Life Sciences Sales Lab

Life Sciences Sales Lab

by Shannon J Gregg
Business
Season 1

The 2026 Strategy Lab: Data Confidence, Site-Centricity, and the Future of CRM with Andrew Duncan

In this episode of The 2026 Strategy Lab, we dive deep into the evolving landscape of CRM, data confidence, and site-centric strategies with Andrew Duncan.As the industry shifts toward smarter, more integrated systems, the question is no longer how much data you have—but how confidently you can use it. Andrew breaks down what “data confidence” really means in 2026, why site-centricity is becoming a game-changer, and how organizations can rethink their CRM strategies to stay ahead. From practical insights to future-forward thinking, this conversation explores: The shift from data collection to data clarity Why site-centric models are redefining execution The future role of CRM in a hyper-connected ecosystem What leaders must prioritize now to stay competitive If you're navigating digital transformation or rethinking your CRM strategy, this episode is your playbook for what’s next.
S1 · E17
Mar 31, 2026
29:50

The Real Reason Your Sales Team Isn’t Closing with Joe Dustin

In this recap episode of the Life Sciences Sales Lab, we break down the most powerful insights from Joe Dustin on what actually drives sales success in pharma. From why clients resist change, to when pre-sales becomes critical, to how to build a high-performing solution consulting team — this episode is a masterclass in modern B2B sales. If you're building, scaling, or optimizing a sales team in a complex industry, this is your playbook. Key takeaways: The real reason pharma clients don’t change When to introduce pre-sales for scale How to structure and measure a high-performing sales team Listen full episode on Apple Podcast & Spotify: Scaling Success: The Blueprint for a High-Impact Life Sciences Pre-Sales Team
S1 · E16
Mar 24, 2026
12:15

Sell the Way Buyers Want to Buy with John Kearney

In this episode, we explore how the sales landscape is shifting and why understanding the buyer’s perspective has never been more important. Joining us is the author of The Buyer’s Way, who shares insights on how successful sales teams adapt to modern buying behavior. We discuss: Why traditional selling approaches are becoming less effective How today’s buyers make decisions differently What sales teams can do to build trust and deliver real value This conversation offers practical insights for anyone involved in B2B sales, commercial strategy, and life sciences selling. If you're looking to improve how you connect with buyers and close meaningful opportunities, this episode is for you.
S1 · E15
Mar 17, 2026
30:44

Key Sales Insights from Scott Ballenger | Life Sciences Sales Lab Highlights

In this highlight episode of the Life Sciences Sales Lab, Shannon Gregg revisits three powerful questions from her conversation with Scott Ballenger.Together, they explore what it takes to succeed in the complex world of life sciences sales — from navigating multiple stakeholders to understanding how the industry is evolving, and the lessons Scott would share with his younger self. In this episode, you’ll hear Scott’s perspective on: Selling to multiple stakeholders in complex life sciences deals The current state of life sciences sales and go-to-market strategies The advice he would give his younger self starting out in the industry Three questions. Three valuable insights into the science of selling to science.
S1 · E14
Mar 10, 2026
6:10

The Sales Framework Lab: Dissecting MEDDIC/MEDDPICC, Challenger, and SPIN Selling

In today’s hyper-digital, post-COVID world, life sciences sales has evolved far beyond traditional playbooks. So why are teams still relying on frameworks designed for selling printers and generic SaaS? In this episode of Life Sciences Sales Lab, host Dr. Shannon Gregg takes a deep dive into the frameworks that have shaped modern sales — from SPIN and Challenger to MEDDIC/MEDDPICC — and puts them under the microscope of top-20 pharma selling. Joined by industry experts, the conversation explores how sales leaders can shift from outdated, script-based approaches to diagnostic, data-driven partnerships that truly move opportunities forward. From building trust in a data-first world to aligning with regulatory, patient, and time-to-market pressures, this episode challenges conventional thinking and offers a smarter way to approach complex enterprise sales in life sciences. If you're a CRO, sales leader, or account executive navigating today’s evolving pharma landscape — this episode will reshape how you think about frameworks, conversations, and closing high-stakes deals.
S1 · E13
Feb 24, 2026
11:58

The Partnership Paradigm: Trust, Transparency & The Future of Sales with James Buckley, Sergio Armani & Patricia Fripp

In this episode of Life Sciences Sales Lab, Shannon dives into one of the biggest shifts happening in modern sales: the death of transactional selling.Featuring powerful insights from James Buckley, Sergio Armani, and Patricia Fripp, this conversation explores how trust, transparency, and true partnerships are redefining success in the life sciences industry. From challenger-sale strategies to human-centric storytelling, the episode uncovers how sales teams can move beyond price-based conversations and build long-term, value-driven relationships. If you want to transform cold data into meaningful partnerships and become a trusted advisor instead of just another vendor, this episode breaks down the exact mindset and frameworks to get there.
S1 · E12
Feb 17, 2026
12:02

From Data to Decisions: The Future of Life Sciences Sales with Memhet Orun

In this episode of the Life Sciences Sales Lab Podcast, we dive deep into the intersection of data, decision-making, and innovation in life sciences and technology. Host Dr. Shannon Gregg is joined by Memhet Orun, a seasoned leader with experience across Genentech, Salesforce, and decision science, as they explore how reliable data drives meaningful business outcomes—and sometimes even life-saving decisions. From early master data management experiments to today’s AI-driven world, this conversation unpacks how defining success, measuring value, and building trust in data are essential to driving real impact. Mehmet shares powerful lessons from his career on aligning technology with human needs, embracing experimentation, and applying the “FDA approval principle” to both business and life: focusing on what is more effective, safer, or more meaningful. The episode also touches on leadership responsibility, storytelling in innovation, and how creativity—even through dance—can shape the way we think, work, and connect. If you’re navigating digital transformation, AI adoption, or data strategy in life sciences and beyond, this episode will challenge you to rethink how you define success and deliver value. 🎧 Tune in to discover how better data, better questions, and better stories lead to better decisions.
S1 · E11
Feb 10, 2026
35:39

The Enterprise Engine: A Strategic Blueprint for Glacial Sales and High-Stakes Conversion with James Buckley

Enterprise sales in life sciences isn’t just about bigger deal sizes—it’s about playing a completely different game. In this episode, Dr. Shannon Gregg sits down with high-energy sales strategist James Buckley, host of the Sell Better Daily Sales Show, to unpack what it really takes to win complex enterprise deals in pharma. From painfully long sales cycles to ever-changing buying committees, James shares real stories from the field—and why SMB and mid-market tactics simply don’t translate at the enterprise level. They also break down practical event strategies that actually work, powerful discovery techniques that surface hidden blockers, and how top enterprise reps are using AI tools like ChatGPT and Claude to sharpen messaging—not replace human selling. If you’re a sales leader navigating large pharma accounts or an AE preparing to step into enterprise, this episode delivers the mindset shift and real-world insight you need to win.
S1 · E10
Feb 3, 2026
41:04

The Partnership Pivot: A Strategic Blueprint for Indispensable Alliances and Long-Game Growth

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,” the value of transparent account planning, and why thinking in infinite terms leads to partnerships that endure market shifts. Whether you’re a seasoned sales leader or a business development professional seeking deeper impact, this episode offers practical insight to help turn a cold-call pipeline into a partnership powerhouse. 🎧 Listen now and rethink how you sell.
S1 · E9
Jan 27, 2026
30:52

Creativity within the Box: The Innovation Blueprint for Life Sciences Sales

In highly regulated life sciences environments, creativity is often seen as a liability. But what if constraints are actually the catalyst for better, more effective sales strategies? In this episode, Dr. Shannon Gregg is joined by her colleague and mentor, Dr. Dorene Ciletti—Professor and Program Director at Point Park University and former sales leader in financial services and healthcare—to challenge the myth of “thinking outside the box.” Together, they explore why the most successful Sales Operations teams excel by thinking inside it. You’ll learn how regulation can drive sophisticated problem-solving, how improv techniques like “Yes, And” translate into real-world bid defense strategies, and why small, risk-aware innovations can create long-term Trusted Advisor relationships. From reverse brainstorming to reframing the scientific method as a creativity tool, this conversation offers practical, repeatable frameworks for selling smarter in complex, risk-averse environments. If you’re navigating strict SOPs, competitive buying committees, or high-stakes sales conversations, this episode delivers laboratory-tested approaches to turning constraints into conversion.
S1 · E8
Jan 20, 2026
25:00
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