Blog – KLA Group – Denver

Is Email Hiding Your Personality?

Email is so much easier to use for prospecting than the phone. You can write it at any time day or night. You don’t have to worry about being hung up on

Increase Prospecting Results by Integrating Your Touches

Connecting with prospects for the first meeting requires persistence, consistency – and simply wearing them down. You can speed your access time by integrating your communication strategy with multiple connection methods without

How to Insure Web-based Training Success

Recently, we had what could have been the “perfect storm” for a web-based skills training. We needed to create a new behavior and skills in people who never expected these responsibilities. Classroom

Getting Past the Gatekeeper

Some sellers fail miserably when trying to gain access to a company executive. Unfortunately, rather than taking the time to develop a strategy, they smile and dial, hoping their canned pitch will

How to Gain Access to that Executive You Simply Must See

To get in the door in new accounts at the executive level, you must first establish your value with the executive. There in lies the challenge. If you haven’t spoken to the

Be the Trusted Training Advisor

Now more than ever it’s important to be the trusted advisor to the executives who rely on your expertise in developing their staff. Companies are trimming the fat. People are being asked

Attract Prospects with Easy Web 2.0 Techniques

The Internet is my best friend for attracting new prospects. In a flash my name and an article I’ve authored have “gone viral”. I’m promoted all over the world and I’m suddenly

10 Secrets to Successful Training Requirements Gathering

Successful training programs don’t just happen. They come from knowing exactly what the sessions must accomplish for the business, the department, your sponsor, and the participants. And it all starts with understanding

3 Reasons Prospects Ignore Your Emails

In a perfect world, every email we send to a potential client would be read and responded to right away. Unfortunately, many of our prospects are too busy to even look at

Cold Calling Isn’t the Only Way to Get Prospects

Not many sellers like cold calling. They may be forced into it but they go kicking and screaming, avoiding it with any excuse. Unfortunately, they think it’s the only approach to prospecting,

Pretending won’t get email responses

You know I’m passionate about email prospecting. It’s one of my favorite prospecting methods, and highly effective when done correctly. Lately, though, I’ve been turned off by a trend I’m seeing from

Increase Sales: Jumpstart Your Lead Generation

Are you getting the sales you need? If not, consider diversifying your lead generation techniques. Cold calling and direct mail are common approaches to lead generation however there are many other ways

Why You Should Want to Work in Sales

There’s a persistent perception that sales is a “last resort” job. I don’t know where it comes from, but you hear people say, “I’m just a sales rep.” I’m tired of it!

Email is the New Phone

Expectations and how email is used have changed. Many customers now expect you to hold whole conversations via email, sometimes with emails flying within minutes of each other, just as if they

When is a Sales Person Indispensable?

As salespeople, we’re always looking for ways to provide value to our clients, always trying to differentiate ourselves from the competition. Well, you may already have something to offer your clients that

Staying on Top of Your Sales Game in a Chaotic World

I recently read an article about chaos theory and the emergence of what the author dubbed “Generation Flux” – a generation of people defined, not by demographics, but by their common ability

Put an End to Sales Prospecting Procrastination – Part 2

Part two of a series on Things Sellers Avoid In our last article, we talked about why we avoid certain sales activities even though they’re essential for success. We then unwrapped prospecting,

Put an End to Sales Prospecting Procrastination – Part 1

We all have favorite things we like about our jobs, and I’m not talking about closing sales. Of course we all love that. I’m talking about favorite job activities. What are your

Turn the End-of-Year Slowdown into Surprising Sales

In sales it’s easy to write off the end of the year as unproductive, in effect turning a 12-month selling year into a 10 or 11-month year. People are in “holiday mode”

Can you get to ROI faster by slowing down your sales cycle?

I just had a conversation with one of our clients who is successfully scheduling appointments based on a lead generation email campaign he created after attending one of our virtual training programs.

Why Sales Training Fails

You probably know that all too often sales training fails, for a variety of reasons. The good news is that there are ways to make your investment of time and money in

Why You Don’t Want Prospects to Save your Emails

You’ve taken the time to develop a great email prospecting list, crafted a brief, interesting note to send off to potential clients, and then excitedly hit “send.” Hours later, somewhere across town,

The 20 Worst Prospecting Voicemail Mistakes Salespeople Make

Among salespeople who make sales prospecting calls, there’s a hot debate about whether or not you should leave a voicemail message. I’m of the opinion that you definitely should – but only

How to Put More Prospects in a Buying Mood

A reader got in touch with me recently about an issue that lots of us have run into from time to time: Her email prospecting campaign was attracting attention and responses, but