KLA Group
IT Sales and Marketing Agency
It was the best of times. It was the worst of times. It was the age of COVID – the age of people who think cold calls don’t work, and it presented
No matter your industry, everybody likes the idea of working less and getting more sales. They’re all looking for the magic wand to get to better results, especially in times when reaching
By Kendra Lee Here we are in the fourth quarter and you have a revenue target that you’re trying to achieve. It’s been a difficult year for selling and your sales funnel
By Kendra Olney Lee The novel coronavirus introduced uncertainty at all levels of life rather quickly. Businesses are rethinking how they’ll operate in the immediate future and what long-term implications the virus
You received a marketing qualified lead! You’re ecstatic and shoot them an email requesting a time to meet. Days go by, you hear nothing, your enthusiasm fades. Maybe they aren’t interested after
When sales aren’t closing something might be holding your prospect back. It’s likely there are hidden objections they’ve never expressed. Or, those objections may be coming from sources you have yet to
By Kendra Lee I’ve watched the faces of business owners turn from agreement to confusion and then mild panic when I say referrals should make up 20% of their lead sources. They
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
Here’s an advent calendar that will keep your reps motivated through December! Create a whiteboard chart with columns for the days of the week and rows for sales reps’ names. Each day
By Kendra Lee Talking price with prospects gives most reps heartburn, so they wait, and wait, and wait, all the way until the proposal. Aside from wasting your valuable time on potentially
By Kendra Lee It’s annual planning and budgeting season once again. Business owners’ favorite two numbers to use to build their plans are growth and operational expenses. But when you ignore your
Unified communications and small and midsize computer high tech are the primary industries we serve. Until the widespread adoption of monthly services delivered via technology, it was computer, communication, and medical device
It may be the end of the year, and it probably feels like the perfect time to let go of your prospecting goals. But it’s not! There’s still time to get through
Hiring salespeople is hard. You’ve tried and failed multiple times, always falling back on a principal-led sales model. You have one, two or even three salespeople on staff, all missing quota. Even
You carefully planned out specific sales qualification criteria, like company size, budget and timeline to weed out prospects who are unlikely to close. So why ignore those criteria during the sales process?
Your prospects don’t know your sales process. It’s up to your sales reps to spell out the next steps to prospects in every discussion. That way, prospects won’t get lost in the
The most difficult sales position to fill is that of a hunter. A higher percentage of salespeople are cut out for account management, where clients already exist and the job is client
Account managers should be on the lookout for revenue uplift opportunities and ways to expand your company’s footprint with each client. Rather than tactlessly soliciting your clients, a good account manager knows
Be sure your sales reps know your target market and persona details. When you share this information, your reps know who to target, why and how. You’ll improve their campaign follow-up, change
It’s only after you hear “no” that you can begin to improve your sales process and sales skills. Follow up on all proposals until you find out what the situation is. Even
Getting past the goaltender can be tough. But if you want to score, you’ve got to connect with the right contact. The gatekeeper can block your shot and you’ve got a total
In smaller companies account management is critical not just to growing your business but also to sustaining it. Losing a few clients can have a dramatic impact, from staffing to operations. You
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
