KLA Group

Post-Pandemic Prospecting: 5 Ways to Succeed Now and in the Future

KLA Group

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.

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Build a Resilient Pipeline

KLA Group

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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10 Ways to Achieve Your Sales Goals Faster

KLA Group

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.

3, 2, 1, Action! Why You Need to Flip the Video On

KLA Group

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.

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ABCs of Data Normalization for B2B Marketers

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!

Are You Weathering or Withering?

KLA Group

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?

Sales are Happening – If You’re Doing This

KLA Group

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.

The Lead Generation Goal You Should Have Now

KLA Group

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.

Your Guide to Create a Successful Referral Program for Your Business

KLA Group

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.

Working Together, Remotely: 7 Tips for Success

KLA Group

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.

Why Smoking Costs Employers More Than They Realize

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.

How to Build Customer Loyalty

KLA Group

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.

Set a Strong MQL Follow-Up Strategy and Close More Sales

KLA Group

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.

New Year’s Resolution #3: Spend Less Time Chasing Opportunities That Aren’t Real

KLA Group

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.

Mix Prospecting into Lead Generation

KLA Group

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.

The 2019 Technographic Data Report for B2B Sales Organizations

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.

Grab Attention with Your Subject Line

KLA Group

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!

The Right Way to Fill Your Funnel

KLA Group

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.

The Day I Decided to Stop Cold Calling (for Good!)

KLA Group

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.

To Sell or Not to Sell in These Turbulent Times: 5 Topics You Can Talk About

KLA Group

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?

The Time-Saving Power of Intent Data for Sales

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.

Kendra Lee to be featured speaker at global sales conference

KLA Group

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.,

Now’s the Time to Call

KLA Group

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.

P.S. …

KLA Group

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.

Create Your Own Rebel Alliance

KLA Group

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.

How ZoomInfo Enhances Your Database Management Strategy

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.

Uncover Hidden Objections to Close the Sale

KLA Group

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.

Pick from the Tree of Old Contacts

KLA Group

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.

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7 Resources to Get a Jump on Your Sales Target

KLA Group

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.

Play to Your Sales Strengths

KLA Group

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.

How ZoomInfo Enhances Your ABM Strategy

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!

Master Pricing Pushback with Prospects’ Own Words

KLA Group

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?

New Year’s Resolution #4: Meet Your Quota!

KLA Group

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.

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In times of uncertainty…

KLA Group

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

How to Do Annual Sales Capacity Planning

KLA Group

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.

Data-Driven Marketing 101

This eBook highlights how data-driven strategies empower marketing campaigns through personalization tactics.

Celebrate Your Accomplishments!

KLA Group

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.

Break the Chill of Cold Calling

KLA Group

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.

Frosty the Salesman: A Christmas Parody

KLA Group

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.)

A Fun Reindeer Game to Play with Your Sales Staff

KLA Group

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.

Best Practices for Marketing Database Cleanse

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.