Remember the movie Groundhog Day? Bill Murray’s character experiences the same February day over and over for a period of weeks. Same breakfast, same annoying neighbors, same end of winter forecast by the groundhog himself. With the current COVID-19 pandemic,…
In a perfect world, cold-calling would be just like the name implies: You pick up the phone, dial directly to your target contact and initiate a conversation that hopefully plants the seed for a future sale. In reality, it’s a…
During initial inside sales conversations—those that are very early in the sales funnel—it’s helpful for a business development representative (BDR) to have a set of guidelines. Following these proven best practices for B2B and medtech outbound calling will steer the…
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…
As a marketing or sales leader, how often do you encounter this scenario? Each month, your website, marketing campaigns and cold calling efforts deliver a number of promising leads. You’ve successfully identified interested prospects, logged them into the CRM system…
B2B and medtech professionals most often associate a call center with sales, customer service or technical support functions. However, a call center can also benefit the marketing department in a number of ways, especially in a lead generation environment. Working…
In complex sales cycles, only a few leads will immediately result in paying customers. But, that doesn’t mean that every lead isn’t valuable in some way or another. Medtech and B2B companies can learn a lot from simple detective work…
How does your sales team spend the majority of its time? If you’re like most B2B or medtech companies, your high-powered field sales reps and distributors focus on the largest accounts and the opportunities closest to converting. However, it’s important…
If you’ve invested in a team of business development representatives (BDRs) or inside sales professionals for your B2B company—or you’ve outsourced this function to a professional call center—then you know how important it is to see a return on this…
What does your company do with leads once marketing hands them off to the sales team? For most B2B and medtech organizations, leads are the lifeblood of the sales process. Without a sufficient number of leads and opportunities at every…
