Complexity of B2B Sales in Life Sciences and Healthcare

Selling in the fields of drug discovery and innovation requires an understanding of how to sell to payers or providers, mirroring a B2B sales approach. The complexity lies in the long sales cycles, lasting typically nine months, with integration taking additional time. Success in sales can take time to materialize, and failure may only become apparent after a couple of years. This enterprise sales approach differs from consumer sales, where quick adjustments and feedback are possible. The sales strategy often revolves around targeting pharma, payer, provider, or patient, with the patient aspect resembling a consumer-oriented sales model. Looking forward, the speaker predicts a significant industrial revolution in life sciences and healthcare over the next decade.