KLA Group
IT Sales and Marketing Agency
Happy 4th of July! This week is more than cookouts, fireworks and the height of everything we love about summer. Itās also the mid-point in the calendar year, making it the ideal
So, you’ve done everything you can think of to get through to an unresponsive prospect, and it just isn’t happening. Yes, business owners and executives are busy people, but with all your
In email prospecting, one of the first things I recommend is that you send yourself a draft before hitting send.Ā That way, you experience what it’s like for the prospect youāre emailing
Many salespeople are terrible at moving their prospects toward a decision! Hereās what you can do to close sales faster. Guide your prospects by setting expectations for them. Tell them what their
Sales prospecting and lead generation get a bad rap, especially in IT companies with small sales teams and where the principal still has a role in sales. I canāt tell you how
Not sure what your message should be? Think about the issues your customers are talking with you about right now. For instance, in IT, data security is a hot button. Donāt call
I find events to be one of the most effective strategies to uncover qualified leads. The people who participate choose to come because theyāre interested in your topic. In return, you get
In a world where people can (and do!) easily look you up online to see what customers are saying about you, donāt waste time asking for referral letters anymore. Instead, ask clients
There arenāt many certainties in selling. What works well for one salesperson fails for another. What looks like a sure sale can quickly deteriorate into a competitive loss. One thing you can
Your sales prospects donāt know how to be good prospects. They donāt ignore you out of spite. They donāt avoid sharing their proposal decisions to annoy you. They do those things because
You might hesitate to reconnect with prospects who slipped through your fingers, but they can be a massive source of future income. Think about it. An email to former prospects lets them
When you approach a new prospect, what do you have to offer? Whether youāre sending an email or cold calling, you need to grab the attention of your contact and make them
It takes more than an annual sales goal and positive thinking to hit your quota. You need a number to continue measuring your success against. Take your revenue goal for the year
To have your strategic recommendations heard and their value fully understood, you need to talk with the person who sets the vision for the company. This is the CEO or CFO in
Sometimes itās hard to give up on prospects who youāve called, and called, and called. Youāve left voicemails, sent emails, and researched them on LinkedIn. Even though youāve never spoken, over time,
This time of year is always more hectic than we think itās going to be. That can make your new prospecting goals particularly challenging. Hereās one of my favorite tricks: Send a
Itās the start of a new year. Here we go again: new year, new quota. Maybe even a new target market, new product youāre launching, or regional expansion. The thing about a
While youāre focused on closing end of the year business, you also want to look ahead to starting the year strong. Start planning your lead generation and prospecting strategy now, and then?
December is a tricky time to prospect. You have year-end when people are trying to wrap up projects or close the books. Staff people of all levels are spontaneously out of the
Prospects are looking at more than your price. They want to know who will meet their needs, and they wonāt just take your word for it. They need to hear from someone
My youngest son is looking for a job. He has a list of all the places he wants to apply and he’s making his way steadily down the list, submitting applications, then
When new business development focuses only on prospects who will close within the next 90 days, while ignoring everyone else, lots of real opportunities are lost in the shuffle. Instead, use a
Itās the fourth quarter. Your sales numbers arenāt where youād like them to be. The calendar is changing. The minutes are ticking down. Tick-tock. You may be feeling discouraged, annoyed, even angry.
Every salesperson knows that client testimonials are like gold in the sales process. The right testimonial can avoid the need for lengthy reference sharing. It can keep you in a highly competitive
