KLA Group
IT Sales and Marketing Agency
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
Have everyone in a customer-facing role choose one question to use when they want to ask for a referral. Then, teach them how to frame their referral request and transition from the
Perhaps a business owner’s biggest frustration is seeing all those opportunities sitting in the pipeline, but nothing is closing. Proposals were presented. Prospects declared, “I’ll let you know.” But they haven’t, and
Price objections and highly competitive sales processes are clear indicators that you’re not communicating your value to prospects. They see no difference between you and your competitors. Communicate your value in your
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
Marketing qualified campaign leads are contacts who show interest by clicking, downloading something you send, or attending an event you host. They are not a guaranteed sale. 10% will agree to an
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.
Moving quickly through prospects using a sales script and not putting any effort into establishing a relationship puts you into highly competitive sales cycles with tremendous pressure. Take some time to get
Acquiring a list is the fastest way to build a list, but it’s not uncommon for 40% or more of the contacts to contain bad data. Alternatively, building an organic list allows
List building is one of the biggest challenges in sales and lead generation. That’s why strategies like Google AdWords and social advertising sound so exciting. Rather than worrying about a list, you’ll
Let’s 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 you’re located until you quote the wrong time zone. Strengthen your relationship ties
You meet. It’s a perfect fit – but your prospect just isn’t ready to take the next step. Don’t dump them and move on to the next prospect. Make sure you tell
If calls aren’t working, your LinkedIn invitation wasn’t accepted, and your tried-and-true prospecting is greeted with silence, it’s time to get creative and try some old-school strategies. Drop in for an in-person
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
Getting high response rates to your cold call, email campaign, event or voicemail is not a big mystery. Craft your message around one specific issue that is likely driving your prospects to
Prospects don’t fall into your lap the minute you email them. Your lead generation email campaigns offer a way to engage prospects, score them as a lead and focus your calling efforts
Build a list of the 100 sweetest, most ideal companies you’d like as your clients. Prospect to the top 20-30 companies right now. Choose a manageable number to start with and put
When you’re out and about meeting with clients and prospects, set a goal to add 5 new names to your prospect list every week. Ask for referrals. Check out building directories for
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
It takes 9 or more attempts to reach a new prospect and only a small percentage of sales reps are happy to pick up the phone every single day. Set KPIs for
Tempting as it is to go into lengthy explanations, more than two-thirds of all emails in the U.S. are read on smart phones. Couple that with short attention-spans and you’ve got 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
Prospecting is not about making 100 calls a day. It’s about having quality conversations with prospects to learn more about them and then nurture them until they’re ready to engage. It might
