KLA Group
IT Sales and Marketing Agency
By Kendra Olney Lee How to generate leads at events was not top of mind when I attended conferences, seminars, workshops, local gatherings, or any other professional events early in my career.
Before you grab that overpriced water bottle at the airport on your way to a conference, answer this question: Do you know how to generate leads at events? You might think you
There are 10 critical sales hunting skills every successful hunter possesses. When you are hiring a salesperson to hunt, you want to be sure your candidate has these skills before you hire. If your
Leads became an endangered species in 2020. Business owners and salespeople looked everywhere and came up empty-handed and were scared. Their desperation grew as opportunities shrank. So they turned to activities that
Whether you’re the queen of cold calling or the king of referral-gathering, choose prospecting and lead generation approaches that allow your sales strengths to shine through. You become your own Sales Magnet
By Kendra Olney Lee January always brings a hyper-focus on prospecting and lead generation to get the year started off strong. There’s excitement in the air as prospects have replenished budgets and
Who doesn’t want to close more sales? Set specific goals for the number of monthly sales activities you will do to improve your sales. Use SMART goals: Specific, Measurable, Attainable, Relevant and
By Kendra Lee It’s a new year, which of course means New Year’s resolutions and goals. As you set your sales resolutions and goals, consider how you will and won’t sell based
If you’re struggling to reach your Q4 goals, stop and examine your vision. You must have a vision you are passionate about every day. It can’t be anyone else’s goal, and it
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
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:
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,
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
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
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
Has your team mastered the basics of writing sales prospecting emails and bemoaned they still don’t get replies from cold prospects? Are they blaming gatekeepers, voicemail and the email delete barrier for
Review all the prospects you’ve 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
This is NOT me telling you not to cold call. But it can take as many of 9 attempts to reach a new prospect. Reach out in different ways for those 9
If you’re getting all your leads from one new business development activity, you’re missing out on some great opportunities. You’ll see a significant dip in your sales funnel as each lead source
I firmly believe that email is still the best tool for prospecting and lead generation. It’s personal, targeted, accessible, and measurable. And it can yield a steady flow of very high quality
Sales are up. Leads are coming in. We don’t need to keep paying for lead generation, do we? Let’s save that money. The sales rep is setting appointments. He can do it.
This year I’ve seen sales reps in five different companies successfully talk their business owners out of the need for cold calling, only to miss their sales objectives abominably. Invariably the owners
Hold on to prospects’ attention by nurturing in unusual ways. Send them an email to share interesting content. Drop by with a cup of coffee. Engage on LinkedIn. Invite them to an
The most successful sellers usually have two numbers in mind: their quota, which is their piece of the company’s yearly revenue target, and then another higher number that represents what they need
