KLA Group
IT Sales and Marketing Agency
Sometimes itās not apparent if youāre selling to the right person and youāll waste time. Hereās a quick trick: If your contact is engaged with your strategic recommendations and asks tough questions,
Have three questions ready to ask. Make your questions about the trigger event you suspect prospects are grappling with, then pick up the phone. By asking business issue questions, youāll understand your
Emails don’t sell. People do. Yes, I know I’m going to take a lot of flak for that, especially from the digital marketers. But the reality is if you are in a
We love your ideas and we want to hear from you. Have a favorite sales or marketing tip youād like to share? Email us and look for it here! Something More to
Business owners don’t understand the fundamental law of how new business development actually happens. If you’re stuck in a mentality of looking only for opportunities that will close in the next 90
Every successful salesperson knows that youāre supposed to sell to the decision maker. Itās one of the primary qualification questions in requirements gathering right out of the gate: who will be making
Marketing used to be a shot in the dark, but it doesnāt have to be anymore. When done right, lead scoring can provide you a map from email contact to new customer
Cold calling. The sheer mention of the phrase sends shivers down the spines of many salespeople. They hate it. They do everything they can to avoid it. And yet, when the sales
Let freedom ring for your sales reps! Instead of setting a minimum number of first-time calls they need to make, give them the freedom to call prospects as many times as it
Referrals arenāt about incentives. Your clients would love to give you a referral. But they need your guidance. When you ask for referrals, be sure to share what companies are a good
Today I was working with a client setting KPIs (key performance indicators) for a new business development sales rep he wants to hire. We calculated the number of sales they need the
One of the biggest challenges in selling is trying to keep contacts engaged when youāre prospecting. Business owners and C-level executives often have too much going on, which causes delays in scheduling
Many companies come to us with no sense of what makes them unique. They feel as if theyāre exactly the same as their competitors. Their goal is to run more frequent lead
Can you rely on cold calling as your one and only prospecting method for driving leads? Yes, you absolutely can. The challenge with that, though, is that whenever you employ just one
No matter what your skill level, consistent sales activities lead to results. Even the worst prospector gets appointments if he doesnāt give up. Set weekly goals for the number of prospects you
This week a question asking my opinion of the value of cold calling reached me through our website Contact Us page. It was phrased this way: I’ve read a lot of articles
Email subject lines are tricky. In under 3 seconds your prospects determine if theyāre going to open your email ā or trash it. Thatās what I call the email delete barrier. But,
The start of a new year is not just a time for goal setting. Itās also when the sales meter resets, and you find yourself starting all over again with a fresh
This year I blogged a lot about lead generation and marketing because thatās what everyone seemed to be asking us about. But when I looked back over the year and our most
You’re in that time of year when you can’t lose sight of your year-end goal. But at the same time, January 1stĀ is just weeks away. And with it comes a fresh sales
We’re coming down to crunch time for the sales year. Either you’re going to make your sales target or you’re not. Whether you’re a sales person or a business owner, this time
Iāve written quite a bit about lead scoring in some of our recent weekly sales tips and blog posts and have received a number of questions about what exactly lead scoring is
Now that Microsoft has acquired LinkedIn, more users will be turning to LinkedIn to find experts for whatever it is that they need. To position yourself in front of the users looking
Creating a strong LinkedIn profile is more important than ever, especially now that Microsoft has acquired LinkedIn, which is expected to have dramatic impact on the sales and marketing world. A good
