Life, Science, and Marketing Podcast: Episode 7

Guests: Harrison Waid and Nick Clare

Harrison's Background:

• Co-founder of Succession
• Previously in software sales at Synthego before pivoting to biotech

Nick's Background:

• Co-founder of Succession
• Extensive experience in life sciences and drug discovery having worked with pharma companies
• Currently Interim CBO at Definigen

Key Discussion Points:

• Perception gap between marketing and sales teams
• Confusion over lead qualification terminology
• Marketing content often lacks value for sales teams
• Importance of not distracting sales with customer issues
• Strategies for marketing to gain credibility in sales-driven organisations
• Benefits of RevOps function to align goals
• Adopting a commercial team mentality

Key Quotes:

• "Focus less on categorising leads and more on their level of intent and interest based on actions taken."
• "Provide sales with bite-sized, easily digestible content nuggets rather than long case studies."
• "Adopt more of a commercial team mentality focused on overarching business goals rather than siloed department goals."