Kendra Lee

Kendra
Lee
150

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 New 'Sense of Urgency': Creating Tension with Content 

For as long as I’ve been in sales, one of the best ways to facilitate a prospects’ interest in your offerings has been to create a sense of urgency around a specific need. If you sell cloud security software, this might mean creating a concern about the risk of a data breach. If you sell phone systems, it might mean focusing on the real costs of poor call quality and reliability.

Whatever the case may be, urgency often translates into sales results.

'Trusted Adviser' Means Nothing to Execs 

Business owners and executives are pretty clear on how they want to work with IT providers.

'No' is Just the Start of a Conversation 

In sales, “no” can be a powerful word—the ultimate barrier that brings many promising opportunities (whether it’s in prospecting, qualifying or presenting a proposal) to a screeching halt. Many salespeople shut down and move on when they hear “no.”

Why Evidence is the New Sales Differentiator 

When the financial collapse of 2008 happened, it meant very bad things for many businesses. Some were directly impacted by the recession, while others were indirectly impacted by a smaller prospect pool. For a select few, however, the recession was a good thing because it meant less competition and less need to differentiate.

A Quick Fix for Improving the Performance of Underperforming Sales Reps 

When VAR sales reps fail to hit their quotas or deliver expected revenue results, sales managers typically make one of two assumptions:

The Prospecting Paradigm Shift 

Over the weekend I received an email from a salesperson asking me if I felt the “old-way relationship marketing is dead.” Her boss had told her to just get out there and prospect for leads. Stop trying to nurture prospects.

How to Recognize (and Leverage) the Subtleties of Selling Services 

Throughout my career, I’ve witnessed far too many sales managers fall into an all-too-common hiring trap: Believing that great sales reps are capable of selling anything to anyone. Hardware to software? No problem. On-premise to cloud? Piece of cake. With the flip of a switch, many sales managers believe a superstar product sales rep can become a superstar service sales rep.

Unfortunately, it doesn’t always work out that way.

Are You Neglecting a Treasure Trove of Untapped Leads? 

Most VARs have a treasure trove of untapped, high-quality leads at their fingertips. These leads are often more responsive to sales outreach. They require less work to close. And they almost always turn into happier, more satisfied customers.

Are You Ignoring the Most Important 40 Seconds in Sales? 

It’s Friday afternoon, you’ve been calling prospects all week, and you pick up the phone for one final call. You dial the prospect’s number and listen to the phone ring several times until you’re finally greeted with yet another voice mail recording.

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.

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