Field Sales Unscripted

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

In this episode of the Science of Selling STEM, I’ll be flying solo to share some Thanksgiving wisdom with you. As a sales leader, you want every member of your team motivated, excited, and committed to hitting goals and bringing in revenue. Usually, the positive attitude you seek from each salesperson starts with you. Each person on your team looks to you for guidance, affirmation, and appreciation. There are a lot of salespeople out there who unfortunately do not feel appreciated by their managers or their company, I've seen it first-hand. 

Some salespeople are made to feel like a commodity, a simple tool used by the business. While salespeople are typically very self-motivated, recognition of their efforts is still important. It’s often that formal recognition that drives your sales team to go above and beyond. Beyond that, it’s also just a nice thing to do. And it helps cultivate a positive work environment. The same basic principle of thanks and giving also similarly applies to customers too. That’s why in this Thanksgiving episode, I’m going to tell you some of the great ways to show appreciation to your sales team and customers so you can keep sustainably growing your sales. Enjoy!

And if you need help with any sales or leadership issue don't hesitate to book a complimentary clarity session with me HERE

On Today’s Episode of the Science of Selling STEM:

• Remembering the human element of things in order to give thanks to your sales team (01:23)
• Using altruistic motivation to inspire your salespeople to perform at their best (03:26)
• The value of taking time in the next 30 days to have a human-to-human conversation with your salespeople (09:00)
• Appreciating the departments that are instrumental to the success of your sales team (10:45)
• Customer Appreciation: Recognizing a customer’s value, improving customer satisfaction, and fostering meaningful customer relationships (13:24)
• Being the glue that brings the business units in your company together (16:36)

Connect with Wesleyne:

• Wesleyne’s Website
• Wesleyne on LinkedIn
• Wesleyne on Facebook
• Wesleyne on Twitter
• Email Her at [email protected]

Rate, Review, Learn, and Share

Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!

Join The Science of Selling STEM community on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources.

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

In this episode of the Science of Selling STEM, I’ll be talking to Rick Barnett, The Founder and President of Rep-Lite, a company that helps medical manufacturers build qualified sales and service teams through a proven talent management model that revolutionizes healthcare. Rick is responsible for spearheading a strategic development process that allows manufacturers to experience maximized potential with limited resources. He has initiated and instituted his process to allow several manufacturers to experience exponential growth within the division that it was applied to. With over 30 years of experience, Rick serves a diverse range of clients seeking cost-effective solutions that increase efficiency, build customer loyalty, and improve operational models. 

He is experienced in minimally invasive surgical procedures, management, technology, manufacturing operations, quality, finance, customer support, and strategic planning. As a participative executive, he thrives on improving performance through innovative, strategic thinking and engaging individuals in the success of the business. Join us as Rick shares his wealth of experience on how every business can instill customer success, strengthen operational capabilities, and build strong, talented individuals and teams that contribute to long-term success.

On Today’s Episode of the Science of Selling STEM:

• A long journey in sales starting out with insurance sales (01:43)
• Building a growth-oriented team and succeeding in servant leadership (05:02)
• Why every business should define the WHY behind their daily activities (07:50)
• Balancing the tactical side of STEM sales with the human element side of it (10:30)
• The inspiration behind starting Rep-Lite (12:10)
• How having a minor league sales team helps their customers (16:01)
• The time it takes for a new technical sales rep to become autonomous (18:38)
• What to do to start developing a junior sales rep team internally (20:43)
• Fulfillment from helping junior sales reps to achieve long and successful sales careers (23:54)

Connect with Wesleyne Greer:

• Wesleyne’s Website
• Wesleyne on LinkedIn
• Wesleyne on Facebook
• Wesleyne on Twitter
• Email Her at [email protected]

Connect with Rick Barnett:

• Rick on LinkedIn
• Visit Rep-Lite
• Email Him at [email protected]

Rate, Review, Learn, and Share

Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!

Join The Science of Selling STEM community on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources.

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

In this episode of the Science of Selling STEM, I’ll be talking to Yinka Ewuola, the Founder of Calla Success Systems and the creator of the FAB and FEARless BoostCamp. Yinka is also an international women's business coach, consultant, speaker, business and asset strategist, systems savant, a former investment banker, and founding member of UK Black Tech. She focuses on systems and leverage to ensure that the habits, environments, and processes in women’s lives and businesses support their deepest hopes, wildest dreams, and enable them to define success on their own terms.

Passionate about the holistic approach to improvement and success, she enjoys working with women looking to build businesses that play to their strengths, nourishes their souls, and also works around their busy and fulfilling lives, those not willing to settle for less. Yinka has a proven track record of developing bespoke solutions for women in leadership and has supported many through their journeys in business, education, and the charitable sectors. Join us as Yinka teaches us how combining our skills in sales with a strong mindset can help us thrive in our sales careers, and so much more.

On Today’s Episode of the Science of Selling STEM:

• How she discovered the challenges that women in business face and became passionate about changing the narrative (02:21)
• Going into investment banking to learn about money (04:49)
• Why money is a great way for salespeople to keep score (07:21)
• Choosing to leave the corporate world to jump into business (09:42)
• The importance of every business owner having the need to sell (11:28)
• Getting over her introverted nature so she could go out and start selling (12:31)
• Helping women overcome self-limiting beliefs so they can be confident enough to sell themselves and their products (18:41)
• Fearing less when you’re starting out in sales (23:04)
• Undercharging: One of the chronic problems that face women in business (25:00)

Connect with Yinka Ewuola:

• Yinka on LinkedIn
• [email protected] 

Connect with Wesleyne Greer:

• Wesleyne’s Website
• Wesleyne on LinkedIn
• Wesleyne on Facebook
• Wesleyne on Twitter
• Email Her at [email protected]

Rate, Review, Learn, and Share

Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!

Join The Science of Selling STEM community on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources.

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

In this episode of The Science of Selling STEM, I’ll be sitting down with Greg Stadjuhar, Senior Vice President Of Sales and Marketing at The Harloff Company which offers a full line of medical carts and storage solutions and can customize orders to meet their customers’ specific needs. Harloff medical carts have become known in the medical industry for high quality and long life, innovative and flexible design features, strong factory support, and favorable turnaround times.

Greg is a senior sales and marketing executive with a proven track record of outstanding results in developing business, developing teams, and business development opportunities, recruiting dynamic team players, rebuilding organizations, and bottom line (P&L) performance. He specializes in sales, business development, and divestitures. Greg possesses outstanding leadership capabilities while being able to motivate all aspects of a growing organization to produce a goal of liquidity event. Tune in as he shares his valuable experience and teaches us how we can perform at our best in different industries and lead sales teams to consistent success.

On Today’s Episode of the Science of Selling STEM:

• His sales journey from when he started out to become the senior sales executive that he is today (01:37)
• How to take your sales career to the next level (03:35)
• Why you shouldn’t pigeonhole your sales career into one industry or product (08:00)
• Getting up to speed transitioning from a sales position in one industry into a completely different industry (11:54)
• Becoming a part of your client’s team instead of just being the salesperson (13:51)
• What to do to be successful in a new sales position (17:15)
• Effectively using storytelling in your sales process (21:46)
• The pride of seeing the success of salespeople he trained throughout his career (26:17)
• Developing and growing your team as a sales manager to facilitate the growth of your company (28:44)

Connect with Greg Stadjuhar:

• Greg on LinkedIn
• Email Greg at [email protected]

Connect with Wesleyne Greer:

• Wesleyne’s Website
• Wesleyne on LinkedIn
• Wesleyne on Facebook
• Wesleyne on Twitter
• Email Her at [email protected]

Rate, Review, Learn, and Share

Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!

Join The Science of Selling STEM community on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources.

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

In this episode of The Science of Selling STEM, I’ll be sitting down with Kris Krustangel, Vice President of Business Development at Saluda Medical, a global neuromodulation company leading the development and commercialization of data-driven, personalized therapies for patients with chronic pain. The company’s first product, Evoke®, is a closed-loop spinal cord stimulator (SCS) system designed to treat chronic pain, a condition that affects more than 540 million people globally. He focuses on innovating strategies for success while increasing the capacity of his team’s performance along the way. 

Passion, authenticity, and results have been consistent themes in his career. Having started in pharma, he then took on a 20-year career in medical devices. He served in many roles from a clinical specialist to a frontline manager and everything in between. Kris joins us to share his journey and impart great lessons and insights from his sales experience for those who are in pharma and want to make that pivot to medical devices. He also tells us about his passion for helping and serving other people, showing us how true leaders work and how they inspire. Don’t miss out on this valuable 26-minute episode.

On Today’s Episode of the Science of Selling STEM:

• Starting out in pharmaceutical sales then pivots into medical device sales and ends up as the Vice-President of Business Development of a global neuromodulation company (01:46)
• The overall experience he had working in the operating room (03:05)
• Selling a solution while becoming the solution to the target customer’s need (05:06)
• Transitioning into leadership and his passion for helping and challenging others (06:12)
• Leaving an established company to join a startup (06:59)
• Being successful consistently by learning to prioritize and focus (08:09)
• How he helps his team manage their time so they can always stay on track (10:40) 
• Why it’s important for leaders to act early when it comes to performance conversations (13:49)
• Empathy + technical skills to work successfully in the neuromodulation space (15:57)
• Achieving clarity and focus when working for a startup (19:00)
• Having the wisdom and confidence to know what you know and the humility of what you don’t know (23:54)

Connect with Kris Krustangel:

• Kris on LinkedIn

Connect with Wesleyne Greer:

• Wesleyne’s Website
• Wesleyne on LinkedIn
• Wesleyne on Facebook
• Wesleyne on Twitter

Rate, Review, Learn, and Share

Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!

Join The Science of Selling STEM community on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources.

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

In this episode of The Science of Selling STEM, I’ll be sitting down with Alyssa Huffman, the Director of Marketing and Clinical Development at Fuse Medical, an emerging medical device company committed to the advancement of anatomical motion, preservation, and restoration by offering surgeons a fully comprehensive implant product selection for use in diverse areas. She is the CEO of her own company, Allumin8, a medical device company that combines historically significant orthopedic and spine technologies with the future of regenerative therapies. She also does consulting work in the private equity space for Neos Equity Group, LLC.

Alyssa has spent 2 decades in award-winning sales, contracting, distribution, marketing, product development, leadership, and team building. She focuses specifically on medical devices, biologics, capital equipment, robotics, and pharmaceuticals for growth strategy implementation. Her main passion lies in organically growing dynamic teams focused on uniting healthcare communities to develop medical devices, protocols, and techniques with the highest level of clinical evidence and innovation. Alyssa will share how we can apply strategy to consistently achieve sales goals and how more women can get into sales (Especially STEM sales) and grow into sales leadership roles. See you on the inside!

On Today’s Episode of the Science of Selling STEM:

• Working in advertising until she got a chance to get into technical sales via a sales position in medical devices (02:03)
• How she developed a passion for sales (05:14) 
• Why she applied resilience and perseverance in her sales career (07:29)
• The struggles of being an independent 1099 sales rep (09:34)
• What being a woman in sales working in the OR was like for her (12:10)
• Applying strategy to thrive in sales (13:28)
• Transitioning gradually from being an individual contributor into leadership (17:23)
• The small pipeline of women in STEM sales, current trends in the space, and what inspired her to start her own business (22:00)
• Developing a team of bright people who believe in your business and its core mission (25:05)
• Never Give Up: How more women can get into medical device sales (28:06)

Connect with Alyssa Huffman:

• Alyssa on LinkedIn
• Email her at [email protected]

Connect with Wesleyne Greer:

• Wesleyne’s Website
• Wesleyne on LinkedIn
• Wesleyne on Facebook
• Wesleyne on Twitter

Rate, Review, Learn, and Share

Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!

Join The Science of Selling STEM community on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources.

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

In this episode of The Science of Selling STEM, I’ll be sitting down with Meghan Long, the Regional Sales Manager for Trevena, a biopharmaceutical company focused on developing and commercializing novel medicines for patients with central nervous system (CNS) disorders. She serves Trevena as an employee of Syneos Health. Meghan is an enthusiastic, collaborative, and highly-driven leader with 17 years of industry experience, 8 years of sales management, extensive buy-and-bill and contracting background with a record of triple-digit growth and success across medical device, biologics, and pharmaceutical products in IDN’s, academic institutions, and the private equity segment.

She applies unparalleled energy and strategic thinking to enhance culture, inspire, train, and propel performance in representatives and colleagues. From starting out as a sales intern to becoming an executive sales leader, Meghan has through the years kept up on trends, stretched her knowledge, developed new skills, and experimented with fresh approaches. As a sales leader, she creates an environment that challenges her salespeople to grow and find better ways thereby up-skilling her entire team. If you’re a female salesperson looking for some inspiration, then tune in to this episode. You won’t regret it. Enjoy!

On Today’s Episode of the Science of Selling STEM:

• From highly competitive intern sales to pharma and device sales (02:26)
• Taking on a sales leadership role (10:01)
• Going down to the bottom of the resume when hiring salespeople (14:21)
• Knowing and understanding your client and their product beyond just having a relationship with them (16:11)
• How she has been able to employ diversity within her organization (19:23)
• The differences in the way she engages, inspires, and motivates members of her sales team (23:48)
• What it’s like working in sales as a mother (28:08)
• Allowing your performers to work the way that works for them as long as they deliver (32:26)
• Why every female salesperson should be tenacious (34:43)

Connect with Meghan Long:

• Meghan on LinkedIn

Connect with Wesleyne Greer:

• Wesleyne’s Website
• Wesleyne on LinkedIn
• Wesleyne on Facebook
• Wesleyne on Twitter

Rate, Review, Learn, and Share

Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media! 

Join The Science of Selling STEM community on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources.

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

In this episode of The Science of Selling STEM, I’ll be sitting down with Jennifer Lauria Clark, CPIP. Jennifer is the Vice-President of Sales and Account Relationship Management for CAI, where she is responsible for business development project engineering, commissioning and qualification planning, protocol development and execution, project startup, and coordination, among other duties. She has 18 years of experience in the regulated industry. She held positions as a consultant, where she provided services for MERCK, GSK, Biogen, and others.

Previously, she held positions at Yonkers Industries where she provided services for Merck, BD, GSK, Biogen, and others. Jennifer Lauria Clark has been a Member of ISPE for more than 19 years and is actively involved in the Society's local and international activities. She is the Past President of the ISPE CaSA Chapter, is a member and Past Chair of ISPE’s Emerging Leaders Committee, and is a past member of ISPE’s Pharmaceutical Engineering Committee. Currently, Jennifer Lauria Clark is the Chair of the International Women in Pharma team and is the chair of the 2020 Annual Meeting Planning Committee.

She has a degree in Industrial Engineering from North Carolina State University and earned her CPIP designation in 2012. She is also currently working on her MBA from NC State Jenkins School of Management. Jennifer is passionate about people and enjoys spending time getting to know individuals and helping solve their problems. Tune in as she shares her experience and wisdom as a woman in sales who leads an entire sales organization, and keeps killing it year in year.

On Today’s Episode of the Science of Selling STEM:

• Her indoctrination into the pharmaceutical/biotech industry from a young age (01:52)
• The journey from individual contributor to vice-president of sales (04:23)
• How the dynamic of two women running the sales organization in a very technical company was like (06:42)
• Why women in sales should soften the approach by standing their ground (08:25)
• Applying active listening and empathy in collaborating with clients to create the best solutions for them (13:15)
• Moments that had her doubting whether she wanted to be in sales (15:09)
• Making sure you take some time out for yourself so you can perform better (18:00)
• Learning how to work smarter not harder, and how powerful it’s been (19:52)
• Implementing a new employee orientation to better sell solutions to clients (24:00)
• Taking pride in helping create a marketing and sales organization in a company that didn’t think they needed it (26:27)
• Achieving great success in sales from being genuine (29:01)

Connect with Jennifer Clark:

• Jennifer on LinkedIn

Connect with Wesleyne Greer:

• Wesleyne’s Website
• Wesleyne on LinkedIn
• Wesleyne on Facebook
• Wesleyne on Twitter

Rate, Review, Learn, and Share

Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!

Join The Science of Selling STEM community on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources.

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

In this episode of the Science of Selling STEM, I’ll be sitting down with Coralyn Gonzalez, the Head of Global Sales Excipients, Drug Delivery Systems at SPI Pharma. In her most recent role, she was the Sales Manager for Actives & Formulation Ingredients for MilliporeSigma, a Business of Merck KGaA. She has also held the roles of Area Sales Manager for Budenheim USA and Outside Sales Representative for Univar USA. 

Coralyn possesses a Bachelor’s Degree in Chemistry and an MBA in Strategic Management and Leadership. She has over 25 years of combined experience in the Life Sciences industry and has spent the last 20 in sales. Tune in as Coralyn shares her journey from working as a chemist to becoming a global sales manager and how she has been able to ensure consistent business growth in every sales role she has held in her career.

On Today’s Episode of the Science of Selling STEM:

• Why she choose to be a chemist and eventually transitioned into sales (01:50)
• Growing from regional account manager to sales manager with a team of different experts (05:00)
• The power of risk-taking in sales (08:11)
• How tons of exposure in different roles enabled her to be where she is today (09:23)
• Collaborating with marketing and other relevant departments when developing sales strategy (11:33)
• Employing systems and processes to make things easier for their salespeople (16:03)
• Taking on a new undefined role and building a strong structure around it that leads to consistent business growth (19:22)
• Being driven by challenge and helping her salespeople (21:30)

Connect with Coralyn Gonzalez:

• Coralyn on LinkedIn

Connect with Wesleyne Greer:

• Wesleyne’s Website
• Wesleyne on LinkedIn
• Wesleyne on Facebook
• Wesleyne on Twitter

Rate, Review, Learn, and Share

Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!

Join The Science of Selling STEM community on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources.

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

In this episode of the Science of Selling STEM, I’ll be having a chat with Andy Reimink, the CEO at HOH Water Technology, Inc., a third-generation family business serving customers in the industrial water treatment space. He is a strong sales professional with skills in customer relationship management, negotiation, budgeting, and water treatment. Andy will share his extensive sales wisdom and teach us how we can thrive as sales managers at different levels of the corporate ladder.

On Today’s Episode of the Science of Selling STEM:

• The HOH Water backstory: What the US Navy had to do with the foundation of the company (01:48)
• What it was like to be interviewed by his own father-in-law and how he worked his way up to CEO (04:00)
• Intricacies of STEM sales and why starting from the bottom is a good way to take someone into sales (06:04)
• His professional journey from salesperson to sales leader (09:37)
• The challenges he experienced being a brand new sales manager that took over an existing sales team (10:52)
• From managing a sales team to taking on an individual contributor role (14:15)
• How he balances holding two executive roles simultaneously (15:55)
• Bottom-Up: The core thing on the sales manager’s mind (20:00)

Connect with Pete Tonsager:

• Andy on LinkedIn

Connect with Wesleyne Greer:

• Wesleyne’s Website
• Wesleyne on LinkedIn
• Wesleyne on Facebook
• Wesleyne on Twitter

Rate, Review, Learn, and Share

Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don’t forget to tune into our other episodes and share your favorite episodes on social media!

Join The Science of Selling STEM community on Facebook, Twitter, LinkedIn and visit my website for even more content, information, and resources.