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Increasing the Effectiveness of Your vCard for Prospecting 31 Oct 2012 | 11:13 pm
KLA Group Yesterday I received a vCard that quite literally stopped me in my tracks. This was not the standard electronic business card that so many people are used to either doling out or receiving ...
Hounding a Prospect is No Way to Get an Appointment 19 Oct 2012 | 07:34 am
KLA Group Not long ago, I had a back and forth discussion with a sales rep who just simply wasn’t taking the correct route in regards to following up with a prospect. This undoubtedly happens all the...
blog-image-test 11 Oct 2012 | 04:27 am
KLA Group In sales it’s easy to write off the end of the year as unproductive, in effect turning a 12-month selling year into a 10 or 11-month year. People are in “holiday mode” and many businesses ...
Why You Don’t Want Prospects to Save your Emails 10 Oct 2012 | 02:21 am
KLA Group You've taken the time to develop a great email prospecting list, crafted a brief, interesting note to send off to potential clients, and then excitedly hit "send." Hours later, somewhere ac...
Are You Putting Too Much Pressure on Your Prospecting? 5 Oct 2012 | 06:51 am
KLA Group Prospecting for new customers can be easy or difficult. As I’ve written in my book and dozens of articles, working at it consistently, providing value prospects, and having a little fun can...
Do These Things for Successful Email Lead Generation Campaigns 21 Sep 2012 | 06:49 am
KLA Group There is a distinct difference between prospecting emails and lead generation email campaigns. While delete barrier rules like subject lines and length are very similar, their purposes are...
Keep Them Hungry: Innovative Bonus Plans for your Best Employees 18 Sep 2012 | 03:08 am
KLA Group Even with the slow recovery in the job market the competition for seasoned sales and management experts remains high. Translation: Retaining your best employees could become increasingly di...
Is Sales Management for You? 18 Sep 2012 | 03:05 am
KLA Group It’s not uncommon for successful sales professionals to be offered promotions into sales management jobs. And because it’s considered a “promotion,” it’s easy to think the seller should ta...
How Many Salespeople Do You Have To Hire to Find the Right One? 18 Sep 2012 | 03:04 am
KLA Group This is a rhetorical question, but if you’ve found yourself on that all too common sales carousel, where you just can’t seem to find the right person to help grow your business, you might b...
Achieve Your “Unachievable” 2012 Sales Goals 18 Sep 2012 | 02:25 am
KLA Group If there’s a universal truth in sales, it’s that the start of a new year means everything starts over. Whether you had a terrific 2011 or not, whether you create your own goals or they’re h...
