KLA Group
IT Sales and Marketing Agency
This year I blogged a lot about lead generation and marketing because that’s what everyone seemed to be asking us about. But when I looked back over the year and our most
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
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
Business owners of more and more SMB companies that we talk with are frustrated because they can’t put a finger on the return on investment (ROI) from their lead generation campaigns. They’ve
When you write your LinkedIn profile, you have an opportunity to paint a picture for your audience and tell the story of you. People use LinkedIn to look for information about you
When Microsoft announced the purchase of LinkedIn, Microsoft CEO Satya Nadella sent a letter to his employees explaining the move. As Nadella says, LinkedIn has a fantastic business model centered around connecting
When I started my sales career at IBM I was given territory that was the dregs of the dregs. Over the previous three years, the territory hadn’t generated more than $300K. In
Recently I had the opportunity to observe a sales person who was put in the buyer position on behalf of her company. Without her realizing it, the business owner was evaluating her readiness
Too many sales reps find themselves with great opportunities in their pipeline but can’t seem to push them over the edge to close. You might have had several great conversations with your
Last week I wrote about what you can do when a prospect goes silent on you. As sales reps, you know and expect prospects to do that from time to time. But
Well, 2015 is almost in the books, and that means another year of blog posts aimed at helping you achieve your sales and lead generation goals. This year we covered topics spanning
Over the years, I’ve worked with many sales teams that seemed to view a 20% closing ratio as a bellwether of success. If the team closed 20% of their opportunities in a
For many sales reps, being flexible throughout the sales process seems like the best, consultative approach to establish a strong prospect relationship and win more sales. Rather than suggest what a prospective
We manage social media accounts for clients and so we monitor social media trends closely. Lately we’ve noticed a negative trend that’s important to YOU: spammers and hackers who are able to
Here’s a prospecting statistic that might surprise you: According to research firm SiriusDecisions, the average salesperson makes only two attempts to reach a prospect. That might include an initial cold call, a
I’m a big fan of email. My team uses it almost every day to build relationships with existing clients, prospect for new clients, and fill our funnel with qualified, relevant opportunities. We
When you listen to sales reps and managers talk about the people they sell to, it’s not uncommon to hear them use the words “client” and “customer” interchangeably. For example, at some
I recently received an interesting email from a newsletter subscriber who asked about the appropriate way to use LinkedIn’s publishing platform. This person revealed to me that he posted frequently to LinkedIn,
A few weeks ago, my team sent out an email campaign to a list of targeted prospects who we’d identified as “interested” in our services. It was a simple nurturing email that
Remember when it was said that people bought from people they like? Back then, salespeople were encouraged to take customers out for a round of golf, introduce them to other important people
When I first started in sales for IBM in 1984, the buzz phrase that everyone was talking about was “relationship selling.” That phrase stuck for most of my time at IBM, but
One of my reader’s recently wrote in to ask a really relevant and common question in this age of information overload. His question: There are thousands of bloggers, articles, books, and consultant
