Blog – KLA Group – Denver

What to do when you hate cold calling video

Create a prospecting campaign! Write a series of 4 emails using your cold-calling value proposition. In your emails, suggest a day and time to meet to discuss one of the business issues

3 Smart Ways to Cold Call and Reach Prospects

This week a question asking my opinion of the value of cold calling reached me through our website Contact Us page. It was phrased this way: I’ve read a lot of articles

Email Subject Lines That Get Opened

Email subject lines are tricky. In under 3 seconds your prospects determine if they’re going to open your email – or trash it. That’s what I call the email delete barrier. But,

10 Fast Prospecting Strategies to Kick-Start the New Year

The start of a new year is not just a time for goal setting. It’s also when the sales meter resets, and you find yourself starting all over again with a fresh

By Popular Vote: The Top 10 Sales Posts of 2016

This year I blogged a lot about lead generation and marketing because that’s what everyone seemed to be asking us about. But when I looked back over the year and our most

I’m Dreaming of Closed Sales for Christmas

Each year we write a fun sales parody on a holiday classic. This year we’ve chosen one of my favorite songs, A White Christmas. I can just hear Bing Crosby singing it

Why So Many Sales Reps Fail Before January

You’re in that time of year when you can’t lose sight of your year-end goal. But at the same time, January 1st is just weeks away. And with it comes a fresh sales

A Client Gift Giving Guide for the Holidays

It’s that time of year where we start planning our holiday greeting card lists and reflecting on what has hopefully been an excellent year. This time of year, I’m often asked if

Three Fourth Quarter Sales Opportunities to Make Your Quota

We’re coming down to crunch time for the sales year. Either you’re going to make your sales target or you’re not. Whether you’re a sales person or a business owner, this time

Keeping Score: What is Lead Scoring and Why Do You Need It

I’ve written quite a bit about lead scoring in some of our recent weekly sales tips and blog posts and have received a number of questions about what exactly lead scoring is

7 Techniques to Write Sales Content That Converts

Writing copy, emails and marketing materials is one of the most avoided tasks in marketing and sales. Why? Everyone wants to write that perfect copy that inspires prospects to take that next

How to Turbo Charge Your Website Landing Pages to Convert More Leads

When the traffic to your landing page is high but the number of conversions is low, there’s clearly a problem that you need to address. But what is it? Is it the

8 Skills Every Social Media Specialist Must Have to Generate Leads

Remember the days when building a strong, captive social media following was as simple as engaging your followers in valuable discussions and sharing super relevant content? Back then, disseminating thought leadership and

6 Ways to Boost Your Signal on LinkedIn

Now that Microsoft has acquired LinkedIn, more users will be turning to LinkedIn to find experts for whatever it is that they need. To position yourself in front of the users looking

The Kind of Content That Can Supercharge Your LinkedIn Profile

Creating a strong LinkedIn profile is more important than ever, especially now that Microsoft has acquired LinkedIn, which is expected to have dramatic impact on the sales and marketing world. A good

Checklist: Maximize Your Marketing Campaign ROI

Business owners of more and more SMB companies that we talk with are frustrated because they can’t put a finger on the return on investment (ROI) from their lead generation campaigns. They’ve

How to Dress Your LinkedIn Profile for Success

When you write your LinkedIn profile, you have an opportunity to paint a picture for your audience and tell the story of you. People use LinkedIn to look for information about you

5 Reasons Microsoft Purchasing LinkedIn Matters to Marketing and Sales

When Microsoft announced the purchase of LinkedIn, Microsoft CEO Satya Nadella sent a letter to his employees explaining the move. As Nadella says, LinkedIn has a fantastic business model centered around connecting

6 Tips to Engage Your Audience on Twitter and Rise Above the Crowd

Most business professionals understand the value of a big, engaged following on Twitter. After all, the more people you’re able to reach, the more likely it is that you’ll start meaningful conversations

6 Strategies to Enhance Vendor Relationships and Secure Free Money with MDF Funds

This is the final article of our 3-part series about securing market development funds from vendors you resell or recommend as part of your business. This is like free money for you

16 Lead Generation Activities Eligible for Free Money with MDF Funds

If you have a set of vendors you resell – or even highly recommend – vendor market development funds make smart business sense for you. These funds are provided by a manufacturer

Free Money: When Vendor Market Development Funds Make Smart Business

When I started my sales career at IBM I was given territory that was the dregs of the dregs. Over the previous three years, the territory hadn’t generated more than $300K. In

Are you being tested for sales management and don’t know it?

Recently I had the opportunity to observe a sales person who was put in the buyer position on behalf of her company. Without her realizing it, the business owner was evaluating her readiness

3 Steps to Revive Stalled Sales Proposals

Too many sales reps find themselves with great opportunities in their pipeline but can’t seem to push them over the edge to close. You might have had several great conversations with your