Would You Return Your Voicemail?
When you’re cold calling, you’re (hopefully!) leaving voicemails. Though they can be nerve wracking, they present an important opportunity as you’re only likely to reach about 12% of your contacts at any
When you’re cold calling, you’re (hopefully!) leaving voicemails. Though they can be nerve wracking, they present an important opportunity as you’re only likely to reach about 12% of your contacts at any
Identify smaller target markets. These micro-segments combine prospects into groups with similar traits that will be easier to manage. They might share the same pain point, operate in the same geography, or
When contacts go dark, cancel meetings and start ignoring your emails, the right email subject line has the power to reel ’em back in. The subject line needs to remind the prospect
When you have solved a problem for a client, they are (hopefully) filled with love for you and your team. It’s that joy and relief that you want to capitalize on. This
Sales reps work from sales goals and activity targets. Often, the only time they get a real sense of appreciation is when they gain access to a new account or close a
Most people, your prospects included, don’t go onto social media to be sold to. As a sales rep, if you ignore that protocol, you’ll very likely lose credibility and connections. Instead, social
There isn’t one! It’s as simple as having discipline around your prospecting. Over and over, I tell sales reps that a commitment to prospecting on a fixed, regular schedule is key. Prospecting
Stalled sales proposals might seem like they’re dead in the water, but you shouldn’t give up until you get closure. Your prospect needed your help when they first engaged you. It’s likely
Showing customers what you’ve done for them helps build their loyalty, especially when you translate those actions into results and financial gains to their business. Those could be costs you helped them
When was the last time your LinkedIn profile got a sprucing up? Social media gets stale quickly. It’s important to have it fresh and current to reflect your expertise. Take these 3
Prospects are used to sales reps attempting contact 3 times and then giving up. If that is how you operate, you simply won’t get their attention. My rule of thumb is to
When you offer to share your expertise freely, you’re not shooting yourself in the foot, despite what you might think. Few companies you speak with will be able to implement your suggestions
By now, you probably feel like an old hat at leaving voicemails. Try this trick: instead of waiting by the phone for them to get back to you, tell them you’ll call
Ever noticed how scarce meetings seem to be on a Friday? Because Fridays are a popular day off. Because of that, more prospects are sitting at their desk, available to answer your
Happy New Year! With the calendar starting fresh and the talk of new year’s resolutions in the air, it’s time to set some goals around your sales prospecting activities. Remember to make
As you settle down for your long winter’s nap, make sure to wish your clients and prospects, “Happy Holidays.” Give them visions of sugar plumbs dancing in their heads with gifts that
A positive attitude, one where you’re expecting a “yes!” comes through in prospecting. Contacts feel it. And you achieve more success. In a recent sales blitz day, we saw this in action.
It’s the time of year when everyone reflects on what we’re most thankful for. At KLA Group, we’re most thankful for YOU who have trusted us to help you get more customers. While you
It’s much easier for a lower-level manager to approve a $2,500 sale than it is to get approval to spend $20,000. In Q4, targeting several smaller sales is likely your best strategy.
Kids know they need to do their Halloween trick-or-treating at the houses with the good candy. There’s no time to waste in neighborhoods they don’t know. With 8 weeks left in the
Your subject line is your first line of defense in your email campaigns. Mess that up, and you may as well have not sent an email at all. These 3 subject line
When you’re prospecting, it’s tempting to give away your best information right up front, but that’s like giving away all your candy for free. What’s left for prospects to want? Don’t give
The opportunities in your pipeline will tell you if your target market needs to be better defined. Where you find opportunities that are not a good fit, businesses that are the wrong
Make cold calling easier by picking a narrow target audience to call. The more niche, the better. You’ll start learning issues your prospects are having and can have similar conversations with every
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