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 principles—listening, asking great questions, and consistently delivering value. A must-listen for anyone navigating modern GTM strategies in life sciences.