Show notes
I had the pleasure of speaking with Heather Javier, a genomic sales specialist at Roche, sales coach, and host of the Transition to Sales podcast. Heather shared her journey from working in translational oncology and stem cell research to transitioning into sales, inspired by her desire to connect, problem-solve, and align her career with her values.Heather’s JourneyHeather’s career started with a biology degree and a role in translational oncology at Genentech. Her early work involved managing mice for efficacy studies, followed by years in stem cell research, where her hours were dictated by the cells she was culturing.Despite her scientific success, Heather felt a gap between her work and her passion. What energized Heather was networking, problem-solving, and collaboration. Inspired by her own interactions with sales reps, she realized she could make a bigger impact in sales by addressing customer needs more effectively. After a year of networking and revamping her resume, she made the leap into sales, which she describes as the best decision she made for her family and career.NetworkingHeather believes networking is simply about resourcefulness and taking a “heart-centered approach.” During her days at UCSF, she constantly collaborated with statisticians, vendors, and colleagues to troubleshoot experiments. This mindset carried into her sales career, where she emphasized the importance of building authentic connections.Networking isn’t just a means to an end; it’s about helping others while advancing shared goals. For those who feel intimidated by networking, she suggests shifting your mindset: recognize that people often want to help and are energized by being part of your journey. I couldn’t agree more. I have experienced this many times over many years.Transitioning from Science to SalesHeather knows scientists and technical professionals have the skills needed for sales roles—they often don’t realize it. Sales, at its core, is about problem-solving, asking the right questions, and connecting solutions to customer needs.Scientists are used to analyzing variables and troubleshooting experiments. In sales, this translates to understanding customer pain points, guiding discussions with targeted questions, and tailoring solutions. Heather highlighted the importance of being prepared, leveraging technical knowledge, and staying resourceful. These are things scientists do regularly.Overcoming Fear and Building Confidence One of the biggest hurdles for those transitioning into sales: building confidence. Her advice? Treat the learning process like you would in a lab. Just as scientists train to operate new equipment, aspiring sales professionals can prepare by studying their business, asking questions, and leaning on mentors.Heather shared her own experience of transitioning into sales at QIAGEN, where she won President’s Club in her first year. Her success came from applying her scientific mindset to sales—studying customer personas, analyzing data, and proactively creating business plans. Confidence, she emphasized, comes from preparation and a willingness to learn. In other words: be curious and do your homework. Isn’t that what we’ve been doing our whole life?Not subscribed? Let’s fix that, shall we? Subscribe for free to receive new posts by email. (No Spam. I promise.)Bridging the Gap Between Sales and MarketingHeather isn’t the first to point out that sales and marketing often operate in silos, which can lead to missed opportunities. She urged marketers to view sales teams as their “customers” and collaborate closely to create materials that resonate with what sales reps are hearing in the field.Here is an idea she shared that I can get behind. Cultivate a sense of culture and community at conferences. Instead of relying solely on product demonstrations, create experiences that reflect the company’s values and culture, helping to attract ideal clients and foster stronger connections.Connecting the Dots: Relationship Building in SalesHeather frequently mentions the idea of connecting the dots. She described her role as a connector—both within her company and with her customers. Building trust and relationships is essential, whether it’s with decision-makers at a customer’s organization or with internal teams like R&D and technical specialists.She stressed the importance of identifying “coaches” within customer organizations—people who advocate for your product or service and help you navigate the decision-making process. Heather’s approach to connecting the dots involves bringing people together, asking thoughtful questions, seeking feedback, and leveraging internal and external resources to solve problems collaboratively.Sales Coaching for StartupsIn addition to her sales role, Heather is developing a program to coach startups on building their own sales strategies. Hiring a dedicated sales team can be expensive. Heather’s vision is to help technical teams get comfortable with the fundamentals of sales. Her coaching focuses on skills like prospecting, navigating customer personas, and moving opportunities through the sales funnel, all while staying true to the company’s culture and mission.For startups with a strong sense of purpose, Heather’s coaching aims to channel that passion into effective customer connections.Empowering Women in SalesHeather’s podcast, Transition to Sales, is geared toward women—particularly mothers—looking to move into sales roles from technical backgrounds. She provides actionable advice, free resources like resume guides, and insights into building confidence in sales. Heather’s mission is to create representation in an industry that is still predominantly male, showing women that their skills and perspectives are invaluable in sales.Heather’s story is a testament to the power of aligning your career with your values and passions. Her journey from the lab to sales demonstrates how scientific skills can translate into successful sales strategies, and her heart-centered approach serves as an inspiring model for others considering a similar transition.For anyone interested in learning more, be sure to check out her podcast and connect with her on LinkedIn.Your deepest insights are your best branding. I’d love to help you share them. Chat with me about custom content for your life science brand. Or visit my website. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit cclifescience.substack.com