Expert insights. Personalized for you.
Business owners, sales leaders, and even salespeople know they need a sales plan that clearly outlines how they’ll achieve their annual goals. The question is, what to include so it’s a valuable, useable tool? PLAN TO WIN You’ve heard the adage, fail to plan, plan to fail. MORE
Every quarter presents challenges for sales reps and managers, but many sales professionals reserve their Grinch-like feelings for Q4 sales goals. The roadblocks people cite are endless: distracting holiday parties, no time to close sales, everyone’s focused on next quarter … on and on and on. MORE
Here we are in the fourth quarter and you have a revenue target that you’re trying to achieve. Do you prospect? Or will prospecting take your attention away from closing business? You have to determine how you are going to spend your selling time at the end of the year. MORE
By Kendra Lee The foundation of all B2B lead generation strategies, regardless of the activities you choose to use, is your target market. MORE
You’ve probably heard the sales prospecting saying that it takes 10 “no’s” to get one “yes,” but I think that number is outdated. In today’s market, it can take 40 voicemails to reach a live person and dozens of emails to yield a single response. MORE
The new year came and brought new sales objectives with it. One of the most common goals is, of course, to increase sales. But to do so means you need to increase the number of leads and get your B2B lead generation strategy working for you. With a pandemic on our hands, that hasn’t been […]. MORE
By Kendra Lee The foundation of your lead generation strategy is your target market. It defines the personas you are going to target, the key messages and problems you should talk about, and even the activities you should use. MORE
By Kendra Lee Sales as sport – the comparisons abound. Sales TEAMS look to WIN business. Top salespeople are often recognized with TROPHIES. The list goes on. However, there is one connection to sports that often gets overlooked – COACHING. MORE
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 us with a tale of 2 clients. Both provide IT services. MORE
By Kendra Lee “How are people generating leads?” It’s a question I’ve fielded frequently from business owners looking for lead generation strategies that will fill their sales funnel since the pandemic struck in March. They see peers and competitors finding opportunities. MORE
Sales isn’t typically a business owner’s top skill. But your passion and vision for the business has carried you to the successful company you have today. Now it’s time to grow and, as you grapple with building your sales organization, 5 common sales myths stymie your progress. MORE
When business owners talk about leads, marketing qualified leads, or sales qualified leads, you need to stop them immediately and ask for a definition. Everyone will define these terms differently. My husband and I have an inside joke from when we were first married. MORE
There are 10 critical sales hunting skills every successful hunter possesses. When you are hiring a salesperson to hunt, you want to be sure your candidate has these skills before you hire. MORE
You’re investing in great SEO-driven content. If you have a bad website design, it’s money down the drain. It won’t matter that your keywords are intelligently woven into blog articles. Or that you have an engaging style. MORE
It’s not uncommon for successful sales professionals to be offered promotions into sales management jobs. And because it’s considered a “promotion,” it’s easy to think the seller should take it. But should she… or he? MORE
By Kendra Olney Lee How to generate leads at events was not top of mind when I attended conferences, seminars, workshops, local gatherings, or any other professional events early in my career. No, at that time I was too busy hanging out near the potted plants. MORE
I frequently recommend using lead generation, and then in the next breath mention sales prospecting when we’re defining new business development strategies and building client campaigns. MORE
Email lead generation campaigns are a powerful method for connecting with your target market on a large scale through a message that matters to your prospects. They take a lot of the guess work out of cold calling. Automation platforms handle the tedious email grunt work for you. 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
By Kendra Lee “How are people generating leads?” It’s a question I’ve fielded frequently from business owners looking for lead generation strategies that will fill their sales funnel since the pandemic struck in March. They see peers and competitors finding opportunities. MORE
Cold calling in a pandemic has taken on a new meaning, and you need a new strategy. When the pandemic will “end” depends on whom you ask – spring, winter, sometime in 2022 – your guess is as good as mine. At this point lockdown feels “normal.” Frustrating and stressful, but normal. We’ve acclimated. MORE
B2B lead generation is the foundation of business growth. Yet here we are in the middle of a pandemic, half in and half out, somewhat open, but not open. Businesses are attempting to adjust, developing new offerings and selling remotely to the best of their ability. MORE
Lead generation comes first, then sales, then retention, but all are equally important to survive in 2020. The post 4 Ways Lead Generation Will Affect Your Revenue in 2020 first appeared on KLA Group - Denver. MORE
Your B2B marketing campaigns are generating inbound leads. Marketing carefully tracks the source and hands over the information to sales. Your salespeople diligently reach out to everyone on the list. It’s a single, solution-rich message that lets reps easily contact each lead. MORE
By Kendra Olney Lee How to generate leads at events was not top of mind when I attended conferences, seminars, workshops, local gatherings, or any other professional events early in my career. No, at that time I was too busy hanging out near the potted plants. MORE
Your content development goal is to convert prospects to your website. While content is valuable when it’s spread all over the web, you really want prospects to visit you at your house – your website – where you can engage them and give them a rich experience. MORE
Leads became an endangered species in 2020. Business owners and salespeople looked everywhere and came up empty-handed and were scared. Their desperation grew as opportunities shrank. MORE
The hot topic in sales recently is that cold calling is DEAD. The lead generation landscape has changed. Publish good campaign content and people will flock to you. Engage on social media to begin prospecting conversations. Don’t bother with calling. Nobody picks up their phone anyway. MORE
By Kendra Lee The number one reason b2b lead generation doesn’t work is not what you think. As a business owner, you want to get more leads from your email campaigns, events and webinars, SEO, and Google Ads. That’s to be expected. You’re investing time and resources. MORE
When you hire salespeople, you expect they’ll hold themselves accountable. Sales accountability won’t be your job. Yet, nonperformance is the most common complaint about salespeople and a huge source of stress for managers. MORE
Business owners are quick to set their lead generation goals, but what to include in a marketing plan to achieve them is somewhat of a mystery. They know that a marketing plan is the foundation of driving leads. New leads produce new opportunities. New opportunities convert to sales. MORE
Lead generation comes first, then sales, then retention, but all are equally important to survive in 2020. The post 4 Ways Lead Generation Will Affect Your Revenue in 2020 first appeared on KLA Group - Denver. 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
AUGUST 30, 2021
You’ve probably heard the sales prospecting saying that it takes 10 “no’s” to get one “yes,” but I think that number is outdated. In today’s market, it can take 40 voicemails to reach a live person and dozens of emails to yield a single response.
KLA Group
JULY 14, 2021
Your B2B marketing campaigns are generating inbound leads. Marketing carefully tracks the source and hands over the information to sales. Your salespeople diligently reach out to everyone on the list. It’s a single, solution-rich message that lets reps easily contact each lead.
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KLA Group
AUGUST 18, 2021
Email lead generation campaigns are a powerful method for connecting with your target market on a large scale through a message that matters to your prospects. They take a lot of the guess work out of cold calling. Automation platforms handle the tedious email grunt work for you.
KLA Group
JULY 21, 2021
By Kendra Lee Sales as sport – the comparisons abound. Sales TEAMS look to WIN business. Top salespeople are often recognized with TROPHIES. The list goes on. However, there is one connection to sports that often gets overlooked – COACHING.
Advertiser: ZoomInfo
For the first time, we’re sharing the winning plays that took us from scrappy startup to a publicly traded company. Use our proven data-driven plays to grow your pipeline and crush your revenue targets.
KLA Group
AUGUST 4, 2021
When business owners talk about leads, marketing qualified leads, or sales qualified leads, you need to stop them immediately and ask for a definition. Everyone will define these terms differently. My husband and I have an inside joke from when we were first married.
KLA Group
JANUARY 4, 2022
Business owners are quick to set their lead generation goals, but what to include in a marketing plan to achieve them is somewhat of a mystery. They know that a marketing plan is the foundation of driving leads. New leads produce new opportunities. New opportunities convert to sales.
KLA Group
SEPTEMBER 15, 2021
The hot topic in sales recently is that cold calling is DEAD. The lead generation landscape has changed. Publish good campaign content and people will flock to you. Engage on social media to begin prospecting conversations. Don’t bother with calling. Nobody picks up their phone anyway.
KLA Group
JUNE 15, 2021
By Kendra Olney Lee How to generate leads at events was not top of mind when I attended conferences, seminars, workshops, local gatherings, or any other professional events early in my career. No, at that time I was too busy hanging out near the potted plants.
KLA Group
JANUARY 4, 2022
Business owners, sales leaders, and even salespeople know they need a sales plan that clearly outlines how they’ll achieve their annual goals. The question is, what to include so it’s a valuable, useable tool? PLAN TO WIN You’ve heard the adage, fail to plan, plan to fail.
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Zoom was struggling to ensure that sales reps around the world - with different levels of experience and proficiency – were getting certified on updated messaging. Traditional methods were unexciting, time-consuming and ineffective! Find out how they achieved success in Second Nature’s Customer Case Study!
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KLA Group
APRIL 14, 2021
There are 10 critical sales hunting skills every successful hunter possesses. When you are hiring a salesperson to hunt, you want to be sure your candidate has these skills before you hire.
KLA Group
OCTOBER 12, 2021
Sales isn’t typically a business owner’s top skill. But your passion and vision for the business has carried you to the successful company you have today. Now it’s time to grow and, as you grapple with building your sales organization, 5 common sales myths stymie your progress.
KLA Group
NOVEMBER 10, 2021
Every quarter presents challenges for sales reps and managers, but many sales professionals reserve their Grinch-like feelings for Q4 sales goals. The roadblocks people cite are endless: distracting holiday parties, no time to close sales, everyone’s focused on next quarter … on and on and on.
KLA Group
FEBRUARY 16, 2021
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 us with a tale of 2 clients. Both provide IT services.
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As for what shoppers want to buy most, you'll have to read the “2021 Holidays Unwrapped” report by Klarna to find out. Download it here!
KLA Group
AUGUST 19, 2020
By Kendra Lee The foundation of your lead generation strategy is your target market. It defines the personas you are going to target, the key messages and problems you should talk about, and even the activities you should use.
KLA Group
MARCH 17, 2021
You’re investing in great SEO-driven content. If you have a bad website design, it’s money down the drain. It won’t matter that your keywords are intelligently woven into blog articles. Or that you have an engaging style.
KLA Group
AUGUST 31, 2020
Lead generation comes first, then sales, then retention, but all are equally important to survive in 2020. The post 4 Ways Lead Generation Will Affect Your Revenue in 2020 first appeared on KLA Group - Denver.
KLA Group
AUGUST 31, 2020
Lead generation comes first, then sales, then retention, but all are equally important to survive in 2020. The post 4 Ways Lead Generation Will Affect Your Revenue in 2020 first appeared on KLA Group - Denver.
Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab
Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.
KLA Group
JANUARY 19, 2021
Cold calling in a pandemic has taken on a new meaning, and you need a new strategy. When the pandemic will “end” depends on whom you ask – spring, winter, sometime in 2022 – your guess is as good as mine. At this point lockdown feels “normal.” Frustrating and stressful, but normal. We’ve acclimated.
KLA Group
JULY 29, 2020
By Kendra Lee “How are people generating leads?” It’s a question I’ve fielded frequently from business owners looking for lead generation strategies that will fill their sales funnel since the pandemic struck in March. They see peers and competitors finding opportunities.
KLA Group
JULY 29, 2020
By Kendra Lee “How are people generating leads?” It’s a question I’ve fielded frequently from business owners looking for lead generation strategies that will fill their sales funnel since the pandemic struck in March. They see peers and competitors finding opportunities.
KLA Group
SEPTEMBER 29, 2021
When you hire salespeople, you expect they’ll hold themselves accountable. Sales accountability won’t be your job. Yet, nonperformance is the most common complaint about salespeople and a huge source of stress for managers.
Advertiser: ZoomInfo
What is conversational marketing really about? This guide will examine the market forces at play, shifting buyer trends, how to leverage conversation marketing, and the tactics involved in adopting it for a B2B demand generation strategy.
KLA Group
OCTOBER 27, 2021
It’s not uncommon for successful sales professionals to be offered promotions into sales management jobs. And because it’s considered a “promotion,” it’s easy to think the seller should take it. But should she… or he?
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
JUNE 22, 2021
I frequently recommend using lead generation, and then in the next breath mention sales prospecting when we’re defining new business development strategies and building client campaigns.
KLA Group
MAY 27, 2021
Your content development goal is to convert prospects to your website. While content is valuable when it’s spread all over the web, you really want prospects to visit you at your house – your website – where you can engage them and give them a rich experience.
Advertisement
The 2022 Sales Kick Off is your big opportunity to align your sales team and drive change. Make sure it's successful with SecondNature’s SKO Ebook! Find out: ? How to set the right goals and KPIs ? How to translate vision into tactics ? How to keep salespeople engaged.
KLA Group
JUNE 15, 2021
By Kendra Olney Lee How to generate leads at events was not top of mind when I attended conferences, seminars, workshops, local gatherings, or any other professional events early in my career. No, at that time I was too busy hanging out near the potted plants.
KLA Group
SEPTEMBER 30, 2020
B2B lead generation is the foundation of business growth. Yet here we are in the middle of a pandemic, half in and half out, somewhat open, but not open. Businesses are attempting to adjust, developing new offerings and selling remotely to the best of their ability.
KLA Group
OCTOBER 13, 2020
By Kendra Lee The foundation of all B2B lead generation strategies, regardless of the activities you choose to use, is your target market.
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.
Advertiser: ZoomInfo
Check out our latest ebook for a guide to the in-depth, wide-ranging candidate and company data offered by ZoomInfo Recruiter — and make your next round of candidate searches faster, more efficient, and ultimately more successful.
KLA Group
MARCH 3, 2021
Leads became an endangered species in 2020. Business owners and salespeople looked everywhere and came up empty-handed and were scared. Their desperation grew as opportunities shrank.
KLA Group
NOVEMBER 9, 2020
Here we are in the fourth quarter and you have a revenue target that you’re trying to achieve. Do you prospect? Or will prospecting take your attention away from closing business? You have to determine how you are going to spend your selling time at the end of the year.
KLA Group
FEBRUARY 2, 2021
The new year came and brought new sales objectives with it. One of the most common goals is, of course, to increase sales. But to do so means you need to increase the number of leads and get your B2B lead generation strategy working for you. With a pandemic on our hands, that hasn’t been […].
Advertiser: ZoomInfo
With vaccination rates rising, consumers spending more money, and people returning to offices, the job market is going through a period of unprecedented adjustment. As the New York Times observed, “It’s a weird moment for the American economy.” And recruiting professionals are caught in the middle. To make the most of this disruption, you need to understand the economic drivers, develop a strong strategy for unearthing valuable talent, and use the latest tech tools to get the job done. Read this guide to get your recruiting practice ready to thrive in the new normal.
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