Life Sciences Sales Lab

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.

Life Sciences Sales Lab is a business podcast hosted by Unknown Host, with 33 episodes on record and a Required Pod Score of 80. PitchCentric scores this show on Booking Probability, Listen Score, and live audience signals refreshed every 24 hours.

Unknown Host hosts Life Sciences Sales Lab, a business show with 33 episodes published.

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  Episode #33

  AI Is Changing Sales — But Human Connection Is Coming Back with Nick Focil

  Aug 11, 202627 minS1

  In this episode of the Life Sciences Sales Lab , Dr. Shannon Gregg sits down with Nick Focil , CEO of FOMAT Medical Research and President of Hypercore International, to explore how AI is reshaping sales in 2026. Nick shares why the rapid adoption of AI-driven outreach may be creating a new problem: sales is becoming saturated with messages that feel automated and impersonal. The conversation explores the balance between the art and science of sales , why authentic human interaction may become a bigger competitive advantage, and how AI can handle efficiency and scale while salespeople focus on the moments where being human truly matters. Key topics: • The impact of AI on sales in 2026 • Why AI-generated outreach is becoming easier to recognize • The return of genuine human connection • Using AI to support—not replace—the human element • How salespeople can stand out in an increasingly automated world • Why AI could ultimately create more demand for human salespeople Guest: Nick Focil , CEO of FOMAT Medical Research and President of Hypercore International

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  Life Sciences Sales Lab

  The Most Human Sales Strategy in an AI World with Scott Stafford

  Jul 22, 202629 minS1

  In this episode of Life Sciences Sales Lab , Dr. Shannon Gregg sits down with technology leader and human-first advocate Scott Stafford to explore what it really means to succeed in sales during the age of AI. While artificial intelligence is transforming every industry, Scott argues that our greatest competitive advantage isn't technology—it's our humanity. Together, they discuss why authentic relationships, curiosity, empathy, and focusing on meaningful outcomes will always outperform transactional selling. Whether you're in life sciences, healthcare, or B2B sales, this conversation offers practical insights on embracing innovation without losing the human connection that drives trust and lasting success. In this episode, you'll learn: • Why AI should enhance—not replace—human relationships • How authenticity builds stronger customer trust • The importance of outcome-driven selling • Why curiosity is a sales superpower • How to stay adaptable in rapidly changing markets • What the future of healthcare and life sciences sales looks like Tune in for an inspiring conversation on balancing cutting-edge technology with genuine human connection. Connect with Scott on LinkedIn: https://www.linkedin.com/in/scott-stafford-info/ x

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  Episode #30

  The Future of Life Sciences Sales: AI, Compliance & Relationships with Karen Tkaczyk, Ph.D.

  Jul 14, 202632 minS1

  In this episode of Life Sciences Sales Lab, Dr. Shannon Gregg is joined by Karen Tkaczyk, Ph.D., growth leader at Vista Tech Life Sciences, to explore what it really takes to build trust and drive growth in today's global life sciences industry. Karen shares how language, regulatory compliance, and localization play a critical role in bringing therapies and innovations to markets around the world. Together, they discuss why selling in life sciences is fundamentally different, how AI is changing sales outreach, and why authentic relationships matter more than ever. From navigating global content challenges to balancing technology with genuine human connection, this conversation is packed with practical insights for sales professionals, marketers, and leaders across the life sciences ecosystem. In this episode you'll learn: • Why compliance is a core part of the sales conversation. • How global content and localization impact commercial success. • The opportunities—and limitations—of AI in sales. • Why trust remains the strongest competitive advantage. • Actionable advice for building lasting customer relationships. Whether you're in pharma, biotech, medtech, or life sciences services, this episode offers valuable perspectives on succeeding in an increasingly AI-driven world. Connect with Karen on LinkedIn: https://www.linkedin.com/in/karentkaczyk/

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  Episode #29

  Why Customers Don’t Buy — And What Sales Teams Keep Missing with Hamid Ghanadan

  Jul 7, 202638 minS1

  In this episode of Life Sciences Sales Lab , Dr. Shannon Gregg sits down with Hamid Ghanadan , founder of Linus and author of Not Buying It , to unpack one of the biggest challenges in sales: why people hesitate to buy even when the value seems obvious. Hamid shares his philosophy of “finding the third way” — looking beyond black-and-white thinking to better understand human behavior, decision-making, and the hidden barriers that stop customers from taking action. From buyer psychology to market adoption challenges, this conversation is packed with insights for sales leaders, marketers, and innovators in life sciences looking to build stronger customer connections and create strategies that actually work.

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  Episode #28

  From Science to Sales: Why Mentorship & Business Development Matter in Life Sciences with Brittany J. Bell

  Jun 23, 202627 minS1

  In this episode of Life Sciences Sales Lab, host Shannon J. Gregg sits down with Brittany J. Bell for a powerful conversation on career growth, mentorship, and the often-overlooked importance of business development in the life sciences industry. Brittany shares her journey from a background in medical laboratory science into the business side of healthcare, highlighting how professionals can leverage scientific expertise beyond the lab. Together, they explore why mentoring and coaching play such a critical role in long-term success and how strong business development skills can create new opportunities in an industry where technical knowledge alone isn’t enough. Whether you're a life sciences professional, sales leader, or someone navigating career growth in healthcare, this episode offers practical insights on building a career with impact. Key topics covered: • Transitioning from science to sales • Why mentorship accelerates career growth • The role of coaching in professional development • Business development strategies in life sciences Building a career beyond technical expertise

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