Celebrate the start of your busy summer with an inspirational conversation that will drive you to see the bigger goals more clearly and celebrate your smaller wins more often. This episode is full of real-world stories and case studies with a gifted healthcare innovator, scientist and sports athlete turned Sales executive, Graham Long, Chief Commercial Officer, Tobin Scientific. Graham is a Commercial Leader specializing in sales, marketing, and business development within high-growth life science research, drug discovery, and diagnostic sectors who had previously worked for BioPharma (Glaxo Group Research ,Ciba-Geigy) and biotech (Biotal Ltd.) companies in various research roles. He is an expert in building winning teams and transforming life science companies such as SmartLabs with a proven track record in revenue generation, portfolio management, global product launches, and strategic partnerships.

0:00 Episode Highlight #1 - How Data Transparency Inspires Meaning and Performance

1:24 Episode Highlight #2 - Detailed Data Analysis Driving an Underdog to Win

3:19 Speaker Introduction

5:27 Key Lessons from the Career of a Scientist Athlete-turned Biotech Sales Executive

7:13 Early cancer research highlights in oncogene and pharma transition

9:53 Career Turning Point

Industry first technology from a Harvard spinout

12:13 How Graham continues to be an innovator regardless of the tough journey

Power of giving voice and psychological safety to unlock human creativity and superpower in teaming and using technology.

16:10 Critical value of curiosity, desire for learning, adaptability to address blind spots

17:14 Qualities of mentors that influenced Graham to

18:20 Identifying small windows of opportunity to scale companies like SmartLabs

Timing of the interaction between the client and vendor have happen at the

Identifying end-user journey

Why end-users can benefit from the product

Communication of benefits

Reaching end users

Processes to identify recurrent patterns in type of clients and needs

21:25 Metrics details necessary in manufacturing and high stakes regulatory scenarios

Regulatory environment does not leave any room for error and calls for right metrics

Log and track where errors occur

Constant process improvement mindset

SOP is fixed in manufacturing but root cause analysis

26:05 John McNeil - former Sales/Mktg President @Tesla: Innovation by Subtraction

26:50 How Performance Analytics transformed the Oxford vs. Cambridge Boat Race

29:13 From a Personal Sports Background to Scaling Companies: See the Bigger Goals, and Celebrate Small Wins along the Journey

31:08 Individual Recognitions in Teams are critical

33:07 Ultimate benefits of Data on Individual Motivation and Team Progress

34:47 Shifts in Mindset necessary to transform into a Winning Commercial Leader

36:22 Technical shifts to drive Commercial Success - validation, research, and insights

38:55 Game-changing steps of financial modeling, viability and economics

40:30 Bridge from R & D to Commercial through a Tech Transfer Scientist role

42:27 Final Thoughts - Maintain Excitement and Curiosity for Healthcare Advances