Harrison Waid

SalesDNA: Decoding life science sales

Business EN ↓ 83 episodes

Take your life science sales career to the next level with interviews and tactics from the best in the industry. We interview the top reps in the industry to learn what makes them so great. We talk to scientists to understand how they make decisions. We interview founders and leaders to share how they build successful companies. This show is all about helping you hit your quota and take your sales career to the next level. Make sure to subscribe and share with your colleagues!

Author

Harrison Waid

Episodes

[Sales] How to run effective events with Michael Adeniya 18.06.2024 35:46

Takeaways - 80% of return is not related to what you buy at events- What to do and not to do at events- Set event goals and then make it happen- Your number 1 value is to be as helpful as possibleMichael Adeniyahttps://www.linkedin.com/in/michaeladeniya/Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms...

[Sales] Start with the problem not your solution with Sylwia Mankowska 11.06.2024 33:24

Takeaways - Start with the problem not the solution- Take opportunities that open up to you- Sales is great at teaching adaptability- The best sales reps make recommendationsSylwia Mankowskahttps://www.linkedin.com/in/sylwiamankowskabiochem/Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7im...

[Leadership] Get better at your craft & adapt to the changing sales environment with Matthew Stoltz 04.06.2024 40:39

Takeaways - The changing sales landscape- Always be improving your sales skills- Selling services vs instruments- How to align and influence decision timelinesMatthew Stoltzhttps://www.linkedin.com/in/matthewstoltz1/Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEA About Succ...

[Leadership] Founder-led sales, delegating, and prioritizing sales activities with David Nathan 28.05.2024 36:58

Takeaways- Using pricing psychology- Founder-led selling and how hard it can be- Delegate your low impact activities- Detach from the outcomesDavid Nathanhttps://www.linkedin.com/in/davidinathan/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 scienc...

[Leadership] Growing a startup as a sales leader with Chris Dingman 22.05.2024 34:35

Takeaways- Challenges of hiring the right people- What you need to set up to start a diagnostics company- Using referrals to grow your account base- Should you get into leadership? Chris Dingmanhttps://www.linkedin.com/in/chris-dingman-06010126/Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imy...

[Leadership] Strategic and solution selling for complex deals with Kinga Bercsenyi 14.05.2024 33:52

Takeaways- CROs are becoming more strategic- Solution selling complex deals- AI in drug discovery- How to use tactical listeningKinga Bercsenyihttps://www.linkedin.com/in/kingabercsenyi/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 science sales t...

[Q&A] Is biotech slower to adopt technologies vs other industries? 09.05.2024 9:14

Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAbout Succession: A life science sales training and community platform led by the top sales experts in the industry.- Get instant access to hours of on-demand and live training content.- Access to 100s of resources and tools-...

[Sales] Crafting a value proposition that differentiates your offering with Claudia Andretta 07.05.2024 36:01

Ask us anything: https://forms.gle/6cJJo7imyekPcwdEATakeaways - Accidentally ending up in sales- Identifying your unique selling points & competitive edge- How to craft your value proposition- Focus on your service addressable market vs total addressable marketClaudia Andrettahttps://www.linkedin.com/in/andrettaclaudia/Download the life science sales rep toolkit: https://www.successi...

[Q&A] Should you go into sales management and how do you manage people older with more experience? 02.05.2024 9:11

[Sales] Leaving academia is like fight club with Leonardo Motta 30.04.2024 37:53

Top takeaways - Building rapport and aligning your communication style- Leaving academia is like fight club - you don't talk about leaving academia- How to get hired as a sales rep - step by step- Creating real meaningful relationships with potential customers through contentLeonardo Mottahttps://www.linkedin.com/in/llmotta/Download the life science sales rep toolkit: https://www.success...

[Sales] How LinkedIn and a side hustle boosted his biotech sales career with Jeff Bissen 23.04.2024 39:34

Top takeaways - From DJ to sales- Uprooting his life right before the pandemic- How LinkedIn has made an impact on Jeff's career- Career advice and selling to large companiesJeff Bissenhttps://www.linkedin.com/in/jeffbissen/Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAbout Succession: A life science sales training and com...

[Sales] The skills needed to sell in a startup with Adam Butler 17.04.2024 35:25

Top takeaways - The phenotype of startup hires- How to hire your first sales rep- Hiring hunters vs farmers- Considerations for your first sales roleAdam Butler: https://www.linkedin.com/in/adambutler-mh/Mason Harding is proud of their 98% success rate for all engaged searches and an impressive average fill time of just 3 weeks! Download the life science sales rep toolkit: https://www.su...

[Webinar] Increase your reply rate with magnetic messaging 09.04.2024 38:15

By the end of this webinar you will…- Avoid the biggest messaging mistakes- Know how to write messages that get your prospects to reply- Combine messages into compelling sequencesTake the 20-Day Prospecting Challenge: https://challenge.succession.bioAbout Succession: A life science sales training and community platform led by the top sales experts in the industry.- Get instant access to...

[Sales] Why your emails aren't getting replied to 02.04.2024 19:11

What can you do to ensure your messages don't end up in spam? This is an episode from our YouTube channel that covers prospecting campaigns' most important elements - ensuring your email lands in the primary inbox.https://youtu.be/RrpQNnuRBOoDownload the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAbout Succession: A life science sales tra...

[Sales] How AI is disrupting sales and drug discovery with Jason Steiner 26.03.2024 36:46

Takeaways - How AI is being used in Drug Discovery- Raising money for cancer research- Using AI for sales and commercial teams- Learn the different technical terminologyJason Steinerhttps://www.linkedin.com/in/jasonmsteiner/Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAbout Succession: A life science sales training and com...

[Webinar] Landing your ideal sales role - Part 3 of 3 21.03.2024 59:21

In this webinar, we give you all the secrets for picking the right company and how to land that sales role you've dreamed of. Watch the webinar on YouTube: https://youtu.be/0Uj95bLcH9gDownload the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAbout Succession: A life science sales training and community platform led by the top sales experts...

[Webinar] Sales Skills 101 - Part 2 of 3 20.03.2024 1:04:20

In this webinar, we teach you the fundamental sales skills you need to succeed in scientific sales. Watch the webinar on YouTube: https://youtu.be/T1OAGoRg_rkDownload the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAbout Succession: A life science sales training and community platform led by the top sales experts in the industry.- Get inst...

[Webinar] Why Scientific Sales? - Part 1 of 3 18.03.2024 56:59

In part one of the 3 part webinar series we bust some myths about what sales really is. Watch the recording on YouTube: https://youtu.be/2fhXl-81aWwIn part one of the 3 part webinar series we bust some myths about what sales really is. Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAbout Succession: A life science sales training...

[Sales] Leverage data and tools to improve your sales success with Hannah Roddy 12.03.2024 34:40

Takeaways - Overcoming the stigma of sales- Leveraging data and tools to help you sell- Building your network- Multiple IPO and acquisition storiesHannah Roddyhttps://www.linkedin.com/in/hannah-roddy90/Watch this episode on Youtubehttps://www.youtube.com/playlist?list=PLNpnig-8yQuwbM5AueF_cDRub_GQW5FB2Download the life science sales rep toolkit: https://www.succession.bio/content/life-sc...

[Science] How to increase your credibility as a sales rep with Johnnie Walker 05.03.2024 32:10

Takeaways - Early-stage vs late-stage buying requirements- How to present data to a scientist- Are sales reps credible?- Good cop bad cop when buying products and servicesJohn Walkerhttps://www.linkedin.com/in/john-walker-0746293/Watch this episode on Youtubehttps://www.youtube.com/playlist?list=PLNpnig-8yQuwbM5AueF_cDRub_GQW5FB2Download the life science sales rep toolkit: https://www.su...

[Sales] Hot takes on recruiting and how to stand out with Lexie Stratford and Taahir Patel 27.02.2024 32:30

Takeaways - Hot takes on recruiting- We debunk a tiktok trend- Never hire more than 1 recruiter for an important role- How to stand out in a crowded job marketTaahir Patelhttps://www.linkedin.com/in/taahirpatelrecruitment/Lexie Stratfordhttps://www.linkedin.com/in/lexie-stratford-00/Watch this episode on Youtubehttps://www.youtube.com/playlist?list=PLNpnig-8yQuwbM5AueF_cDRub_GQW5FB2Download t...

[Sales] 4 skills to master in sales and key account management with Anthony Kayas 20.02.2024 33:32

Takeaways - Lead with empathy and put yourself in their shoes- How to interrupt with a positive mindset- 4 skills to master in sales- Mentorship between AMs and SDRsAnthony Kayashttps://www.linkedin.com/in/anthony-v-kayas/Watch this episode on Youtubehttps://www.youtube.com/playlist?list=PLNpnig-8yQuwbM5AueF_cDRub_GQW5FB2Download the life science sales rep toolkit: https://www.succession...

[Sales] How to stand out in the hiring process with James Higgins 13.02.2024 32:11

Top takeaways - The challenges for hiring managers- The best hires are "comfortable but curious"- How to stand out in the hiring process- Be proactive in working with recruitersJames Higginshttps://www.linkedin.com/in/james-higgins-multi-omics/Watch this episode on Youtubehttps://www.youtube.com/playlist?list=PLNpnig-8yQuwbM5AueF_cDRub_GQW5FB2Download the life science sales rep toolkit: ...

[Leadership] Starting a company through founder-led sales with Dejan Husman 06.02.2024 37:06

Takeaways - Scientific founder to sales transition- When to hire your first sales reps- How to build your sales skills as a founder- Global investment challengesDejan Husmanhttps://www.linkedin.com/in/dejan-husman/Watch this episode on Youtubehttps://www.youtube.com/playlist?list=PLNpnig-8yQuwbM5AueF_cDRub_GQW5FB2Download the life science sales rep toolkit: https://www.succession.bio/con...

[Sales] What not to do from a former lab manager with Alison Leightley 30.01.2024 32:13

Top takeaways - Do's and don'ts of sales from a former lab manager- 360-degree point of view from a customer, sales, and marketing leader- How to run an effective event (pre, during, and post)- Get on the same side of the table with marketingAlison Leightleyhttps://www.linkedin.com/in/alison-rawlinson/Download the life science sales rep toolkit: https://www.succession.bio/content/life-sc...