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Highlights

• Transitioning into sales from working in finance for a Fortune 100 company (01:38)
• How working with the best in sales helped to propel his career (04:48)
• Taking over a failing territory and reviving it (07:25)
• Sustainable sales success through continuous cultivation of relationships and having a process that you stick to (13:22)
• Getting up to speed with a new role when you move from sales in one industry to a completely different industry (14:43)
• Why it’s more advisable to hire people who already have the sales skills and necessary determination (17:14)
• Individual Contributor to Manager to Leader: His inspirational sales journey (18:52)
• What it really takes to be a sales manager who builds a successful sales team (22:42)
• Overcoming challenges as a sales player-coach (25:07)
• The importance of requalifying your customers (28:42)
• Accomplishments he's most proud of in both his personal and professional life (32:28)

In this episode of the Science of Selling STEM, I will have a chat with Ted Echemann, the Key Account Director at GRAIL, a healthcare company whose mission is to detect cancer early, when it can be cured. GRAIL is focused on saving lives and improving health by pioneering new technologies for early cancer detection. The company is using the power of next-generation sequencing, population-scale clinical studies, and state-of-the-art computer science and data science to overcome one of medicine’s greatest challenges with Galleri™, GRAIL’s multi-cancer early detection blood test.

Ted is a sales leader in the biotech space and thrives in ensuring the commercialization of new innovative products. He has a passion for working with physicians and healthcare organizations to better patient care and improve outcomes. He has worked with many different companies throughout his career. He started out in finance until a personal experience drove him towards looking into Oncology and he eventually made a lateral move that saw him jump into an account management role. Ted did really well in that role when he successfully grew a territory that had been failing and the rest as they say is history. Tune in to tap into the wisdom Ted had to share with us and hopefully, he will inspire you to go out there and thrive in your sales career at whatever level you’re on and beyond.

Quotes

“In sales, patience is the hardest thing because salespeople want immediate gratification, but being patient is a salesperson’s biggest tool” - Ted Echemann

“You can get a contract all day but if you can’t support that contract and drive that customer forward to make them a long term customer, then you really haven’t sold them” - Ted Echemann

“Always have a certain time set out where you’re gonna requalify your customers and make sure they’re still on board” - Ted Echemann

Learn More About Ted in the Links Below:

• LinkedIn - https://www.linkedin.com/in/tedechemann/

Connect with Wesleyne Greer:

• Wesleyne’s Website - https://transformedsales.com/
• Wesleyne on LinkedIn - https://www.linkedin.com/in/wesleynegreer/
• Wesleyne on Facebook - https://web.facebook.com/wesleynegreer
• Wesleyne on Twitter - https://twitter.com/wesleynegreer
• Email Her at [email protected]