Success in a B2B industry demands a strong and productive sales team. While branding, e-commerce and digital advertising channels can all add value, in the end, it’s the “feet on the street” of your professional field sales team, distributors and…
One of the things we’re most proud of here at Volkart May is the caliber of our professional outbound callers. Our team works diligently to create a fun yet productive work environment where individuals can thrive—and at the same time,…
One way to recognize a true master of their craft is by the tools they bring to the job. Woodworkers have planes and chisels; artists have easels and brushes. Every occupation has specialized equipment that helps professionals accomplish their daily…
Every B2B company needs a sales team. There’s no better way to get your product or service in front of potential buyers. However, there are numerous ways to staff this critical function. How your B2B company deploys sales and marketing…
Often, when we think of B2B inside sales reps or business development specialists, we picture the daily exercise of cold calling into new markets or territories. While cold calling is a valuable activity, it’s equally important for B2B companies to…
Remember 1990? Personal computers were making their debut. Faxing was the height of modern communication. Cellphones, email and websites were but a glint in a developer’s eye. The telephone was the epicenter of the sales process. Three decades of conversations…
Whether large or small, most manufacturers share a few common characteristics, especially when it comes to their sales and marketing efforts. Delivering high-quality sales leads and achieving aggressive sales and revenue goals takes time, talent and teamwork. At custom manufacturers,…
Relationships. They’re at the heart of nearly all successful B2B and medtech sales. Whether you’re selling cloud software, medical devices, financial services or custom manufacturing equipment, the sales process typically requires several weeks of discussions. These touchpoints help generate awareness,…
One of the biggest obstacles to sale for B2B and medtech companies is aversion to change. Even if the current method lacks stellar results, there’s a perception that keeping the status quo will be better than trying something new. We…
There are plenty of ways to communicate with leads and prospects during the sales process, and while communication channels such as email certainly play a role, it’s still important to incorporate live conversations and maintain human connection. This is more…
The goal of an outbound calling campaign isn’t always to generate a lead immediately. For B2B and medtech companies, outbound calling can serve many purposes at once, from qualifying an inquiry and updating contact information, to building relationships and setting…
According to the Harvard Business Review, it costs from five times more—to as much as 25 times more—to win a new customer than to keep a current one. For savvy B2B companies, outbound calling is a smart and cost-effective way…
Like most businesses, we are working diligently to navigate these uncharted waters. The health and safety of our valued employees and clients remains our top priority. To that end, we have successfully transitioned our call center operations to a hybrid…
In today’s uncertain environment, medtech and B2B companies are cautious about unleashing "business as usual" sales calls. Not every product or service is suitable for a pitch right now. Some decision-makers, especially in healthcare and retail, are focused on more…
Your pipeline is filled with quality leads. Now, it’s time for your sales team to take over and focus on what they do best—transform these leads into paying customers. While every member of your sales team may have a different…
Your business travel plans may be on hold, and your spring tradeshow cancelled, but no one’s adjusting your sales and revenue goals for the quarter. For most B2B and medtech marketing and sales professionals, business goes on—even if it’s far…
From HIMSS to Google Next, cancellations are mounting at prominent spring events for healthcare, medtech and B2B companies. Uncertainty over the spread of the coronavirus has organizers and attendees rethinking travel plans and high-volume gatherings. Even investor relations and general…
For B2B and medical technology businesses, the ability to keep the sales pipeline full with high quality leads, appointments and opportunities is essential for growth. But starting with a poor-quality prospecting strategy (or no strategy at all) increases your effort,…
Ongoing outreach is an important part of the sales process, but it can be difficult to engage with B2B prospects or healthcare customers who have gone cold. Digital tools can be particularly ineffective. You may send dozens of emails and…
Ask a B2B marketer their recipe for filling the sales pipeline with qualified leads, and some regular ingredients will top the list: Email campaigns. Content marketing. Search engine optimization. Trade shows and conferences. What many B2B marketers omit is outbound…
In today's fast paced, tech-savvy business world, there are plenty of communication options available. Daily interactions with customers and prospects now occur via email, text message, web chat, social media and even collaboration tools like Slack and Yammer. While these…
