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 the Pipeline to Partnerships podcast. With 35 years of leadership experience, Sergio shares how he applied Green Beret military strategy to life sciences sales and why he views research coordinators as the true “bank tellers” of clinical research.

Together, they explore how elite sales professionals move beyond price competition to build trust, influence, and long-term partnerships. Sergio explains the power of relationship “flanking, ...