Blog – KLA Group – Denver

How to Become a Sales Superstar

For many sellers, independence is more than a virtue – it’s a way of business. But I’m here to say that working alone won’t make you a sales superstar. I know. I’ve

A Christmas Sales Parody: ‘Twas the Night Before Christmas

‘Twas the night before Christmas when all through the house, not a creature was stirring but you, looking to close that last sale. The gifts have yet to be wrapped. Your family

When Is It Time to Give Up on a Salesperson?

This is an interesting question, both because there isn’t any single right answer, and because it’s one you only ever find yourself asking when things aren’t going the way you hoped they

Measuring Sales Results for Better Performance

Key performance indicators can help set better goals for sales reps Sales managers often rush to judgment if sales reps aren’t meeting their quotas, and automatically assume that they either don’t have

3 Techniques to Avoid Bored Prospects

Just ten years ago, sellers were only beginning to understand the revolution that the Internet would become to prospecting. Today, it’s as vital in prospecting as cold calling. Internet research, connections, and

Getting Social with Social Networks

Social media is a powerful business tool, considering the vast number of people who currently use the various networks worldwide. There are currently 901,000,000 people on Facebook, 517,000,000 Twitter users, and over

Increasing the Effectiveness of Your vCard for Prospecting

Yesterday I received a vCard that quite literally stopped me in my tracks. This was not the standard electronic business card that so many people are used to either doling out or

Hounding a Prospect is No Way to Get an Appointment

Not long ago, I had a back and forth discussion with a sales rep who just simply wasn’t taking the correct route in regards to following up with a prospect. This undoubtedly

Are You Putting Too Much Pressure on Your Prospecting?

Prospecting for new customers can be easy or difficult. As I’ve written in my book and dozens of articles, working at it consistently, providing value prospects, and having a little fun can

Do These Things for Successful Email Lead Generation Campaigns

There is a distinct difference between email prospecting campaigns and email lead generation campaigns. While delete barrier rules like subject lines and length are very similar, their purposes are quite different. In

Keep Them Hungry: Innovative Bonus Plans for your Best Employees

Even with the slow recovery in the job market the competition for seasoned sales and management experts remains high. Translation: Retaining your best employees could become increasingly difficult in the year ahead.

How Many Salespeople Do You Have To Hire to Find the Right One?

This is a rhetorical question, but if you’ve found yourself on that all too common sales carousel, where you just can’t seem to find the right person to help grow your business,

12 Tips to Close End of Year Sales Fast

It’s November and the fourth quarter of business for many companies, bringing with it crunch time for achieving your sales goals. You may find yourself pushing to attain your revenue goal but

The 10 Worst Voicemail Mistakes

I get asked all the time, should you or should you not leave a voicemail when you’re prospecting? Among salespeople this is a hot debate, and I’m of the opinion that you

Are you allergic to your prospects?

For the past two months an unknown allergy complete with red blotches and freakish itching has overtaken my life. (No, it’s not contagious.) After extensive testing, I’ve discovered that I’m allergic to

You can’t Micro-communicate to a Cast of Thousands

More than a year ago, we wrote a client case study about the importance of putting quality ahead of quantity when it comes to lead generation. Our client, a provider of office

Get Your Facebook Cover Photo Covered

Facebook is notorious for its constant modifications. Changes to the newsfeed have brought on waves of complaints and ridicule as people adjust and readjust to how they consume their favorite information. But

Secrets of Top-performing Email Subject Lines

Prospecting email subject lines are crucial in getting prospects to open emails. Most businesses are using email as their primary form of communication, and your prospects and customers are inundated with it.

When Sales Training isn’t working

Nothing is more frustrating than investing the time to identify the need, design, develop, and deliver great sales training and then discover that sellers aren’t implementing what they learned when they get

Uncovering Your “Best-odds” SMB Sales Prospects

As a seller in the SMB market space, you want to target groups of companies where you have the best opportunity to get business in the door. You cannot afford to waste

Training Reinforcement Success Strategies

Training is not an end to a means. It’s part of the journey. When you’re going on a trip, typically you plan ahead and buy tickets, make reservations, and line up transportation.

Skills Assessments — The Secret Tool for Behavior Change

Good development programs are based on the skills participants need to do their job successfully. They are tailored to address diagnosed performance gaps. The programs aren’t point–in–time training sessions, but longer–term projects

Leverage Discussion Groups for Just-in-time Training

Discussion groups provide a unique opportunity for just in time training. Your learners are looking for answers to immediate questions they have, and you want to be sure they receive accurate direction.

Lead Generation – Make It Work

Have you ever found yourself with a less than exemplary sales lead list, spending your day “dialing for dollars” and nothing to show for your efforts? Your lead list needs help, and