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 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.

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.

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