SalesDNA: Decoding life science sales

Hosted by Harrison Waid

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Episodes

Latest episode

Mar 2026

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EN-US

About the show

Take your life science sales career to the next level with interviews and tactics from the best in the industry. We interview the top reps in the industry to learn what makes them so great. We talk to scientists to understand how they make decisions. We interview founders and leaders to share how they build successful companies. This show is all about helping you hit your quota and take your sales career to the next level. Make sure to subscribe and share with your colleagues!

Listen to episodes

60 recent

January 3, 2024Episode 112 min

Introduction: Take your life science sales career to the next level

Top takeaways- Get to meet your hosts- Hear what this podcast is all about- Get ready to binge the next few episodesConnect with Harrison and Nickhttps://www.linkedin.com/in/harrison-waid/https://www.linkedin.com/in/nicholas-clare1/Watch this episode on Youtubehttps://www.youtube.com/playlist?list=PLNpnig-8yQuwbM5AueF_cDRub_GQW5FB2Download the life science sales rep toolkithttps://www.succession.bio/content/life-science-sales-toolkitAbout SuccessionA 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 repsJoin Succession: https://www.succession.bio/join

January 3, 2024Episode 230 min

[Sales] What's in it for the customer? With Brian Schneider

Top takeaways- Always ask yourself, what's in it for them?- People like to buy but don't want to be sold to- Use the rule of 1/3, 1/3, and 1/3- How to hare your expertise from all your sales conversationsAbout the guest- Brian Schneider- https://www.linkedin.com/in/sciencesalesguy/Watch this episode on Youtubehttps://www.youtube.com/playlist?list=PLNpnig-8yQuwbM5AueF_cDRub_GQW5FB2Download the life science sales rep toolkithttps://www.succession.bio/content/life-science-sales-toolkitAbout SuccessionA 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 repsJoin Succession: https://www.succession.bio/join

January 3, 2024Episode 330 min

[Science] How scientists want to work with sales reps: Jared Carlson-Stevermer

Top takeaways- Don't try and be "right" all the time- Seek to understand what your customer is trying to achieve- How to get scientists to respond to your outreach- How do customers make buying decisionsAbout [guest]- Jared Carlson-Stevermer- https://www.linkedin.com/in/jared-carlson-stevermer/Watch this episode on Youtubehttps://www.youtube.com/playlist?list=PLNpnig-8yQuwbM5AueF_cDRub_GQW5FB2Download the life science sales rep toolkithttps://www.succession.bio/content/life-science-sales-toolkitAbout SuccessionA 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 repsJoin Succession: https://www.succession.bio/join

January 3, 2024Episode 430 min

[Sales] How to partner with your FAS to close more deals: Ania Wronski

Top takeaways- Build strong relationships with your FAS- Create a form of silent communication- Lead the sales conversations- Don't let your FAS be a technical crutchAbout [guest]- Ania Wronski- https://www.linkedin.com/in/awronski/Watch this episode on Youtubehttps://www.youtube.com/playlist?list=PLNpnig-8yQuwbM5AueF_cDRub_GQW5FB2Download the life science sales rep toolkithttps://www.succession.bio/content/life-science-sales-toolkitAbout SuccessionA 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 repsJoin Succession: https://www.succession.bio/join

January 9, 2024Episode 530 min

[Sales] Transitioning from the lab into sales with Owen McIntosh

Top takeaways: - Find a company that sells what you already know- Sales gives you access to a diverse range of research topics- Take a leap of faith to see if you like it- Find a way to learn and uplevel your skills and knowledgeAbout: - Owen McIntosh- https://www.linkedin.com/in/owenhm/Watch this episode on Youtubehttps://www.youtube.com/playlist?list=PLNpnig-8yQuwbM5AueF_cDRub_GQW5FB2Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAbout 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 repsJoin Succession: https://www.succession.bio/join

January 16, 2024Episode 636 min

[Leadership] Growing multiple startups and the sh*t umbrella with Ted Tisch

Top takeaways: - He shares his ACB framework- How you need to think about brand- Effective ways to up-level your sales team- How goals get passed down from the board to your quotaWatch this episode on Youtubehttps://www.youtube.com/playlist?list=PLNpnig-8yQuwbM5AueF_cDRub_GQW5FB2About: - Ted Tisch- https://www.linkedin.com/in/theodoretisch/- GM at BioRad and COO at Synthego and MammothDownload the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAbout 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 repsJoin Succession: https://www.succession.bio/join

January 19, 2024Episode 739 min

[Skills] 7 Sales Skills to Close More New Deals

Watch on YouTube: https://youtu.be/gVqs61hw5S0If you master these 7 skills you will be a top-performing sales rep.I know this because 90% of reps don’t take the time and effort to focus on these skills.These reps look for shortcuts or new technologies to avoid putting in hard work. While this approach might provide good results in the short term, it's not sustainable in the long run. Inevitably, these tactics will fail or become less effective and your performance will suffer.If you want a long successful career in sales where you can get paid a lot of money, it’s about masting and executing the fundamentals.1. Prioritize growable accounts2. Create magnetic messaging3. Know your sales math4. Commit to prospecting5. Execute great discovery calls6. Drive deals to close7. Own your calendarJoin Succession: www.succession.bio/join

January 23, 2024Episode 833 min

[Sales] From rep to manager and back again with Jeff Chamberlain

Top takeaways - How to balance the project updates with sales activities- The transition from IC to manager to IC and back again- Follow up with mentors and build strong relationships- Don't be afraid to ask the hard questionsJeff ChamberlainLinkedIn: https://www.linkedin.com/in/jeffwc/Watch this episode on Youtubehttps://www.youtube.com/playlist?list=PLNpnig-8yQuwbM5AueF_cDRub_GQW5FB2Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAbout 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 repsJoin Succession: https://www.succession.bio/join

January 30, 2024Episode 932 min

[Sales] What not to do from a former lab manager with Alison Leightley

Top takeaways - Do's and don'ts of sales from a former lab manager- 360-degree point of view from a customer, sales, and marketing leader- How to run an effective event (pre, during, and post)- Get on the same side of the table with marketingAlison Leightleyhttps://www.linkedin.com/in/alison-rawlinson/Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAbout 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 repsJoin Succession: https://www.succession.bio/join

February 6, 2024Episode 1037 min

[Leadership] Starting a company through founder-led sales with Dejan Husman

Takeaways - Scientific founder to sales transition- When to hire your first sales reps- How to build your sales skills as a founder- Global investment challengesDejan Husmanhttps://www.linkedin.com/in/dejan-husman/Watch this episode on Youtubehttps://www.youtube.com/playlist?list=PLNpnig-8yQuwbM5AueF_cDRub_GQW5FB2Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAbout 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 repsJoin Succession: https://www.succession.bio/join