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
Sales Hunters Are Great, But They Aren’t the Only Way to Find Leads 

In my last couple of posts for The VAR Guy, I’ve espoused the benefits of hiring sales hunters, discussed two distinct types of hunters (Entrepreneurial vs. Enterprise), and revealed the characteristics that I think make this type of rep successful. Very simply, I’m a big fan of sales hunters (I’m one and love it!), particularly as it relates to lead generation in a B2B sales environment.

Which Type of Sales Hunter Do You Need? 

Almost every VAR we work with wants to hire a sales hunter to drive new business. When they set out to make these hires, they hope to find people who, at full productivity, can identify and close three to six new accounts per quarter.

Why a 20% Closing Ratio is Never Acceptable 

In many VAR organizations, it’s considered a good month if sales reps close 20 percent of the opportunities in their pipeline. Close 30 percent and you might see the entire company patting themselves on the back for a job well done.

10 New Tips to Boost Your Email Campaign Results 

If there’s one constant with email, it’s that best practices are always changing. Year to year, it seems as though experts preach new ideas and tactics, only to shift their thinking a short time later. Frankly, no one ever fully figures it out, which makes writing emails that get a response—whether they’re prospecting or lead generation messages—more art than science.

How Your Blog Content Can Impact the Sales Decision 

Lately, there’s been a lot of buzz that upwards of 60 percent of the sales process has been completed before the first sales call ever happens. As a result, by the time a sales rep is invited to the table, many key decisions already have been made. Needs have been assessed. Budgets have been established. Products and solutions have been vetted. References have been reviewed. And prospects have filtered their list of potential vendors down to just a few.

So, where does this leave sales reps?

How to Use the Power of 'Scarcity of Time' to Close a Sale 

I’m a big believer in sales reps who operate with the guiding principle of doing what’s right for the customer. However, too often reps interpret this as meaning they should wait to push for a close until prospects say the “time is right” for them. The thinking is that prospects will reward reps for their patience and understanding. Unfortunately, what it leads to instead is numerous opportunities lingering in the sales funnel waiting to close.

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.

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