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,…
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…
If you’ve spent even minimal time trying to reach potential buyers at healthcare systems, hospitals, clinics, labs or pharmacies, you know how time-consuming it can be to contact senior decision-makers. Few respond to “cold” emails Digital advertising takes great repetition…
What’s next on the horizon for medtech startups and innovators? One sector that’s getting plenty of attention is the emerging discipline of female technologies, otherwise known as “femtech.” Femtech emerging as a powerhouse field within medtech Femtech as a category…
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…
Let’s face it. When it comes to medtech marketing and sales, the doctor is almost always “out.” Busy healthcare professionals rarely respond to emails and routinely ignore digital ads. Getting your message across—and your sales team’s foot in the door—takes…
The medtech sector is hotter than ever. From diagnostic sensors and wearables to life-saving devices and smart technologies, there’s a vast array of innovative solutions coming to market. For the sales and marketing team, the primary challenge is getting your…
One of the things we’re most proud of here at Volkart May is the caliber of our professional outbound callers. Our team works diligently to create a fun yet productive work environment where individuals can thrive—and at the same time,…
Remember 1990? Personal computers were making their debut. Faxing was the height of modern communication. Cellphones, email and websites were but a glint in a developer’s eye. The telephone was the epicenter of the sales process. Three decades of conversations…
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,…
One of the biggest obstacles to sale for B2B and medtech companies is aversion to change. Even if the current method lacks stellar results, there’s a perception that keeping the status quo will be better than trying something new. We…
There are plenty of ways to communicate with leads and prospects during the sales process, and while communication channels such as email certainly play a role, it’s still important to incorporate live conversations and maintain human connection. This is more…
The goal of an outbound calling campaign isn’t always to generate a lead immediately. For B2B and medtech companies, outbound calling can serve many purposes at once, from qualifying an inquiry and updating contact information, to building relationships and setting…
Like most businesses, we are working diligently to navigate these uncharted waters. The health and safety of our valued employees and clients remains our top priority. To that end, we have successfully transitioned our call center operations to a hybrid…
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…
Your business travel plans may be on hold, and your spring tradeshow cancelled, but no one’s adjusting your sales and revenue goals for the quarter. For most B2B and medtech marketing and sales professionals, business goes on—even if it’s far…
From HIMSS to Google Next, cancellations are mounting at prominent spring events for healthcare, medtech and B2B companies. Uncertainty over the spread of the coronavirus has organizers and attendees rethinking travel plans and high-volume gatherings. Even investor relations and general…
For B2B and medical technology businesses, the ability to keep the sales pipeline full with high quality leads, appointments and opportunities is essential for growth. But starting with a poor-quality prospecting strategy (or no strategy at all) increases your effort,…
The doctor is out. As a medtech sales or marketing professional, you’ve heard that familiar refrain on many occasions. Healthcare professionals at hospitals, clinics and medical facilities are notoriously hard to reach when it comes to sales conversations. The inside…