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
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

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.

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