Expert insights. Personalized for you.
Your lead generation goals have to adapt to the times that we’re in. Yes, this is unprecedented. And that makes it a good time to reach out to clients – with the right message. MORE
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 meet. MORE
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 when you capitalize on your natural talent. MORE
Today is the last day of the year, tomorrow is a holiday and then 2020 comes roaring in with new sales goals and a clean slate. So, take a moment to celebrate all of your sales accomplishments! Reflect on what worked well for you and what you want to work on in the coming year. Read more. MORE
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 on your natural sales talent to achieve your annual target. Please Let Me Just Make My Sales Goal My natural sales talent was. MORE
You received a market 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 all. Wrong! A percentage of your leads are ready to have a conversation right now. MORE
By Kendra Lee I love Christmas if only because I get to re-write a Christmas classic into a sales “song!” Well, I do love Christmas for other reasons, but this is fun, too.) MORE
Cold calling through the holidays can be tough, so here’s a fun game you can play to beat the chill. Every time a prospect tells you “no,” put a piece of candy in a jar. When you get to 10, the odds are on your side that you’ll reach a contact soon. Dollars work well. Read more. MORE
You won’t achieve your sales goals if you’re wasting time on opportunities that aren’t real. The easiest way to fix this is to qualify opportunities consistently throughout the sales process and follow up more frequently. MORE
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 insert the number of people each rep talked to. Then give out daily prizes to give out to whoever has the most calls. MORE
Prospecting emails need to be short to be effective. When you have too much to say, add a P.S. with a postscript of no more than 2 lines. Make it count! It will stand out and get noticed, as long as you don’t have any taglines in your signature block. MORE
It may feel like you should lay low due to coronavirus, but now is the time that your clients and prospects need to hear from you. Call clients to ensure they’re all set and simply lend an ear. Call prospects as both a distraction to the COVID-19 conversation and to determine if there is an. MORE
By Kendra Lee Let’s cut to the chase. Are you weathering or withering right now? While none of us has experienced a pandemic before, think back on previous challenging times: The Great Recession, 9/11, and if you’ve been in business long enough, the Dot.com crash. How did you handle those crises? MORE
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You don’t have to call cold contacts to get good leads – you can reach back out to old contacts with great results. Prospects who never made a change or went with a competitor might be unhappy and re-evaluating. Hearing from your friendly reps might be what gets them back in the door again. MORE
Right now, your prospects are faced with a whole new set of challenges. That means they need help. Your help. You still have to fill your funnel, but a sales pitch will come across as tone-deaf and insensitive. Reach out to prospects with a genuine message of compassion and help. MORE
In-person meetings have gone by the wayside, and it’s necessary to embrace video to stay connected. While the phone is still important, being on screen makes your prospect feel more connected to you. MORE
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 know referrals close faster than any other lead and they appreciate the spontaneous referrals their happy clients share. MORE
Don’t worry about pricing objections; they’re inevitable but easily overcome. Start by bringing prospects back to why they are talking to you in the first place. What urged them to earmark budget? MORE
By Kendra Onley Lee I can picture a future where we return to restaurants, local shops and baseball games. I can’t see us returning to work in the exact same way we operated before the pandemic hit. MORE
Your LinkedIn connections are a treasure trove of people who are networked with your potential prospects. Some of these contacts will have similar prospects to you but aren’t your competitors. Find ways to align with these contacts and approach with a unique offering that the prospect can’t refuse. MORE
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 Time-based. Then check in with your goals and measure your progress and adjust as you go along. MORE
Having a multitouch approach that includes both lead generation and prospecting will help you fill your pipeline with contacts who are at all stages of the sales cycle, so you’ve got a steady stream of qualified prospects to close. Use lead generation to reach multiple contacts with a strong message. MORE
Denver-based sales guru, author will address group about sales prospecting DENVER, March 12, 2020 — Nationally recognized sales and marketing leader Kendra Lee, president and CEO of KLA Group Inc., MORE
Be even more responsive to client and prospect requests. Return calls sooner. Reply to emails faster. Get proposals out quickly. If you don’t have answers, or it will take time to complete a request, provide progress updates. “I I received your request and will have that to you by Friday.” The more responsive you can be. Read more. blog Weekly-tip MORE
By Kendra Lee These are turbulent times and in sales and lead generation, you’re wondering what the heck do I do? After you’ve called all your clients, shared your COVID-19 response plan, and told them how you’re prepared to support them remotely, what more is there to say? MORE
With everyone working remotely, you need more touches to stay in front of your target market and a unique message that will grab their attention to get you through the virtual door. Combine email campaigns, social engagement, and virtual events. MORE
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 new goals of their own. MORE
To keep your prospecting email from hitting the delete barrier, use shorter subject lines that resonate and feel as though you’re addressing your contact’s top priority. Skip generic subject lines like “checking in” and sensational ones like “COVID-19 Solutions” They’re fodder for the trash button! MORE
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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 will have on their workforce. MORE
By Kendra Lee While people have been sheltering in place away from coronavirus, some companies have been patiently waiting for the world to open again. MORE
In uncertain times like these, sales-led organizations are the ones that weather the storm and survive – and even thrive. If you haven’t operated from a sales-led position previously, it’s time to change. MORE
By Kendra Olney Lee Every January 1st brings with it a new round of resolutions, both personal and professional. You’ve made it through the first week of the year and your goals are hanging there. You may be feeling as if you’re already behind, or you’ve missed them already. MORE
KLA Group
MAY 20, 2020
By Kendra Onley Lee I can picture a future where we return to restaurants, local shops and baseball games. I can’t see us returning to work in the exact same way we operated before the pandemic hit.
KLA Group
MAY 22, 2020
Having a multitouch approach that includes both lead generation and prospecting will help you fill your pipeline with contacts who are at all stages of the sales cycle, so you’ve got a steady stream of qualified prospects to close. Use lead generation to reach multiple contacts with a strong message.
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KLA Group
JANUARY 29, 2020
By Kendra Olney Lee Every January 1st brings with it a new round of resolutions, both personal and professional. You’ve made it through the first week of the year and your goals are hanging there. You may be feeling as if you’re already behind, or you’ve missed them already.
KLA Group
MAY 18, 2020
In-person meetings have gone by the wayside, and it’s necessary to embrace video to stay connected. While the phone is still important, being on screen makes your prospect feel more connected to you.
Advertiser: ZoomInfo
Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!
KLA Group
APRIL 23, 2020
By Kendra Lee Let’s cut to the chase. Are you weathering or withering right now? While none of us has experienced a pandemic before, think back on previous challenging times: The Great Recession, 9/11, and if you’ve been in business long enough, the Dot.com crash. How did you handle those crises?
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KLA Group
MAY 11, 2020
In uncertain times like these, sales-led organizations are the ones that weather the storm and survive – and even thrive. If you haven’t operated from a sales-led position previously, it’s time to change.
KLA Group
APRIL 28, 2020
Your lead generation goals have to adapt to the times that we’re in. Yes, this is unprecedented. And that makes it a good time to reach out to clients – with the right message.
KLA Group
FEBRUARY 13, 2020
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 know referrals close faster than any other lead and they appreciate the spontaneous referrals their happy clients share.
KLA Group
MARCH 19, 2020
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 will have on their workforce.
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Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.
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KLA Group
APRIL 20, 2020
Keeping customers loyal in this environment doesn’t just happen with good service. Talk with all your customers right now. Check-in on how they’re holding up – personally and professionally.
KLA Group
MARCH 11, 2020
You received a market 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 all. Wrong! A percentage of your leads are ready to have a conversation right now.
KLA Group
JANUARY 21, 2020
You won’t achieve your sales goals if you’re wasting time on opportunities that aren’t real. The easiest way to fix this is to qualify opportunities consistently throughout the sales process and follow up more frequently.
KLA Group
APRIL 13, 2020
With everyone working remotely, you need more touches to stay in front of your target market and a unique message that will grab their attention to get you through the virtual door. Combine email campaigns, social engagement, and virtual events.
Advertiser: ZoomInfo
In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.
KLA Group
MARCH 30, 2020
To keep your prospecting email from hitting the delete barrier, use shorter subject lines that resonate and feel as though you’re addressing your contact’s top priority. Skip generic subject lines like “checking in” and sensational ones like “COVID-19 Solutions” They’re fodder for the trash button!
KLA Group
APRIL 6, 2020
Right now, your prospects are faced with a whole new set of challenges. That means they need help. Your help. You still have to fill your funnel, but a sales pitch will come across as tone-deaf and insensitive. Reach out to prospects with a genuine message of compassion and help.
KLA Group
JANUARY 2, 2020
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 on your natural sales talent to achieve your annual target. Please Let Me Just Make My Sales Goal My natural sales talent was.
KLA Group
APRIL 1, 2020
By Kendra Lee These are turbulent times and in sales and lead generation, you’re wondering what the heck do I do? After you’ve called all your clients, shared your COVID-19 response plan, and told them how you’re prepared to support them remotely, what more is there to say?
Advertiser: ZoomInfo
By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.
KLA Group
MARCH 12, 2020
Denver-based sales guru, author will address group about sales prospecting DENVER, March 12, 2020 — Nationally recognized sales and marketing leader Kendra Lee, president and CEO of KLA Group Inc.,
KLA Group
MARCH 16, 2020
It may feel like you should lay low due to coronavirus, but now is the time that your clients and prospects need to hear from you. Call clients to ensure they’re all set and simply lend an ear. Call prospects as both a distraction to the COVID-19 conversation and to determine if there is an.
KLA Group
MARCH 2, 2020
Prospecting emails need to be short to be effective. When you have too much to say, add a P.S. with a postscript of no more than 2 lines. Make it count! It will stand out and get noticed, as long as you don’t have any taglines in your signature block.
KLA Group
MARCH 9, 2020
Your LinkedIn connections are a treasure trove of people who are networked with your potential prospects. Some of these contacts will have similar prospects to you but aren’t your competitors. Find ways to align with these contacts and approach with a unique offering that the prospect can’t refuse.
Advertiser: ZoomInfo
Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.
KLA Group
FEBRUARY 24, 2020
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 meet.
KLA Group
FEBRUARY 17, 2020
You don’t have to call cold contacts to get good leads – you can reach back out to old contacts with great results. Prospects who never made a change or went with a competitor might be unhappy and re-evaluating. Hearing from your friendly reps might be what gets them back in the door again.
KLA Group
JANUARY 29, 2020
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 new goals of their own.
KLA Group
FEBRUARY 11, 2020
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 when you capitalize on your natural talent.
Advertiser: ZoomInfo
For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!
KLA Group
FEBRUARY 4, 2020
Don’t worry about pricing objections; they’re inevitable but easily overcome. Start by bringing prospects back to why they are talking to you in the first place. What urged them to earmark budget?
KLA Group
JANUARY 28, 2020
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 Time-based. Then check in with your goals and measure your progress and adjust as you go along.
KLA Group
MARCH 25, 2020
Be even more responsive to client and prospect requests. Return calls sooner. Reply to emails faster. Get proposals out quickly. If you don’t have answers, or it will take time to complete a request, provide progress updates. “I I received your request and will have that to you by Friday.” The more responsive you can be. Read more. blog Weekly-tip
KLA Group
NOVEMBER 6, 2019
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.
Advertiser: ZoomInfo
This eBook highlights how data-driven strategies empower marketing campaigns through personalization tactics.
KLA Group
DECEMBER 31, 2019
Today is the last day of the year, tomorrow is a holiday and then 2020 comes roaring in with new sales goals and a clean slate. So, take a moment to celebrate all of your sales accomplishments! Reflect on what worked well for you and what you want to work on in the coming year. Read more.
KLA Group
DECEMBER 24, 2019
Cold calling through the holidays can be tough, so here’s a fun game you can play to beat the chill. Every time a prospect tells you “no,” put a piece of candy in a jar. When you get to 10, the odds are on your side that you’ll reach a contact soon. Dollars work well. Read more.
KLA Group
DECEMBER 18, 2019
By Kendra Lee I love Christmas if only because I get to re-write a Christmas classic into a sales “song!” Well, I do love Christmas for other reasons, but this is fun, too.)
KLA Group
DECEMBER 2, 2019
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 insert the number of people each rep talked to. Then give out daily prizes to give out to whoever has the most calls.
Advertiser: ZoomInfo
Finding a vendor to cleanse and optimize your marketing database can be difficult if you don’t know what to look for. Download the eBook to get the most out of your database cleanse and find an appropriate vendor for your B2B marketing objectives.
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