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…
For medtech and B2B companies, leads are critical in order to drive sales. Your leads can come from a variety of sources: your website, trade conferences, email campaigns or cold calling, to name a few. However, as sales reps are…
Call center employees and inside sales staff play a vital role within a B2B or medtech organization. They’re on the “front lines,” speaking to customers and prospects every day. While their job is to provide customers, prospects, and leads with…
In order to grow a business, it is important to follow a consistent schedule of obtaining and nurturing leads. There are several ways this can be done, but the most effective that we have found for B2B and medtech companies…
Since there are so many effective marketing and sales channels available to B2B and medtech organizations today, it’s important to take an integrated approach in order to improve brand exposure across multiple touchpoints. Selecting only a few channels is often…
B2B cold calling. For most, we’d rather have a root canal or retake the SATs than pick up the phone and call potential B2B or medtech prospects. (So we don’t!) But, done right, it’s an essential B2B marketing tactic that…
As a B2B or medtech marketing or sales leader, you know audience engagement and a full pipeline of leads are critical. No matter your sector, your team will have the most focus and highest morale when they are busy closing…
Sales and Marketing VPs take notice: Wouldn’t it be great to have a full pipeline of qualified leads who have appointments set for your best closers? What if you had a full appointment calendar of qualified opportunities–and capacity registrations for…