KLA Group
IT Sales and Marketing Agency
Once you begin generating leads from your lead generation campaigns, you need your sales reps to follow up and convert those leads into qualified sales opportunities. Based on the numbers we recommend
Remember all those sales you didn’t 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 it’s pie they’ll double up on without thinking twice. After all the turkey, stuffing and sides, an extra slice of pie seems harmless. Turn that thinking
When sales results look bleak, it’s time to brush off the team’s old tricks in favor for something new. What they know clearly isn’t working. Give them more training to help them
Happy 4th of July! This week is more than cookouts, fireworks and the height of everything we love about summer. It’s also the mid-point in the calendar year, making it the ideal
Referral gathering is typically hit or miss. But referrals are a great growth strategy if it’s effective. If the sales funnel is dry, you remember to ask. Otherwise, you don’t think about
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 can’t tell you how
Volatility surrounds us. The world is on edge right now. Businesses are wondering, will inflation, the banking crisis, and interest rate hikes lead to a recession? Or will we weather it and
In a world where people can (and do!) easily look you up online to see what customers are saying about you, don’t waste time asking for referral letters anymore. Instead, ask clients
This time of year is always more hectic than we think it’s going to be. That can make your new prospecting goals particularly challenging. Here’s one of my favorite tricks: Send a
While you’re 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?
Your company’s online reputation has direct influence over whether new prospects select your company, and a candidate for hire accepts your offer. It even impacts SEO and your company’s visibility in online
Rejection is everywhere in sales. Cold calling. Email prospecting. Proposal presentations. Closing. Follow up. It’s so common that it’s become part of the job description for a salesperson: “able to deal with
Referrals aren’t 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
The majority of buyers report that they overwhelmingly trust word-of-mouth recommendations from peers and colleagues. These referrals drive purchasing decisions more than most other factors. You know that referrals are a great
Referrals are one of the best ways to get more leads. They’re more qualified than a cold call and further along in their buying cycle. To get referrals, you need to ask
Your clients love you, right? They rate you highly on their net promoter score survey. They act as references. They provide testimonials. So why don’t all their business partners and colleagues
The start of a new year is not just a time for goal setting. It’s also when the sales meter resets, and you find yourself starting all over again with a fresh
No matter how confident you are or how great a sales rep you are, sales is filled with moments that are intimidating. Whether it’s picking up the phone to prospect, speaking with
One of the most frustrating things for a sales rep is when the prospect you had a great conversation with goes silent and starts avoiding you. You might assume that it’s you
Early in my sales career I sold to law firms, working directly with the senior partners to show them how technology could help their staff be more productive. Because I was young,
It’s November! For most sales reps and sales managers that means it’s crunch time for achieving your sales goals. With just weeks left in the year, you need to close sales fast,
Clues for sales are everywhere, and many times they fall in the lap of someone who is not part of your company’s sales team. While most of these leads are passed along
