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SalesDNA: Decoding life science sales - Podcast

SalesDNA: Decoding life science sales

 Harrison Waid

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!

Business Management Life Sciences Careers Sales Science
Update frequency
every 6 days
Average duration
34 minutes
Episodes
69
Years Active
2024 - 2025
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[Leadership] From sales to starting a company with Matej Metkovic

[Leadership] From sales to starting a company with Matej Metkovic

Top takeaways 
- Challenges going from sales to founder
- Hiring the right talent and enabling them
- Working with different types of customers


Matej Metkovic
https://www.linkedin.com/in/matejmetkovic/

Fre…
00:34:25  |   Wed 10 Sep 2025
[Sales] The Anti-sales playbook

[Sales] The Anti-sales playbook

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 touted as great advice.

Free Insights Tool: https…
00:46:24  |   Tue 26 Aug 2025
[Sales] Being an introvert is great for sales with Adam Pead

[Sales] Being an introvert is great for sales with Adam Pead

Adam Pead
https://www.linkedin.com/in/adampead/

Adam's Newsletter: https://quietimpact.beehiiv.com/subscribe


A…
00:39:03  |   Wed 20 Aug 2025
[Leadership] Creating a culture of coaching and skill improvement with Sai Guduguntla

[Leadership] Creating a culture of coaching and skill improvement with Sai Guduguntla

This episode is all about sales coaching and how to improve your team's skills.

Sai Guduguntla
https://www.linkedin.com/in/sguduguntla/

Check out Hyperbound: https://www.hyperbound.ai/

Free Insights Tool…
00:35:40  |   Tue 12 Aug 2025
[Sales] Misconceptions and learnings about outbound and AI with Jess Evans

[Sales] Misconceptions and learnings about outbound and AI with Jess Evans

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 she got too into the weeds with all the crazy stu…
00:29:49  |   Wed 30 Jul 2025
[Leadership] Founder selling and how AI will change how team's work with Angie Schwab

[Leadership] Founder selling and how AI will change how team's work with Angie Schwab

Angie Schwab
https://www.linkedin.com/in/angie-schwab/


About Succession
Succession helps founders and sales te…
00:39:29  |   Fri 18 Jul 2025
[Sales] Efficiently grow your pipeline through referrals

[Sales] Efficiently grow your pipeline through referrals

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 episode covers all of that!

Free Insights Tool: https…
00:12:27  |   Wed 09 Jul 2025
[Leadership] How to properly prioritize accounts in your territory

[Leadership] How to properly prioritize accounts in your territory

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 Tool: https://insights.succession.bio/
Newseletter: h…
00:19:11  |   Wed 02 Jul 2025
[Sales] Give up prospecting in the summer

[Sales] Give up prospecting in the summer

Should you actually give up prospecting in the summer? We share our thoughts in this short episode.

Free Insights Tool: https://insights.succession.bio/

About Su…
00:07:35  |   Tue 17 Jun 2025
[AI] Nick did a hack week and here's what he learned

[AI] Nick did a hack week and here's what he learned

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.succession.bio/

Newseletter: https://blog.succession.b…
00:19:37  |   Thu 12 Jun 2025
[Sales] Cold Email Isn't Dead, But It Needs Resuscitating

[Sales] Cold Email Isn't Dead, But It Needs Resuscitating

This was a live webinar we held in May 2025.

Watch it on Youtube instead: https://youtu.be/Nf5VwS3joJU

Key components of successful cold outreach:
- Deliverability (separate sending domains, avoid track…
00:38:37  |   Fri 23 May 2025
[Sales] Sales efficiency is a useless priority

[Sales] Sales efficiency is a useless priority

In this episode we discuss the difference between efficiency and effectiveness and why efficiency is the wrong metric to try and optimize.

About Succession: 
Succession is the one place for life scienc…
00:13:23  |   Fri 04 Apr 2025
[Leadership] How to leverage scientific content in your sales process

[Leadership] How to leverage scientific content in your sales process

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 sales experience

Dan Sheridan
https://www.linkedin.co…
00:35:20  |   Tue 25 Mar 2025
[Sales] Turn your features into outcomes your customers care about

[Sales] Turn your features into outcomes your customers care about

In this conversation, Nick and Harrison discuss the importance of understanding the relationship between features, benefits, and outcomes in sales. They emphasize that customers care more about the o…
00:08:38  |   Sun 23 Mar 2025
[Leadership] - Build an international sales culture with Debora Marchese

[Leadership] - Build an international sales culture with Debora Marchese

Takeaways:
- Why your whole company needs to get behind an international sales strategy
- Differences in selling in US, Italy, Taiwan, UK
- You can't just hire someone to "run" international sales
- How …
00:34:23  |   Tue 04 Mar 2025
[Sales] Use a business case to beat the competition with Lewis Shipp

[Sales] Use a business case to beat the competition with Lewis Shipp

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 the competition
- Founder lead sales to AE sales

Lewis S…
00:35:29  |   Wed 12 Feb 2025
[Sales] Selling into different global markets with Karen Tkaczyk

[Sales] Selling into different global markets with Karen Tkaczyk

Takeaways
- Selling horizontal products/services into a life science vertical
- Selling into different markets
- The importance of localization
- Networking is still the best way to build pipeline

Karen T…
00:41:34  |   Tue 07 Jan 2025
[Sales] Every conversation is a negotiation with Saad A Saad

[Sales] Every conversation is a negotiation with Saad A Saad

Top Takeaways
- What exactly is a negotiation?
- Common mistakes people make in negotiations
- The role of friction in negotiations
- The key differences between selling and negotiating

Saad A Saad
https:/…
00:40:34  |   Mon 30 Dec 2024
[Sales] Adjusting your sales strategy based on personalities with Jason Mayr

[Sales] Adjusting your sales strategy based on personalities with Jason Mayr

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 to communicate
- The biggest growth comes from gett…
00:37:28  |   Tue 12 Nov 2024
[Leadership] How the CEO of a public company views sales and marketing with Kara Cannon

[Leadership] How the CEO of a public company views sales and marketing with Kara Cannon

Takeaways 
- How CEOs think about sales and marketing alignment
- Selling has changed a lot and reps need to take more risks
- Running a small company under public scrutiny
- It's ok to complain but figu…
00:41:38  |   Tue 05 Nov 2024
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