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Chris Li, CEO and co-founder of BioBox, joins Harrison and Nick to talk about what changes when a startup goes from selling to biotech to selling to big pharma. They cover who in pharma carries the risk of a decision, why demos go wrong when you show too much, the pre-demo with an internal champion that changed BioBox's sales process, and when a founder should make their first sales hire.Takeaways:- Big pharma thinks in decades. Sell the decision your product changes, not the technology behind it.- Quick biotech wins can disappear when those companies fold. Start your pharma pipeline early, like a distillery that sells gin while the whiskey ages.- Find out who absorbs the risk. In pharma it is often the late-stage lead, and that person needs to see you lower their risk.- In a demo, show the few things that matter to the people in the room. Run a pre-demo with your champion first.- A follow-up that adds value is rarely annoying. You can also just ask the buyer when to check back in.- Before you hire a pharma sales rep, write down your sales process and keep the top of the funnel full, so the new hire has something to work with.Chapters:00:00 Meet Chris Li and BioBox01:35 A missed flight and a red-eye demo in Basel05:04 Pharma vs biotech: "We think in decades"08:00 Why fast biotech deals don't renew09:54 Judge the decision, not the outcome13:13 Find who in pharma carries the risk15:02 R&D leaders: risk averse or glory chasers?19:48 Clone your best decisions22:51 Selling to skeptical scientists24:09 Selling in Japan and Germany25:48 Gin vs whiskey: build pharma pipeline early26:52 How often to follow up30:11 Breaking into pharma as a founder35:49 Bad demos and too many features42:20 Run a pre-demo with your champion46:10 Hiring your first pharma sales repChris Li: https://www.linkedin.com/in/bx-christopher-li/BioBox: https://biobox.io/We're doubling down on our YouTube content, so if you want to watch this video instead of listening to it, you can watch it on our channel here: https://www.youtube.com/@SuccessionBioAbout SuccessionSuccession helps founders and sales teams close more deals with biotech and pharma. We partner with our clients to run modern lead generation campaigns, up-skill their team through personalized sales training, and build AI workflows using cutting-edge tools and technology.Ready to take your go-to-market to the next level?Check out all our free tools: https://succession.bio/free-toolsSubscribe to our newsletter: https://blog.succession.bioBook a strategy call: www.succession.bioAsk us anything: https://forms.gle/6cJJo7imyekPcwdEA

About Succession  Succession helps founders and sales teams close more deals with biotech and pharma. We partner with our clients to run modern lead generation campaigns, up-skill their team through personalized sales training, and build AI workflows using cutting-edge tools and technology.Ready to take your go-to-market to the next level?Check out all our free tools: https://succession.bio/free-tools  Subscribe to our newsletter: https://blog.succession.bioBook a strategy call: www.succession.bio

About Succession  Succession helps founders and sales teams close more deals with biotech and pharma. We partner with our clients to run modern lead generation campaigns, up-skill their team through personalized sales training, and build AI workflows using cutting-edge tools and technology.Ready to take your go-to-market to the next level?Check out all our free tools: https://succession.bio/free-tools  Subscribe to our newsletter: https://blog.succession.bioBook a strategy call: www.succession.bio

We're doubling down on our YouTube content, so if you want to watch this video instead of listening to it, you can watch it on our channel here: https://www.youtube.com/@SuccessionBioAbout Succession  Succession helps founders and sales teams close more deals with biotech and pharma. We partner with our clients to run modern lead generation campaigns, up-skill their team through personalized sales training, and build AI workflows using cutting-edge tools and technology.Ready to take your go-to-market to the next level?Check out all our free tools: https://succession.bio/free-tools  Subscribe to our newsletter: https://blog.succession.bioBook a strategy call: www.succession.bio  

We're doubling down on our YouTube content, so if you want to watch this video instead of listening to it, you can watch it on our channel here: https://www.youtube.com/@SuccessionBioSonya Weigle: https://www.linkedin.com/in/sonya-wilford-weigle/About Succession  Succession helps founders and sales teams close more deals with biotech and pharma. We partner with our clients to run modern lead generation campaigns, up-skill their team through personalized sales training, and build AI workflows using cutting-edge tools and technology.Ready to take your go-to-market to the next level?Check out all our free tools: https://succession.bio/free-tools  Subscribe to our newsletter: https://blog.succession.bioBook a strategy call:www.succession.bio  Ask us anything: https://forms.gle/6cJJo7imyekPcwdEA

We're doubling down on our YouTube content, so if you want to watch this video instead of listening to it, you can watch it on our channel here: https://www.youtube.com/@SuccessionBioAbout SuccessionSuccession helps founders and sales teams close more deals with biotech and pharma. We partner with our clients to run modern lead generation campaigns, up-skill their team through personalized sales training, and build AI workflows using cutting-edge tools and technology.Ready to take your go-to-market to the next level?Check out all our free tools: https://succession.bio/free-toolsSubscribe to our newsletter: https://blog.succession.bioBook a strategy call: www.succession.bioAsk us anything: https://forms.gle/6cJJo7imyekPcwdEA

About SuccessionSuccession helps founders and sales teams close more deals with biotech and pharma. We partner with our clients to run modern lead generation campaigns, up-skill their team through personalized sales training, and build AI workflows using cutting-edge tools and technology.Ready to take your go-to-market to the next level?Keith Dalyhttps://www.linkedin.com/in/keith-daly-8377ba105/Free Insights Tool: https://insights.succession.bio/Newseletter: https://blog.succession.bio

We're doubling down on our YouTube content, so if you want to watch this video instead of listening to it, you can watch it on our channel here: https://www.youtube.com/@SuccessionBioAbout SuccessionSuccession helps founders and sales teams close more deals with biotech and pharma. We partner with our clients to run modern lead generation campaigns, up-skill their team through personalized sales training, and build AI workflows using cutting-edge tools and technology.Ready to take your go-to-market to the next level?

About SuccessionSuccession helps founders and sales teams close more deals with biotech and pharma. We partner with our clients to run modern lead generation campaigns, up-skill their team through personalized sales training, and build AI workflows using cutting-edge tools and technology.Ready to take your go-to-market to the next level?Jeff Bissenhttps://www.linkedin.com/in/jeffbissen/Free Insights Tool: https://insights.succession.bio/Newseletter: https://blog.succession.biowww.succession.bioAsk us anything: https://forms.gle/6cJJo7imyekPcwdEA

We're doubling down on our YouTube content, so if you want to watch this video instead of listening to it, you can watch it on our channel here: https://www.youtube.com/@SuccessionBioBook a Strategy Call: https://www.succession.bio/ In this video, we go over the new way to use AI in life science sales.Follow us on LinkedIn: https://www.linkedin.com/in/nicholas-clare1/https://uk.linkedin.com/in/harrison-waidIf you liked this video, subscribe to our channel!