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 Simple Email Mistake You’re Making that Drives Customers Crazy 

I hate long emails. They take too long to read. They typically include action items that I don’t care about (or have time for). And, when I see them, I almost immediately click on the next message. If it’s really important, I’ll get to it later. In all likelihood, you’ve experienced the same feeling. And so have your customers—maybe even from emails that you’ve sent them.

Teaching 'Techies' to Sell: 4 Tips to Improve Your Bottom Line 

In most VAR organizations, technical teams—support, implementation and consulting staff—are viewed through a single lens: helping customers install, maximize, or troubleshoot the solutions the company sells. One lens they’re not often viewed through: helping sell those products and services. 

In my opinion, that’s a mistake.

Stop Hoping Your Sales Reps Will Hold Themselves Accountable for Prospecting 

Recently, I worked with a sales executive named Devon (name changed to protect his identity) who had just experienced a very disappointing “Blitz Day” with his team of six sales reps. Over the course of eight hours, Devon’s entire team had set just one appointment. Yes, you read that right.

3 Simple Fixes to Boost Nurturing Drip Campaign Results 

Throughout my career, I’ve seen numerous sales and marketing strategies rise precipitously in popularity, only to crash when companies find they don’t generate the results they expected. Sometimes, those strategies were never going to work. Other times, the problem wasn’t so much with the strategy; it was with how or why a business chose to execute them. At the moment, I’d argue nurturing drip campaigns fall into the second category. 

The Secret to Sky-High Win Rates: Head-to-Heart Selling 

In the age of metrics, big data and automation, sales has become a process-oriented job. In fact, I’ve found that many sales reps today believe sales success boils down to a very simple formula: Master the sales process and they’ll master their quota.

Own the Relationship: Making a Case for Using a LinkedIn Company Page

When it comes to social media, the cardinal rule is that personal, organic interactions always trump stiff communications from company-branded accounts. The thought is that when activities seem selfish and robotic, customers will sniff it out and run for the hills.

Speed Your Sell Cycle

A fundamental factor in speeding your sell cycle isn’t qualifying budget, authority and time frame before you’ll meet with a new prospect. It’s being recognized as an expert before you reach out to set an appointment.

Why Your Email Open Rates May Be in the Tank

Many sales and marketing people believe that the subject line is the most important factor in getting prospects to open emails. Or, if it isn’t the subject line, it’s the preview of the first sentence in the body of an email. But that isn’t the case.

Why a $10,000 Customer Today is Better than a $70,000 Customer Last Year

When VARs need to generate quick revenue, conventional wisdom suggests they should mine their existing customer base for opportunities to upsell or re-sell big dollar customers who had good experiences with them in the past.

5 Reasons Why Customers Don’t Buy Everything You Sell

Customers have a nasty habit of putting their providers in little boxes based on what they have purchased from you.

Faking It Won’t Increase Email Responses 1

You know I’m passionate about email prospecting. It’s one of my favorite prospecting methods, and highly effective when done correctly. Lately, though, I’ve been turned off by a trend I’m seeing from sellers in email prospecting: Pretending they’ve already contacted their prospects.

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.

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