By using this site, you agree to the Privacy Policy and Terms of Use.
Accept
Health Works CollectiveHealth Works CollectiveHealth Works Collective
  • Health
    • Mental Health
    Health
    Healthcare organizations are operating on slimmer profit margins than ever. One report in August showed that they are even lower than the beginning of the…
    Show More
    Top News
    benefits of using protein powder to build muscles
    Protein Powder for Muscle Mass: Everything You Need to Know
    December 12, 2021
    changes brought on by blockchain in healthcare
    Technology In The Healthcare Industry
    March 28, 2022
    What Does Core Body Temperature Say About Health?
    August 17, 2022
    Latest News
    7 Most Common Healthcare Accreditation Programs: Which Should You Use?
    August 20, 2025
    Hospital Pest Control and the Fight Against Superbugs
    August 20, 2025
    Hygiene Beyond The Clinic: Attention To Overlooked Non-Clinical Spaces
    August 13, 2025
    5 Steps to a Promising Career as a Healthcare Administrator
    August 3, 2025
  • Policy and Law
    • Global Healthcare
    • Medical Ethics
    Policy and Law
    Get the latest updates about Insurance policies and Laws in the Healthcare industry for different geographical locations.
    Show More
    Top News
    Do Electronic Health Records Reduce Malpractice Claims?
    February 2, 2013
    A Humble Opinion: Book Review
    May 3, 2015
    medicaid
    Paul Krugman: Stop Being an Embarrassment to the Profession
    March 7, 2013
    Latest News
    How Social Security Disability Shapes Access to Care and Everyday Health
    August 22, 2025
    How a DUI Lawyer Can Help When Your Future Health Feels Uncertain
    August 22, 2025
    How One Fall Can Lead to a Long Road of Medical Complications
    August 22, 2025
    How IT and Marketing Teams Can Collaborate to Protect Patient Trust
    July 17, 2025
  • Medical Innovations
  • News
  • Wellness
  • Tech
Search
© 2023 HealthWorks Collective. All Rights Reserved.
Reading: Why Telemarketing for the Medical Device Industry Deserves Ridicule
Share
Notification Show More
Font ResizerAa
Health Works CollectiveHealth Works Collective
Font ResizerAa
Search
Follow US
  • About
  • Contact
  • Privacy
© 2023 HealthWorks Collective. All Rights Reserved.
Health Works Collective > Technology > Medical Devices > Why Telemarketing for the Medical Device Industry Deserves Ridicule
BusinessMedical Devices

Why Telemarketing for the Medical Device Industry Deserves Ridicule

Chuck Malcomson
Chuck Malcomson
Share
5 Min Read
SHARE

 

Contents
  • Telemarketing vs. Inside Sales vs. Pre Sales vs…
  • Telemarketing in the Medical Device Industries
  • 4 Ways Our Clients Use “Telemarketing”

 

 

More Read

VA Will Use Telemedicine to Train Primary Care Docs
Freezing Fat Away: Coolsculpting Is Effective, but Buyers Beware
In Battle Against HAIs, Innovative Biotechs Play Key Role
How the Pandemic Changed the Daily Role of Medical Office Assistants
Debate Over Doctor Shortages

 

 

 

A post on inbound.org recently caught my eye. Not because it is untrue, mind you, but because the sentiment behind it just seems ridiculously out of touch with what it takes to succeed in the real world marketing.

It asks, “What’s the most crazy or funny story you have with a telemarketer so far?”

Of course, we all have them. Interruptive calls during a hectic family dinner. Offers of “free” vacations. Untold Nigerian fortunes waiting to be claimed.

In truth though, telephone work is a huge factor in the success of any modern day “inbound” marketing plan despite what inbound.org has to say.

Inbound marketing can generate untold fortunes in the form of sales leads for a medical device company. By now we know that inbound marketing, when executed properly, can deliver more leads at a lower cost then traditional marketing methods. HubSpot tells us this. 

What you may not realize is HubSpot, the inventors of the term “inbound marketing” employ Business Development Representatives (BDRs), today’s better, more effective version of “telemarketers” whose job it is to follow-up with leads by picking up the phone and calling them.

In fact, a recent LinkedIn search for “HubSpot Business Development Representative” showed 24 positions available. 

The “inventors” of inbound marketing have highly trained teams whose job is to reach out to their leads and start the sales process. Does your company (or agency partner) have a plan in place to reach out to any and all leads you generate?

In my judgement too many companies fail to call every lead they generate andfar too few marketing agencies offer this service to their clients. 

Telemarketing vs. Inside Sales vs. Pre Sales vs…

What you may think of as telemarketing has changed. More accurate descriptions include:

  • Business Development
  • Inside Sales
  • Pre Sales
  • Tele Sales
  • And the newest, Inbound Sales

While the terms and roles can be nuanced in the end the goal remains the same: increase sales by more effectively reaching out to leads and uncovering sales opportunities.

Telemarketing in the Medical Device Industries

 

In full disclosure, TSL Marketing (my employer) has a team of telesales professionals we are able to deploy for the benefit of our clients. Hearing our Business Development Team Members (BDTMs) work has opened my eyes to the importance and success of a robust phone sales operation.

4 Ways Our Clients Use “Telemarketing”

Lead Generation – This can mean traditional cold calling but it can also mean something much more effective. Combining social selling tactics and phone work with a list of target accounts to uncover sales opportunities.

Example: TSL is currently working on behalf of a top 5 (by global revenue) medical device manufacturer to increase sales of a new disposable product. BDTMs call into hospital decision makers and offer sample product. Account records, including samples provided, are then shared with the client’s field sales team.

Lead Progression – Not all leads are created equal. Smart organizations are reaching out to all leads in an effort to progress them down the sales funnel. This provides an opportunity to build a real human relationship with a lead, something a series of automated emails fails to do.

Example: Case Study illustrating the importance and success of combining inbound and outbound tactics.

Telemarketing – More traditional “telemarketing,”  surveys, audience profiling and customer satisfaction can be ascertained

Example: At TSL we are able to conduct customer satisfaction surveys that uncover valuable insights on medical devices like pulse oximeters.

 Sales Execution – This is where “telemarketing” is better labeled as Tele Sales or Inside Sales.

Example: TSL is currently working with a top 5 (by global revenue) medical device manufacturer to uncover sales opportunities for an update to a piece of diagnostic equipment. This includes reaching decision makers in an existing universe of accounts (hospitals) and compelling them to upgrade their existing equipment. Truly outsourced “inside sales.”

While it’s fun, and funny, to poke fun of telemarketing it is a mistake to think of it in the terms of years gone by. Progressive digital marketers, even the “inventors” of Inbound, are using modern methods to connect with, uncover and close sales opportunities over the phone.

This post orginally appeared on LinkedIn. 
TAGGED:healthcare marketingtelemedicine
Share This Article
Facebook Copy Link Print
Share

Stay Connected

1.5kFollowersLike
4.5kFollowersFollow
2.8kFollowersPin
136kSubscribersSubscribe

Latest News

engineer fitting prosthetic arm
How Social Security Disability Shapes Access to Care and Everyday Health
Health care
August 20, 2025
a woman explaining the document
How a DUI Lawyer Can Help When Your Future Health Feels Uncertain
Public Health
August 20, 2025
physiotherapist at work
How One Fall Can Lead to a Long Road of Medical Complications
Health care
August 20, 2025
Common Healthcare Accreditation Programs
7 Most Common Healthcare Accreditation Programs: Which Should You Use?
Health News
August 20, 2025

You Might also Like

Price Transparency: What to Do and What Not to Do

January 24, 2014
Disseminating air pollution effects on public health
BusinesseHealthMedical EducationPublic HealthSocial Media

Post or Perish? Disseminating Scientific Research and the Kardashian Index

September 1, 2014

Healthcare’s 2016 marketing trends to watch

December 15, 2015

Healthcare’s Stumble Toward Greater Levels of Consumer Centricity and Engagement

June 19, 2012
Subscribe
Subscribe to our newsletter to get our newest articles instantly!
Follow US
© 2008-2025 HealthWorks Collective. All Rights Reserved.
  • About
  • Contact
  • Privacy
Welcome Back!

Sign in to your account

Username or Email Address
Password

Lost your password?