In Episode 75 of the Medtech Business Academy Podcast, co-hosts Scott Alexander, Barbara Strain, and Mike Sperduti focus on the crucial topic of lead generation. As the year reaches its midpoint, many medtech companies find themselves behind on their revenue goals. This episode offers timely insights to help bridge that gap.

Scott Alexander sets the stage by emphasizing the importance of understanding different personas involved in the decision-making process within healthcare organizations. He notes, “Your business model fundamentally impacts what a qualified lead is.”

Mike Sperduti shares his expertise on effective sales calls, stressing the need for a personalized approach. “The key to making phone calls is to not sound like everybody else. Use a commonality that’s between you and the prospect,” he advises. He also underscores the importance of lead generation, stating, “Lead generation is the lifeblood of the business. If every day you don’t have new people to talk to, 90 days from now, you’re out of business.”

Barbara Strain underscores the importance of educational content that addresses current healthcare issues. “Healthcare professionals need to be educated on what’s happening today that they need to pay attention to,” she explains. This approach not only builds interest but also positions the company as a thought leader in the industry.

The episode concludes with a look ahead to the next topic: the art and science of closing deals. As Sperduti puts it, “A lead isn’t worth anything if you don’t close it at some point.” This upcoming discussion promises to be just as valuable for listeners aiming to improve their sales strategies.

Tune in to Episode 75 for actionable insights that can help turn the tide for your medtech business in the second half of the year.