Results
Trusted by commercial leaders. Proven with their teams.
Practical approaches that help teams create movement when the status quo is holding performance back.
Selected life sciences clients
Selected Life Sciences and Healthcare Clients
AstraZeneca
Novartis
argenx
ResMed
Chiesi Pharma
Reliable Respiratory
Featured case study
The Story Behind Selling Beyond Yes
Double-digit growth and the company’s top commercial-performance recognition.
- 01
What HCPs said
“I love your product and use it all the time,” while sales remained flat. The feedback sounded like loyalty and adoption, giving representatives little reason to probe further.
- 02
What the data showed
Prescription data told a different story. Sales for a major brand remained flat, revealing that positive sentiment was not translating into changed prescribing behavior.
- 03
The response
While leading the national sales organization, Larry helped develop and implement Selling Beyond Yes in collaboration with sales leaders, trainers, and field professionals. The framework was introduced across the field organization to help representatives recognize when positive customer feedback was masking inertia and move conversations toward meaningful action.
- 04
The commercial result
The flat trend reversed, and the brand delivered double-digit growth in the following performance cycle. The team’s work was recognized with the company’s top commercial-performance award in the “Returning to Growth” category.
What clients are saying
Real feedback from real engagements.
Unedited words from the people who booked the work, across training, leadership development and commercial teams.
Great job, Larry! You absolutely left a lasting impression on the team, and they continue to talk about how they are putting learnings into place.
Thank you for your amazingly authentic presentation! You inspired 37 aspiring leaders to become their best self. The secret sauce and the Success Sequence really resonated.
I can’t imagine that a week has passed after the session. Thank you again for an incredible session together. I have received excellent feedback on your talk. It was a pleasure working together.
This was insightful and impactful to improving my skill set for cross functional collaboration success.
Experience at Scale
- Nearly 30Years leading pharmaceutical sales teams
- 500+People led in a national field force at AstraZeneca
- 6×President’s Club award winner
- 1,000+Field rides coaching sales professionals
Delivered in the U.S. and internationally
Keynotes and workshops delivered across the United States and in London, Paris, Copenhagen, and Australia.
For organizations that need more than a domestic playbook.