KLA Group
IT Sales and Marketing Agency
Faced with the abrupt shift to remote selling during the pandemic, Plastic Manufacturing Resources (PMR) knew they needed more than a quick fix to keep their sales moving forward. They needed effective
As a business owner, you likely have big goals for your company. Maybe you’re working to grow from a few million dollars in annual revenue to something much larger. Whether you’re just
Hiring your first salesperson is one of the most critical steps in building a sustainable revenue generation system for your company. If you are like many business owners, you have been leading
Last week I was speaking with a business owner who told me it’s time to focus on building their sales team. What am I thinking as he says it? That’s great news
We polled a group of SMB B2B business owners who attended a recent Coffee with Kendra revenue generating webinar to learn how well they feel appointment setting is going in their companies.
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.
As we step into 2024, we’re greeted by a world that’s more dynamic and unpredictable than ever. From political tensions stretching across continents to environmental issues that challenge our everyday norms, the
You’re lucky when sales reps have cold call anxiety. It’s unlikely you share my point of view. I get it. All you see is a rep who is reluctant to call. They
Your pipeline is looking thin. The sales process is longer than last year. Prospects ghost your sales team. Your business is missing key targets. You’re trying to figure out how to achieve
Occasionally, you let salespeople off the hook for not following up with a lead from the marketing team. Other times, you hear salespeople reading directly from a script and don’t say anything.
The No. 1 reason SMB companies abandon their lead generation strategies is that they don’t believe they got results. Companies invest time and money, but when they look back on their sales
Anytime the economy dips, you probably wish you had a magic wand you could wave and immediately have a recession-proof business. Or maybe you prefer the twitchy nose of Samantha from Bewitched.
You’ve probably heard the sales prospecting saying that it takes 10 no’s to get one yes, but I think that number is outdated.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
You received a marketing 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
Be sure your sales reps know your target market and persona details. When you share this information, your reps know who to target, why and how. You’ll improve their campaign follow-up, change
It takes 9 or more attempts to reach a new prospect and only a small percentage of sales reps are happy to pick up the phone every single day. Set KPIs for
When sales results look bleak, it’s time to brush off the team’s old tricks in favor for something new. What they know clearly isn’t working. Give them more training to help them
Sometimes results aren’t always in your sales rep’s control. But their performance is, and that’s what you should be tracking through the sales cycle. Are they making the calls and are they
Let freedom ring for your sales reps! Instead of setting a minimum number of first-time calls they need to make, give them the freedom to call prospects as many times as it
Subject matter experts (SMEs) play a critical role in training that’s on point and delivers results. However, working with SMEs is one of the biggest challenges in content development. Often, trainers simply
I speak frequently on the topic of Pitfalls of Engaging Subject Matter Experts (SMEs) in training and content development. The number one pitfall by a wide margin is always SME availability: how
Technology provides an extremely cost-effective, fun way to stay in front of your participants with key content reminders after the training is over. We’ve added technology-based reinforcement to all our training programs
You’ve built it, now how do you get people to attend your training program? You might assume that just because you listed it in the learning management system or an executive said
When we as trainers create training, it’s not enough to just deliver it. If we want to make it stick, we need strategies to cement the content long after the program appears
