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Life Sciences Sales Lab

Shannon J Gregg

Welcome to the Life Sciences Sales Lab, the only podcast dedicated to dissecting, analyzing, and optimizing sales strategies for the unique and dynamic world of life sciences. I'm your host, Dr. Shannon Gregg, a Salesforce.com consultant for the Life Sciences, and a professor of Professional Selling. Get ready to experiment, innovate, and drive real results in the lab of life sciences sales.

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Episodes

39 episodes

  1. AI in Life Sciences: Why People, Process & Enablement Matter More Than Ever with Tess Dugan 37:11
  2. AI Can Assist. Humans Make the Difference with Shayna Robinson 26:57
  3. The Future of Life Sciences Sales: AI, Empathy & the Power of Asking Better Questions with Brian Murphey 36:42
  4. When Winning the Deal Isn’t the Goal: Mindset, Sales & Self-Worth with Kim Riale 26:27
  5. Buyers Don’t Want Demos. They Want Outcomes With Bruce Wakeman 7:48
  6. Your Sales Tech Won’t Fix a Broken Process with Dr. Shannon J. Gregg 11:59
  7. AI Is Changing Sales — But Human Connection Is Coming Back with Nick Focil 26:48
  8. Beyond the Buzz: How AI, Data & Commercial Strategy Are Transforming Life Sciences with Sheila Rocchio 32:20
  9. The Most Human Sales Strategy in an AI World with Scott Stafford 29:02
  10. The Future of Life Sciences Sales: AI, Compliance & Relationships with Karen Tkaczyk, Ph.D. 31:33
  11. Why Customers Don’t Buy — And What Sales Teams Keep Missing with Hamid Ghanadan 38:27
  12. From Science to Sales: Why Mentorship & Business Development Matter in Life Sciences with Brittany J. Bell 27:18
  13. AI in Life Sciences Marketing: Innovation Without Compromising Trust 8:29
  14. Compliance as the foundation of the industry 7:22
  15. Why Great Life Sciences Products Fail: The Science of Market Adoption with Holley Miller 43:25
  16. The Compliance Edge: How Life Sciences Sales & Marketing Are Evolving with Darshan Kulkarni 32:11
  17. From One User Group to a Global Movement with Eric Dreshfield 26:21
  18. The $16 Billion Post-Mortem: Why Enterprise Deals Fail at the Finish Line with Natalie Bulger 37:17
  19. AI in Life Sciences Sales: What’s Real vs What’s Hype in 2026 with Dr. Shannon J. Gregg, PhD 6:01
  20. Navigating Regulation & Technology In Life Sciences Sales 6:40
  21. The ROI of Trust: Selling Clinical Outcomes in an Era of Pricing Pressure 13:11
  22. Sales Teams Don’t Hate Change - They Hate Extra Work with Angela Olshefski 4:40
  23. The 2026 Strategy Lab: Data Confidence, Site-Centricity, and the Future of CRM with Andrew Duncan 29:50
  24. The Real Reason Your Sales Team Isn’t Closing with Joe Dustin 12:15
  25. Sell the Way Buyers Want to Buy with John Kearney 30:44
  26. Key Sales Insights from Scott Ballenger | Life Sciences Sales Lab Highlights 6:10
  27. The Sales Framework Lab: Dissecting MEDDIC/MEDDPICC, Challenger, and SPIN Selling 11:58
  28. The Partnership Paradigm: Trust, Transparency & The Future of Sales with James Buckley, Sergio Armani & Patricia Fripp 12:02
  29. From Data to Decisions: The Future of Life Sciences Sales with Memhet Orun 35:39
  30. The Enterprise Engine: A Strategic Blueprint for Glacial Sales and High-Stakes Conversion with James Buckley 41:04
  31. The Partnership Pivot: A Strategic Blueprint for Indispensable Alliances and Long-Game Growth 30:52
  32. Creativity within the Box: The Innovation Blueprint for Life Sciences Sales 25:00
  33. Complexity to Conversion: The Storytelling Formula for a High-Stakes Bid Defense 49:56
  34. Flipping the Demo: The Results-First Blueprint for Winning Life Sciences Buyers 41:21
  35. Buyers Don’t Want Demos. They Want Outcomes With Bruce Wakeman 28:16
  36. Winning Trust In Life Sciences Sales: Regulation Meets Innovation With Rick Ward 27:52
  37. From Chaos to Conversion: Managing Motivation in the Face of Regulatory Change 24:13
  38. Scaling Success: The Blueprint for a High-Impact Life Sciences Pre-Sales Team 36:33
  39. Financialization, AI, and the Future of GTM: Building the Next Sales Model 32:59