How the VAC Process Actually Works
For MedTech companies, the process by which devices are adopted by hospitals and healthcare systems has changed dramatically over the past 20 years. What was once a relatively simple process has become increasingly complex. Today, medical device companies can’t just pitch to purchasing departments on behalf of physicians who want to use their products; the […]
Sales Enablement Strategies for Life Science Marketing
Achieving scalable growth as a life science company is tough if you’re using an outdated playbook. It used to be that companies could rely on sales professionals as the primary means of content delivery to prospects, but the landscape has made a dramatic shift. Today, marketing channels play a crucial role in supporting life science […]
Building Predictable Pipelines in Health SaaS Marketing
The HealthTech industry is having a real moment. Between AI-driven innovations and the overall demand for more efficient technology-driven solutions, Health SaaS companies have found themselves in high demand. The only problem: demand doesn’t always translate to a stable sales pipeline. Leads may flow one week and dry up the next. Prospects may show real […]
AEO for HealthTech: A Crash Course for Innovators
For HealthTech companies, it’s getting increasingly difficult to reach providers and other decision-makers on the internet. Today, providers are getting more information about HealthTech solutions from AI platforms, voice assistants, and other tools that don’t require clicking into a website. Answer engine optimization (AEO) is how leading HealthTech companies stay visible to providers, while ensuring […]
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 […]