SalesDNA: Decoding life science sales
Episodes
[Leadership] How to navigate different stages of growth and commercialization with Sonya Weigle
31 Mar 2026
Contributed by Lukas
We're doubling down on our YouTube content, so if you want to watch this video instead of listening to it, you can watch it on our channel here: ...
[Leadership] Selling your company and what comes next with Bill Arteca
24 Mar 2026
Contributed by Lukas
We're doubling down on our YouTube content, so if you want to watch this video instead of listening to it, you can watch it on our channel here: https...
[Sales] Insights from the first month at Succession with Keith Daly
02 Mar 2026
Contributed by Lukas
About SuccessionSuccession helps founders and sales teams close more deals with biotech and pharma. We partner with our clients to run modern lead gen...
Ultimate Cold Email Guide for Life Science Companies
13 Feb 2026
Contributed by Lukas
We're doubling down on our YouTube content, so if you want to watch this video instead of listening to it, you can watch it on our channel here: https...
[Sales] Selling new technologies to biotech and pharma with Jeff Bissen
02 Feb 2026
Contributed by Lukas
About SuccessionSuccession helps founders and sales teams close more deals with biotech and pharma. We partner with our clients to run modern lead gen...
The NEW Way to Use AI in Life Science Sales (2026)
17 Jan 2026
Contributed by Lukas
We're doubling down on our YouTube content, so if you want to watch this video instead of listening to it, you can watch it on our channel here: https...
Best Marketing Strategies for Life Science Companies in 2026
07 Jan 2026
Contributed by Lukas
We're doubling down on our YouTube content, so if you want to watch this video instead of listening to it, you can watch it on our channel here: https...
[Leadership] Career progression from the bench to sales leadership with Heather Brown
18 Dec 2025
Contributed by Lukas
About SuccessionSuccession helps founders and sales teams close more deals with biotech and pharma. We partner with our clients to run modern lead gen...
[Sales] Breaking through the status quo with Jen Allen-Knuth
03 Dec 2025
Contributed by Lukas
We're finishing off our women in sales takeover on a high! We get Jen's take on exactly what the buyer status quo is, how to structure your outreach t...
Women In Sales Roundtable
19 Nov 2025
Contributed by Lukas
This roundtable discussion included:Jessica Rietbrock - https://www.linkedin.com/in/jessicarietbrock/Sarah Farrow - https://www.linkedin.com/in/sarah-...
[Sales] Support your prospects during market volatility with Jocelyn Foye
29 Oct 2025
Contributed by Lukas
Succession helps founders and sales teams close more deals with biotech and pharma. We partner with our clients to run modern lead generation campaign...
AI in Sales - ELRIG Presentation
26 Oct 2025
Contributed by Lukas
Here is the presentation I gave at ELRIG on Monday Oct 20, 2025.Watch it on YouTube: https://youtu.be/5-Y7eW_Od7EIt covers 6 workflows for using AI ri...
[Sales] Early career learnings in sales with Aimée Egglesfield
22 Oct 2025
Contributed by Lukas
We continue our Women in Sales interviews with this conversation with Aimee EgglesfieldAimée Egglesfieldhttps://www.linkedin.com/in/aim%C3%A9e-eggles...
Let's Go Girls: Women in Sales Takeover with Jess and Divya
14 Oct 2025
Contributed by Lukas
October is Women in Sales Month and so Nick and I have passed the mic over to Jess and Divya who will be interviewing a number of different women in s...
[Leadership] From sales to starting a company with Matej Metkovic
10 Sep 2025
Contributed by Lukas
Top takeaways - Challenges going from sales to founder- Hiring the right talent and enabling them- Working with different types of customersMatej...
[Sales] The Anti-sales playbook
26 Aug 2025
Contributed by Lukas
In this episode we break down the Anti-Sales playbook and all the the things you shouldn't do in sales. Then we also bust some myths you probably hear...
[Sales] Being an introvert is great for sales with Adam Pead
20 Aug 2025
Contributed by Lukas
Adam Peadhttps://www.linkedin.com/in/adampead/Adam's Newsletter: https://quietimpact.beehiiv.com/subscribeFree Insights Tool: https://insights.success...
[Leadership] Creating a culture of coaching and skill improvement with Sai Guduguntla
12 Aug 2025
Contributed by Lukas
This episode is all about sales coaching and how to improve your team's skills.Sai Guduguntlahttps://www.linkedin.com/in/sguduguntla/Check out Hyperbo...
[Sales] Misconceptions and learnings about outbound and AI with Jess Evans
30 Jul 2025
Contributed by Lukas
Jess Evans recently joined the Succession team so we had her come on and share her thoughts on the state of outbound sales, AI, and automation before ...
[Leadership] Founder selling and how AI will change how team's work with Angie Schwab
18 Jul 2025
Contributed by Lukas
Angie Schwabhttps://www.linkedin.com/in/angie-schwab/Free Insights Tool: https://insights.succession.bio/Newseletter: https://blog.succession.bioAbout...
[Sales] Efficiently grow your pipeline through referrals
09 Jul 2025
Contributed by Lukas
The fastest and easiest way to get more pipeline is through referrals! But most reps miss this opportunity or aren't sure how and when to ask.This epi...
[Leadership] How to properly prioritize accounts in your territory
02 Jul 2025
Contributed by Lukas
If you don't have a quantitative way to identify and prioritize all the accounts in your territory, this will be a good one to watch!Free Insights Too...
[Sales] Give up prospecting in the summer
17 Jun 2025
Contributed by Lukas
Should you actually give up prospecting in the summer? We share our thoughts in this short episode.Free Insights Tool: https://insights.succession.bio...
[AI] Nick did a hack week and here's what he learned
12 Jun 2025
Contributed by Lukas
Nick joined a week long hackathon to learn about AI and how he can better leverage it in his day to day work.Free Insights Tool: https://insights.succ...
[Sales] Cold Email Isn't Dead, But It Needs Resuscitating
23 May 2025
Contributed by Lukas
This was a live webinar we held in May 2025.Watch it on Youtube instead: https://youtu.be/Nf5VwS3joJUKey components of successful cold outreach:- Deli...
[Sales] Sales efficiency is a useless priority
04 Apr 2025
Contributed by Lukas
In this episode we discuss the difference between efficiency and effectiveness and why efficiency is the wrong metric to try and optimize.About Succes...
[Leadership] How to leverage scientific content in your sales process
25 Mar 2025
Contributed by Lukas
Takeaways- From side hustle to full time- Where people get content wrong- How to create the right types of content- Learing how to sell without any sa...
[Sales] Turn your features into outcomes your customers care about
23 Mar 2025
Contributed by Lukas
In this conversation, Nick and Harrison discuss the importance of understanding the relationship between features, benefits, and outcomes in sales. Th...
[Leadership] - Build an international sales culture with Debora Marchese
04 Mar 2025
Contributed by Lukas
Takeaways:- Why your whole company needs to get behind an international sales strategy- Differences in selling in US, Italy, Taiwan, UK- You can't jus...
[Sales] Use a business case to beat the competition with Lewis Shipp
12 Feb 2025
Contributed by Lukas
Takeaways - Learning through Inference- How to onboard at a start up- How to transition from PhD to Biotech sales- Using a business case to beat ...
[Sales] Selling into different global markets with Karen Tkaczyk
07 Jan 2025
Contributed by Lukas
Takeaways- Selling horizontal products/services into a life science vertical- Selling into different markets- The importance of localization- Networki...
[Sales] Every conversation is a negotiation with Saad A Saad
30 Dec 2024
Contributed by Lukas
Top Takeaways- What exactly is a negotiation?- Common mistakes people make in negotiations- The role of friction in negotiations- The key differences ...
[Sales] Adjusting your sales strategy based on personalities with Jason Mayr
12 Nov 2024
Contributed by Lukas
Takeaways- How to change your sales approach based on personalities- Make the most out of the leads you get- How to adapt to how your customer wants t...
[Leadership] How the CEO of a public company views sales and marketing with Kara Cannon
05 Nov 2024
Contributed by Lukas
Takeaways - How CEOs think about sales and marketing alignment- Selling has changed a lot and reps need to take more risks- Running a small compa...
[Sales] Maintain your composure in high pressure meetings with Jocelyn Foye
29 Oct 2024
Contributed by Lukas
Takeaways - Don't treat different titles differently- Give your price early and don't negotiate with yourself- Fail fast in your sales process- E...
[Sales] How to manage channel partners and lead through influence with Eszter Takacs
24 Oct 2024
Contributed by Lukas
Takeaways - The business cultures are different in each country- How to pick channel partners and enable them- Motivation and training are critic...
[Sales] 5 Skills Needed to Sell in Today's Environment
08 Oct 2024
Contributed by Lukas
This is a recording of the presentation we gave at the ELRIG Drug Discovery event last week in London.If you like these formats, make sure to let us k...
[Leadership] Underutilized marketing & sales strategies to break through the noise w/ Jason Amsbaugh
01 Oct 2024
Contributed by Lukas
Takeaways- Get experience doing both sales and marketing- How to create a content and distribution strategy- Focus your messaging on problems vs produ...
[Sales] Build trust at scale through content and social media with Rizwan Chaudhrey
25 Sep 2024
Contributed by Lukas
Takeaways - Put yourself out there because you never know who you'll meet- Focus on what your customer needs not what you want- Build trust at sc...
[Sales] The differences in selling products, services, software, and instruments with Malek Haddad
17 Sep 2024
Contributed by Lukas
Takeaways - Value selling is relevant no matter what you sell- Data is the output that everyone cares about- Your message needs to match the leve...
[Leadership] How to build sales teams and become a leader with Tom Conklin
10 Sep 2024
Contributed by Lukas
Takeaways - Securing meetings should be the main focus- How founder mode applies to sales leadership- Use your intrinsic motivation to be success...
[Leadership] Finding PMF and building a sales team with Max Gilbert
27 Aug 2024
Contributed by Lukas
Takeaways - Finding product marketing sales fit- Don't scale until you can sell to cold prospects- Reps need to know what they can make by sellin...
[Science] Networking, cold calling, and commercializing with Saleha Patel
20 Aug 2024
Contributed by Lukas
Takeaways - Prospecting to land scientific roles- Networking is critical for success- ELRIG events are a great way to network- Write personalized...
[Leadership] Aligning marketing and sales with Alec McChesney
06 Aug 2024
Contributed by Lukas
Takeaways - Revenue is a shared objective- Align your goals to the strategy- Create an open feedback loop- Bad takes on prospectingAlec McChesnyh...
[Sales] Small actions create big results with Jessica Rietbrock
23 Jul 2024
Contributed by Lukas
Takeaways - Small company vs big company- How to leverage LinkedIn to generate more leads- Win more deals by being faster to respond- Pick the be...
Why 80% of sales reps struggled in Q2 and 5 things you can do about it
18 Jul 2024
Contributed by Lukas
Takeaways- 80% of reps struggled in Q2- 49% said prospecting and 39% said deals going dark- Deliverability and prospecting messaging tips- Discovery a...
[Sales] Academia to Industry: Navigating career transitions with confidence with Ashley Ruba
16 Jul 2024
Contributed by Lukas
Takeaways- Overcoming imposter syndrome- The stigma of sales- How to stand out in the job search- Learning how to write can be a game-changerAshley Ru...
[Leadership] How to build a winning sales culture where reps can thrive with Gajen Raj
09 Jul 2024
Contributed by Lukas
Takeaways- Biggest challenges starting management- why you should hire newbies- Leverage on-the-job training- Empathy and credibility and the top mana...
[Sales] Frameworks for telling stories with data with Ben McLeod
02 Jul 2024
Contributed by Lukas
Takeaways- The font you use matters- Data tells and stories sell- Problem but therefore framework- Scientist training is holding them backBenjamin McL...
[Sales] Recruit, train, and retain top sales talent with Amber Penrose
25 Jun 2024
Contributed by Lukas
Takeaways- One-sized-fits-all training is dead- Training is a top requirement coming up from candidates- Gen Z turnover rates are high- Why you need t...
[Sales] How to run effective events with Michael Adeniya
18 Jun 2024
Contributed by Lukas
Takeaways - 80% of return is not related to what you buy at events- What to do and not to do at events- Set event goals and then make it happen- ...
[Sales] Start with the problem not your solution with Sylwia Mankowska
11 Jun 2024
Contributed by Lukas
Takeaways - Start with the problem not the solution- Take opportunities that open up to you- Sales is great at teaching adaptability- The best sa...
[Leadership] Get better at your craft & adapt to the changing sales environment with Matthew Stoltz
04 Jun 2024
Contributed by Lukas
Takeaways - The changing sales landscape- Always be improving your sales skills- Selling services vs instruments- How to align and influence deci...
[Leadership] Founder-led sales, delegating, and prioritizing sales activities with David Nathan
28 May 2024
Contributed by Lukas
Takeaways- Using pricing psychology- Founder-led selling and how hard it can be- Delegate your low impact activities- Detach from the outcomesDavid Na...
[Leadership] Growing a startup as a sales leader with Chris Dingman
22 May 2024
Contributed by Lukas
Takeaways- Challenges of hiring the right people- What you need to set up to start a diagnostics company- Using referrals to grow your account base- S...
[Leadership] Strategic and solution selling for complex deals with Kinga Bercsenyi
14 May 2024
Contributed by Lukas
Takeaways- CROs are becoming more strategic- Solution selling complex deals- AI in drug discovery- How to use tactical listeningKinga Bercsenyihttps:/...
[Q&A] Is biotech slower to adopt technologies vs other industries?
09 May 2024
Contributed by Lukas
Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA Download the life science sales rep toolkit: https://www.succession.bio/content/life-sc...
[Sales] Crafting a value proposition that differentiates your offering with Claudia Andretta
07 May 2024
Contributed by Lukas
Ask us anything: https://forms.gle/6cJJo7imyekPcwdEATakeaways - Accidentally ending up in sales- Identifying your unique selling points & com...
[Q&A] Should you go into sales management and how do you manage people older with more experience?
02 May 2024
Contributed by Lukas
Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA Download the life science sales rep toolkit: https://www.succession.bio/content/life-sc...
[Sales] Leaving academia is like fight club with Leonardo Motta
30 Apr 2024
Contributed by Lukas
Top takeaways - Building rapport and aligning your communication style- Leaving academia is like fight club - you don't talk about leaving academ...
[Sales] How LinkedIn and a side hustle boosted his biotech sales career with Jeff Bissen
23 Apr 2024
Contributed by Lukas
Top takeaways - From DJ to sales- Uprooting his life right before the pandemic- How LinkedIn has made an impact on Jeff's career- Career advice a...
[Sales] The skills needed to sell in a startup with Adam Butler
17 Apr 2024
Contributed by Lukas
Top takeaways - The phenotype of startup hires- How to hire your first sales rep- Hiring hunters vs farmers- Considerations for your first sales ...
[Webinar] Increase your reply rate with magnetic messaging
09 Apr 2024
Contributed by Lukas
By the end of this webinar you will…- Avoid the biggest messaging mistakes- Know how to write messages that get your prospects to reply- Combine mes...
[Sales] Why your emails aren't getting replied to
02 Apr 2024
Contributed by Lukas
What can you do to ensure your messages don't end up in spam?This is an episode from our YouTube channel that covers prospecting campaigns' most impor...
[Sales] How AI is disrupting sales and drug discovery with Jason Steiner
26 Mar 2024
Contributed by Lukas
Takeaways - How AI is being used in Drug Discovery- Raising money for cancer research- Using AI for sales and commercial teams- Learn the differe...
[Webinar] Landing your ideal sales role - Part 3 of 3
21 Mar 2024
Contributed by Lukas
In this webinar, we give you all the secrets for picking the right company and how to land that sales role you've dreamed of.Watch the webinar on YouT...
[Webinar] Sales Skills 101 - Part 2 of 3
20 Mar 2024
Contributed by Lukas
In this webinar, we teach you the fundamental sales skills you need to succeed in scientific sales.Watch the webinar on YouTube: https://youtu.be/T1OA...
[Webinar] Why Scientific Sales? - Part 1 of 3
18 Mar 2024
Contributed by Lukas
In part one of the 3 part webinar series we bust some myths about what sales really is.Watch the recording on YouTube: https://youtu.be/2fhXl-81aWwIn ...
[Sales] Leverage data and tools to improve your sales success with Hannah Roddy
12 Mar 2024
Contributed by Lukas
Takeaways - Overcoming the stigma of sales- Leveraging data and tools to help you sell- Building your network- Multiple IPO and acquisition stori...
[Science] How to increase your credibility as a sales rep with Johnnie Walker
05 Mar 2024
Contributed by Lukas
Takeaways - Early-stage vs late-stage buying requirements- How to present data to a scientist- Are sales reps credible?- Good cop bad cop when bu...
[Sales] Hot takes on recruiting and how to stand out with Lexie Stratford and Taahir Patel
27 Feb 2024
Contributed by Lukas
Takeaways - Hot takes on recruiting- We debunk a tiktok trend- Never hire more than 1 recruiter for an important role- How to stand out in a crow...
[Sales] 4 skills to master in sales and key account management with Anthony Kayas
20 Feb 2024
Contributed by Lukas
Takeaways - Lead with empathy and put yourself in their shoes- How to interrupt with a positive mindset- 4 skills to master in sales- Mentorship ...
[Sales] How to stand out in the hiring process with James Higgins
13 Feb 2024
Contributed by Lukas
Top takeaways - The challenges for hiring managers- The best hires are "comfortable but curious"- How to stand out in the hiring process- Be proa...
[Leadership] Starting a company through founder-led sales with Dejan Husman
06 Feb 2024
Contributed by Lukas
Takeaways - Scientific founder to sales transition- When to hire your first sales reps- How to build your sales skills as a founder- Global inves...
[Sales] What not to do from a former lab manager with Alison Leightley
30 Jan 2024
Contributed by Lukas
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...
[Sales] From rep to manager and back again with Jeff Chamberlain
23 Jan 2024
Contributed by Lukas
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 ...
[Skills] 7 Sales Skills to Close More New Deals
19 Jan 2024
Contributed by Lukas
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’...
[Leadership] Growing multiple startups and the sh*t umbrella with Ted Tisch
16 Jan 2024
Contributed by Lukas
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...
[Sales] Transitioning from the lab into sales with Owen McIntosh
09 Jan 2024
Contributed by Lukas
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 fa...
[Sales] How to partner with your FAS to close more deals: Ania Wronski
03 Jan 2024
Contributed by Lukas
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 ...
[Science] How scientists want to work with sales reps: Jared Carlson-Stevermer
03 Jan 2024
Contributed by Lukas
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 ...
[Sales] What's in it for the customer? With Brian Schneider
03 Jan 2024
Contributed by Lukas
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...
Introduction: Take your life science sales career to the next level
03 Jan 2024
Contributed by Lukas
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 Nickhttp...