KLA Group
IT Sales and Marketing Agency
Review all the prospects youāve worked with over the past two years but never closed. Many never made a decision or might regret the decision they did make and are ready for
To stand out, you have to be different and, more importantly, relevant. We still live in a world of mass communication where generic, untargeted messaging easily gets lost. If you hyper-focus your
The most difficult sales position to fill is that of a hunter. A higher percentage of salespeople are cut out for account management, where clients already exist and the job is client
Your lead generation activities are only one step towardĀ adding sales-qualified leads to the pipeline. Your sales repsĀ alsoĀ should be prospecting top-tier companies, staying visible in your community and keeping their sales skills sharp
Adding a bit of mystery and anticipation to your prospecting is one of the most effective ways to get prospects engaged. Holding back additional information to share in a later conversation keeps
Getting past the goaltender can be tough. But if you want to score, youāve got to connect with the right contact. The gatekeeper can block your shot and youāve got a total
I firmly believe that email is still the best tool for prospecting and lead generation. Itās personal, targeted, accessible, and measurable. And it can yield a steady flow of very high quality
Sales are up. Leads are coming in. We donāt need to keep paying for lead generation, do we? Letās save that money. The sales rep is setting appointments. He can do it.
List building is one of the biggest challenges in sales and lead generation. Thatās why strategies like Google AdWords and social advertising sound so exciting. Rather than worrying about a list, youāll
Letās play a ball game of our own, shall we? Gather a prospect list of at least 68 contacts and start calling and emailing the list persistently. Your Sweet Sixteen prospects will
Regardless of your role, much of selling is done by phone. Your prospects and clients rarely think about where youāre located until you quote the wrong time zone. Strengthen your relationship ties
If calls arenāt working, your LinkedIn invitation wasnāt accepted, and your tried-and-true prospecting is greeted with silence, itās time to get creative and try some old-school strategies. Drop in for an in-person
Build a list of the 100 sweetest, most ideal companies youād like as your clients. Prospect to the top 20-30 companies right now. Choose a manageable number to start with and put
Remember all those sales you didnāt close last year (i.e., last week)? Revisit those proposals and see what you can move forward right now. Companies operating on a calendar year now have
At Thanksgiving, everyone talks turkey, but itās pie theyāll double up on without thinking twice. After all the turkey, stuffing and sides, an extra slice of pie seems harmless. Turn that thinking
Businesses are looking at what is left in their budgets, and they want to spend it now before the cash is gone. They donāt know what next year will bring. Start checking
Many sales reps and sales managers might be hitting the Q4 panic button if quota isnāt where it needs to be. Before you do, think about this: when you sound desperate or
Getting more appointments can seem a bit like witchcraft. Your intention is everything. Expecting a “no” from your prospects? Thatās probably what youāll get. We see inexperienced reps who donāt have those
Fantasy Football, candy jars, office parties and potlucks have everyone feeling festive through Q4. Take advantage of that with your sales team with a little friendly competition. In your next team meeting,
If cold calls make you feel like youāve activated your inner robot or are reading from a script, then itās safe to say youāre doing all the talking. Cold calls are a
Your LinkedIn profile should represent the best of your career. Have it reflect the ways you help people and your expertise in a way that aligns with what your current prospects need.
Cold calling is the pits for people who answer the phone only to have you launch into a carefully rehearsed product sales pitch. Instead, talk to them about whatās going on in
When contacts go dark, cancel meetings and start ignoring your emails, the right email subject line has the power to reel āem back in. The subject line needs to remind the prospect
