkedin.com/in/jason-amsbaugh/About Succession: Succession is the one place for life science companies to increase pipeline, hire and onboard the be...

Takeaways - Put yourself out there because you never know who you'll meet- Focus on what your customer needs not what you want- Build trust at scale through content and social media- Curating content can be a great way to start on LinkedInRizwan Chaudhreyhttps://www.linkedin.com/in/rizwanc/About Succession: Succession is the one place for life science companies to increase pipeline, hire...

Takeaways - Value selling is relevant no matter what you sell- Data is the output that everyone cares about- Your message needs to match the level of the person- Always be multi-threading to win dealsMalek Haddadhttps://www.linkedin.com/in/malek-haddad-755abbb9/About Succession: Succession is the one place for life science companies to increase pipeline, hire and onboard the best sales t...

Takeaways - Securing meetings should be the main focus- How founder mode applies to sales leadership- Use your intrinsic motivation to be successful- Searching for resilience in sales hiring- Building a sales rep profile working backwards from your customerTom Conklinhttps://www.linkedin.com/in/tomconklin1/About Succession: Succession is the one place for life science companies to increa...

Takeaways - Finding product marketing sales fit- Don't scale until you can sell to cold prospects- Reps need to know what they can make by selling for you- Hire to the level of your customerMax Gilberthttps://www.linkedin.com/in/maxgilbert/Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imy...

Takeaways - Prospecting to land scientific roles- Networking is critical for success- ELRIG events are a great way to network- Write personalized and relevant outreachSaleha Patelhttps://www.linkedin.com/in/patel-salehaDownload the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEA About S...

Takeaways - Revenue is a shared objective- Align your goals to the strategy- Create an open feedback loop- Bad takes on prospectingAlec McChesnyhttps://www.linkedin.com/in/alec-mcchesney/Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEAAbout Succession: A life science sales t...

Takeaways - Small company vs big company- How to leverage LinkedIn to generate more leads- Win more deals by being faster to respond- Pick the best deals to focus onJessica Rietbrockhttps://www.linkedin.com/in/jessicarietbrock/Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEAAbout...

Takeaways- 80% of reps struggled in Q2- 49% said prospecting and 39% said deals going dark- Deliverability and prospecting messaging tips- Discovery and driving deals to closeDownload the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEA About Succession: A life science sales training and...

Takeaways- Overcoming imposter syndrome- The stigma of sales- How to stand out in the job search- Learning how to write can be a game-changerAshley Rubahttps://www.linkedin.com/in/ashleyruba-phd/https://ashleyruba.com/Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEAAbout Succession:&n...

Takeaways- Biggest challenges starting management- why you should hire newbies- Leverage on-the-job training- Empathy and credibility and the top management traitsGajen Rajhttps://www.linkedin.com/in/gajen-r-551b8613a/Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEA About Success...

Takeaways- The font you use matters- Data tells and stories sell- Problem but therefore framework- Scientist training is holding them backBenjamin McLeodhttps://www.linkedin.com/in/benjamin-mcleod/Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEA About Succession: A life scie...

Takeaways- One-sized-fits-all training is dead- Training is a top requirement coming up from candidates- Gen Z turnover rates are high- Why you need to build a personal brandAmber Penrosehttps://www.linkedin.com/in/amber-penrose-95256bb5/Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdE...