KLA Group
IT Sales and Marketing Agency
Do not sell products and services. If you’re wondering how to pull that off when your business centers around products and services, don’t worry. I’m not telling you to revolutionize your offerings.
Every business owner’s goal is predictable sales. Consistent sales closing each month and quarter they can count on. When you have consistent, predictable sales, your Revenue Generation System is working effectively. You
Email is one of the easiest ways to cold call. Yes, I did mean to say cold call. Your team needs to continually adapt your cold calling to be effective, and email
Go visit your top prospects! Drop-by calling gives you a stronger connection with your prospect and is more likely to lead into conversations and opportunities. It doesn’t have to be all work
There’s something about autumn that makes people slow down and have fun. Let your prospecting calls and emails reflect that mood. You don’t need to change your value proposition, just your delivery.
Have everyone in a customer-facing role choose one question to use when they want to ask for a referral. Then, teach them how to frame their referral request and transition from the
Marketing qualified campaign leads are contacts who show interest by clicking, downloading something you send, or attending an event you host. They are not a guaranteed sale. 10% will agree to an
Moving quickly through prospects using a sales script and not putting any effort into establishing a relationship puts you into highly competitive sales cycles with tremendous pressure. Take some time to get
Acquiring a list is the fastest way to build a list, but it’s not uncommon for 40% or more of the contacts to contain bad data. Alternatively, building an organic list allows
You meet. It’s a perfect fit – but your prospect just isn’t ready to take the next step. Don’t dump them and move on to the next prospect. Make sure you tell
Getting high response rates to your cold call, email campaign, event or voicemail is not a big mystery. Craft your message around one specific issue that is likely driving your prospects to
Prospects don’t fall into your lap the minute you email them. Your lead generation email campaigns offer a way to engage prospects, score them as a lead and focus your calling efforts
When you’re out and about meeting with clients and prospects, set a goal to add 5 new names to your prospect list every week. Ask for referrals. Check out building directories for
Tempting as it is to go into lengthy explanations, more than two-thirds of all emails in the U.S. are read on smart phones. Couple that with short attention-spans and you’ve got an
Prospecting is not about making 100 calls a day. It’s about having quality conversations with prospects to learn more about them and then nurture them until they’re ready to engage. It might
It’s the last week of December and all through the office, decision makers are nestled snug at their desks with visions of 2019 dancing in their heads. That makes this an ideal
When I give a gift or send a card, it’s because I want to show how much I value that client, staff member or partner. It comes from the heart, which might
Set appointments for the last week of December and first two weeks of January to start unwrapping new opportunities for Q1. By setting the appointments now, you’ll get in on their calendar
You can make Q4 a huge success, even if it’s December! Start by making a list of all the proposals you closed this year and highlight those things your clients decided to
It’s the season for all those holiday lunches, parties and gatherings at local organizations, Chambers and associations. Those parties are teeming with your prospects, and they’re in the mood to mingle and
The best way to get prospecting for the holidays is to start earlier and be unique. Here is the holiday to do that! This Halloween deliver bags of fun goodies to your
You may not be thinking about taxes yet, but you can bet your prospects are. If they still have budget for the new year, they’d rather invest in their business than lose
Vince Lombardi didn’t lead the Green Bay Packers to 5 NFL championships in 7 years without putting in effort. And, he didn’t quit in the fourth quarter. Set up your 4th quarter
Assuming you offer more than one solution, there are additional revenue opportunities hiding in your existing client base. You’ll notice them during your review meetings with clients. To make sure you don’t
