KLA Group
IT Sales and Marketing Agency
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
Not long ago, I had a back and forth discussion with a sales rep who just simply wasnāt taking the correct route in regards to following up with a prospect. This undoubtedly
Prospecting for new customers can be easy or difficult. As Iāve written in my book and dozens of articles, working at it consistently, providing value prospects, and having a little fun can
There is a distinct difference between email prospecting campaigns and email lead generation campaigns.Ā While delete barrier rules like subject lines and length are very similar, their purposes are quite different. In
Itās 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
For the past two months an unknown allergy complete with red blotches and freakish itching has overtaken my life. (No, itās not contagious.) After extensive testing, Iāve discovered that Iām allergic to
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.Ā Our client, a provider of office
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
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
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
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
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
The Internet is my best friend for attracting new prospects. In a flash my name and an article Iāve authored have āgone viralā. Iām promoted all over the world and Iām suddenly
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
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 itās the only approach to prospecting,
You know Iām passionate about email prospecting. Itās one of my favorite prospecting methods, and highly effective when done correctly. Lately, though, Iāve been turned off by a trend Iām seeing from
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
Part two of a series on Things Sellers Avoid In our last article, we talked about why we avoid certain sales activities even though theyāre essential for success. We then unwrapped prospecting,
We all have favorite things we like about our jobs, and Iām not talking about closing sales.Ā Of course we all love that.Ā Iām talking about favorite job activities. What are your
Among salespeople who make sales prospecting calls, thereās a hot debate about whether or not you should leave a voicemail message. Iām of the opinion that you definitely should – but only
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
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
Itās not uncommon to lose focus on your pipeline ā or sales funnel ā and consistently filling it with new opportunities. Salespeople (and business owners) often spend too much time on a
Yesterday I took a cold call. I donāt take too many of them because frankly, I dislike the āall about meā attitude. However, I knew the company, and was interested to learn
