Life Science Sales - Old Way vs New Way

·31 min·2 clips

The best leads should go to the best reps if the goal is maximizing revenue.

1. Life Science Marketing Radio frames Harrison Wade and Succession Bio around life science sales and marketing. 2. Chris Conner hosts, and Harrison Wade is the co-founder of Succession Bio with Nick Clare. 3. The episode asks whether biotech sales should keep using 'the old way' or adopt automated, productized systems. 4. Harrison says Succession Bio grew because life science companies had strong tech but struggled to get it to market. 5. He says the business serves founder-led sales, early sales teams, and some 'biggest well-known names' in the sector. 6. Succession Bio offers lead generation, sales training, recruiting and placement, and CRM systems work. 7. Harrison describes the company as a 'vertical service company' for life science sales organizations. 8. He says the move away from generalized consulting happened because clients wanted a specific outcome. 9. He says productizing services with deliverables made the offer 'infinitely better' once clients understood it. 10. Harrison explains that he entered biotech from software sales and later worked at Synthego. 11. He jokes that the only biology he knew was 'the mitochondria is the powerhouse of the cell.' 12. He says CRISPR gene editing at Synthego pulled him into molecular biology and biotechnology. 13. He says he spent years taking online courses and learning molecular biology, cell biology, and the business of biotechnology. 14. He credits medical students at Synthego for teaching him and says he was not afraid to ask 'the dumb question.' 15. Harrison argues that sales is a learned skill and says very few people are natural-born salespeople. 16. He says technology now allows account research, email drafting, and meeting-setting to be automated for reps. 17. He says AI can pull in news, funding announcements, press releases, job promotions, and role changes from target accounts. 18. Harrison says LinkedIn content, video outreach, and smarter lead routing are better than many legacy sales habits. 19. People in life science sales and marketing who want practical GTM tactics will likely get value from this episode. 20. Listeners looking for pure theory without sales operations detail may skip it.

As heard by us

A practical look at how life science sales teams can take some of the busywork off the plate.

Harrison Wade makes a steady case for life science sales teams to rely on systems instead of pure hustle. He traces the older pattern of founder led selling, early reps, and a lot of manual work that drags technical people away from customers, then moves into how AI and…

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Why you'd press play

If you sell technical life-science products and want practical ideas for getting tech to market, start here.

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