The Trusted Advisor's Edge: Navigating Regulation and Technology in Life Sciences Sales
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The Trusted Advisor's Edge: Navigating Regulation and Technology in Life Sciences Sales
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About this listen
In this episode of The Life Sciences Sales Lab, Dr. Shannon Gregg sits down with Rick Ward, Chief Commercial Officer and long-time leader in clinical technology, to explore what it truly takes to succeed in the complex world of life sciences sales. Rick shares his journey from unexpectedly entering the clinical trial space to helping scale some of the industry’s most influential technology companies. Together, they discuss why selling into pharma requires creating demand rather than responding to it, how change management and education shape every commercial conversation, and why the best salespeople become trusted advisors who understand the broader ecosystem—from regulation to global shifts to evolving therapeutic priorities. This episode is a deep dive into the realities of commercial growth in a risk-averse, ever-changing industry, and the shared mission we all have to make clinical research more efficient, effective, and impactful for patients.