By Patrina Pellett, PhD (Follow me on LinkedIn)

You know that moment when you’re presenting amazing data, and all of a sudden, you realize… you've lost them. Blank stares. Eyes rolling into the back of heads. And you’re like, Great, I’m killing it. Except you’re not.

In pharma and biotech, presenting data and scientific results is part of the gig. It's how you build trust, share critical findings, and influence key decisions. But most of us struggle to get it right. Why? Because we don’t always know how to tell a story. It's time to go beyond data dumping and utilize the power of storytelling in pharma presentations. 

Beyond Data Dumping: The Power of Storytelling in Pharma Presentations

Data Without a Story is Just… Data

We all love data. Who doesn't love data, right? But here’s the reality we forget: most people don’t love our data like we do. Data without context is just numbers on a screen. And for the audience without a story, all those fancy charts and numbers don't mean anything.

Where Pharma Presentations Go Wrong

Most of the time we’re so focused on getting the details right, efficacy, safety profiles, trial endpoints, P-values, that we forget the big picture. We become data dumpers.

We take everything we know and just throw it out there, hoping something sticks. Maybe we start with a graph, throw in a few bullet points, and BAM, there’s our presentation. But guess what? People don’t remember bullet points. They remember stories.

"Remember, bullets kill." - John Pracyk

The Storytelling Gap

Here’s the hard part: as scientists, we’re trained to be objective and data-driven. We’re taught to lead with facts and to avoid subjective interpretations. And that’s fine when you’re writing a scientific paper. But when you’re presenting, it’s a whole different ballgame.

Think about it: how many of us have been trained in storytelling? Most of us weren’t. We’re comfortable with stats, not emotions. And the result? A disconnect between the data we’re presenting and the emotional engagement we need to create.

Many of us know that storytelling helps but we don't know how to implement it. Check out these results from a recent LinkedIn poll on how storytelling helps MSLs:

We Present Data, But We Don’t Connect the Dots

Here's another struggle. We assume our audience will automatically see the significance of the data. We present a slide and think, The data speaks for itself. But does it really? Not usually.

Our job isn’t just to show the data. It’s to show the impact of the data. What does this mean for patients? For HCPs? How will it change clinical practice? If we can’t connect those dots, we lose our audience.

Why Storytelling Matters More Than Ever

In a world where attention spans are shrinking and everyone’s bombarded with information 24/7, storytelling is how you cut through the noise. It’s how you make your data memorable. It’s how you build relationships, win trust, and get invited back.

The bottom line? Storytelling isn’t just a nice to have, it’s a necessity. If you want your data to stick, you have to be able to tell the story behind it.

It’s not just about presenting numbers—it’s about making them meaningful for your audience. You can’t just dump data on someone and hope for the best. They need a story.

Pharma professionals, and MSLs in particular, often struggle with this because we’re so focused on getting the facts right that we forget about the bigger picture: making sure those facts actually matter to the people we’re talking to.

There are a lot of unique challenges to presenting in pharma. Read more about them here. 

Why Storytelling Is Hard for Us

Storytelling feels weird! Especially when we’re used to being ultra-professional and clinical in how we present information. We want to make sure everything is accurate, unbiased, and free of embellishment. The problem? That’s boring. And it doesn’t resonate.

We’re trained to believe that stories are for entertainment, not for serious, scientific communication. But that’s just not true. Stories aren’t fantasy. Think of them as structured information. They help us remember and make sense of complex topics, including clinical data. When you present data as a story, you’re not fabricating anything. You’re giving it a logical structure that makes it easier to process.

The 4-Step StoryRX: Turning Data into a Compelling Narrative

Here’s the good news: you can absolutely tell a story about data.

But its hard. You might be thinking, “Who’s the hero in a data story?” or “How do I translate numbers into something that resonates?” That’s where many MSLs and pharma professionals get stuck. It’s tough to make cold, hard data feel relevant and engaging. But here’s the secret: you don’t need to be a novelist, you just need a framework.

At MSL Mastery, we developed the 4-Step StoryRX, a simple but powerful structure that helps you transform complex data into a story that connects with your audience. This framework allows you to build a narrative that not only presents your findings but makes them stick. 

Because at the end of the day, your story is what people remember, not just the data.

Conclusions: The Power of Storytelling in Pharma Presentations

MSLs and pharma professionals are some of the smartest people in the room, but even the smartest people can lose their audience if they don’t know how to tell a story. You don’t need to be a novelist to engage your audience, but you do need to move beyond the data dump and start weaving your facts into a compelling narrative.

If you're struggling with this, don’t worry, you're not alone. Storytelling is a skill, just like any other, and with the right tools (like the 4-Step StoryRX), you can master it.

Want to learn more about how to transform your presentations and make your data unforgettable? Check out our Presentation Mastery for Pharma & Biotech course. We’ll show you how to use storytelling frameworks to elevate your presentations and truly connect with your audience.

Are Virtual Presentations Your Nemesis?

Technical glitches, can't tell if anyone is there, and you are worried you are boring everyone? Learn more in this article on the high stakes of virtual presentations and in this free eBook: