Life Sciences Sales Lab

Shannon J Gregg
  • 5.0 (20)
  • Business

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. 3d ago

    The Future of Life Sciences Sales: AI, Empathy & the Power of Asking Better Questions with Brian Murphey

    What happens when you combine life sciences, technology, sales, improvisational music, and AI? In this episode of Life Sciences Sales Lab, Dr. Shannon Gregg sits down with Brian Murphey, a Salesforce consultant and longtime life sciences technology leader, for a wide-ranging conversation about what it really takes to solve complex problems in healthcare and life sciences. Brian shares how his career—from healthcare technology to professional music—shaped the way he approaches business, systems, and sales. They explore why getting out of organizational silos requires better communication, how improvisation can strengthen problem-solving, and why asking better questions may be one of the most valuable skills in the age of AI. The conversation also dives into AI-powered workflows, agentic operations, business analysis, systems architecture, discovery, trust, and the importance of understanding the root problem rather than simply solving the problem someone initially brings to you. Key topics include: • Why discovery and asking better questions matter more than ever • How empathy and curiosity build trust in life sciences sales • What musicians can teach us about improvisation and business • Breaking down silos across teams, systems, and workflows • How AI and agents are changing business operations • Why domain knowledge + AI may become a powerful combination • Moving from “selling a solution” to understanding the real problem • How better conversations can create better data, insights, and outcomes A conversation about technology, but ultimately, a conversation about people. 🎙️ Hosted by Dr. Shannon J. Gregg 🎤 Guest: Brian Murphey

    The Future of Life Sciences Sales: AI, Empathy & the Power of Asking Better Questions with Brian Murphey

  2. Sep 18

    When Winning the Deal Isn’t the Goal: Mindset, Sales & Self-Worth with Kim Riale

    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 measuring her value by external outcomes. Together, Shannon and Kim explore how salespeople can: • Separate self-worth from KPIs and quota • Focus on what they can actually control • Reframe failure as a source of learning • Build stronger, more authentic customer relationships • Bring better “fuel” into high-pressure sales conversations • Stay relevant while remaining true to their core A thoughtful conversation for anyone navigating the pressure, complexity, and human side of life sciences sales.

    When Winning the Deal Isn’t the Goal: Mindset, Sales & Self-Worth with Kim Riale

  3. Sep 9

    Buyers Don’t Want Demos. They Want Outcomes With Bruce Wakeman

    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, or healthcare, this is a conversation worth revisiting — especially if you want to build buyer confidence, communicate value more effectively, and create sales conversations that move beyond features. Revisit the conversation and discover why the best sales conversations start with the outcome, not the demo.

    Buyers Don’t Want Demos. They Want Outcomes With Bruce Wakeman

  4. Aug 25

    Your Sales Tech Won’t Fix a Broken Process with Dr. Shannon J. Gregg

    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 vendor scoring matrix before the demos. Don't choose the vendor with the slickest interface or best sales pitch. Evaluate them against your actual business, regulatory requirements, integrations, edge cases, and total cost. 3.Build your adoption and training plan before you sign. Successful implementation isn't just about going live. It's about getting your team to actually use the system. 4.Drawing from years of sales operations and CRM implementation experience across biotech, medtech, pharma services, and clinical technology, Shannon breaks down what smarter buyers should do before they commit to another expensive platform. If you're evaluating sales tech right now, this episode might save you from an expensive mistake.

    Your Sales Tech Won’t Fix a Broken Process with Dr. Shannon J. Gregg

  5. Aug 11

    AI Is Changing Sales — But Human Connection Is Coming Back with Nick Focil

    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 bigger competitive advantage, and how AI can handle efficiency and scale while salespeople focus on the moments where being human truly matters. Key topics: • The impact of AI on sales in 2026 • Why AI-generated outreach is becoming easier to recognize • The return of genuine human connection • Using AI to support—not replace—the human element • How salespeople can stand out in an increasingly automated world • Why AI could ultimately create more demand for human salespeople Guest: Nick Focil, CEO of FOMAT Medical Research and President of Hypercore International

    AI Is Changing Sales — But Human Connection Is Coming Back with Nick Focil

  6. Aug 6

    Beyond the Buzz: How AI, Data & Commercial Strategy Are Transforming Life Sciences with Sheila Rocchio

    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 is reshaping life sciences beyond the hypeWhy sales, marketing, product, and scientific teams must work as oneTurning data into meaningful commercial actionThe future of buyer intent, customer intelligence, and growthLeadership lessons from navigating decades of industry transformationWhether you're in life sciences sales, commercial leadership, marketing, or simply curious about the future of AI in healthcare, this conversation is packed with practical insights and forward-looking perspectives. Guest: Sheila Rocchio, Chief Marketing Officer, Sertara

    Beyond the Buzz: How AI, Data & Commercial Strategy Are Transforming Life Sciences with Sheila Rocchio

  7. Jul 23

    The Most Human Sales Strategy in an AI World with Scott Stafford

    In this episode of Life Sciences Sales Lab, Dr. Shannon Gregg sits down with technology leader and human-first advocate Scott Stafford to explore what it really means to succeed in sales during the age of AI. While artificial intelligence is transforming every industry, Scott argues that our greatest competitive advantage isn't technology—it's our humanity. Together, they discuss why authentic relationships, curiosity, empathy, and focusing on meaningful outcomes will always outperform transactional selling. Whether you're in life sciences, healthcare, or B2B sales, this conversation offers practical insights on embracing innovation without losing the human connection that drives trust and lasting success. In this episode, you'll learn: • Why AI should enhance—not replace—human relationships • How authenticity builds stronger customer trust • The importance of outcome-driven selling • Why curiosity is a sales superpower • How to stay adaptable in rapidly changing markets • What the future of healthcare and life sciences sales looks like Tune in for an inspiring conversation on balancing cutting-edge technology with genuine human connection. Connect with Scott on LinkedIn: https://www.linkedin.com/in/scott-stafford-info/x

    The Most Human Sales Strategy in an AI World with Scott Stafford

  8. Jul 14

    The Future of Life Sciences Sales: AI, Compliance & Relationships with Karen Tkaczyk, Ph.D.

    In this episode of Life Sciences Sales Lab, Dr. Shannon Gregg is joined by Karen Tkaczyk, Ph.D., growth leader at Vista Tech Life Sciences, to explore what it really takes to build trust and drive growth in today's global life sciences industry. Karen shares how language, regulatory compliance, and localization play a critical role in bringing therapies and innovations to markets around the world. Together, they discuss why selling in life sciences is fundamentally different, how AI is changing sales outreach, and why authentic relationships matter more than ever. From navigating global content challenges to balancing technology with genuine human connection, this conversation is packed with practical insights for sales professionals, marketers, and leaders across the life sciences ecosystem. In this episode you'll learn: • Why compliance is a core part of the sales conversation. • How global content and localization impact commercial success. • The opportunities—and limitations—of AI in sales. • Why trust remains the strongest competitive advantage. • Actionable advice for building lasting customer relationships. Whether you're in pharma, biotech, medtech, or life sciences services, this episode offers valuable perspectives on succeeding in an increasingly AI-driven world. Connect with Karen on LinkedIn: https://www.linkedin.com/in/karentkaczyk/

    The Future of Life Sciences Sales: AI, Compliance & Relationships with Karen Tkaczyk, Ph.D.
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Ratings & Reviews

5
out of 5
20 Ratings

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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