In 2025, the marketing world feels louder than ever. Between overflowing inboxes, rising ad spending, tighter digital privacy, and more automated outreach tools, prospects are more resistant to typical demand-gen channels. As a result, savvy sales and marketing leaders are…
As the dust settles from mid-year reviews and annual planning feels far away, Q3 often slips into a strange limbo for sales teams. It’s not the frantic close of Q4.It’s not the fresh start of Q1.It’s not the high-energy push…
If your sales reps are wasting time chasing prospects who never had any real intent to buy, you're not alone. Unqualified leads clog up sales pipelines, burn valuable hours, and demoralize even the best teams. The result? Missed revenue targets,…
In today’s B2B world, it’s not just about making more calls or booking more meetings—it’s about making the right connections, at the right time, in the right way. For sales and marketing leaders under pressure to increase pipeline and conversions,…
In today’s pharmaceutical landscape, even the most innovative treatments face a steep climb toward adoption. Between regulatory barriers, shrinking access to healthcare providers (HCPs), and intense competition, getting face time—or even phone time—with the right decision-makers is harder than ever.…
In medical device sales, progress rarely happens in a straight line. You’ve identified the right accounts. Your team has introduced the product. The provider or hospital showed initial interest. And then… silence. This is the mid-funnel stall, and it’s one…
For diagnostic labs and testing companies, growth often hinges on one thing: your ability to reach more providers. But what happens when your internal sales or outreach team is already at capacity? Hiring, onboarding, and training new reps can take…
The halfway point of the year is more than just a calendar milestone—it’s a critical opportunity for sales leaders to pause, assess, and reset. Whether your Q1 and Q2 results are right on target or lagging behind, now is the…
We live in a world that feels too automated at times, and we don’t always notice. We receive a phone call, only to realize the voice on the other end doesn’t sound real. The same is true for automated emails…
Sales is about more than just setting appointments—it’s about building relationships and nurturing trust. While getting a meeting with a prospect is a major milestone, what happens after the appointment can make or break the deal. A well-timed, strategic follow-up…
The first quarter of the year is a time of fresh starts and ambitious goals. For businesses, it’s a crucial period that often sets the tone for performance, growth, and results in the months ahead. Success in Q1 isn’t just…
Lead generation continues to evolve, driven by technological advancements, shifting consumer behavior, and the need for businesses to stay competitive. In 2025, successful lead generation strategies will focus on precision, personalization, and leveraging emerging technologies. Let's break down the top…
Here in the Midwest, fall is fleeting. It’s the season of back-to-school, turning leaves, warm bonfires and cool nights. We know winter’s lurking, so it’s up to us to make the most of our time before the snow flies. No…
A strong base of satisfied healthcare customers is one of your company’s most valuable assets. These hospitals, clinics and medical facilities not only generate ongoing revenue, they’re great sources of ideas for new product enhancements. They can also provide referrals…
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…
There’s a lot that B2B marketing and sales leaders can learn from gardeners, especially when it comes to lead nurturing. Anyone who’s tried to grow flowers or vegetables—even a houseplant—knows it’s not a “one and done” exercise. Reaping a bountiful…
It’s every marketing and sales team’s dream: A calendar full of qualified, sales-ready appointments—no cold calling required. All you need to do is show up and close the sale. If only it were that easy! Sales appointment-setting takes time, talent…
Relationships. They’re at the heart of nearly all successful B2B and medtech sales. Whether you’re selling cloud software, medical devices, financial services or custom manufacturing equipment, the sales process typically requires several weeks of discussions. These touchpoints help generate awareness,…
According to the Harvard Business Review, it costs from five times more—to as much as 25 times more—to win a new customer than to keep a current one. For savvy B2B companies, outbound calling is a smart and cost-effective way…
In today’s uncertain environment, medtech and B2B companies are cautious about unleashing "business as usual" sales calls. Not every product or service is suitable for a pitch right now. Some decision-makers, especially in healthcare and retail, are focused on more…
Your pipeline is filled with quality leads. Now, it’s time for your sales team to take over and focus on what they do best—transform these leads into paying customers. While every member of your sales team may have a different…