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 of the most frustrating—and expensive—challenges in medical device sales.
When buyers go quiet or momentum fades, your reps are forced to spend valuable time chasing follow-ups instead of advancing new opportunities. It slows down the entire pipeline and leads to missed targets, longer sales cycles, and burned-out teams.
At Volkart May, we work with medical device companies every day to solve this exact problem. Through focused, compliant, and consistent outreach, we help you re-engage mid-funnel prospects, qualify leads, and book high-value sales conversations that move the needle.
Here’s how to overcome the stall—and keep your pipeline moving forward.
What Causes the Mid-Funnel Stall?
The medical device sales cycle is long for a reason. You’re dealing with complex clinical products, procurement processes, and multiple stakeholders—surgeons, administrators, nurses, and value analysis committees. And even when there’s strong initial interest, competing priorities or internal red tape can grind things to a halt.
Common stall points include:
• Missed or delayed follow-ups
• Internal decision-makers changing roles
• Inadequate qualification early in the cycle
• Reps focusing on closing instead of nurturing
• Lack of capacity to maintain regular contact
And often, the issue isn’t lead quality—it’s bandwidth.
Your Reps Don’t Have a Time Problem—They Have a Focus Problem
Your field team is already wearing too many hats:
• Educating physicians
• Demonstrating devices
• Navigating procurement
• Handling post-sale support
Adding mid-funnel nurturing—calls, follow-ups, touchpoints—only pulls them further from their primary role: closing deals.
That’s where an inside sales partner like Volkart May can help. We support your sales team by taking mid-funnel outreach off their plates, so they can focus on the highest-value conversations.
How Volkart May Helps Unstick Your Sales Funnel
Our team of trained, U.S.-based conversationalists acts as a seamless extension of your sales team, helping you:
• Re-engage stalled prospects who’ve gone quiet after a demo or conversation
• Qualify mid-funnel leads and uncover hidden objections or readiness
• Set appointments with the right stakeholders at the right time
• Deliver consistent, professional outreach that aligns with your brand and messaging
Whether you’re launching a new product, expanding into a new territory, or scaling nationally, we help maintain the momentum your reps work so hard to create.
Why It Works in Medical Device Sales
Unlike email automation or passive marketing, we engage decision-makers directly through voice-to-voice conversations that build rapport and uncover intent.
We understand the nuances of selling in the med device space:
• Gatekeepers at hospitals and clinics
• Provider time constraints
• The need for follow-up without feeling pushy
• Staying compliant with clinical and promotional guidelines
It’s not just about persistence. It’s about making the right connection at the right time, with the right message.
Real Results. Real Conversations.
When you outsource your inside sales outreach to Volkart May, you get:
• A scalable, proven process that supports your pipeline
• Weekly reporting and call recordings for transparency
• A flexible partner who understands healthcare sales
• More qualified conversations. More booked appointments. More closed deals.
Let’s Talk About Medical Device Leads
If your team is spending too much time chasing unresponsive leads—or watching promising opportunities stall out mid-cycle—it’s time to rethink your approach.
Let Volkart May support your team with strategic, compliant, and consistent outreach that drives real conversations and real results.
Schedule a quick call today and let’s talk about how we can help you overcome the mid-funnel stall—and finish 2025 strong.