Demand for inside sales representatives—also known as business development representatives—is hotter than ever. More medtech and B2B companies realize the vital role these professional sales prospecting and lead generation specialists play in the overall sales cycle. But, with COVID-19 continuing…
Peanut butter and jelly. Shoes and socks. Nuts and bolts. Some things work just work better in pairs! For medtech and B2B companies, the must-have power duo for lead generation combines inbound and outbound marketing. When used simultaneously, both disciplines…
Ask B2B marketers and sales professionals what’s on their wish list, and most will include a request for more qualified sales leads. It’s a common reason why business leaders from a variety of industries reach out for support to professional…
Just mention “cold calling” and you’re sure to generate a visceral response, even among sales professionals. Most business development reps either love it or hate it unequivocally, without much middle ground. Public speaking and professional networking provoke similar divides among…
Every year, B2B and medtech companies spend millions of dollars to generate qualified sales leads. Yet once they have these valuable leads in hand, many fail to nurture them into full-fledged opportunities and closed sales. That amounts to wasted effort…
Need a computer chip? Good luck finding one right now—or any appliance, automobile or product that requires these tiny mechanical brains. Manufacturing slowdowns, shipping delays and other unexpected issues related to COVID-19 are wreaking havoc across businesses and industries. The…
Until you’ve worked with us, it can be hard to visualize exactly how our professional callers spend their days, or why they love working in business development. These talented individuals are our greatest resource. They’re the reason why leading companies,…
Success in a B2B industry demands a strong and productive sales team. While branding, e-commerce and digital advertising channels can all add value, in the end, it’s the “feet on the street” of your professional field sales team, distributors and…
Do you have aggressive lead generation targets this quarter? Hard-to-reach prospects that digital campaigns can’t seem to convert? A sales team that’s pulled in too many directions to give cold calling the attention it deserves? These are just a few…
As the economy expands and the post-COVID recovery begins, more B2B and medtech companies are considering outsourcing their sales prospecting activities. It’s a great way to use your internal resources wisely and quickly meet your lead generation goals. Is outsourcing…
Consistency is a challenge with any sales effort. Making calls daily. Contacting hard-to-reach decision-makers. Following up regularly to nurture cooler leads. In the right business development environment, callers embrace this routine as a challenge and aspire to reach new goals.…
When medical device manufacturers, diagnostic test makers, pharmacies, laboratories and other healthcare companies reach out to us, many are considering lead generation calling for the very first time. Especially during COVID-19, when the pandemic restricted face-to-face interactions and traditional marketing…
Last year, Volkart May callers generated 24,000 sales leads for our medtech and B2B clients. That’s 24,000 hand-offs from our team of outsourced business development reps to our clients’ sales closers. Our outbound calling campaigns routinely generate 10:1 or greater…
Inside sales outsourcing happens for a number of reasons. It adds capacity for startups and growing businesses. It lets in-house teams focus on growing relationships and closing deals. It provides specialized resources to accelerate results. Whatever the reason, before your…
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,…
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…