Episodes
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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 person
- Always be multi-threading to win deals
Malek Haddadhttps://www.linkedin.com/in/malek-haddad-755abbb9/
About Succession: Succession is the one place for life science companies to increase pipeline, hire and onboard the best sales talent, train and upskill the whole team, and enable them with the best tools and technology.
https://www.succession.bio
Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkit
Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA -
Takeaways
- Securing meetings should be the main focus
- How founder mode applies to sales leadership
- Use your intrinsic motivation to be successful
- Searching for resilience in sales hiring
- Building a sales rep profile working backwards from your customer
Tom Conklin
https://www.linkedin.com/in/tomconklin1/
About Succession:
Succession is the one place for life science companies to increase pipeline, hire and onboard the best sales talent, train and upskill the whole team, and enable them with the best tools and technology.
https://www.succession.bio
Download the life science sales rep toolkit:
https://www.succession.bio/content/life-science-sales-toolkit
Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA -
Missing episodes?
-
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
- Hire to the level of your customer
Max Gilbert
https://www.linkedin.com/in/maxgilbert/
Download the life science sales rep toolkit:
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About Succession:
A life science sales training and community platform led by the top sales experts in the industry.
- Get instant access to hours of on-demand and live training content.
- Access to 100s of resources and tools
- Network and learn from other growth-minded life science sales reps
Join Succession: https://www.succession.bio/join -
Takeaways
- Prospecting to land scientific roles
- Networking is critical for success
- ELRIG events are a great way to network
- Write personalized and relevant outreach
Saleha Patel
https://www.linkedin.com/in/patel-saleha
Download the life science sales rep toolkit:
https://www.succession.bio/content/life-science-sales-toolkit
Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA
About Succession:
A life science sales training and community platform led by the top sales experts in the industry.
- Get instant access to hours of on-demand and live training content.
- Access to 100s of resources and tools
- Network and learn from other growth-minded life science sales reps
Join Succession: https://www.succession.bio/join -
Takeaways - Revenue is a shared objective
- Align your goals to the strategy
- Create an open feedback loop
- Bad takes on prospecting
Alec McChesny
https://www.linkedin.com/in/alec-mcchesney/
Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkit
Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA
About Succession: A life science sales training and community platform led by the top sales experts in the industry.
- Get instant access to hours of on-demand and live training content.
- Access to 100s of resources and tools
- Network and learn from other growth-minded life science sales reps
Join Succession: https://www.succession.bio/join -
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 focus on
Jessica Rietbrockhttps://www.linkedin.com/in/jessicarietbrock/
Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkit
Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA
About Succession: A life science sales training and community platform led by the top sales experts in the industry.
- Get instant access to hours of on-demand and live training content.
- Access to 100s of resources and tools
- Network and learn from other growth-minded life science sales reps
Join Succession: https://www.succession.bio/join -
Takeaways
- 80% of reps struggled in Q2
- 49% said prospecting and 39% said deals going dark
- Deliverability and prospecting messaging tips
- Discovery and driving deals to close
Download the life science sales rep toolkit:
https://www.succession.bio/content/life-science-sales-toolkit
Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA
About Succession:
A life science sales training and community platform led by the top sales experts in the industry.
- Get instant access to hours of on-demand and live training content.
- Access to 100s of resources and tools
- Network and learn from other growth-minded life science sales reps
Join Succession: https://www.succession.bio/join -
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 Rubahttps://www.linkedin.com/in/ashleyruba-phd/
https://ashleyruba.com/
Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkit
Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA
About Succession: A life science sales training and community platform led by the top sales experts in the industry.
Get instant access to hours of on-demand and live training content.
Access to 100s of resources and tools
Network and learn from other growth-minded life science sales reps
Join Succession: https://www.succession.bio/join -
Takeaways
- Biggest challenges starting management
- why you should hire newbies
- Leverage on-the-job training
- Empathy and credibility and the top management traits
Gajen Raj
https://www.linkedin.com/in/gajen-r-551b8613a/
Download the life science sales rep toolkit:
https://www.succession.bio/content/life-science-sales-toolkit
Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA
About Succession:
A life science sales training and community platform led by the top sales experts in the industry.
- Get instant access to hours of on-demand and live training content.
- Access to 100s of resources and tools
- Network and learn from other growth-minded life science sales reps
Join Succession: https://www.succession.bio/join -
Takeaways
- The font you use matters
- Data tells and stories sell
- Problem but therefore framework
- Scientist training is holding them back
Benjamin McLeod
https://www.linkedin.com/in/benjamin-mcleod/
Download the life science sales rep toolkit:
https://www.succession.bio/content/life-science-sales-toolkit
Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA
About Succession:
A life science sales training and community platform led by the top sales experts in the industry.
- Get instant access to hours of on-demand and live training content.
- Access to 100s of resources and tools
- Network and learn from other growth-minded life science sales reps
Join Succession: https://www.succession.bio/join -
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 build a personal brand
Amber Penrose
https://www.linkedin.com/in/amber-penrose-95256bb5/
Download the life science sales rep toolkit:
https://www.succession.bio/content/life-science-sales-toolkit
Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA
About Succession:
A life science sales training and community platform led by the top sales experts in the industry.
- Get instant access to hours of on-demand and live training content.
- Access to 100s of resources and tools
- Network and learn from other growth-minded life science sales reps
Join Succession: https://www.succession.bio/join -
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 1 value is to be as helpful as possible
Michael Adeniya
https://www.linkedin.com/in/michaeladeniya/
Download the life science sales rep toolkit:
https://www.succession.bio/content/life-science-sales-toolkit
Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA
About Succession:
A life science sales training and community platform led by the top sales experts in the industry.
- Get instant access to hours of on-demand and live training content.
- Access to 100s of resources and tools
- Network and learn from other growth-minded life science sales reps
Join Succession: https://www.succession.bio/join -
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 make recommendations
Sylwia Mankowska
https://www.linkedin.com/in/sylwiamankowskabiochem/
Download the life science sales rep toolkit:
https://www.succession.bio/content/life-science-sales-toolkit
Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA
About Succession:
A life science sales training and community platform led by the top sales experts in the industry.
- Get instant access to hours of on-demand and live training content.
- Access to 100s of resources and tools
- Network and learn from other growth-minded life science sales reps
Join Succession: https://www.succession.bio/join -
Takeaways
- The changing sales landscape
- Always be improving your sales skills
- Selling services vs instruments
- How to align and influence decision timelines
Matthew Stoltz
https://www.linkedin.com/in/matthewstoltz1/
Download the life science sales rep toolkit:
https://www.succession.bio/content/life-science-sales-toolkit
Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA
About Succession:
A life science sales training and community platform led by the top sales experts in the industry.
- Get instant access to hours of on-demand and live training content.
- Access to 100s of resources and tools
- Network and learn from other growth-minded life science sales reps
Join Succession: https://www.succession.bio/join -
Takeaways
- Using pricing psychology
- Founder-led selling and how hard it can be
- Delegate your low impact activities
- Detach from the outcomes
David Nathan
https://www.linkedin.com/in/davidinathan/
Download the life science sales rep toolkit:
https://www.succession.bio/content/life-science-sales-toolkit
Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA
About Succession:
A life science sales training and community platform led by the top sales experts in the industry.
- Get instant access to hours of on-demand and live training content.
- Access to 100s of resources and tools
- Network and learn from other growth-minded life science sales reps
Join Succession: https://www.succession.bio/join -
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 you get into leadership?
Chris Dingman
https://www.linkedin.com/in/chris-dingman-06010126/
Download the life science sales rep toolkit:
https://www.succession.bio/content/life-science-sales-toolkit
Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA
About Succession:
A life science sales training and community platform led by the top sales experts in the industry.
- Get instant access to hours of on-demand and live training content.
- Access to 100s of resources and tools
- Network and learn from other growth-minded life science sales reps
Join Succession: https://www.succession.bio/join -
Takeaways
- CROs are becoming more strategic
- Solution selling complex deals
- AI in drug discovery
- How to use tactical listening
Kinga Bercsenyi
https://www.linkedin.com/in/kingabercsenyi/
Download the life science sales rep toolkit:
https://www.succession.bio/content/life-science-sales-toolkit
Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA
About Succession:
A life science sales training and community platform led by the top sales experts in the industry.
- Get instant access to hours of on-demand and live training content.
- Access to 100s of resources and tools
- Network and learn from other growth-minded life science sales reps
Join Succession: https://www.succession.bio/join -
Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA
Download the life science sales rep toolkit:
https://www.succession.bio/content/life-science-sales-toolkit
About Succession:
A life science sales training and community platform led by the top sales experts in the industry.
- Get instant access to hours of on-demand and live training content.
- Access to 100s of resources and tools
- Network and learn from other growth-minded life science sales reps
Join Succession: https://www.succession.bio/join -
Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA
Takeaways - Accidentally ending up in sales
- Identifying your unique selling points & competitive edge
- How to craft your value proposition
- Focus on your service addressable market vs total addressable market
Claudia Andrettahttps://www.linkedin.com/in/andrettaclaudia/
Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkit
About Succession: A life science sales training and community platform led by the top sales experts in the industry.
- Get instant access to hours of on-demand and live training content.
- Access to 100s of resources and tools
- Network and learn from other growth-minded life science sales reps
Join Succession: https://www.succession.bio/join -
Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA
Download the life science sales rep toolkit:
https://www.succession.bio/content/life-science-sales-toolkit
About Succession:
A life science sales training and community platform led by the top sales experts in the industry.
- Get instant access to hours of on-demand and live training content.
- Access to 100s of resources and tools
- Network and learn from other growth-minded life science sales reps
Join Succession: https://www.succession.bio/join - Show more