Kendra Lee

Kendra
Lee
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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.

Articles
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

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?

Disaster Recovery: A First-Hand User Experience for Sales

Working with VARs we know all about disaster recovery, business continuity and business continuation—whatever way you wish to describe it. It’s a frequent entry point into new customers for many VARs. We’ve written lead-generation articles, prospecting value propositions and sales qualification questions about it. We’ve coached sales reps on how to position it in sales proposals and close.

Why Generic Personas Could Make Your Lead Generation Less Effective 2

At some point, most VARs have dabbled in trying to define their ideal buyer personas. Typically, that process begins with giving each customer group a name—i.e., “Chris the IT Guy” or “Matt the Marketing Executive”—and then evolves into associating pain points or company issues with each of those personas.

Voicemails: Where's the Passion?

What’s the great fear behind leaving a voicemail? So many sales experts advise not to leave a voicemail when you’re prospecting. But if you don’t leave a voicemail, how will the prospect ever know you’re interested in talking with him? I’ve decided that it has to be fear that holds sales reps back.

Why Friendliness Alone Won’t Close Stalled Prospects

You’ve just finished a great meeting with a key prospect. The conversation was enjoyable and natural, and you left on a high note with a list of action items to do before the next appointment. The prospect expressed excitement, too, saying they looked forward to receiving a proposal. After just one interaction, you almost feel like you’ve known this person for months, not weeks.

The 'Random Amazement' Differentiation

I heard Peter Shankman, a favorite speaker of mine, once quip, “Bring random amazement into normal situations.”

In technology, differentiation is often difficult to demonstrate. When feature-by-feature your competition is equal, something has to be unique. If you approach every sales meeting as an opportunity to bring random amazement, you’ll distinguish yourself simply by being yourself.

The Sales 'Hopium' Addiction

A VAR business owner lamented to me today that his salespeople are addicted to hopium. They think there’s a deal everywhere, and that every proposal will close eventually. They’re just hoping all the right things will happen—if they simply keep calling back.

3 Ways Canada’s Anti-Spam Law Impacts VAR Sales Teams

When Canada enacted new anti-spam legislation on July 1, much of the business world’s attention focused on what that law meant for companies’ ability to market to prospective customers.

5 Telltale Signs of All-Star IT Salespeople

Recently, CareerBuilder released the results of a groundbreaking survey that attempted to quantify the tangible and intangible impacts a bad hire can have on an organization.

Don't Steal the Spotlight from Sales Reps: 10 Tips

Salespeople love bringing technical consultants, system engineers, business owners, and (in the right context) sales managers on their sales calls — and for very obvious reasons. Most notably, assembling a team of experts and unleashing them on a prospect often illustrates the depth of the company’s expertise and communicates the viability of the business.

Technical Paralysis: Why Your Sales Team Might Be Struggling to Perform 2

In many industries, salespeople believe their value lies in their intimate knowledge of the products they sell. If they’re selling cars, salespeople often feel compelled to know everything about every nut and bolt on the vehicle. If they’re selling medical devices, salespeople believe they need to speak the language of the doctors they engage—forgetting, of course, that those practitioners went to school for nearly a decade to learn that language.

3 Tips to Generate Quality Leads and Comply with CASL 2

In my last post for The VAR Guy, I talked about the important differences between implied and explicit consent, and revealed why (thanks to new Canadian anti-spam legislation) the latter is about to become incredibly critical to VARs with Canadian prospects or customers.

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