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…
Lead generation, especially for a B2B healthcare tech companies, is a balancing act of art and science. It takes skill to engage a busy healthcare professional in a sales conversation, but there's also a scientific approach to elements like the…
The crack of the bat. The roar of the crowd. The spectacular play to win the game. If you're experiencing these sights and sounds, then it must be baseball season. There are many parallels between winning baseball teams and the…
Often, the very first impression your company makes comes from a sales prospecting call. Your business development reps receive a list of potential B2B or medical technology buyers, then reach out to see which potential customers are interested in your…
In-house or outsourced sales function? When it comes to inside sales processes like cold calling new prospects, generating qualified leads, setting appointments and nurturing cooler opportunities, every company needs to make a smart decision about how to use your limited…
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…
There are a myriad of steps to generate qualified healthcare leads. It involves booking sales-ready appointments and testing messaging and value propositions for new healthcare products. Inside sales resource capacity must be added, and decision-makers at large healthcare systems need…
Virtual selling techniques are becoming increasingly sophisticated and are expected to remain a critical component and permanent fixture in the business world. Since COVID-19, organizations have continued to evolve with remote work and virtual tools. However, sales and marketing leaders…
Improve your results with inside sales calls to healthcare facilities It's the 21st century and technological advances abound, but there's still no substitute in medical sales for the power of human connection. That's why the telephone remains invaluable for any…
When the first quarter rolls around, most sales and marketing teams kick off the new year with optimism and renewed energy. If your medtech or B2B company operates on a calendar year, there are new goals to meet, new budgets…
Business develop reps play a vital role in medtech and B2B companies. They’re the engine that cultivates your marketplace, finding qualified buyers and keeping your sales pipeline filled. Not every salesperson, however, excels at this important early-funnel activity. As we’ve…
One of the hallmarks of lead generation campaigns is their measurability. From start to finish, you can track progress at nearly every stage of an outbound calling project. But, not all sales and marketing teams—or executive stakeholders—understand which metrics are…
If you’ve ever learned a foreign language, you know how important it is to master your vocabulary. The differences between words matter. It’s exactly the same in lead generation. One of the keys to a successful lead generation campaign is…
Making sales prospecting calls takes skill and tenacity, especially when you’re trying to establish a new territory or work a new list. Business development representatives often start with very little information—sometimes just a company name and location—and need to work…
Once school starts, Labor Day passes and the trees begin to turn, you know it’s autumn. Fall is also one of the most productive times for lead generation and reaching your target buyers. Use these outbound calling campaign ideas to…
One of the greatest strengths of B2B outbound calling is its versatility. Your business development reps or an outsourced contact center like Volkart May can use live conversations in a range of situations, from identifying sales-ready prospects to asking market…
Business development is an essential function of medtech and B2B companies. It’s vital to keep in touch with new sales prospects, in-progress opportunities and even current customers. But, with unemployment levels at record lows across the country, and field sales…
Outbound calling is a proven way to generate qualified leads. Whether you make these sales prospecting calls internally, or rely on a professional lead generation contact center like Volkart May, you can count on outbound calling to make a noticeable…
Look up “conversational marketing” and you may be in for a surprise. It’s not really about actual human conversations! Instead, it’s the practice of using artificial intelligence, chatbots and automation to engage potential customers in an online dialogue. It’s commonly…
Ever watch game shows that rely on split-second decisions? The sound of the clock counting down faster and faster, the furious attempts of the contestants to come up with the right answer—even now, it can make your brow sweat as…
The COVID-19 pandemic forever changed how medtech and B2B businesses operate. Gone are the days of lengthy commutes to and from the office; sales and marketing teams now function with remote offices, hybrid workspaces and flexible schedules. The change is…