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Welcome to the Succession newsletter where 1,000+ life science sales reps improve their skills in 5 minutes per week. If you’re getting value from these newsletters, we'd love it if you could forward it along to your sales colleagues. If you’re new here, subscribe below.

Hi everyone,

I’m Divya Puri (connect with me on LinkedIn: https://www.linkedin.com/in/divya-puri-884742214/), and I recently joined the team a couple of weeks ago. One of the big things I’ve been exploring is how we can turn conferences into lead-generating machines.

What I’ve learned is the best reps don’t just “show up.” They treat conferences as a 3-stage game plan:

• Pre-Event

• At the Event

• Post-Event

Here’s a detailed breakdown of tips, tricks, and best practices to help you leave conferences with twice as many qualified leads.

Pre-Event: Lay the Groundwork

Your lead generation starts before you even step foot at the venue.

• Do your homework: Grab the attendee list and highlight those who match your ICP.

• Build rapport early: This isn’t the time to pitch. Connect casually. Suggest a coffee or dinner rather than a hard sell.

• Stand out in a crowded inbox: Avoid generic outreach. Mention something specific about their research, company news, or even a hobby you spotted on LinkedIn.

• Book meetings in advance: A 15-min pre-scheduled chat at their convenience beats hoping to “run into them.”

• Multi-channel touchpoints: If emails don’t land, connect on LinkedIn, follow their recent posts, or even like/comment to get on their radar.

Think of this stage as planting seeds. The more genuine your approach, the more likely those seeds grow into meaningful conversations.

At the Event: Make Every Minute Count

Conferences are long. Energy dips. But this is where the investment pays off.

• First impressions count: Smile, be approachable, and ditch the “laptop shield.”

• Set team roles: Rotate responsibilities- one on booth duty, one roaming, one on client catch-ups. No more bored-looking reps stuck at the stand.

• Giveaways work: Freebies bring people in, but your conversation keeps them there.

• Qualify fast: Start with simple questions like “What brought you here today?” or “What are you working on?” then decide whether to engage deeper or move on.

• Take notes that matter: Capture personal details and memorable moments, not just names and titles. (“Loves hiking” / “Working on AI models for imaging”). These will fuel your follow-ups.

• Use downtime smartly: Walk aisles, attend sessions, and be seen. Serendipity creates leads too.  

Post-Event: Don't Drop the Ball

Here’s where many reps stop, but the great ones don't. 

• Follow up fast: Hundreds of reps will flood inboxes a week later. Be the one they see first. Hit their inbox ASAP while the memory is fresh.

• Personalize your outreach: Reference that funny story, the session you both attended or their research topic. Avoid the cookie-cutter “great to meet you.”

• Reach out to the ones you missed: Use the attendee list to connect with people you didn’t get the chance to meet in person.

• Prioritise by ICP: Start with leads you had great conversations with. Then move onto rest- don't neglect!

• Use multiple channels: Email + LinkedIn = stronger touchpoints.

The truth? The follow-up is where you win. Many reps de-prioritize this. Don’t.

With the right balance of preparation, presence, and persistence, you can turn science conferences from just “events” into high-performing lead engines.

See you at the next one?

P.S
Two things to do this week to improve conference sales and beyond:

1- Free Pre-Conference Outreach 

Don’t just show up, stand out. Succession will craft your outreach messaging, build a laser-focused attendee list, and drive meetings straight to your calendar and booth. And the best part? It’s completely free.
Apply now by emailing us your name, company, and conference details. We’ll review and get back to you. ([email protected] or [email protected]) 

2- Register for our webinar, happening this Wednesday!
https://luma.com/g1mr0pno?tk=On4owt

Free Seminar Alert!

1. Lead Generation: We’ll build target lists, write scientifically relevant messaging, and send messages on your behalf to book qualified sales meetings with biotech and pharma companies.

2. Training for Reps: A skill development platform for life science sales reps who want to improve their sales skills, exceed their quota, and take the next step in their career.

3. Training for Teams: If you want to upskill your team around prospecting, driving to close, key account management, AI, or any other topic, we can put together a training plan specific to your organization’s needs.

4. Strategy Call: Need more than training? Want help implementing and executing your sales strategy? In a 30-minute call, we will assess your company’s current situation and identify growth opportunities.