Blog – KLA Group – Denver

How to Find the Right Sales Mentor

Lately I’ve been hearing a lot of pretty successful people talking about how much they owe their achievements to their mentors. From vice presidents of sales to sales reps to business owners,

Hidden Secrets to Crack the Voicemail Gatekeeper

Voicemail is perhaps the hardest gatekeeper to get past in the SMB market space. Executives play many roles and have little time for sellers. They use voicemail as their screening tool and

To Become a Better Salesperson, Find a Sales Mentor

So I’ve been thinking lately about what makes a really great sales person. Is it all talent? Can hard work replace talent? I don’t necessarily think so; you do need some talent,

Keep Your Pipeline Full!

It’s not uncommon to lose focus on your pipeline – or sales funnel – and consistently filling it with new opportunities. Salespeople (and business owners) often spend too much time on a

Are You Burying Prospects – and Future Sales – Under a “Solutions Dump?”

Yesterday I took a cold call. I don’t take too many of them because frankly, I dislike the “all about me” attitude. However, I knew the company, and was interested to learn

Why Holidays Make a Great Occasion to Email Your Prospects

As we prepare to celebrate Independence Day in the United States, I hope you’ll remember that this isn’t just a time of the year for cookouts and fireworks. Smart sellers can use

Cold Calling Perfection: Are You Hearing This?

In email prospecting strategies, one of the first things I advise is that you send yourself a draft before hitting the final send. That way, you get a sense of what it’s

How to Prospect With a Catalog of Products

Last week an interesting question was posed to me: how does a seller go about cold calling, prospecting, and lead generation when they have a wide range of products to sell? How

8 Tips for Increasing Your Email Prospecting Response Rate

Recently I asked readers to share their secrets to ensuring contacts read their sales prospecting emails. Within 3 seconds contacts make a decision as to if they’re going to read your email,

What’s Your Value to Sales Prospects

As sellers, we know that one of the keys to opening doors with new prospects lies in positioning our solutions as something different from the competition. In fact, sales and marketing departments

What Not to do with a Cold Call Email

Guest author: Wendy Weiss – Sometimes it is truly impossible to reach a prospect by telephone, and you have to use email. And for some prospects email is their preferred form of

Five Tips to Negotiate Your Deal through Email

By Jeanette Nyden, J.D. We have a love hate relationship with email. We love instantaneously sharing information with a lot of people. But, we also get spammed or deluged with irrelevant “reply

5 Ways to Boost Your Email Prospecting Response Rates

Prospecting via email can be wildly rewarding, or incredibly frustrating. Get it right, and each of your campaigns can deliver you fresh sales opportunities within days, and sometimes even minutes. Get it

How to Fix Your Sales Prospecting in a Single Day

Sales prospecting is a lot like exercise. We all know that we need to do it, we usually have a good idea of how to do it, and we can be pretty

Is the Glimpse Factor Stalling Your Emails?

Email prospecting is hot. It feels much less threatening than cold calling. No one will hang up on you. You have time to think about exactly what to write. And, if prospects

Client Communication as Easy as A-B-C

By Kendra Lee, President, KLA Group Let’s Get Connected To be a successful consultative seller, you need to grow and maintain a broad base of client contacts. Before you know it, you

Break the Email Delete Barrier

In three seconds your prospects make a choice between reading and trashing your email. Clearly your objective is to get them not only to read it, but to respond so you can

How to Avoid Becoming a Digital Prospecting Lemming

My article “Prospecting Letters Still Open Doors” sparked quite a response from readers recently and I just have to share their ideas with you! They disclosed their best secrets for using letters

Give Your Sales Prospecting Legs with Social Media

Social media is all the buzz in prospecting and lead generation lately. You hear about it everywhere with Facebook Fan pages, tweeting, and LinkedIn profiles. You may even have an account on

Prospecting Letters Still Open Doors

I am often asked about the effectiveness of letters as a prospecting strategy in today’s electronic world. You see email, cold calling, and webinar tips, but rarely hear about letters. Direct mail

Cool Sales Tools for Prospecting

By Kendra Lee, President, KLA Group Let’s Get Connected Prospecting has never been harder – or easier. Yes, it’s hard to get responses, but you have all the tools at your finger

No Voicemail = Missed Sales Opportunity

Leave a voicemail? Don’t leave a voicemail? In prospecting, this is a question that sellers are passionate about. Many suggest not, but isn’t that a missed opportunity? I always leave a message

Increase Attendance at Your Events with Social Networking

I find events to be one of the most effective strategies to uncover qualified leads. The people who participate choose to come because they’re interested in your topic. You get to share

New Sales Strategies to Get in the Door

Cold calling. Just the phrase sends shivers up many sellers’ spines. Prospects don’t respond. Gatekeepers padlock their gates shut. Sellers shut down. It doesn’t have to be that hard. This year has