The Art of the Long Game: Why Clinical Research Sales Requires a Different Mindset
Written by Sergio Armani, Founder of ACG-Clinical
If you're running a traditional sales playbook in this industry, you're already behind.
A few weeks ago, I spoke with a relatively new sales rep who had just transitioned from medical device sales to a mid-sized site network. Three months in, he was already panicking.
“I haven’t closed anything yet,” he said. “In my last job, I’d have a solid pipeline by now — maybe even a couple of deals closed. I report to a CEO who’s never had formal sales training — great guy, but I can feel the pressure he’s under from the PE firm. It’s setting us up to fail.”
I had to laugh — not at him, but at the situation. Because in clinical research, three months in, you’re just getting started.
Unfortunately, I see this scenario playing out across the industry. So whether you’re in BD, leading a company that serves the clinical research ecosystem (site network, tech vendor, IRB, etc.), or investing in one — I hope this piece resonates, and offers some grounded guidance for playing the long game.
Most sales training teaches you to think in quarters. Hit your numbers every 90 days, keep that pipeline moving, always be closing.
But clinical research?
Traditional sales plays don’t work here. You’re navigating gatekeepers, feasibility forms, and 12-month cycles — not monthly quotas and fast closes.
Let me explain.🔒 The rest of this article is available inside Bold Thinking Insider — your free membership hub for sales strategy, industry insights, and Bold Insights Weekly.
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Disclaimer
The information in this publication is for general informational purposes only and should not be construed as legal, financial, or regulatory advice. Armani Consulting Group, LLC, doing business as ACG-Clinical, disclaims any liability for errors, omissions, or actions taken in reliance on this content. Please consult qualified professionals for advice specific to your situation.