Winning the Capital Game: Building a High-Performance Sales Strategy in MedTech
The tried-and-true strategies for winning capital equipment sales have started to show their age. Even if you know the stakeholders, the clinical value, and how to run a sales process, deals may not come as easily as they used to. Opportunities stall. Evaluations don’t materialize. Contracts renew with existing vendors despite strong alternatives. The issue […]
Medical Device Revenue Recovery: Three Steps to Rebound from a Missed Sales Quota and Stay on Track for Annual Growth
In most medical device companies, missing a sales quota is rarely a minor event. Unlike high-velocity industries where short-term fluctuations can be absorbed, MedTech operates within tighter constraints, with finite markets and lengthy sales cycles. Decisions require alignment across multiple stakeholders, and each opportunity carries meaningful revenue weight. When a quarterly revenue goal misses the […]
Why Thought Leadership is More Crucial Than Ever for Growth-Oriented MedTech Companies
Growth in MedTech begins with changing perspectives. Markets rarely shift simply because a product improves. Instead, sales opportunities occur when target audiences begin to view underlying challenges differently, and solutions are presented at the right time, and right place. A strong content strategy is a key aspect of any successful B2B marketing plan, but this […]
From Search to Sales: The Role of AI in MedTech Marketing and Revenue Growth
MedTech sales and marketing leaders are navigating a sea of change when it comes to how healthcare decision-makers now discover and evaluate products. What once depended heavily on one-to-one sales engagement now happens even earlier in the buyer’s journey, driven by AI-powered research and comparison. Today, influence is often established before a sales conversation begins, […]
The Medtech Leader’s Guide to Winning RFPs
Step-by-Step Marketing Strategies for Every Stage of the RFP Process In medical device and healthcare technology sales, business growth is often built around winning through prospects’ Request for Proposal (RFP). These decisions typically occur every 3 to 7 years for capital equipment and commoditized products like stents or gloves. Success requires a coordinated marketing strategy […]
How Tariffs Are Reshaping Medical Device Marketing—And What to Do About It
Hospital margins were already razor-thin. Now, tariffs are raising the cost of everything from surgical gowns to implantable devices—and healthcare decision-makers are under even more pressure to cut spending. As supply costs surge, hospitals are becoming more risk-averse—stalling innovation unless vendors make the financial upside impossible to ignore. If you’re a medical device manufacturer or […]