HeyJaredLife Sciences Sales Lab
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.
- Indexed episodes, last 90 days
- 8
- Latest publication
- Sep 18, 2026
- Audience
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- Earliest in this view
- Jul 7, 2026
Latest episodes
When Winning the Deal Isn’t the Goal: Mindset, Sales & Self-Worth with Kim Riale (opens the original)
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What happens when your self-worth becomes tied to hitting quota, winning the deal, or delivering the “right” outcome? In this episode of the Life Sciences Sales Lab , Dr. Shannon J. Gregg sits down with Kim Riale, executive coach and founder of Anchored Core Coaching, for a candid conversation about mindset, pressure, ethics, and relationships in life sciences sales. Kim shares a personal story about a high-stakes sales pitch that completely flopped—and the mindset shift that helped her stop mea
Buyers Don’t Want Demos. They Want Outcomes With Bruce Wakeman (opens the original)
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In this recap episode of Life Sciences Sales Lab , we revisit Dr. Shannon J. Gregg’s conversation with Bruce Wakeman on a fundamental shift happening in life sciences sales: buyers aren’t looking for more demos — they’re looking for outcomes. Bruce and Shannon break down why traditional product demonstrations can fall short, how sales teams can lead with measurable value, and what it takes to move from transactional conversations to meaningful 3D partnerships. If you sell into biotech, pharma, o
Your Sales Tech Won’t Fix a Broken Process with Dr. Shannon J. Gregg (opens the original)
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You Don’t Have a Salesforce Problem. You Have a Process Problem. Before you sign that next CRM, CPQ, MarTech, or sales enablement contract, stop and ask: Is the technology actually the problem? In this episode of the Life Sciences Sales Lab , Dr. Shannon Gregg shares the three things she tells clients to do before buying new sales technology : 1. Define your process before you shop. If your sales process isn't clear, a new system will only make the confusion more expensive. 2. Build a real vendo
AI Is Changing Sales — But Human Connection Is Coming Back with Nick Focil (opens the original)
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In this episode of the Life Sciences Sales Lab , Dr. Shannon Gregg sits down with Nick Focil , CEO of FOMAT Medical Research and President of Hypercore International, to explore how AI is reshaping sales in 2026. Nick shares why the rapid adoption of AI-driven outreach may be creating a new problem: sales is becoming saturated with messages that feel automated and impersonal. The conversation explores the balance between the art and science of sales , why authentic human interaction may become a
Beyond the Buzz: How AI, Data & Commercial Strategy Are Transforming Life Sciences with Sheila Rocchio (opens the original)
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What does it take to lead commercial innovation in today's rapidly evolving life sciences industry? In this episode of Life Sciences Sales Lab , Dr. Shannon Gregg sits down with Sheila Rocchio, Chief Marketing Officer at Sertara , to explore the future of commercial excellence. From the evolution of clinical trials and patient-centric innovation to AI-driven decision-making, Sheila shares lessons from decades of experience leading marketing and commercial strategy. Together, they discuss: How AI
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