KLA Group
IT Sales and Marketing Agency
Has your team mastered the basics of writing sales prospecting emails and bemoaned they still donāt get replies from cold prospects? Are they blaming gatekeepers, voicemail and the email delete barrier for
Review all the prospects youāve worked with over the past two years but never closed. Many never made a decision or might regret the decision they did make and are ready for
Testimonials are a fantastic lead generation tool, especially to communicate to your specific target market and niche markets that you understand their needs and have satisfied customers in their industry. Keep the
To stand out, you have to be different and, more importantly, relevant. We still live in a world of mass communication where generic, untargeted messaging easily gets lost. If you hyper-focus your
This is NOT me telling you not to cold call. But it can take as many of 9 attempts to reach a new prospect. Reach out in different ways for those 9
The most difficult sales position to fill is that of a hunter. A higher percentage of salespeople are cut out for account management, where clients already exist and the job is client
Account managers should be on the lookout for revenue uplift opportunities and ways to expand your companyās footprint with each client. Rather than tactlessly soliciting your clients, a good account manager knows
Your lead generation activities are only one step towardĀ adding sales-qualified leads to the pipeline. Your sales repsĀ alsoĀ should be prospecting top-tier companies, staying visible in your community and keeping their sales skills sharp
A popular approach to hiring sales reps is to hire fast and fire fast. If youāre going to do that, there are several things you have to take into consideration. Considerations When
Be sure your sales reps know your target market and persona details. When you share this information, your reps know who to target, why and how. Youāll improve their campaign follow-up, change
Itās only after you hear ānoā that you can begin to improve your sales process and sales skills. Follow up on all proposals until you find out what the situation is. Even
As companies focus on client retention, the account management function comes under scrutiny. Like a seasonal wardrobe, business owners seem to continually change their account management strategy. Who has the skills to
Adding a bit of mystery and anticipation to your prospecting is one of the most effective ways to get prospects engaged. Holding back additional information to share in a later conversation keeps
Getting past the goaltender can be tough. But if you want to score, youāve got to connect with the right contact. The gatekeeper can block your shot and youāve got a total
In smaller companies account management is critical not just to growing your business but also to sustaining it. Losing a few clients can have a dramatic impact, from staffing to operations. You
If youāre getting all your leads from one new business development activity, youāre missing out on some great opportunities. Youāll see a significant dip in your sales funnel as each lead source
Have everyone in a customer-facing role choose one question to use when they want to ask for a referral. Then, teach them how to frame their referral request and transition from the
Perhaps a business ownerās biggest frustration is seeing all those opportunities sitting in the pipeline, but nothing is closing. Proposals were presented. Prospects declared, āIāll let you know.ā But they havenāt, and
Price objections and highly competitive sales processes are clear indicators that youāre not communicating your value to prospects. They see no difference between you and your competitors. Communicate your value in your
I firmly believe that email is still the best tool for prospecting and lead generation. Itās personal, targeted, accessible, and measurable. And it can yield a steady flow of very high quality
Marketing qualified campaign leads are contacts who show interest by clicking, downloading something you send, or attending an event you host. They are not a guaranteed sale. 10% will agree to an
Sales are up. Leads are coming in. We donāt need to keep paying for lead generation, do we? Letās save that money. The sales rep is setting appointments. He can do it.
Moving quickly through prospects using a sales script and not putting any effort into establishing a relationship puts you into highly competitive sales cycles with tremendous pressure. Take some time to get
Acquiring a list is the fastest way to build a list, but itās not uncommon for 40% or more of the contacts to contain bad data. Alternatively, building an organic list allows
