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“Trust takes time—but it lasts longer than any sale.”


In part three of our conversation with Michael Paliotti, we dive into his transition from field application scientist to full-time sales at MilliporeSigma. He opens up about his initial hesitation, how he overcame it, and why relationship-building—not quotas—became the foundation of his sales approach.

Michael reflects on the experiences that shaped his mindset, from going the extra mile for colleagues to finding interests to genuinely connect over. For him, great sales isn’t about pushing products—it’s about solving problems, building trust, and being present.

He also talks about how this philosophy led to unexpected opportunities, like launching a winery with close friends during the pandemic. What started as a casual wine-tasting class turned into a business rooted in the same values that guide his sales career.

An experienced team leader, Michael emphasizes coaching through effort and empathy—encouraging his reps to focus on relationships as much as results. His story is a reminder that in biotech sales, success often comes from being helpful, human, and in it for the long haul.

Key topics covered:

• Shifting from scientist to sales and making it work
• Turning casual conversations into lasting trust
• Helping customers by going the extra mile
• Meeting goals without losing the human touch
• Coaching teams to lead with effort and empathy

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Subscribe to the podcast:Apple: https://podcasts.apple.com/us/podcast/the-biotech-startups-podcast/id1679591994Spotify: https://open.spotify.com/show/2PSL162R2s0zOwU5913Zv4Youtube: https://www.youtube.com/@excedr Website: https://www.thebiotechstartupspodcast.com/ 

Find our guest, Michael Paliotti, at these links: LinkedIn: https://www.linkedin.com/in/michael-paliotti/ Website: http://www.sigmaaldrich.com/

Find our host, Jon Chee, at these links: LinkedIn: https://www.linkedin.com/in/jonchee

Learn more about ExcedrLinkedIn: https://www.linkedin.com/company/excedr/ Website: https://www.excedr.com

Resources and articles:Luminex instrumentation: https://www.thermofisher.com/us/en/home/life-science/antibodies/immunoassays/procartaplex-assays-luminex/luminex-instruments.htmlUnreasonable Hospitality (by Will Guidara): https://www.amazon.com/Unreasonable-Hospitality-Remarkable-Giving-People/dp/0593418573Excedr equipment leasing: https://www.excedr.com/leasingCapital Lease vs. Operating Lease: https://www.excedr.com/blog/capital-lease-vs-operating-leaseMaximizing Equipment ROI: https://www.excedr.com/blog/maximizing-equipment-roiMarketing & Sales Strategies for Biotechs: https://www.excedr.com/blog/marketing-sales-strategies-for-biotechs

Companies, universities, & people mentioned:MilliporeSigma: https://www.sigmaaldrich.com/US/enCharles R. Drew University of Medicine and Science: https://www.cdrewu.edu/UC Davis Viticulture and Enology Program: https://www.ucdavis.edu/majors/viticulture-and-enology501st Legion: https://www.501st.com/Paso Robles AVA: https://pasowine.com/paso-robles/ava/Pacific Wine Services: https://www.pacificwineservices.com/Volatus Wines: https://www.volatuswine.com/Midnight Cellars: https://www.midnightcellars.com/

Timestamps:00:00 Intro02:50 Getting into biotech sales and and getting interested in winemaking04:35 Starting a winery during COVID and the story behind it10:19 Networking in the wine industry and the power of showing up14:14 Working at MilliporeSigma, embracing relationship-driven strategies20:45 Building trust through informal conversations27:47 Going the extra mile for customers and building trust through service32:46 Transitioning from field scientist to full-time sales at MilliporeSigma37:12 Coaching sales teams and focusing on long-term value over short-term wins40:15 OutroThe Biotech Startups Podcast gives you a front-row seat to the business and science of building a biotech. Hosted by Jon Chee, CEO of Excedr, the show features honest conversations with founders, execs, and investors about their work, their companies, and how they got there. From scientific breakthroughs to startup lessons, each episode explores what it really takes to grow a life science company—from pre-seed to IPO.