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…
Lead generation, especially for a B2B healthcare tech companies, is a balancing act of art and science. It takes skill to engage a busy healthcare professional in a sales conversation, but there's also a scientific approach to elements like 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…
There are a myriad of steps to generate qualified healthcare leads. It involves booking sales-ready appointments and testing messaging and value propositions for new healthcare products. Inside sales resource capacity must be added, and decision-makers at large healthcare systems need…
Improve your results with inside sales calls to healthcare facilities It's the 21st century and technological advances abound, but there's still no substitute in medical sales for the power of human connection. That's why the telephone remains invaluable for any…
Generating qualified leads in the medical technology industry takes expertise—and effort. Whether you’re representing a proven surgical device, a groundbreaking wearable technology or an innovative diagnostic tool, there’s definite legwork required to reach busy decision-makers at healthcare facilities. Most medtech…
Medical technology is one of the hottest sectors for investment, innovation and sales. Every day, imaginative startups and established medtech companies launch new solutions to help patients, physicians and medical professionals. One of the biggest challenges for medtech companies, however,…
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…
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…
At Volkart May, we believe a sales rep’s time is better spent closing a sale than finding one. In other words, the more your high-powered (and highly paid) sales team can focus their efforts on building relationships, demonstrating products, negotiating…
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…
In medicine, the lab is a groundbreaking space where discipline, research and discovery intersect. Every day, scientists, researchers and technicians conduct important experiments, uncover new information and push forward with breakthrough treatments. The outcomes can be amazing. Here at Volkart…
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…
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…
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…
Let’s face it. Getting busy professionals at clinics, hospitals and other medical facilities to take an interest in your product or service can be challenging. But, connecting with those potential buyers is critical to achieving the lead generation and sales…
Ninety days. Depending on your point of view, it can seem like an eternity—or be gone in a flash. At Volkart May, we look at 90 days as a smart window of time for medtech marketers to test a new…
What’s one of the first things medtech sales and marketing teams learn? Patience. That’s because selling to healthcare leaders at hospitals, clinics, labs, pharmacies and other providers takes time. For most products and services, numerous steps occur between the first…
Medtech sales reps play a vital role for the organization: Meeting with healthcare decision-makers and hospital buying committees. Attending industry events. Keeping up on the latest product enhancements and regulatory requirements. Conducting product demonstrations. Drafting proposals and contracts. Most importantly,…