Kendra Lee


Kendra Lee is a top IT Seller, Prospect Attraction Expert, author of the award-winning books “The Sales Magnet” and “Selling Against the Goal,” and president of KLA Group. Specializing in the IT industry, KLA Group works with companies to break in and exceed revenue objectives in the Small and Midmarket Business (SMB) segment.

The Marketing Goal VARs Should Be Targeting

At KLA Group, we’ve spent the last 20 years working with IT partners and VARs to develop their lead generation and nurturing strategies. When we got started in 1995, marketing automation and content marketing didn’t exist, and the concept of building a VAR’s brand recognition online was years away from being a best practice. To acquire new customers, traditional appointment setting strategies were generally effective.

Why IT Sellers Are Approaching Personas the Wrong Way

By now, most VAR organizations have begun to group their customers into personas—the fictional representations of ideal buyer types. You know, “Chris, the IT Manager.” Or, “Susan, the IT Decision Maker.” These general descriptors do a reasonably good job of encapsulating the people who recommend, influence or drive a sale in one way or another. They make it easier to envision who you’re trying to convert into evangelists and buyers of your solutions. And that’s great. I’m a huge fan of using personas in B2B sales and marketing.

The Secret to Success in 2015? 'Do It Now'

It’s official: 2014 is in the books. And if you’re like most people, you’ve probably already begun to think about what you hope to accomplish in 2015 (goals), or which bad habits you’d like to eliminate (resolutions). From a business perspective, maybe you’d like to build your pipeline and drive more revenue (goals) or eliminate some inefficiencies in your sales process (resolution).

12 Sales Lessons to Fuel a Prosperous 2015

2014 has been a pretty incredible year. The U.S. economy has grown steadily stronger, the cloud and IT markets have seen dramatic innovation and growth, and many of the businesses we work with are experiencing strong end-of-year sales. I hope the same is true for your business.

12 Days of Christmas with a Sales Rep
It’s become an annual tradition for me to write a parody of a holiday favorite poem or song. This year’s pick is “12 Days of Christmas.” Like the song that repeats itself over and over, sometimes clients feel that their sales reps will never “go away.” Of course, what clients don’t know is that a big piece of our jobs is to find ways to stay in front of them so they don’t forget us. Consider these 12 creative, if not comical, ways to do just that, to the tune of the timeless Christmas carol.
The Most Toxic Philosophy in Sales: 'Just Wing It'

Last week, I spoke with a technically minded VAR business owner who was also his company’s primary salesperson. The company wasn’t growing and he was clearly frustrated by that. But he also revealed that he was proud of not being a “typical salesperson.” Instead of adhering to a proven sales process, he admitted to “winging it”—playing sales opportunities by ear and hoping for the best. By doing that, he assumed that he would appear more genuine and, as a result, win more deals.

5 Metrics to Gauge Outbound Marketing Campaign Success 1

One of the most frequently asked questions I hear from IT vendors and VAR business owners is how to best measure outbound marketing campaign success.

12 Ways to Help Your Reps Close End-of-Year Sales

Each year, November brings with it a certain level of anxiety for many sales managers. With fewer than 60 days left for sales reps to meet their quota objectives for the year, it's not uncommon for them to feel a bit overwhelmed. It's not only the rep who is affected, however, as sales managers typically inherit a fair amount of stress as well. 

Stay in Control

VAR sales reps love to bring technical consultants on sales calls because it shows the depth of your company’s bench and demonstrates the viability of your company. However, when your sales reps do so, there is always a niggling concern in the back of their mind: How will they walk away retaining ownership of the customer relationship?

How Perfecting Your Body Language Wins More Sales

Just for a moment, imagine that you’re meeting with a financial adviser to discuss your investment strategy. As you look across the desk at him, you notice that he’s sweating, twisting his wedding ring and refusing to make eye contact. As he delivers advice and proposes that you put large chunks of money into certain funds, he stammers and trembles.

Cut Through the Marketing Noise

When content marketing and social media first became relevant sales and marketing channels in the mid-2000s, it was relatively easy to stand out. By publishing a few well-written blog posts, engaging with prospects and customers on social channels, and sending out a monthly email newsletter, you were considered a forward-thinking thought leader.

But today, everyone in the market is doing these things.

The Everlasting Secret to Improving Sales

Throughout my career in sales, a lot has changed. For instance, the technology designed to support the sales process (and the customers we’re selling to) and the accepted best practices for engaging, nurturing and closing prospects are all very different from what I used as a new sales rep for IBM in the early 1990s.

Rein in Disorganized Prospecting

Sales reps today have so many choices as to who to call that they have no focus in their prospecting efforts. They are often scattered and disorganized, looking for any opportunity rather than the right opportunity. They feel the crush of quota: two managed service deals a month; three to five new appointments a week.

Why Your Sales Team’s Prospecting Efforts Aren’t Delivering Results 1

When typical VAR sales reps are given contact information for a new prospect, initially they tend to adhere to a scripted, standardized outreach process. That might involve an initial phone call during which the salesperson leaves a brief but informative voice mail, a follow-up call a few days later that builds on the first voice mail, and (depending on their level of commitment) a third call the following week to check-in with the prospect.

6 Easy Ways to Build Better Email Lists

Two of the most common questions I hear from VAR sales reps and managers are, Where can they find a good email list? and, How can they be sure it’s not full of useless email addresses?

Upcoming Webcasts
ROS Fast Chat Video

Mellanox SX1012 Ethernet Switches for Scalable Networks

Mellanox describes its SX1012 Ethernet Switch family...More

Sponsored Introduction Continue on to (or wait seconds) ×