AI in Life Sciences Sales

The Future Is Closer Than You Think

Artificial intelligence is everywhere. But if you ask most leaders in life sciences, whether in Sales, Enablement or L&D, if AI is truly transforming how their teams sell, the answer is often more hesitant than hopeful. The tools exist and the potential is clear, with McKinsey estimating that generative AI could deliver $60–$110 billion per year in economic value for pharma and MedTech, with $18–$30 billion attributed to sales and marketing functions alone. Despite this, the gap between promise and day-to-day value remains wide.

Many commercial teams have experimented with AI for compliance training or automated content generation. Far fewer have seen it make a measurable difference in the actual sales conversations that shape business outcomes. In medical device sales and other complex areas of life sciences, success depends not just on speed or automation. It depends on a rep’s ability to navigate ambiguity, tailor their message to the buyer in front of them and build trust across a long and often non-linear sales process.

Reps need more than automated note logging or template emails. They need technology that helps them sell. That means technology that supports real-time thinking, strategic positioning, and human connection.

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