The biotech industry is evolving fast—with new innovations in diagnostics, therapeutics, and medical devices entering the market every day. But even the most groundbreaking biotech solution won’t gain traction without one essential ingredient: quality leads. Whether you're targeting clinical researchers,…
Trade shows offer a prime opportunity to connect with potential customers, showcase your brand, and generate a high volume of leads. However, not all leads are created equal. Without a structured qualification process, sales teams risk wasting valuable time on…
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 fast-paced B2B sales environment, speed matters. The longer your sales cycle, the higher the risk of losing prospects to competitors, budget shifts, or changing priorities. If your team is spending too much time chasing unqualified leads, it’s time…
If you’re like most medtech and B2B businesses, a sizable number of your inbound leads come through your company’s website, campaign landing pages or social media channels. Your online properties are great vehicles to: Generate awareness of your company Build…
In B2B and medtech businesses, few things are more essential to new sales and revenue than effective sales prospecting. Yet even experienced sales reps can stumble when it comes to cold calling and lead generation. With more than 30 years’…
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…
Often, when we think of B2B inside sales reps or business development representative, we picture the daily exercise of cold calling into new markets or territories. While cold calling is a valuable activity, it’s equally important for B2B companies to…
In complex sales cycles, only a few leads will immediately result in paying customers. But, that doesn’t mean that every lead isn’t valuable in some way or another. Medtech and B2B companies can learn a lot from simple detective work…
What does your company do with leads once marketing hands them off to the sales team? For most B2B and medtech organizations, leads are the lifeblood of the sales process. Without a sufficient number of leads and opportunities at every…
Qualifying inquiries and making “warm” prospecting calls are essential functions of the B2B contact center. They allow you to build an accurate lead database to use in future marketing campaigns. They also cement your relationship with potential buyers and ensures…
Ongoing outreach is an important part of the sales process, but it can be difficult to engage with B2B prospects or healthcare customers who have gone cold. Digital tools can be particularly ineffective. You may send dozens of emails and…
Ask a B2B marketer their recipe for filling the sales pipeline with qualified leads, and some regular ingredients will top the list: Email campaigns. Content marketing. Search engine optimization. Trade shows and conferences. What many B2B marketers omit is outbound…
For medtech and B2B companies, leads are critical in order to drive sales. Your leads can come from a variety of sources: your website, trade conferences, email campaigns or cold calling, to name a few. However, as sales reps are…