Blog – KLA Group – Denver

Host a Client-Only Event in Q4

Q4 is an ideal time to generate more customer leads. Customers already trust you and work with you, so the sales cycle is shorter. You can make this more fun with a

How to Do Annual Sales Capacity Planning

By Kendra Lee It’s annual planning and budgeting season once again. Business owners’ favorite two numbers to use to build their plans are growth and operational expenses. But when you ignore your

Let’s Play: Connections

Help the sales team ramp up Q4 efforts with a friendly game of Connections. Track all prospecting calls for a week to see who made the most calls, connected with the most

Unified communications and small and midsize computer high tech are the primary industries we serve. Until the widespread adoption of monthly services delivered via technology, it was computer, communication, and medical device

Get Personable – in Person

Go visit your top prospects! Drop-by calling gives you a stronger connection with your prospect and is more likely to lead into conversations and opportunities. It doesn’t have to be all work

[Video] 5 Ways to Close More End-of-Year Sales

It may be the end of the year, and it probably feels like the perfect time to let go of your prospecting goals. But it’s not! There’s still time to get through

Rekindle Your Old Flames

For a winning Q4 strategy, make a list of former customers you haven’t worked with recently. It could be a few years since you worked together, but they could need your help

How to Get Prospects Talking in Q4

As you’re prospecting through Q4, think about something personal you can share with your prospects that will get them engaged and talking. These stories can boost your prospecting through the holidays as

How to Meet Fourth-Quarter Sales Targets

By Kendra Lee It’s fourth quarter, which means the final year-end push whether you’re motivating your team or yourself to meet sales targets. Here’s a list of resources to guide you to

4 Quick Wins for New Sales Reps

You’ve hired a new sales rep. She’s raring to go. She’s so excited you can practically feel the passion. You know you’ve made a great hire, and you can’t wait for her

Prospect on Fridays

Prospect when fewer people are in the office, like Fridays or the week of Thanksgiving. You’ll reach a lot of voicemail as more prospects take these days off, but those who are

New Quarter, New Mood

There’s something about autumn that makes people slow down and have fun. Let your prospecting calls and emails reflect that mood. You don’t need to change your value proposition, just your delivery.

Sales Hiring Will Fail 100% of the Time

Hiring salespeople is hard. You’ve tried and failed multiple times, always falling back on a principal-led sales model. You have one, two or even three salespeople on staff, all missing quota. Even

Don’t Ignore Your Qualification Criteria

You carefully planned out specific sales qualification criteria, like company size, budget and timeline to weed out prospects who are unlikely to close. So why ignore those criteria during the sales process?

Keep Your Prospects from Wandering Off

Your prospects don’t know your sales process. It’s up to your sales reps to spell out the next steps to prospects in every discussion. That way, prospects won’t get lost in the

The Compound Effect of Prospecting

You’ve heard of the compound effect. It’s that ripple effect you get from doing small things over long periods of time – with discipline. Darren Hardy wrote a whole book, “The Compound

Monitor Sales Metrics To Identify Challenges

Monitoring your sales metrics through the sales process can help you detect challenges within your sales process. Look for significant opportunity loss within any of these four phases of the sales process:

Why You Need Customer Lead Generation and 4 Ways to Get Started

Over 90% of lead generation is focused on attracting new prospects, but customers frequently present the most profitable source of new business. In the quest to add net new logos, clients often

Enlist Your Allies to Get More New Business

You don’t have to go it alone with your new business development. You can enlist the help of partners. That might be solutions vendors, someone who offers complementary services to your business,

How to Get the Right Attention

If you want someone’s attention, you must address them directly. Applying even the best new business development strategies to an undefined market won’t yield the results you could have with a specific

What’s in This Call for Me?

When anyone gets a call from someone they don’t know, they’re asking themselves one question that will determine if they stay on the phone. “What’s in this for me?” So, when you’re

Show Your Clients the Money!

Are you wondering how to close those opportunities lingering in your funnel? While these are admittedly challenging times for many, I still see lots of sales being made. So what’re those sellers

Change Your New Business Development Focus to Relationships

Focus your new business development efforts on establishing relationships and identifying the drivers that compel potential buyers to work with you. This approach is much more effective than only trying to score

Craft Your Emails with Gatekeepers in Mind

Your prospecting and lead generation emails must get past the gatekeeper to reach your target contact. To do that, write your emails to address issues, questions and points that the gatekeeper can’t