Sales success isn’t just about getting your message out—it’s about getting it to the right people, the decision makers. Sending off-target emails to the wrong contacts doesn’t just waste time; it can hurt your brand’s credibility and result in lost…
In today’s competitive B2B landscape, sales teams are under increasing pressure to perform—with fewer resources, tighter timelines, and ambitious revenue targets. But the solution isn’t always hiring more reps. Often, it’s about maximizing the efficiency and productivity of your existing…
In 2025, B2B sales teams are under more pressure than ever to hit aggressive growth targets, engage hard-to-reach decision-makers, and maximize efficiency. With so many sales and marketing strategies available, one trend is becoming increasingly clear: outsourcing lead generation is…
In today’s competitive B2B markets, sales teams face immense pressure to meet their goals and drive revenue. With targets growing and the need to focus on closing deals, many sales professionals find themselves stretched thin. Engaging with a third-party lead…
Complex sales are common in B2B companies, technology, manufacturing and healthcare environments. A complex B2B sale typically occurs when one or more of these factors are in play. Key elements driving the complex B2B sales cycle A lengthy buying cycle…
Does this sales pipeline scenario sound familiar? You've nurtured a deal for six months, working with Kyle and Miranda at corporate headquarters. You've put in countless hours of meetings and demonstrations. You've built ROI models and answered tough questions. Now,…
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…
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…
It's rare for a medtech lead to turn into a sale immediately. In most cases, complex sales processes with hospitals, clinics, laboratories and pharmacies move gradually through the pipeline. That's why it's important to implement an inside sales strategy that reaches every…
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…
What do most business-to-business (B2B) companies have in common? A need to build strong sales relationships. Whether your organization sells insurance, janitorial services, technology, manufacturing equipment or offices supplies, it’s essential that your sales team create lasting connections with potential…
It was fun. It was educational. And, most of all, it was heartwarming to see so many old and new friends at the Volkart May open house. If you were one of the many clients, friends and colleagues helping us…
Just a few years ago, working from home was unusual for an inside sales team. Most business development representatives (and their managers) came to the office five days a week. Pizza parties, contests and ad hoc conversations were just some…
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…
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…
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.…
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…
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…
Everywhere you look, the headlines feature stories of automation and digital transformation. Cars can drive themselves. 3-D printers replicate complicated parts. Even our refrigerators now have chips and “brains.” In complex industries like medtech and B2B, adopting technology makes it…
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…