Your degree only goes so far. Practical application is what makes you valuable.

In this episode of the Pathways in Life Science podcast, we sit down with our own Managing Partner, Jeff Storelee, to discuss his transition from the QC lab at Bio-Techne to leading major sales teams. Jeff opens up about the "hard lessons" of the Northeast sales territory, why being an introvert didn't stop him from succeeding in sales, and the importance of telling customers the truth—even when it means losing a commission.

Whether you're a student facing "career burnout" or a professional looking to move into business development, Jeff’s story provides a roadmap for stepping outside your comfort zone and building a career based on trust and results.

00:00:00 - Introduction: The "Illustrious" career of Jeff Storelee

00:00:54 - Childhood Dreams: Why I wanted to be a doctor (or a hockey player)

00:01:42 - Junior Year Burnout: Pivoting away from med school

00:02:35 - Starting Small: My first $27,000 lab job at R&D Systems

00:04:02 - The Lab Advantage: Why every sales rep should spend time at the bench

00:05:46 - Learning "Pain Points": How lab experience makes you a better consultant

00:06:40 - The "Shy Kid" in Sales: Can introverts succeed in business?

00:07:34 - Best Career Advice: "You don't get anything without asking"

00:09:44 - Building Loyalty: Why I refused to sell a "piece of crap" instrument

00:11:41 - The Myth of the Extroverted Salesperson

00:13:16 - Selling in Boston: Developing thick skin and negotiation skills

00:14:38 - Sales in 1999 vs. 2025: Competition, Pressure, and Tech

00:16:45 - The Loss of In-Person Connection: Why handshakes still matter

00:18:50 - The Art of Small Talk: Building professional friendships

00:20:54 - Corporate vs. Startup: The freedom of being nimble at North Star

00:23:23 - Advice for Graduates: Don't be narrow-minded with your career