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.

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

    6 DAYS AGO

    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 clarityWhy site-centric models are redefining executionThe future role of CRM in a hyper-connected ecosystemWhat leaders must prioritize now to stay competitiveIf you're navigating digital transformation or rethinking your CRM strategy, this episode is your playbook for what’s next.

    30 min
  2. The Real Reason Your Sales Team Isn’t Closing with Joe Dustin

    24 MAR

    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 changeWhen to introduce pre-sales for scaleHow 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

    12 min
  3. Sell the Way Buyers Want to Buy with John Kearney

    17 MAR

    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 effectiveHow today’s buyers make decisions differentlyWhat 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.

    31 min
  4. Key Sales Insights from Scott Ballenger | Life Sciences Sales Lab Highlights

    10 MAR

    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 dealsThe current state of life sciences sales and go-to-market strategiesThe advice he would give his younger self starting out in the industry Three questions. Three valuable insights into the science of selling to science.

    6 min
  5. The Sales Framework Lab: Dissecting MEDDIC/MEDDPICC, Challenger, and SPIN Selling

    24 FEB

    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.

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

    17 FEB

    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.

    12 min
  7. From Data to Decisions: The Future of Life Sciences Sales with Memhet Orun

    10 FEB

    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.

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

    3 FEB

    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.

    41 min
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About

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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