Blog – KLA Group – Denver

Learn from other peoples’ experiences with tough times

5 Easy Ways to Warm Your Prospects Fast

If you’re looking for ways to establish yourself as the expert, inspire trust and warm up your prospects, here are 5 easy tactics you can implement today. Send a few emails with

It’s getting chilly out. Warm Your Prospects Fast!

It’s November, and with the new month comes new, colder weather. (When we woke up this morning, it was down in the 30s! Brrrr!) This got us thinking about all those chilly

Six Degrees of Separation? Not Anymore

When Hungarian author Frigyes Karinthy originally dreamed up the notion of six degrees of separation — the notion that any two people in the world could be connected by as few as

First or Third Person: Which Voice is Right for LinkedIn?

Imagine for a moment that by-lined articles (like the one you’re reading right now) and blogs were written in the third person rather than the first. They would probably read a little

A Strategy to Hook Unresponsive Prospects

So you’ve done everything you can think of to get through to an unresponsive prospect, and it just isn’t happening. Yes, business owners and executives are busy people, but with all your

Direct lines: The often overlooked element of sales prospecting

By Steve Richard, Co-founder, Vorsight Stand in front of a room of 150 sales reps and ask them, “Raise your hand if you’d rather call your prospect on their direct line vs.

Record your cold calls and review how you sound

Is “Cleansing” Your Database Hurting Your Salespeople?

When Yahoo! announced a few weeks ago that it planned to deactivate user IDs that had been inactive for more than a year and re-release them to the public, outrage ensued. Existing

Link communications together to keep in constant touch with prospects

5 Keys to Uncommon Email Prospecting Results

A big part of selling has always been finding a way to stand out from the crowd. Amazingly, that sometimes means just coming across like an actual person. Nowhere is this more

Vacation Time: Why Even Salespeople Need a Break

Click here to view a full-size picture If I were to give you one guess as to which country in the developed world is the only nation without a legally required paid

How Believing in Your Products Impacts Sales Success

Recently, someone said something to me that stopped me in my tracks. “A good salesperson doesn’t have to believe in their products,” this person said. “They just have to believe in themselves.”

Top 5 Reasons Infographics are Exciting for You (And Your Prospects)

Infographics. Seems pretty self-explanatory. Information + Graphic Design = Infographic. According to Wikipedia, an Infographic is a “graphic, visual representation of information, data or knowledge intended to present complex information quickly and

Negotiating and the Three Ts: Trust, Time and Tactics

Successful negotiating requires you have a strategy. The clearer your strategy before negotiating, the more successful you will be. At the core of the strategy is what I refer to as the

Top Ten Prospecting Voicemail Don’ts [Infographic]

Why would you take the time to call a prospect and then hang up when you reach voicemail? The prospect will never know you called. What a waste of your precious time

Why You Shouldn’t Always Get Excited About a LinkedIn Endorsement

If you’re active on LinkedIn (and what sales professional isn’t at this point), you’ve probably received a few endorsements from friends, peers, and colleagues by now. Maybe those folks have vouched for

Why Handing Out LinkedIn Recommendations Like Candy Could Kill Your Reputation

Think about the last time you agreed to give one of your favorite businesses, vendors, consultants, or colleagues a recommendation or testimonial. You probably knew that person or business pretty well, right?

3 Tips to Warm Up Your LinkedIn Prospecting

A few weeks ago, I received a LinkedIn message from a user (let’s call her Sally) that I had never met, didn’t know, and wasn’t remotely connected to. Here’s what she had

Four Questions to Ask

By Laura Atchison, Guest Contributor Have you ever read Green Eggs and Ham by Dr. Seuss? It is one of the best sales training books ever written. In the book, Sam convinces

Building a Pipeline of Qualified Prospects

In sales, the quality of your prospects is everything. Qualified prospects can help to make your job easier, and will make all the difference in the world when it comes to effective

Marketing Strategies to Make Your Sales Soar

Getting the attention of prospects is an age-old challenge. With contacts busier than ever before, you can’t rely just on cold calling or email. Rather, it’s essential to take a multifaceted approach

The Prospecting Rut

No doubt about it, prospecting can sometimes get boring, and certainly depressing. You don’t get the responses you want, and sometimes it seems like all you do is leave voicemails and send

Cement Learning in Just Five Minutes

When we as trainers create training, it’s not enough to just deliver it. If we want to make it stick, we need strategies to cement the content long after the program appears