Life Science Sales Blog
Strategies, tactics, and insights to help life science sales teams close more deals with biotech and pharma. Published weekly by the Succession team.
Come in from the Cold Call
A practical guide to cold calling for life science professionals — By Keith Daly — 5 min read — April 4, 2026
No more panicking at the disco
How to nail your discovery calls and leverage AI to continuously improve — By Jess Evans — 10 min read — March 29, 2026
Your Pipeline Is a Liar
And How to Fix It — By Nick Clare — 5 min read — March 22, 2026
The most underused Approach in life science sales
Want more pipeline? Stop waiting for conferences — By Nick Clare — 5 min read — March 15, 2026
AI didn't ruin cold outreach. It's a case of brain rot.
How to stand out when everyone's sending the same AI generated email. — By Keith Daly, Divya Puri — 5 min read — March 7, 2026
#123: How to Build a Complete GTM Motion
The system behind consistently filling your pipeline — By Harrison Waid — 5 min read — March 1, 2026
2026 GTM Stack
A Practical Guide for Life Science Leaders — By Keith Daly — 5 min read — February 21, 2026
The LinkedIn Cheat Sheet
12 post ideas to build credibility in your buyer's feed — By Jess Evans — 5 min read — February 15, 2026
This is not a Sleep symposium!
Stop Boring Scientists to Death in Your Conference Presentations — By Nick Clare — 5 min read — February 8, 2026
When They Cut Your Conference Budget (But Not Your Quota)
We turn to Pixels not Pints — By Nick Clare — 5 min read — February 1, 2026
The 5 Challenges of Life Sciences Lead Generation and How to Fix Them
The challenges teams encounter and how to overcome them — By Divya Puri — 4 min read — January 24, 2026
27 Campaign Ideas for 2026
How to Build Pipeline That Runs While You Sleep — By Harrison Waid — 10 min read — January 17, 2026
Get out of your head and into your buyers
The psychology of why life science buyers make decisions (and how to work with it, not against it) — By Jess Evans — 5 min read — January 11, 2026
The 2026 Sales Playbook
How to Forecast 2026 and Actually Hit Your Targets — By Divya Puri — 5 min read — December 27, 2025
Your CRM is lying to you
Why your win/loss data is probably wrong (and how to fix it) — By Jess Evans — 5 min read — December 21, 2025
Pressure Is Lazy. Pain Is Effective.
Why pushing scientists never works and staying with the problem always does — By Nick Clare — 5 min read — December 14, 2025
Does Outbound Work?
How to measure the ROI of outbound. — By Harrison Waid — 5 min read — December 6, 2025
How to Break Through Life-Science Sales Barriers
By Divya Puri — 3 min read — November 29, 2025
The 12 days of upskilling: what to learn when your inbox goes quiet
Your skills development guide for December — By Jess Evans — 6 min read — November 23, 2025
3 Strategies To Prepare Yourself or Your Sales Team for a Revenue-Generating 2026
SKO's and how to smash them! — By Nick Clare — 4 min read — November 15, 2025
30-Sec Pipeline Review
Turn your pipeline review into a prompt — By Harrison Waid — 5 min read — November 8, 2025
How Technical Should Your Prospecting Emails Really Be?
It's a fine balance of curiosity and technical details — By Divya Puri — 4 min read — November 1, 2025
#106: 6 AI Sales Workflows
Slides and video included — By Harrison Waid — 3 min read — October 26, 2025
#105: The Unlearning Curve
The lessons that didn’t come from onboarding decks or pipeline reviews. — By Jess Evans — 5 min read — October 20, 2025
#104: Follow Up with Every Lead in Minutes
Plus an exciting podcast announcement — By Harrison Waid — 4 min read — October 12, 2025
#103: The Conference Playbook: Stop Collecting Lanyards, Start Collecting Clients.
By Divya Puri — 3 min read — October 5, 2025
#102: Smash or Pass: Pipeline Addition
How to win back your focus! — By Nick Clare — 4 min read — September 28, 2025
#101: You're not the main character
Let your customer decide what matters most — By Jess Evans — 4 min read — September 21, 2025
#100: A Century! Yes 100!!
So heres a little surprise for you — By Nick Clare — 3 min read — September 14, 2025
#099: Why Your Top of Funnel Is Broken
And How to Fix It — By Harrison Waid — 5 min read — September 7, 2025
#098: Lead gen is a team sport. Stop playing solo.
Rugby world cup or lead gen, same same. — By Jess Evans — 5 min read — August 30, 2025
#097: Winning Over Finance, Procurement, and the C-Suite
How to Sell When the Scientist leaves the room. — By Nick Clare — 4 min read — August 23, 2025
#096: Stop Chasing, Start Attracting:
Creating Demand in Biotech Sales — By Nick Clare — 4 min read — August 17, 2025
#095: 2 Years and 11 lessons
What we learned from working with 70+ biotech companies — By Jess Evans, Harrison Waid — 5 min read — August 3, 2025
#094: Why Your First Campaign Should Be an Education, Not a Pitch
Selling Novel Technologies? Start by Teaching, Not Selling — By Jess Evans — 4 min read — July 26, 2025
#093: The Impossible Quota
Why your sales team isn’t underperforming, your targets are. — By Harrison Waid — 3 min read — July 20, 2025
#092: Roll It Right: How to Craft Cold Emails Like Sushi
The art or email crafting — By Jess Evans — 4 min read — July 12, 2025
#091: Fix your emails
Here's a tool that grades your emails and provides feedback — By Harrison Waid — 2 min read — June 28, 2025
#090: How a Food Festival Filled My H2 Pipeline and My Belly!
4 Referral tactics for H2 — By Nick Clare — 4 min read — June 22, 2025
#089: Underutilized Prospecting Strategy
Here’s how to take advantage of job descriptions to book meetings — By Harrison Waid — 3 min read — June 15, 2025
#88: Insights
Here's a free tool for you to use — By Harrison Waid — 1 min read — June 8, 2025
#087: Using AI to Automate Processes
Simple way to get started using AI and automation tools — By Harrison Waid — 5 min read — June 2, 2025
#086: Cold Email Isn’t Dead
But It Needs Resuscitating — By Harrison Waid — 5 min read — May 24, 2025
#085: Fix Your Client Review Meetings
The client meeting playbook that drives referrals and revenue. — By Harrison Waid — 5 min read — May 17, 2025
#084: TOFU Is Not Just a Delicious Meat Alternative!
TOFU = Top Of Funnel: How to drive More opportunities With Cold Prospects — By Nick Clare — 3 min read — May 10, 2025
#083: Hidden Gap In Prospecting
Why your speed to reply is critical — By Harrison Waid — 3 min read — April 26, 2025
#082: Selling Through Biotech Uncertainty
Why Business Impact Beats Technical Capabilities — By Harrison Waid — 5 min read — April 12, 2025
#081: Stop Obsessing Over Efficiency
Start focusing on effectiveness — By Harrison Waid — 4 min read — April 5, 2025
#080: "Dropping Landmines” A Subtle Way to Highlight Your Product’s Unique Edge
The tactic you wish you knew years ago! — By Nick Clare — 4 min read — March 29, 2025
#079: Make this messaging change
Turn your features and benefits into outcomes — By Harrison Waid — 2 min read — March 23, 2025
#078: Why Sales Negotiations Need Tension
Create The Right Kind of Friction — By Harrison Waid — 5 min read — March 15, 2025
#077: How to Follow-Up
Deals are won and lost in the follow-up process — By Harrison Waid — 5 min read — March 9, 2025
#076: 3 Pitfalls to Avoid When Growing a Pipeline
Building a diverse Pipeline that delivers now and later! — By Nick Clare — 5 min read — March 1, 2025
#075: AI Agents
Sales Reps Who Use AI Will Outperform Those Who Don’t — By Harrison Waid — 2 min read — February 22, 2025
#074: Driving Deals to Close
How to Actually Get Deals Across the Finish Line — By Harrison Waid — 5 min read — February 15, 2025
#073: Use AI and Software to Augment Your Sales Team
How to use AI to make sales more human — By Harrison Waid — 5 min read — February 8, 2025
072: How to Sell a Complex Product Without Losing Your Prospect
Here's what we forget: Scientists are people, and people buy emotionally — By Nick Clare — 4 min read — February 1, 2025
071: The 3 ways to secure your sales team performance in 2025
Want your sales Reps to dominate 2025? Discover the 3 game-changing strategies to unlock their full potential — By Nick Clare — 4 min read — January 25, 2025
#070: Pre-Mortem Analysis
See the future and win more deals — By Harrison Waid — 2 min read — January 18, 2025
#069: Ultimate Guide to Multi-Threading
Win more deals faster and at a higher price point — By Harrison Waid — 8 min read — January 11, 2025
#068: The 2 Most Important Sales Activities
Maximize Selling, Minimize Distractions, Hit Quota — By Harrison Waid — 4 min read — January 4, 2025
#067: A look back at 2024
What can we learn and prepare for in the new year? — By Harrison Waid — 3 min read — December 21, 2024
#066: Should you keep prospecting?
It's the end of the year, what should you do? — By Harrison Waid — 5 min read — December 14, 2024
#065: Sales Improvement Plan
Should it be a new years resolution? — By Harrison Waid — 4 min read — December 7, 2024
#064: Are Events Worth It?
I'll give you a hint... yes they are — By Harrison Waid — 2 min read — November 23, 2024
#063: What's happening in biotech?
9 trends affecting tools and service providers — By Harrison Waid — 3 min read — November 16, 2024
#062: 5 Reasons Deals Are Stalling
and a few simple ways to fix it — By Harrison Waid — 3 min read — November 9, 2024
#061: Step-by-Step Discovery Guide
Uncover problems, create value, and drive urgency — By Harrison Waid — 5 min read — November 2, 2024
#060: Sending to Outlook
Are your emails stuck in spam? — By Harrison Waid — 2 min read — October 27, 2024
#059: How stories can win deals
Transform Your Sales Pitch and Create Lasting Connections — By Harrison Waid — 3 min read — October 20, 2024
#058: Turn technical problems into business problems
One question you must ask in discovery calls — By Harrison Waid — 1 min read — October 12, 2024
#057: ELRIG Workshop Summary
5 Skills Needed to Sell in Today's Market — By Harrison Waid — 5 min read — October 5, 2024
#056: Behind your quota?
The step by step process to get back on track — By Harrison Waid — 2 min read — September 28, 2024
#055: Deliver expert insights to create urgency
Crafting a unique perspective that educates prospects — By Harrison Waid — 5 min read — September 21, 2024
#054: 3 prospecting mistakes and how to fix them
Bad messaging, limited channels, and wasted time — By Harrison Waid — 5 min read — September 14, 2024
#053: 3 must-answer questions buyers ask
Answer these critical questions to break buyer hesitation and close deals faster. — By Harrison Waid — 4 min read — September 7, 2024
#052: Create urgency with this simple technique
Align to the urgency of your customer — By Harrison Waid — 2 min read — August 31, 2024
#051: 10 critical sales skills to be a top rep
Master these skills to sell in tough markets — By Harrison Waid — 5 min read — August 24, 2024
#050: Problem vs Opportunity Selling
How you sell to each is slightly different — By Harrison Waid — 5 min read — August 17, 2024
#049: High converting prospecting sequence
Book meetings with your top prospects — By Harrison Waid — 3 min read — August 10, 2024
#048: Olympics and sales
5 ways to prepare like an Olympian — By Harrison Waid — 2 min read — August 3, 2024
#047: How to build decision concensus
Multi-thread and win more deals — By Harrison Waid — 2 min read — July 27, 2024
#046: Why 80% of sales reps struggled in Q2
and 5 things you can do about it — By Harrison Waid — 3 min read — July 20, 2024
#045: Build a winning sales culture
4 simple things you can do to thrive in a tough market — By Harrison Waid — 3 min read — July 13, 2024
#044: Don't track open rates
Open rates are killing your reply rate — By Harrison Waid — 3 min read — July 6, 2024
#043: How to sell in 2024
Align your solution to high priority initiatives — By Harrison Waid — 5 min read — June 29, 2024
#042: 5 Day LinkedIn Challenge
Use the 4C framework to grow on LinkedIn — By Harrison Waid — 5 min read — June 22, 2024
#041: Email templates and personalization
Here are a few email templates you can steal — By Harrison Waid — 3 min read — June 15, 2024
#040: Give yourself a raise
Increase your income every single quarter — By Harrison Waid — 4 min read — June 8, 2024
#039: Hit Your Sales Target F.A.S.T.
Fix your leaky pipeline with the FAST framework — By Harrison Waid — 5 min read — June 1, 2024
#038: 5 Key Account Growth Strategies
Last chance to join the accelerator program — By Harrison Waid — 5 min read — May 25, 2024
#037: How to differentiate
Customers care about outcomes not capabilities — By Harrison Waid — 5 min read — May 18, 2024
Launch your sales career
4 week welcome to sales accelerator program — By Harrison Waid — May 15, 2024
#036: Nemawashi, the president, and sales
What do they all have in common? — By Nick Clare — 5 min read — May 11, 2024
#035: The peer, guide, mentor, and student
Plus free training to launch your sales career — By Harrison Waid — 5 min read — May 4, 2024
#034: You could be "one skill away"
Take the next step in your sales improvement journey — By Harrison Waid — 2 min read — April 27, 2024
#033: Overcome imposter syndrome
Don't let fear and self doubt control you — By Harrison Waid — 4 min read — April 20, 2024
#032: 4 tips to win competitive deals
Upcoming: Selling like a scientist workshop — By Harrison Waid — 5 min read — April 13, 2024
#031: The 4P Email Framework
Prospecting messaging recording inside — By Harrison Waid — 5 min read — April 6, 2024
#030: 3 Prospecting Trends You Need to Know
Experience from 125,000 emails sent — By Nick Clare, Harrison Waid — 4 min read — March 30, 2024
#029: High performance w/o micro-managing
Activity metrics are useless out of context — By Harrison Waid — 3 min read — March 23, 2024
#028: Don't fall for this negotiation trap
I used it and saved 40% on my kitchen flooring — By Nick Clare — 2 min read — March 16, 2024
#027: End of Quarter Sales Negotiations
5 tips to get deals across the line — By Harrison Waid — 4 min read — March 9, 2024
#026: These 2 slides will help win more deals
Template included — By Harrison Waid — 2 min read — March 2, 2024
#025: 6 tips for selling to scientists
From 20+ years of experience — By Nick Clare — 5 min read — February 24, 2024
#024: Make new skills stick
A simple technique to master skill stacking — By Harrison Waid — 4 min read — February 17, 2024
#023: Use AI to turn features into problems
Create better messaging with the help of AI — By Harrison Waid — 3 min read — February 10, 2024
#022: 6 LinkedIn searches to get more meetings
They're so simple but often overlooked — By Harrison Waid — 2 min read — February 3, 2024
#021: Micro-commitments
Increase your deal momentum — By Harrison Waid — 3 min read — January 27, 2024
#020: 7 Sales Skills to Close New Deals
Fundamental sales skills needed to be successful in any economic environment — By Harrison Waid — 5 min read — January 20, 2024
#019: Avoid this discovery mistake
The real reason deals are stalling — By Harrison Waid — 5 min read — January 13, 2024
#18: Improving Sales Rep Productivity
The top metric to measure in 2024 — By Harrison Waid — 5 min read — January 6, 2024
#017: Q1 2024 Roadmap
What to expect early next year — By Harrison Waid — 2 min read — December 23, 2023
#016: Last 2 weeks closing tactics
and how to limit the pressure in the future — By Nick Clare, Harrison Waid — 3 min read — December 16, 2023
#015: 7 pitfalls of discovery and how to avoid them
Don't let bad discovery prevent you from winning deals — By Harrison Waid — 4 min read — December 9, 2023
#014: Cyborg sales is here
Is AI coming for our jobs? — By Nick Clare, Harrison Waid — 4 min read — December 2, 2023
#013: Use video in a non-creepy way
Stand out and close more deals — By Nick Clare — 4 min read — November 25, 2023
#012: Why your reply rates are low
and an approach to fix it — By Harrison Waid — 2 min read — November 18, 2023
#011: 8 tips to win more deals
Shorten sales cycles and win more deals — By Harrison Waid — November 11, 2023
#010: The Science of Closing
Disrupt the status quo and overcome indecision — By Harrison Waid — 5 min read — November 4, 2023
Succession is LIVE
Get a 30-day free trial — By Harrison Waid — November 1, 2023
#009: Selling to Scientists
Early access to Succession Community — By Harrison Waid — 3 min read — October 28, 2023
#008: Win more competitive deals
How to influence your buyer's decision criteria — By Harrison Waid — 3 min read — October 21, 2023
#007: Stop losing to "No Budget"
60+ technical sales discovery questions you can use today — By Harrison Waid — 4 min read — October 14, 2023
#006: Inbound vs Outbound Discovery Process
Read time: 5 Minutes — By Harrison Waid — 5 min read — October 7, 2023
#005: The Science of Outbound
The formula to hit your quota — By Harrison Waid — 2 min read — September 30, 2023
#004: How to personalize your outreach
4 Min Read — By Harrison Waid — 4 min read — September 23, 2023
#003: Get your message delivered
By Harrison Waid — 3 min read — September 16, 2023
#002: Increase reply rates with powerful messaging
9 messaging frameworks included — By Harrison Waid — 5 min read — September 9, 2023
#001: How to build your target lists
By Harrison Waid — 4 min read — September 2, 2023