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. AI in Life Sciences Sales: What’s Real vs What’s Hype in 2026 with Dr. Shannon J. Gregg, PhD

    23H AGO

    AI in Life Sciences Sales: What’s Real vs What’s Hype in 2026 with Dr. Shannon J. Gregg, PhD

    In this episode of the Life Sciences Sales Lab podcast, Shannon explores one of the biggest conversations shaping commercial organizations today: AI in life sciences sales. With constant pressure to move faster, improve execution, and stay competitive, artificial intelligence is becoming impossible to ignore. But amid all the excitement, what’s actually delivering value—and what’s simply industry hype? This episode breaks down: • Where AI is genuinely improving commercial performance • Why productivity and prioritization matter more than flashy tools • The biggest misconceptions leaders should avoid • How adoption, trust, and execution still determine success • Why human relationships remain the foundation of life sciences sales If you're a commercial leader trying to separate meaningful innovation from noise, this conversation offers a practical perspective on how organizations can use AI thoughtfully in 2026 and beyond.

    6 min
  2. Navigating Regulation & Technology In Life Sciences Sales

    APR 21

    Navigating Regulation & Technology In Life Sciences Sales

    In this recap episode of the Life Sciences Sales Lab Podcast, Dr. Shannon Gregg sits down with Rick Ward, Chief Commercial Officer, to explore what it really takes to drive growth and innovation in the fast-evolving life sciences industry. From selling complex, non-commoditized solutions to becoming a trusted advisor in pharma, Rick shares powerful insights on modern sales strategy, change management, and why education is the key to success in today’s market. They also discuss how industry shifts like COVID, decentralized clinical trials, and emerging GLP-1 research are reshaping the commercial landscape—and what sales professionals must do to stay ahead. If you're in life sciences, healthcare, biotech, or B2B sales, this episode delivers practical takeaways on building demand, navigating complexity, and creating real impact.

    7 min
  3. The ROI of Trust: Selling Clinical Outcomes in an Era of Pricing Pressure

    APR 14

    The ROI of Trust: Selling Clinical Outcomes in an Era of Pricing Pressure

    In this episode of Life Sciences Sales Lab, Dr. Shannon J. Gregg explores the ROI of trust and why it has become one of the most valuable assets in enterprise sales. As pricing pressure increases and products become harder to differentiate, trust plays a critical role in influencing buying decisions, strengthening partnerships, and accelerating long-term growth.Tune in to learn how sales leaders can shift conversations from product features to measurable outcomes, build stronger client confidence, and win in a competitive market.

    13 min
  4. Sales Teams Don’t Hate Change - They Hate Extra Work with Angela Olshefski

    APR 7

    Sales Teams Don’t Hate Change - They Hate Extra Work with Angela Olshefski

    Sales teams are under constant pressure—targets, timelines, and now, continuous change.In this recap episode, we break down key insights from a conversation with Angela, focusing on why sales teams resist change, how sales operations is often misunderstood, and what actually drives real adoption. From shifting perception to building simple, repeatable habits—this episode highlights what it truly takes to make systems like Salesforce work with your team, not against them.If you're leading sales, working in ops, or driving digital transformation—this one’s for you.

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

    MAR 31

    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
  6. The Real Reason Your Sales Team Isn’t Closing with Joe Dustin

    MAR 24

    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
  7. Sell the Way Buyers Want to Buy with John Kearney

    MAR 17

    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
  8. Key Sales Insights from Scott Ballenger | Life Sciences Sales Lab Highlights

    MAR 10

    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
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Ratings & Reviews

5
out of 5
19 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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