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…
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…
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…
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…
A steady flow of qualified leads is essential for a healthy sales pipeline. Unfortunately, lead generation is often one of the most contentious areas in many medtech and B2B companies. It’s challenging because the marketing and sales teams must communicate…
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…
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…
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…
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…
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…
Once Daylight Savings Time ends, the first leaves appear on the trees and migratory birds begin their annual trek to the north, it’s clear that spring has arrived. In your medtech or B2B company, a good way to celebrate this…
The average salary and commission for a field sales representative today easily tops $75,000. (And that’s without the additional expense of benefits, office space, technology or business travel.) With those numbers, it makes sense to keep your highly paid and…
Imagine standing at the foot of a mountain and looking up. Often, the peak is so high it’s invisible to the naked eye. From that vantage point, it can be difficult to believe reaching the top is even possible. A…
Cultivating new business relationships takes skill and persistence. But, anyone who makes business development calls regularly knows that every sales prospect moves on their own timeframe. There’s rarely a “one size fits all” conversation that will cover everyone—especially at the…
After a long hiatus due to COVID-19, business travel and corporate events are both making a comeback. Experts anticipate business travel will surge in 2022, increasing nearly 38 percent compared to last year. Organizers predict similar positive trends for tradeshows…
Business development representatives (BDRs) use outbound calling almost daily. It’s a vital tool in the B2B sales prospecting process. But, no matter now effective your sales team is at cold calling and lead nurturing, there will always be times when…
Losing weight. Saving money. Exercising more. We’ve all started the new year with positive intentions. And while New Year’s resolutions tend to get a bad rap, there is powerful science behind stating a goal and developing the day-to-day habits that…
If the last two years have taught us anything, it’s the need for resilience in the face of challenges. The COVID-19 pandemic has introduced a number of unexpected circumstances that required marketing and sales teams to adapt quickly—or else, risk…
Marketing and sales leaders often ask us, “What makes a good sales prospecting call in healthcare?” Knowing how to engage and convert potential buyers and decision-makers at labs, pharmacies, hospitals and clinics is an essential skill for the medtech business…
Let’s face it. Despite the fact that the telephone has been around for 150 years, many sales and marketing leaders still express skepticism about its effectiveness for lead generation. Reckless telemarketing firms don’t help our industry’s reputation; their behavior has…
No thanks. Not now. We’re not interested. Every business development representative has heard those words more than they’d like to count. That’s because objection handling is a natural part of the medtech or B2B sales process. What’s important is how…