Blog – KLA Group – Denver

Cold Calling: 10-Point Assessment

In email prospecting, one of the first things I recommend is that you send yourself a draft before hitting send. That way, you experience what it’s like for the prospect you’re emailing

Stop Selling on Social Media

Most people, your prospects included, don’t go onto social media to be sold to. As a sales rep, if you ignore that protocol, you’ll very likely lose credibility and connections. Instead, social

The Biggest Secret to a Steady Flow of New Leads

There isn’t one! It’s as simple as having discipline around your prospecting. Over and over, I tell sales reps that a commitment to prospecting on a fixed, regular schedule is key. Prospecting

It’s Not Over Until It’s Over

Stalled sales proposals might seem like they’re dead in the water, but you shouldn’t give up until you get closure. Your prospect needed your help when they first engaged you. It’s likely

Showing customers what you’ve done for them helps build their loyalty, especially when you translate those actions into results and financial gains to their business. Those could be costs you helped them

Gather Referrals While Ye May

Referral gathering is typically hit or miss. But referrals are a great growth strategy if it’s effective. If the sales funnel is dry, you remember to ask. Otherwise, you don’t think about

Get Your Prospects Out of Survival Mode

Think about the business owners and executives you’re calling. They’re so busy that they’re probably putting up with issues they shouldn’t have to endure. When you talk to them, offer an obtainable

One Easy Way to Close Sales Faster – Set Expectations

Many salespeople are terrible at moving their prospects toward a decision! Here’s what you can do to close sales faster. Guide your prospects by setting expectations for them. Tell them what their

3 Ways to Grow Your SMB Business

Sales prospecting and lead generation get a bad rap, especially in IT companies with small sales teams and where the principal still has a role in sales. I can’t tell you how

If You Talk Trends, They’ll Listen

Not sure what your message should be? Think about the issues your customers are talking with you about right now. For instance, in IT, data security is a hot button. Don’t call

Best Way to Uncover Qualified Leads? Put on Your Party Hat

I find events to be one of the most effective strategies to uncover qualified leads. The people who participate choose to come because they’re interested in your topic. In return, you get

3 Sales Strategies to Keep Clients Loyal in a Volatile Market

Volatility surrounds us. The world is on edge right now. Businesses are wondering, will inflation, the banking crisis, and interest rate hikes lead to a recession? Or will we weather it and

Spring Clean Your LinkedIn Profile

When was the last time your LinkedIn profile got a sprucing up? Social media gets stale quickly. It’s important to have it fresh and current to reflect your expertise. Take these 3

Ask Your Happiest Customers to Give Your Company Reviews

In a world where people can (and do!) easily look you up online to see what customers are saying about you, don’t waste time asking for referral letters anymore. Instead, ask clients

Stop Playing the Same Game as Everyone Else

Prospects are used to sales reps attempting contact 3 times and then giving up. If that is how you operate, you simply won’t get their attention. My rule of thumb is to

What’s Holding Your Prospecting Back?

There aren’t many certainties in selling. What works well for one salesperson fails for another. What looks like a sure sale can quickly deteriorate into a competitive loss. One thing you can

Give Free Advice Often and Freely

When you offer to share your expertise freely, you’re not shooting yourself in the foot, despite what you might think. Few companies you speak with will be able to implement your suggestions

Leave a Better Voicemail

By now, you probably feel like an old hat at leaving voicemails. Try this trick: instead of waiting by the phone for them to get back to you, tell them you’ll call

How to Lead Prospects through the Sales Process Faster

Your sales prospects don’t know how to be good prospects. They don’t ignore you out of spite. They don’t avoid sharing their proposal decisions to annoy you. They do those things because

Connect with the One That Got Away

You might hesitate to reconnect with prospects who slipped through your fingers, but they can be a massive source of future income. Think about it. An email to former prospects lets them

Nasty Review? Yes, You Need to Reply

Bad reviews are sometimes an icky part of business. Sometimes people are having a bad day and they’re taking it out on your company online. Sometimes, it’s justified. Either way, it’s always

The Sales Prospecting Dilemma

When you approach a new prospect, what do you have to offer? Whether you’re sending an email or cold calling, you need to grab the attention of your contact and make them

Success by the Numbers

It takes more than an annual sales goal and positive thinking to hit your quota. You need a number to continue measuring your success against. Take your revenue goal for the year

Aim Higher

To have your strategic recommendations heard and their value fully understood, you need to talk with the person who sets the vision for the company. This is the CEO or CFO in