Meeting your company’s sales goals starts by generating leads, but that’s really only a first step. To convert those interested prospects into closed sales, the marketing and sales teams need to collaborate and move each lead forward. In other words,…
One of the biggest sources of friction between marketing and sales teams is the definition of a qualified lead. Is it a request for information through your website? A business card dropped in a fishbowl at a tradeshow? A prospect…
Now more than ever, outbound calling fills a critical sales and marketing need. Every month, we crunch the numbers to look at what’s changed—and what hasn’t—as a result of COVID-19. Our summer report showed the first stage of the rebound,…
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…
There’s both an art and a science to great B2B sales calls. At Volkart May, we’ve used every outreach during our 30 years as a lead generation call center to perfect it. We’re constantly learning, evolving and improving our approach—and…
We recently celebrated our 30th anniversary here at Volkart May. That got us reflecting on what’s stayed the same and what’s changed in the world of outbound calling. What remains consistent is the power of human conversation—one-to-one telephone calls—in the…
Business development representative (BDR). Inside sales representative. Sales development representative (SDR). Call center agent. No matter what the title, if you’re hiring or managing the team responsible for cold calling, sales prospecting, lead generation and lead nurturing, you know there…
To be successful in B2B sales, it’s helpful to approach your calling campaigns strategically. There are many different B2B sales goals and each will benefit from a different type of outreach in your market. Trying to accomplish too many things…
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,…
As a custom manufacturer, achieving your sales and revenue goals requires a robust set of tools. And while digital methods like email, ads and video have grabbed the spotlight in recent years, outbound calling continues to prove extremely valuable for…
If you work in technology, manufacturing, medtech or other B2B sectors, you know how difficult it can be to identify and engage busy decision-makers. VPs and C-suite stakeholders rarely make it easy to acquire their contact info; if you’re calling…
Lead generation campaigns provide a powerful engine for B2B and medtech companies to achieve their sales and revenue goals. But, it’s a complex activity that requires ongoing coordination between the sales and marketing teams. Add in outside resources like a…
If you’re like many sales and marketing professionals, you’re always looking for ways to use your limited resources wisely, with the best possible return on investment. Outsourcing can help you meet your lead generation and sales goals through the support…
Nearly all marketers rely on email campaigns for lead generation and awareness. Email campaigns provide an easy, cost-effective and measurable way to reach B2B and medtech prospects. Today’s email and marketing automation platforms, from MailChimp and Constant Contact to Eloqua,…
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…
