What happens when your self-worth becomes tied to hitting quota, winning the deal, or delivering the “right” outcome?

In this episode of the Life Sciences Sales Lab, Dr. Shannon J. Gregg sits down with Kim Riale, executive coach and founder of Anchored Core Coaching, for a candid conversation about mindset, pressure, ethics, and relationships in life sciences sales.

Kim shares a personal story about a high-stakes sales pitch that completely flopped—and the mindset shift that helped her stop measuring her value by external outcomes.

Together, Shannon and Kim explore how salespeople can: • Separate self-worth from KPIs and quota • Focus on what they can actually control • Reframe failure as a source of learning • Build stronger, more authentic customer relationships • Bring better “fuel” into high-pressure sales conversat ...