Life Science Sales Industry Insights

Data-driven insights to help you understand the unique challenges and opportunities in life science sales.

Key Statistics

82% of life science sales cycles take 6+ months. 5-7 average stakeholders in a biotech buying decision. 3% of your market is actively buying at any time. 80% of opportunities require 6+ touches to convert.

Industry Challenges

Long Sales Cycles: 6-18 months with technical evaluation, validation studies, and multiple stakeholders. Technical Buyers: Scientists and researchers require peer-validated evidence. Consensus-Driven Decisions: Multiple stakeholders from end users to executives must align. Limited Market Size: Finite accounts in each segment means poor outreach is costly. Increasing Competition: More vendors competing for the same buyers. Complex Value Propositions: Technical advantages that are difficult to communicate quickly.

Trends

AI Adoption in Sales: Early adopters are using AI for lead enrichment, personalization at scale, and automated research. Buyer Self-Education: 60%+ of the buying journey happens before a prospect talks to sales. Cold Email Effectiveness: Declining due to spam filters but still effective with the right approach.