The halfway point of the year is more than just a calendar milestone—it’s a critical opportunity for sales leaders to pause, assess, and reset. Whether your Q1 and Q2 results are right on target or lagging behind, now is the…
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,…
Trade shows offer a prime opportunity to connect with potential customers, showcase your brand, and generate a high volume of leads. However, not all leads are created equal. Without a structured qualification process, sales teams risk wasting valuable time on…
In 2025, B2B sales teams are under more pressure than ever to hit aggressive growth targets, engage hard-to-reach decision-makers, and maximize efficiency. With so many sales and marketing strategies available, one trend is becoming increasingly clear: outsourcing lead generation is…
If you lead a B2B or medtech sales or marketing department, you know it's a constant challenge to keep your lead pipeline full. Your sales team would rather close a sale than make a cold call (who wouldn't?). Your marketing…
Let's face it, even if your company offers the world's best products and services; it's on you and your internal sales teams to do all of this: Tell the story of your products, services and company Generate and qualify sales…
What do most business-to-business (B2B) companies have in common? A need to build strong sales relationships. Whether your organization sells insurance, janitorial services, technology, manufacturing equipment or offices supplies, it’s essential that your sales team create lasting connections with potential…
It was fun. It was educational. And, most of all, it was heartwarming to see so many old and new friends at the Volkart May open house. If you were one of the many clients, friends and colleagues helping us…
Right now, thanks to the Great Resignation and unemployment levels at record-setting lows, staffing an inside sales function can be challenging. But, ongoing business development and lead generation efforts are vital to the success of your B2B or medtech company.…
Once Daylight Savings Time ends, the first leaves appear on the trees and migratory birds begin their annual trek to the north, it’s clear that spring has arrived. In your medtech or B2B company, a good way to celebrate this…
Everywhere you look, the headlines feature stories of automation and digital transformation. Cars can drive themselves. 3-D printers replicate complicated parts. Even our refrigerators now have chips and “brains.” In complex industries like medtech and B2B, adopting technology makes it…
Let’s face it. Despite the fact that the telephone has been around for 150 years, many sales and marketing leaders still express skepticism about its effectiveness for lead generation. Reckless telemarketing firms don’t help our industry’s reputation; their behavior has…
The larger your medtech or B2B company, the more complex your sales organization tends to be. New product offerings, geographic expansions, mergers and acquisitions and other events all contribute to growth and diversity across the sales force. The list of…
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 representative, 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,…