The biotech industry is evolving fast—with new innovations in diagnostics, therapeutics, and medical devices entering the market every day. But even the most groundbreaking biotech solution won’t gain traction without one essential ingredient: quality leads.
Whether you’re targeting clinical researchers, lab directors, or healthcare decision-makers, biotech lead generation requires a specialized approach that goes beyond generic tactics.
At Volkart May, we can help biotech companies connect with the right people—faster. Here’s how to build an effective biotech lead generation strategy that drives results in 2025 and beyond.
Understand the Biotech Buyer’s Journey
Biotech purchases are complex. Your buyers are analytical, risk-averse, and typically operate in highly regulated environments. They need clear, scientific value and reassurance before making a decision.
Common buyer personas include:
- Researchers & Scientists – Interested in innovation, clinical performance, and peer-reviewed data.
- Lab Managers & Directors – Focused on operational efficiency, workflows, and product reliability.
- Healthcare Providers – Prioritize outcomes, patient safety, and cost-effectiveness.
- Procurement Teams – Manage vendor evaluation and pricing negotiations.
To succeed in this space, your lead generation efforts must speak directly to their technical needs, while also addressing their business goals and concerns.
Simple Steps to Generating More High Quality Biotech Leads
Start with a Clean, Targeted Contact List
One of the biggest challenges in biotech lead generation is reaching the right contacts. Generic databases don’t cut it—you need verified contact information for the decision-makers and influencers in each organization.
At Volkart May, we help biotech clients build and refine high-quality call lists based on custom criteria like:
- Industry segment (academic, hospital, private lab)
- Job titles (researcher, medical director, procurement)
- Type of facility (clinical lab, pharma company, diagnostics center)
- Geography and institution size
Pro Tip: Keep your lists clean and up to date. In the biotech world, roles and responsibilities shift frequently.
Use Targeted, Conversational Outreach
Forget the templated emails and automated messages. Biotech buyers value authenticity and expertise. Your outreach should reflect a deep understanding of the science—and be delivered by someone who can speak the language.
That’s where professional outbound calling makes a difference. At Volkart May, our callers are trained to engage healthcare and biotech professionals in meaningful, consultative conversations that:
- Establish trust and credibility
- Identify current challenges or unmet needs
- Position your solution as a fit
- Book warm appointments directly with your sales team
Bonus: Conversational outreach also gives you voice-of-customer insights you can use to refine messaging and inform product strategy.
Focus on Lead Qualification and Scoring
In biotech, quality always trumps quantity. Your sales team doesn’t need 1,000 cold leads—they need 50 high-quality prospects who are a good fit and ready to talk.
We help biotech clients implement custom lead qualification frameworks based on criteria like:
- Level of interest and engagement
- Research phase or purchasing stage
- Budget, authority, and decision-making structure
- Alignment with your solution
Every lead we pass along is scored and qualified—so your sales reps spend less time chasing cold contacts and more time closing deals.
Learn more about lead scoring.
Nurture Long Sales Cycles with the Right Follow-Up
Many biotech sales cycles can stretch 6–12 months or longer. Staying top-of-mind with potential buyers requires a long-term nurturing strategy.
We support biotech brands with:
- Timely follow-up calls after events or webinars
- Ongoing email outreach with value-added content
- Scheduling demos, samples, or on-site meetings
- Consistent touch points without overwhelming your prospect
Pro Tip: Don’t assume lack of response means lack of interest. In the biotech world, timing is everything. Stay consistent and relevant.
Measure and Optimize Your Results
Without visibility into what’s working, your lead generation strategy will stall. That’s why we provide biotech clients with real-time reporting and analytics that track:
- Conversion rates
- Lead quality by source
- Appointment show rates
- Campaign ROI
Armed with these insights, you can make smarter decisions about targeting, messaging, and budget allocation—and scale what’s working.
Ready to Build a Stronger Biotech Sales Pipeline?
Biotech lead generation takes more than a list of contacts and a few emails. It requires a strategic, science-smart approach that connects with the right decision-makers—and keeps them engaged through a long and complex buying process.
At Volkart May, we’ve spent more than 30 years helping companies generate warm, qualified leads through personalized outreach. Whether you’re launching a new product, expanding into new markets, or trying to get the attention of hard-to-reach researchers and lab directors, we can help.
Let’s talk about how to drive better results for your biotech sales team. Contact us today.