The fastest and easiest way to get more pipeline is through referrals! But most reps miss this opportunity or aren't sure how and when to ask.

This episode covers all of that!

Free Insights Tool: https://insights.succession.bio/
Newseletter: https://blog.succession.bio

About Succession
Succession helps founders and sales teams close more deals with biotech and pharma. We partner with our clients to run modern lead generation campaigns, up-skill their team through personalized sales training, and build AI workflows using cutting-edge tools and technology.
Ready to take your go-to-market to the next level?

www.succession.bio

Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA

If you don't have a quantitative way to identify and prioritize all the accounts in your territory, this will be a good one to watch!

Free Insights Tool: https://insights.succession.bio/
Newseletter: https://blog.succession.bio

About Succession
Succession helps founders and sales teams close more deals with biotech and pharma. We partner with our clients to run modern lead generation campaigns, up-skill their team through personalized sales training, and build AI workflows using cutting-edge tools and technology.
Ready to take your go-to-market to the next level?

www.succession.bio

Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA

Should you actually give up prospecting in the summer? We share our thoughts in this short episode.

Free Insights Tool: https://insights.succession.bio/Newseletter: https://blog.succession.bio
About SuccessionSuccession helps founders and sales teams close more deals with biotech and pharma. We partner with our clients to run modern lead generation campaigns, up-skill their team through personalized sales training, and build AI workflows using cutting-edge tools and technology.

Ready to take your go-to-market to the next level?
www.succession.bio

Nick joined a week long hackathon to learn about AI and how he can better leverage it in his day to day work.

Free Insights Tool: https://insights.succession.bio/

Newseletter: https://blog.succession.bio

About Succession
Succession helps founders and sales teams close more deals with biotech and pharma. We partner with our clients to run modern lead generation campaigns, up-skill their team through personalized sales training, and build AI workflows using cutting-edge tools and technology.

Ready to take your go-to-market to the next level?

www.succession.bio

This was a live webinar we held in May 2025.

Watch it on Youtube instead: https://youtu.be/Nf5VwS3joJU

Key components of successful cold outreach:
- Deliverability (separate sending domains, avoid tracking opens/links initially)
- Targeted list building
- Problem-focused and personalized messaging
- Consistent multi-channel follow-up

Discussion included tools for list building and email validation.

Identified immediate actions to improve cold email effectiveness.
Addressed questions on personalization, follow-up timing, and HubSpot deliverability.

Join the waitlist: https://gxxvazdj5gh.typeform.com/to/hSi8mI1H

In this episode we discuss the difference between efficiency and effectiveness and why efficiency is the wrong metric to try and optimize.

About Succession: Succession is the one place for life science companies to increase pipeline, hire and onboard the best sales talent, train and upskill the whole team, and enable them with the best tools and technology.
https://www.succession.bio
Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkit
Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA

Takeaways
- From side hustle to full time
- Where people get content wrong
- How to create the right types of content
- Learing how to sell without any sales experience

Dan Sheridanhttps://www.linkedin.com/in/dansheridan01
About Succession: Succession is the one place for life science companies to increase pipeline, hire and onboard the best sales talent, train and upskill the whole team, and enable them with the best tools and technology.
https://www.succession.bio
Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkit
Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA

In this conversation, Nick and Harrison discuss the importance of understanding the relationship between features, benefits, and outcomes in sales. They emphasize that customers care more about the outcomes of a product or service rather than the features themselves. The discussion includes practical advice on how to effectively communicate these outcomes to customers, enhancing sales messaging and follow-up strategies. They also encourage listeners to engage with them for further insights and templates to apply these concepts in their own sales processes.

About Succession: 
Succession is the one place for life science companies to increase pipeline, hire and onboard the best sales talent, train and upskill the whole team, and enable them with the best tools and technology.

https://www.succession.bio

Download the life science sales rep toolkit: 
https://www.succession.bio/content/life-science-sales-toolkit

Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA

Takeaways:
- Why your whole company needs to get behind an international sales strategy
- Differences in selling in US, Italy, Taiwan, UK
- You can't just hire someone to "run" international sales
- How to build a distributor network and empower them

Debora Marchesehttps://www.linkedin.com/in/deboramarchese/
About Succession: Succession is the one place for life science companies to increase pipeline, hire and onboard the best sales talent, train and upskill the whole team, and enable them with the best tools and technology.
https://www.succession.bio
Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkit
Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA

Takeaways 
- Learning through Inference
- How to onboard at a start up
- How to transition from PhD to Biotech sales
- Using a business case to beat the competition
- Founder lead sales to AE sales

Lewis Shipp
https://www.linkedin.com/in/lshipp/

About Succession: 
Succession is the one place for life science companies to increase pipeline, hire and onboard the best sales talent, train and upskill the whole team, and enable them with the best tools and technology.

https://www.succession.bio

Download the life science sales rep toolkit: 
https://www.succession.bio/content/life-science-sales-toolkit

Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA