Blog – KLA Group – Denver

Close the Lingering Proposals

Q4 is here! The pressure to meet quota is on! Want to finish the year strong? Focus on what you can close. Look at all of the proposals that are lingering in

Three Questions Every Testimonial Must Answer to Win More Sales

Every salesperson knows that client testimonials are like gold in the sales process. The right testimonial can avoid the need for lengthy reference sharing. It can keep you in a highly competitive

Video: Create Your Own Sales Prospecting E-Z Pass

Sometimes your sales prospecting is like fighting traffic over a holiday weekend. When that happens, your strategy needs a bit of a creative twist. These tips and tricks will help you create

How to Know if You’re Selling to the Right Person

Sometimes it’s not apparent if you’re selling to the right person and you’ll waste time. Here’s a quick trick: If your contact is engaged with your strategic recommendations and asks tough questions,

Your Lead Generation Expectations Are Wrong

When business owners embark on a lead generation strategy, their expectations are all wrong. It doesn’t matter if they’re hiring a sales rep, focused on appointment setting, running social ads, holding events

Video: This is Your #1 Goal In Sales Prospecting

Your top goal for prospecting is NOT what you think it is. So, what is it? And how do you make sure you’re calling the right people? And what the heck is

Cold Calling 101: At a Loss for Words? Try This.

Have three questions ready to ask. Make your questions about the trigger event you suspect prospects are grappling with, then pick up the phone. By asking business issue questions, you’ll understand your

Emails Don’t Sell

Emails don’t sell. People do. Yes, I know I’m going to take a lot of flak for that, especially from the digital marketers. But the reality is if you are in a

Video: Begin with Your Door Opener Purchase

What sales rep doesn’t want to open more doors, get more appointments and close more sales? You need to know what to talk about in your emails and phone calls – and

Don’t Just Sit There, Say Something!

We love your ideas and we want to hear from you. Have a favorite sales or marketing tip you’d like to share? Email us and look for it here! Something More to

Why Your New Business Development Approach isn’t Working

Business owners don’t understand the fundamental law of how new business development actually happens. If you’re stuck in a mentality of looking only for opportunities that will close in the next 90

Video: How To Do Lead Generation For Customers

Sure, you have a lot of great solutions your customers need to know about. Funny thing is, customers tend to ignore your emails (even more than prospects!). How do you make sure

Dodging the Delete Button

Your subject line is your first line of defense in your email campaigns. Mess that up, and you may as well have not sent an email at all. These 3 subject line

How to Know if You’re Selling High Enough in the Organization

Every successful salesperson knows that you’re supposed to sell to the decision maker. It’s one of the primary qualification questions in requirements gathering right out of the gate: who will be making

Stop Giving Away Your Best Information

When you’re prospecting, it’s tempting to give away your best information right up front, but that’s like giving away all your candy for free. What’s left for prospects to want? Don’t give

What’s Marketing Without Lead Scoring?

Marketing used to be a shot in the dark, but it doesn’t have to be anymore. When done right, lead scoring can provide you a map from email contact to new customer

The Number One Way You Sabotage Cold Calling

Cold calling. The sheer mention of the phrase sends shivers down the spines of many salespeople. They hate it. They do everything they can to avoid it. And yet, when the sales

Video: Social Media as a Lead Generation Content Platform

Social media is changing – it’s not just for sharing your community service and vacation photos. It has evolved to become something much more for businesses to engage prospects and customers. Your

Video: Which of These Email Approaches Is Right for You?

Whether you’re in sales or marketing, there are 3 different types of emails that you can employ. Which one should you be using? That all depends on what you want to achieve.

Free Your Sales Reps from Burnout

Let freedom ring for your sales reps! Instead of setting a minimum number of first-time calls they need to make, give them the freedom to call prospects as many times as it

Video: What To Do When Sales Prospectors Fail

If you’re getting poor results from your sales staff, it might not be your staff. When you’re not getting the results you expect, you need to look deeper. Before you fire your

Tell Your Clients What Makes a Good Referral

Referrals aren’t about incentives. Your clients would love to give you a referral. But they need your guidance. When you ask for referrals, be sure to share what companies are a good

How Prospecting KPIs Can Demotivate Your Reps

Today I was working with a client setting KPIs (key performance indicators) for a new business development sales rep he wants to hire. We calculated the number of sales they need the

Video: Lead Generation Strategy When Target Market Doesn’t Know You

The success of your lead generation strategy depends on how well recognized you are in your target market. When your market doesn’t know you, your approach needs to be entirely different. Want