Your Sales Tech Won’t Fix a Broken Process with Dr. Shannon J. Gregg

You Don’t Have a Salesforce Problem. You Have a Process Problem.Before you sign that next CRM, CPQ, MarTech, or sales enablement contract, stop and ask: Is the technology actually the problem?In this episode of the Life Sciences Sales Lab, Dr. Shannon Gregg shares the three things she tells clients to do before buying new sales technology:1.Define your process before you shop. If your sales process isn't clear, a new system will only make the confusion more expensive.2.Build a real vendor scoring matrix before the demos. Don't choose the vendor with the slickest interface or best sales pitch. Evaluate them against your actual business, regulatory requirements, integrations, edge cases, and total cost.3.Build your adoption and training plan before you sign. Successful implementation isn't just about going live. It's about getting your team to actually use the system.4.Drawing from years of sales operations and CRM implementation experience across biotech, medtech, pharma services, and clinical technology, Shannon breaks down what smarter buyers should do before they commit to another expensive platform.If you're evaluating sales tech right now, this episode might save you from an expensive mistake.