KLA Group
IT Sales and Marketing Agency
Over the years, Iāve worked with many sales teams that seemed to view a 20% closing ratio as a bellwether of success. If the team closed 20% of their opportunities in a
For many sales reps, being flexible throughout the sales process seems like the best, consultative approach to establish a strong prospect relationship and win more sales. Rather than suggest what a prospective
Two of the biggest mistakes sales and marketing teams make are giving up too early on prospects and relying only on a few tried-and-true lead generation techniques. If a sales rep doesnāt
A few weeks ago, I got an email from an inside sales rep responsible for drumming up new business aopportunities for his companyās team of outside sales reps. The challenge this rep
Recently, one of my clients reached out with a challenge that many businesses face. While this client knew that personalizing emails, messages, and LinkedIn InMails was important, he was utterly overwhelmed by
Letās face it, writing emails that get a response is an art ā and itās constantly changing. Last night I had the opportunity to write a series of emails for a campaign
We manage social media accounts for clients and so we monitor social media trends closely. Lately weāve noticed a negative trend thatās important to YOU: spammers and hackers who are able to
Hereās a prospecting statistic that might surprise you: According to research firm SiriusDecisions, the average salesperson makes only two attempts to reach a prospect. That might include an initial cold call, a
Over the weekend Jennifer, who was reading my book āThe Sales Magnetā asked me if I felt the āold-way relationship marketingā is dead. Her boss had told her to āstop going about
Iām a big fan of email. My team uses it almost every day to build relationships with existing clients, prospect for new clients, and fill our funnel with qualified, relevant opportunities. We
When you listen to sales reps and managers talk about the people they sell to, itās not uncommon to hear them use the words āclientā and ācustomerā interchangeably. For example, at some
I recently received an interesting email from a newsletter subscriber who asked about the appropriate way to use LinkedInās publishing platform. This person revealed to me that he posted frequently to LinkedIn,
A few weeks ago, my team sent out an email campaign to a list of targeted prospects who weād identified as āinterestedā in our services. It was a simple nurturing email that
Remember when it was said that people bought from people they like? Back then, salespeople were encouraged to take customers out for a round of golf, introduce them to other important people
When I first started in sales for IBM in 1984, the buzz phrase that everyone was talking about was ārelationship selling.ā That phrase stuck for most of my time at IBM, but
One of my readerās recently wrote in to ask a really relevant and common question in this age of information overload. His question: There are thousands of bloggers, articles, books, and consultant
Many sales and marketing people believe that prospectsā eyes are most immediately drawn to the subject line, or possibly the preview of the first sentence in the body of an email. But
The marketing game has certainly changed since I founded KLA Group in 1995. Twenty years ago, content marketing and marketing automation didnāt exist. Today, both are absolutely critical components of an effective
