Kendra Lee
Free
Top IT Seller and Prospect Attraction Expert
Kendra Lee Quick Facts
- Main Areas
- Specializing in selling IT to Small & Medium Business (SMB) companies
- Best Sellers
- Selling Against the Goal
- Career Focus
- Sales Trainer, Speaker, Author, Business Owner
- Affiliation
- WBENC, NAWBO, ASTD, SMT, CompTIA, Denver Metro Chamber of Commerce
Kendra Lee is a top IT Seller, Prospect Attraction Expert and author of the award winning book “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. Ms. Lee is a frequent speaker at national sales meetings and association events. Visit www.klagroup.com to download your free copy of the PowerProspecting Sales Kit valued at $216 and to subscribe to her newsletter. Follow her on Twitter at www.twitter.com/KendraLeeKLA, on Facebook at www.facebook.com/KLAGroup, on LinkedIn at www.linkedin.com/in/kendralee.
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Kendra Lee Books
Articles by this expert
SelfGrowth articles and saved writing connected to this expert.
Article
Prospecting Letters Still Open Doors
I’m often asked about the effectiveness of letters as a prospecting strategy in today’s electronic world. You see email, cold calling, and webinar tips, but rarely hear about letters. Direct mail has fallen off considerably. Anything suspected to be a sales approach gets tossed in the name of productivity savings. It’s harder than ever to ensure your letter reaches the intended recipient. Even when you pay the extra money to send it via Express Mail it’s frequently an assistant who opens your letter and determines if the boss will read it.
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Increase Your Sales with Actionable Emails
I hate long emails. They take too long to read and typically include action items I just don’t have time for. No doubt you’ve experienced it, too. Your customers are no different and it’s impacting your ability to close sales. Sure, you carefully word your email, expanding your questions to avoid being misunderstood, or outlining a great recommendation. You format it with underlining and bolding to call attention to critical details. You use bullets to make it simple to read.
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Increase Attendance at Your Events with Social Networking
I find events to be one of the most effective strategies to uncover qualified leads. The people who participate choose to come because they’re interested in your topic. You get to share your perspectives and recommendations, highlighting yourself as an expert they want to work with. The prospects who attend feel as if they know you and want your assistance. With today’s technology, events are inexpensive to run.
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No Voicemail = A Missed Opportunity
Leave a voicemail? Don’t leave a voicemail? This is a question that sellers are passionate about. Many suggest not, but isn’t that a missed opportunity? I always leave a message because how else will they know that you want to speak with them? In today’s world where it’s acceptable to screen calls, you may never reach your prospect if you don’t. Add to it that a message allows a prospect to hear your interest in talking with them and your professionalism. So why not do it?
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Cool Sales Tools to Make Prospecting Easier
Prospecting has never been harder – or easier. Yes, it’s hard to get responses, but you have all the tools at your finger tips to increase your odds of grabbing the attention of your top contacts and getting a reply. Gone is the dialing for dollars mentality. You can do better than that. You can use these tools to do everything from identifying who your best-odds prospects are to deducing why they’d want to speak with you, writing a powerful email, and ultimately attracting them to you.
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Create Opportunities in our Tough Economy
Every day we’re hearing about how tough it is out there. Prospects won’t take calls. Budgets are on hold. And yet, I remain optimistic, seeing opportunity all around us. While many clients are halting spending, others are getting creative and looking at their businesses from new perspectives. They are seeking ways to leverage these difficult times and evolve their own companies. They refuse to let the difficult economy stall their growth. One client I was speaking with the other day said I must be an ete al optimist, refusing to face reality. Maybe.
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Use Testimonials to Attract Prospects and Win Sales
In today’s economy you need every advantage in your sales kit. Prospects are scrutinizing all requests for their time and each purchase decision. You want to pass their piercing investigation but the sales tools you’ve used in recent years aren’t cutting it. You need something more, and testimonials are the answer. They can be the difference maker in not just winning opportunities but also in attracting attention in the first place. Testimonials are your clients’ stamp of approval.
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Attract Prospects with Easy Web 2.0 Techniques
The Internet is my best friend for attracting new prospects. In a flash my name and an article I’ve authored have “gone viral”. I’m promoted all over the world and I’m suddenly the expert everyone wants to talk with. Leads start flowing in from people I’ve never met and new opportunities abound. Is it magic? No! It’s Web 2.0, and you can do it too with little investment other than your time. Don’t know what Web 2.0 really is, and therefore afraid you can’t leverage it? It’s simple.
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Mine Proposals for Hidden Gems of Opportunity
With the economy causing prospects and clients alike to clamp their wallets shut, we’re looking everywhere to fill our pipelines. One place you may not have examined recently is in your past proposals, yet they could be the quickest place to find new opportunities. When I’m working with a prospect, I like to look further and deeper than the initial problem they see to get to all the potential issues creating it. Often the problem isn’t a simple one and the deeper I dig with questioning, the more I learn about how we can solve it.
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Fill Your Pipeline by Refining Your Referral Requests
Lately I’ve heard a lot of people talking about how to get referrals. No doubt about it, they’re one of the quickest ways to fill your pipeline. They’re definitely easier and less stressful than cold calling. They’re more accessible, and there’s less competition to close the deal. Knowing this, more and more sellers are asking for referrals as a primary approach to filling their pipelines. But they aren’t getting the number of high quality referrals they’d like or need. The techniques we’re hearing aren’t working consistently.
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Create Email Subject Lines That Draw Prospects In
Email is now the preferred prospecting tool, far surpassing the phone to the relief of many sellers who hate cold calling. Yet it hasn't necessarily made prospecting any easier. Response rates are low and many sellers are discouraged by how difficult it is to engage contacts. Often the culprit is the subject line. It's one of the most important keys to getting people to open your emails. Many sellers love to use fun subject lines like "Enticing Ideas: Kendra Lee, Did You Catch the Wave?" They think that a bit of humor will lighten the recipient's day, prompting them to open it.
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When Sales Training Isn’t Working
Nothing is more frustrating than investing the time to identify the need, design, develop, and deliver great sales training and then discover that sellers aren’t implementing what they learned when they get back to the field. Whether you’re delivering product or soft skills training, participant time away from the job is expensive and your organization has a right to expect to see a sizeable return on their investment.
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Favorite Quotes & Thoughts from Kendra Lee
Who We Are
KLA was founded on the philosophy that:
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KLA Group consultants and trainers are highly skilled sales, marketing and technical people with real world technology-based experience.
We understand how to sell to all levels of an organization, from executives to end-users, and across multiple departments, from the information technology department to the functional business organizations.
As a team, we bring you executive management through individual contributor experience in each project we undertake.
We assist your sales, marketing, technical teams, customer service, and support teams to demonstrate and sell your unique value in every interaction with your customers. We understand the team synergy and supporting sales processes required to sell in the high tech industry and how to leverage those processes across an organization and into other industries.
All KLA team members are certified on the KLA methodologies to guarantee consistency of your service. KLA Group continuously monitors market trends and enhances our offerings ensuring we consistently bring leading-edge ideas to our clients.
Contacting Kendra Lee
Contact Us
How can we help you increase sales of new offerings or penetrate new markets?
Call Us:
+1 303.741.6636 extension 2
Hours:
Monday through Friday, 8:00 a.m. to 5:00 p.m. - Mountain time zone
Email Us:
info@klagroup.com
How to get started
What We Do
KLA's innovative processes include embracing your business. KLA's standard offerings are tailored to address your products and services, your customer situations, and your team's challenges. Standard offerings can be customized to include case studies and solution presentations specific to your organization. Customized programs and consulting services are developed to match your organization's specific needs and challenges.
- Consulting and training services focused on affecting the sales results of your company across sales, technical teams, marketing, customer service and support
- Training programs that allow your sales force and related organizations to evolve together
- Tailoring to your business objectives and customization of program materials and service offerings to your unique requirements
- Management programs to reinforce and encourage desired change
- Business results measurements to ensure success
- Program beta testing where appropriate to your needs
- Training delivery methods to match the skills being trained, content being delivered, training objectives, and the needs of your organization. Methods available include: instructor-led classroom or instructor-led web-based
- Training instructor options based on your team's and your organization's needs. Instructor options include: KLA, KLA partner, local language KLA certified, or client KLA certified instructors
- Stringent certification of all consultants and instructors providing KLA services
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