Most lab sales reps default to price cuts when challenged on cost. This session equips sales leaders with actionable, internal coaching strategies to help reps negotiate on value rather than price.

• Quantifying the Cost of Delay
• Operational Discovery
• Internal Margin Discipline

Sarah De Luca is Vice President of Sales and Marketing for the Environmental business at SGS. A trusted leader in the TIC industry since 2008, Sarah joined SGS in 2014 and has built her career driving top-line revenue growth, market expansion, and acquisition integrations across complex laboratory networks. Her career began in project and program management within the life sciences and environmental testing sectors, evolving into executive leadership where she spearheaded the strategic verticalization of sales teams across multiple service lines. Deeply committed to a client-first culture, Sarah’s strategy centers on delivering exceptional customer service while uniting sales and operations to defend value, sell the true benefit of quality and service, and institute disciplined commercial practices.