KLA Group
IT Sales and Marketing Agency
List building is one of the biggest challenges in sales and lead generation. Thatās why strategies like Google AdWords and social advertising sound so exciting. Rather than worrying about a list, youāll
Letās play a ball game of our own, shall we? Gather a prospect list of at least 68 contacts and start calling and emailing the list persistently. Your Sweet Sixteen prospects will
Regardless of your role, much of selling is done by phone. Your prospects and clients rarely think about where youāre located until you quote the wrong time zone. Strengthen your relationship ties
You meet. Itās a perfect fit ā but your prospect just isnāt ready to take the next step. Donāt dump them and move on to the next prospect. Make sure you tell
If calls arenāt working, your LinkedIn invitation wasnāt accepted, and your tried-and-true prospecting is greeted with silence, itās time to get creative and try some old-school strategies. Drop in for an in-person
This year Iāve seen sales reps in five different companies successfully talk their business owners out of the need for cold calling, only to miss their sales objectives abominably. Invariably the owners
Getting high response rates to your cold call, email campaign, event or voicemail is not a big mystery. Craft your message around one specific issue that is likely driving your prospects to
Prospects donāt fall into your lap the minute you email them. Your lead generation email campaigns offer a way to engage prospects, score them as a lead and focus your calling efforts
Build a list of the 100 sweetest, most ideal companies youād like as your clients. Prospect to the top 20-30 companies right now. Choose a manageable number to start with and put
When youāre out and about meeting with clients and prospects, set a goal to add 5 new names to your prospect list every week. Ask for referrals. Check out building directories for
Hold on to prospectsā attention by nurturing in unusual ways. Send them an email to share interesting content. Drop by with a cup of coffee. Engage on LinkedIn. Invite them to an
It takes 9 or more attempts to reach a new prospect and only a small percentage of sales reps are happy to pick up the phone every single day. Set KPIs for
Tempting as it is to go into lengthy explanations, more than two-thirds of all emails in the U.S. are read on smart phones. Couple that with short attention-spans and youāve got an
The most successful sellers usually have two numbers in mind: their quota, which is their piece of the company’s yearly revenue target, and then another higher number that represents what they need
Prospecting is not about making 100 calls a day. Itās about having quality conversations with prospects to learn more about them and then nurture them until theyāre ready to engage. It might
Once you begin generating leads from your lead generation campaigns, you need your sales reps to follow up and convert those leads into qualified sales opportunities. Based on the numbers we recommend
Remember all those sales you didnāt close last year (i.e., last week)? Revisit those proposals and see what you can move forward right now. Companies operating on a calendar year now have
Itās the last week of December and all through the office, decision makers are nestled snug at their desks with visions of 2019 dancing in their heads. That makes this an ideal
Itās that time of year again when I write a sales rendition of a favorite Christmas song or poem. This yearās song is purported to be the first song ever played in
When I give a gift or send a card, itās because I want to show how much I value that client, staff member or partner. It comes from the heart, which might
Set appointments for the last week of December and first two weeks of January to start unwrapping new opportunities for Q1. By setting the appointments now, youāll get in on their calendar
You can make Q4 a huge success, even if itās December! Start by making a list of all the proposals you closed this year and highlight those things your clients decided to
Itās the season for all those holiday lunches, parties and gatherings at local organizations, Chambers and associations. Those parties are teeming with your prospects, and theyāre in the mood to mingle and
