Takeaways
- Selling horizontal products/services into a life science vertical
- Selling into different markets
- The importance of localization
- Networking is still the best way to build pipeline

Karen Tkaczykhttps://www.linkedin.com/in/karentkaczyk/
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

Top Takeaways
- What exactly is a negotiation?
- Common mistakes people make in negotiations
- The role of friction in negotiations
- The key differences between selling and negotiating

Saad A Saadhttps://www.linkedin.com/in/saadasaad/

Get the book: https://www.amazon.com/Lead-Mastering-Your-Sales-Negotiation/dp/B0DNBF1152
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- How to change your sales approach based on personalities
- Make the most out of the leads you get
- How to adapt to how your customer wants to communicate
- The biggest growth comes from getting out of your comfort zone
- Selling cutting edge tech vs established tech

Jason Mayr
https://www.linkedin.com/in/jasonmayrmba/

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 
- How CEOs think about sales and marketing alignment
- Selling has changed a lot and reps need to take more risks
- Running a small company under public scrutiny
- It's ok to complain but figure out how to solve problems

Kara Cannonhttps://www.linkedin.com/in/kara-cannon/
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 - Don't treat different titles differently
- Give your price early and don't negotiate with yourself
- Fail fast in your sales process
- Empower vs gain trust in selling instruments vs services

Jocelyn Foye
https://www.linkedin.com/in/jocelyn-foye-7b99751/

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 - The business cultures are different in each country
- How to pick channel partners and enable them
- Motivation and training are critical
- It's great leadership experience leading teams through influence 

Eszter Takacshttps://www.linkedin.com/in/etakacsbio/
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

This is a recording of the presentation we gave at the ELRIG Drug Discovery event last week in London.

If you like these formats, make sure to let us know and we'll do more of them!

Skills
- Relentless Prospecting
- Deliver Expert Insights
- Align Your Solution to High Priority Initiatives
- Demonstrate Differentiated Value
- Build Decision Consensus

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
- Get experience doing both sales and marketing
- How to create a content and distribution strategy
- Focus your messaging on problems vs products
- Focus your early marketing efforts on your one killer application

Jason Amsbaugh
https://www.linkedin.com/in/jason-amsbaugh/

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 - Put yourself out there because you never know who you'll meet
- Focus on what your customer needs not what you want
- Build trust at scale through content and social media
- Curating content can be a great way to start on LinkedIn

Rizwan Chaudhrey
https://www.linkedin.com/in/rizwanc/

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 - Value selling is relevant no matter what you sell
- Data is the output that everyone cares about
- Your message needs to match the level of the person
- Always be multi-threading to win deals

Malek Haddadhttps://www.linkedin.com/in/malek-haddad-755abbb9/
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