Shows / SalesDNA: Decoding life science sales
SalesDNA: Decoding life science sales
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.
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Episodes
- SalesDNA: Decoding life science sales
[Sales] How to sell new technology into pharma with Chris Li
Chris Li, CEO and co-founder of BioBox, joins Harrison and Nick to talk about what changes when a startup goes from selling to biotech to selling to big…
- SalesDNA: Decoding life science sales
Get more replies by using value exchange content
About Succession Succession helps founders and sales teams close more deals with biotech and pharma. We partner with our clients to run modern lead generation…
- SalesDNA: Decoding life science sales
How inbound and outbound work together
About Succession Succession helps founders and sales teams close more deals with biotech and pharma. We partner with our clients to run modern lead generation…
- SalesDNA: Decoding life science sales
The Total Cost of Outbound
We're doubling down on our YouTube content, so if you want to watch this video instead of listening to it, you can watch it on our channel here…
- SalesDNA: Decoding life science sales
[Leadership] How to navigate different stages of growth and commercialization with Sonya Weigle
We're doubling down on our YouTube content, so if you want to watch this video instead of listening to it, you can watch it on our channel here…
- SalesDNA: Decoding life science sales
[Leadership] Selling your company and what comes next with Bill Arteca
We're doubling down on our YouTube content, so if you want to watch this video instead of listening to it, you can watch it on our channel here…
- SalesDNA: Decoding life science sales
[Sales] Insights from the first month at Succession with Keith Daly
About Succession Succession helps founders and sales teams close more deals with biotech and pharma. We partner with our clients to run modern lead generation…
- SalesDNA: Decoding life science sales
Ultimate Cold Email Guide for Life Science Companies
We're doubling down on our YouTube content, so if you want to watch this video instead of listening to it, you can watch it on our channel here…
- SalesDNA: Decoding life science sales
[Sales] Selling new technologies to biotech and pharma with Jeff Bissen
About Succession Succession helps founders and sales teams close more deals with biotech and pharma. We partner with our clients to run modern lead generation…
- SalesDNA: Decoding life science sales
The NEW Way to Use AI in Life Science Sales (2026)
We're doubling down on our YouTube content, so if you want to watch this video instead of listening to it, you can watch it on our channel here…
- SalesDNA: Decoding life science sales
Best Marketing Strategies for Life Science Companies in 2026
We're doubling down on our YouTube content, so if you want to watch this video instead of listening to it, you can watch it on our channel here…
- SalesDNA: Decoding life science sales
[Leadership] Career progression from the bench to sales leadership with Heather Brown
About Succession Succession helps founders and sales teams close more deals with biotech and pharma. We partner with our clients to run modern lead generation…
- SalesDNA: Decoding life science sales
[Sales] Breaking through the status quo with Jen Allen-Knuth
We're finishing off our women in sales takeover on a high! We get Jen's take on exactly what the buyer status quo is, how to structure your outreach to be more…
- SalesDNA: Decoding life science sales
Women In Sales Roundtable
This roundtable discussion included: Jessica Rietbrock - https://www.linkedin.com/in/jessicarietbrock/ Sarah Farrow -…
- SalesDNA: Decoding life science sales
[Sales] Support your prospects during market volatility with Jocelyn Foye
Succession helps founders and sales teams close more deals with biotech and pharma. We partner with our clients to run modern lead generation campaigns…
- SalesDNA: Decoding life science sales
AI in Sales - ELRIG Presentation
Here is the presentation I gave at ELRIG on Monday Oct 20, 2025. Watch it on YouTube: https://youtu.be/5-Y7eW_Od7E It covers 6 workflows for using AI right now…
- SalesDNA: Decoding life science sales
[Sales] Early career learnings in sales with Aimée Egglesfield
We continue our Women in Sales interviews with this conversation with Aimee Egglesfield Aimée Egglesfield…
- SalesDNA: Decoding life science sales
Let's Go Girls: Women in Sales Takeover with Jess and Divya
October is Women in Sales Month and so Nick and I have passed the mic over to Jess and Divya who will be interviewing a number of different women in sales…
- SalesDNA: Decoding life science sales
[Leadership] From sales to starting a company with Matej Metkovic
Top takeaways - Challenges going from sales to founder - Hiring the right talent and enabling them - Working with different types of customers Matej Metkovic…
- SalesDNA: Decoding life science sales
[Sales] The Anti-sales playbook
In this episode we break down the Anti-Sales playbook and all the the things you shouldn't do in sales. Then we also bust some myths you probably hear touted…
- SalesDNA: Decoding life science sales
[Sales] Being an introvert is great for sales with Adam Pead
Adam Pead https://www.linkedin.com/in/adampead/ Adam's Newsletter: https://quietimpact.beehiiv.com/subscribe Free Insights Tool…
- SalesDNA: Decoding life science sales
[Leadership] Creating a culture of coaching and skill improvement with Sai Guduguntla
This episode is all about sales coaching and how to improve your team's skills. Sai Guduguntla https://www.linkedin.com/in/sguduguntla/ Check out Hyperbound…
- SalesDNA: Decoding life science sales
[Sales] Misconceptions and learnings about outbound and AI with Jess Evans
Jess Evans recently joined the Succession team so we had her come on and share her thoughts on the state of outbound sales, AI, and automation before she got…
- SalesDNA: Decoding life science sales
[Leadership] Founder selling and how AI will change how team's work with Angie Schwab
Angie Schwab https://www.linkedin.com/in/angie-schwab/ Free Insights Tool: https://insights.succession.bio/ Newseletter: https://blog.succession.bio About…
- SalesDNA: Decoding life science sales
[Sales] Efficiently grow your pipeline through referrals
The fastest and easiest way to get more pipeline is through referrals! But most reps miss this opportunity or aren't sure how and when to ask. This episode…
- SalesDNA: Decoding life science sales
[Leadership] How to properly prioritize accounts in your territory
If you don't have a quantitative way to identify and prioritize all the accounts in your territory, this will be a good one to watch! Free Insights Tool…
- SalesDNA: Decoding life science sales
[Sales] Give up prospecting in the summer
Should you actually give up prospecting in the summer? We share our thoughts in this short episode. Free Insights Tool: https://insights.succession.bio/…
- SalesDNA: Decoding life science sales
[AI] Nick did a hack week and here's what he learned
Nick joined a week long hackathon to learn about AI and how he can better leverage it in his day to day work. Free Insights Tool…
- SalesDNA: Decoding life science sales
[Sales] Cold Email Isn't Dead, But It Needs Resuscitating
This was a live webinar we held in May 2025. Watch it on Youtube instead: https://youtu.be/Nf5VwS3joJU Key components of successful cold outreach: -…
- SalesDNA: Decoding life science sales
[Sales] Sales efficiency is a useless priority
In this episode we discuss the difference between efficiency and effectiveness and why efficiency is the wrong metric to try and optimize. About Succession…
- SalesDNA: Decoding life science sales
[Leadership] How to leverage scientific content in your sales process
Takeaways - From side hustle to full time - Where people get content wrong - How to create the right types of content - Learing how to sell without any sales…
- SalesDNA: Decoding life science sales
[Sales] Turn your features into outcomes your customers care about
In this conversation, Nick and Harrison discuss the importance of understanding the relationship between features, benefits, and outcomes in sales. They…
- SalesDNA: Decoding life science sales
[Leadership] - Build an international sales culture with Debora Marchese
Takeaways: - Why your whole company needs to get behind an international sales strategy - Differences in selling in US, Italy, Taiwan, UK - You can't just hire…
- SalesDNA: Decoding life science sales
[Sales] Use a business case to beat the competition with Lewis Shipp
Takeaways - Learning through Inference - How to onboard at a start up - How to transition from PhD to Biotech sales - Using a business case to beat the…
- SalesDNA: Decoding life science sales
[Sales] Selling into different global markets with Karen Tkaczyk
Takeaways - Selling horizontal products/services into a life science vertical - Selling into different markets - The importance of localization - Networking is…
- SalesDNA: Decoding life science sales
[Sales] Every conversation is a negotiation with Saad A Saad
Top Takeaways - What exactly is a negotiation? - Common mistakes people make in negotiations - The role of friction in negotiations - The key differences…
- SalesDNA: Decoding life science sales
[Sales] Adjusting your sales strategy based on personalities with Jason Mayr
Takeaways - How to change your sales approach based on personalities - Make the most out of the leads you get - How to adapt to how your customer wants to…
- SalesDNA: Decoding life science sales
[Leadership] How the CEO of a public company views sales and marketing with Kara Cannon
Takeaways - How CEOs think about sales and marketing alignment - Selling has changed a lot and reps need to take more risks - Running a small company under…
- SalesDNA: Decoding life science sales
[Sales] Maintain your composure in high pressure meetings with Jocelyn Foye
Takeaways - Don't treat different titles differently - Give your price early and don't negotiate with yourself - Fail fast in your sales process - Empower vs…
- SalesDNA: Decoding life science sales
[Sales] How to manage channel partners and lead through influence with Eszter Takacs
Takeaways - The business cultures are different in each country - How to pick channel partners and enable them - Motivation and training are critical - It's…
- SalesDNA: Decoding life science sales
[Sales] 5 Skills Needed to Sell in Today's Environment
This is a recording of the presentation we gave at the ELRIG Drug Discovery event last week in London. If you like these formats, make sure to let us know and…
- SalesDNA: Decoding life science sales
[Leadership] Underutilized marketing & sales strategies to break through the noise w/ Jason Amsbaugh
Takeaways - Get experience doing both sales and marketing - How to create a content and distribution strategy - Focus your messaging on problems vs products -…
- SalesDNA: Decoding life science sales
[Sales] Build trust at scale through content and social media with Rizwan Chaudhrey
Takeaways - Put yourself out there because you never know who you'll meet - Focus on what your customer needs not what you want - Build trust at scale through…
- SalesDNA: Decoding life science sales
[Sales] The differences in selling products, services, software, and instruments with Malek Haddad
Takeaways - Value selling is relevant no matter what you sell - Data is the output that everyone cares about - Your message needs to match the level of the…
- SalesDNA: Decoding life science sales
[Leadership] How to build sales teams and become a leader with Tom Conklin
Takeaways - Securing meetings should be the main focus - How founder mode applies to sales leadership - Use your intrinsic motivation to be successful -…
- SalesDNA: Decoding life science sales
[Leadership] Finding PMF and building a sales team with Max Gilbert
Takeaways - Finding product marketing sales fit - Don't scale until you can sell to cold prospects - Reps need to know what they can make by selling for you -…
- SalesDNA: Decoding life science sales
[Science] Networking, cold calling, and commercializing with Saleha Patel
Takeaways - Prospecting to land scientific roles - Networking is critical for success - ELRIG events are a great way to network - Write personalized and…
- SalesDNA: Decoding life science sales
[Leadership] Aligning marketing and sales with Alec McChesney
Takeaways - Revenue is a shared objective - Align your goals to the strategy - Create an open feedback loop - Bad takes on prospecting Alec McChesny…
- SalesDNA: Decoding life science sales
[Sales] Small actions create big results with Jessica Rietbrock
Takeaways - Small company vs big company - How to leverage LinkedIn to generate more leads - Win more deals by being faster to respond - Pick the best deals to…
- SalesDNA: Decoding life science sales
Why 80% of sales reps struggled in Q2 and 5 things you can do about it
Takeaways - 80% of reps struggled in Q2 - 49% said prospecting and 39% said deals going dark - Deliverability and prospecting messaging tips - Discovery and…
- SalesDNA: Decoding life science sales
[Sales] Academia to Industry: Navigating career transitions with confidence with Ashley Ruba
Takeaways - Overcoming imposter syndrome - The stigma of sales - How to stand out in the job search - Learning how to write can be a game-changer Ashley Ruba…
- SalesDNA: Decoding life science sales
[Leadership] How to build a winning sales culture where reps can thrive with Gajen Raj
Takeaways - Biggest challenges starting management - why you should hire newbies - Leverage on-the-job training - Empathy and credibility and the top…
- SalesDNA: Decoding life science sales
[Sales] Frameworks for telling stories with data with Ben McLeod
Takeaways - The font you use matters - Data tells and stories sell - Problem but therefore framework - Scientist training is holding them back Benjamin McLeod…
- SalesDNA: Decoding life science sales
[Sales] Recruit, train, and retain top sales talent with Amber Penrose
Takeaways - One-sized-fits-all training is dead - Training is a top requirement coming up from candidates - Gen Z turnover rates are high - Why you need to…
- SalesDNA: Decoding life science sales
[Sales] How to run effective events with Michael Adeniya
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…
- SalesDNA: Decoding life science sales
[Sales] Start with the problem not your solution with Sylwia Mankowska
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…
- SalesDNA: Decoding life science sales
[Leadership] Get better at your craft & adapt to the changing sales environment with Matthew Stoltz
Takeaways - The changing sales landscape - Always be improving your sales skills - Selling services vs instruments - How to align and influence decision…
- SalesDNA: Decoding life science sales
[Leadership] Founder-led sales, delegating, and prioritizing sales activities with David Nathan
Takeaways - Using pricing psychology - Founder-led selling and how hard it can be - Delegate your low impact activities - Detach from the outcomes David Nathan…
- SalesDNA: Decoding life science sales
[Leadership] Growing a startup as a sales leader with Chris Dingman
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…
- SalesDNA: Decoding life science sales
[Leadership] Strategic and solution selling for complex deals with Kinga Bercsenyi
Takeaways - CROs are becoming more strategic - Solution selling complex deals - AI in drug discovery - How to use tactical listening Kinga Bercsenyi…