In today’s hyper-digital, post-COVID world, life sciences sales has evolved far beyond traditional playbooks. So why are teams still relying on frameworks designed for selling printers and generic SaaS?

In this episode of Life Sciences Sales Lab, host Dr. Shannon Gregg takes a deep dive into the frameworks that have shaped modern sales — from SPIN and Challenger to MEDDIC/MEDDPICC — and puts them under the microscope of top-20 pharma selling.

Joined by industry experts, the conversation explores how sales leaders can shift from outdated, script-based approaches to diagnostic, data-driven partnerships that truly move opportunities forward.

From building trust in a data-first world to aligning with regulatory, patient, and time-to-market pressures, this episode challenges conventional thinking and offers a smarter way to approach complex enterprise sales in life sciences.

If you're a CRO, sales leader, or account executive navigating today’s evolving pharma landscape — this episode will reshape how you think about frameworks, conversations, and closing high-stakes deals.

In this episode of Life Sciences Sales Lab, Shannon dives into one of the biggest shifts happening in modern sales: the death of transactional selling.Featuring powerful insights from James Buckley, Sergio Armani, and Patricia Fripp, this conversation explores how trust, transparency, and true partnerships are redefining success in the life sciences industry. From challenger-sale strategies to human-centric storytelling, the episode uncovers how sales teams can move beyond price-based conversations and build long-term, value-driven relationships.

If you want to transform cold data into meaningful partnerships and become a trusted advisor instead of just another vendor, this episode breaks down the exact mindset and frameworks to get there.

In this episode of the Life Sciences Sales Lab Podcast, we dive deep into the intersection of data, decision-making, and innovation in life sciences and technology.

Host Dr. Shannon Gregg is joined by Memhet Orun, a seasoned leader with experience across Genentech, Salesforce, and decision science, as they explore how reliable data drives meaningful business outcomes—and sometimes even life-saving decisions. From early master data management experiments to today’s AI-driven world, this conversation unpacks how defining success, measuring value, and building trust in data are essential to driving real impact.

Mehmet shares powerful lessons from his career on aligning technology with human needs, embracing experimentation, and applying the “FDA approval principle” to both business and life: focusing on what is more effective, safer, or more meaningful. The episode also touches on leadership responsibility, storytelling in innovation, and how creativity—even through dance—can shape the way we think, work, and connect.

If you’re navigating digital transformation, AI adoption, or data strategy in life sciences and beyond, this episode will challenge you to rethink how you define success and deliver value.

🎧 Tune in to discover how better data, better questions, and better stories lead to better decisions.