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7 Skills every business development rep needs to master

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…

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Lead generation calling: Are you measuring what matters?

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…

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Are you fluent in the language of leads?

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…

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How to reach more decision-makers on sales calls

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…

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5 Ways to build your fall leads pipeline

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…

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Reduce inside sales costs by outsourcing

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…

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Generate more qualified leads with outbound calling

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…

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Use conversation (not clicks) to advance the sales cycle

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…

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Five ways to improve your virtual sales calls

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…

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Hiring woes? Try inside sales outsourcing

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.…

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3 Essentials for effective cold calling

Hate cold calling new sales prospects? You’re definitely not alone. Picking up the phone and trying to engage a new decision-maker in conversation is not for everyone. But, effective business development techniques—like outbound calling—are vital to generating qualified leads and…

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Poor prospect lists slowing your sales? Hit the phones

Are lackluster prospect lists slowing down your lead generation and sales efforts? Having inaccurate or incomplete data on your target audience is a common problem in healthcare and B2B marketing. Fortunately, hitting the phones with an outbound calling campaign can…

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Use demand generation to accelerate your sales pipeline

Demand generation versus lead generation. What’s the difference? Ever since the term “demand generation” evolved, there’s been confusion between the two. However, B2B and medtech marketers who understand both disciplines—and use them together—can multiply your results across the sales pipeline.…

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Need high-velocity growth? Try inside sales outsourcing

What’s hot right now? It’s definitely digital health and medical technology. Innovation abounds, and investors are banking big on the sector after another year of record investment. Medtech and digital healthcare startups tallied just over $29 billion in funding across…

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How to build a great healthcare prospect list

When you sell to hospitals, clinics, labs and other medical facilities, there’s one pivotal asset that supports all your marketing and sales efforts: Your healthcare prospect list. The more you know about the medical facilities and healthcare decision-makers in your…

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Why lead generation campaigns fail

When you employ a sales team, effective lead generation is critical to their success. It takes a steady flow of qualified opportunities to meet your medtech or B2B company’s sales and revenue goals. However, most sales and marketing leaders have…

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Sales prospecting tips to generate more leads

Every week, Volkart May callers make thousands of sales prospecting calls on behalf of our valued B2B and medtech clients. In 2021 alone, we made one million calls to generate leads, set appointments and help our clients fill their sales…

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