ON-DEMAND WEBINAR
From Vendor to Trusted Advisor: Developing Consultative in Life Sciences
Your buyers already trust the science. The question is whether they trust your sellers.
If every competitor has credible products, clinical data, and technical expertise, what separates the teams that consistently win?
It’s not deeper product knowledge. It’s the ability to earn trust, uncover business challenges, and connect the science to customer outcomes.
After analyzing more than 18,000 Selling Skills Assessments, including 650+ life sciences sellers, we uncovered a clear pattern: top-performing sellers don’t just educate. They lead consultative conversations that create value beyond the product.
Hear Robert Dent, Chief Commercial Officer, Life Sciences, and Spencer Wixom, as they share the research, practical examples, and coaching strategies that help sales teams make the shift from product experts to trusted advisors.
What You’ll Learn:
What our research reveals about the strengths and development opportunities of life sciences sellers
Why product expertise alone no longer differentiates your sales team
The consultative selling behaviors that build trust and improve customer conversations
Practical coaching strategies to help sellers create value beyond the science
Webinar Speakers
Spencer Wixom
Spencer Wixom leads organizations to deliver transformational performance improvement in their client’s sales teams.
Robert Dent
Robert is a former Chief Commercial Officer and highly respected commercial leader with more than 30 years of experience driving growth across the MedTech and Biotech industries.
Webinar Resource
From Vendor to Trusted Advisor: Sales Training for Life Sciences
In life sciences sales, every conversation counts. Imagine your salesperson stepping into a meeting with a high-stakes buying group. They need more than just product knowledge—they need a consultative approach that builds trust. Consultative sales training gives your sellers the essential skills and strategies to engage buyers, build trust, and increase win rates.
Use this guide to evaluate sales training providers and find the best fit for your goals.