Leads became an endangered species in 2020. Business owners and salespeople looked everywhere and came up empty-handed and were scared. Their desperation grew as opportunities shrank. So they turned to activities that promised near-instantaneous results, like Search Engine Marketing (SEM) and pay-per-click (PPC) ads. Excitement and relief washed over them as leads started to trickle in again from Google Ads. In the rush of this quick hit of results, some decided it was time to ditch other tim...| KLA Group
Perhaps a business owner’s biggest frustration is seeing all those opportunities sitting in the pipeline, but nothing is closing. Proposals were presented. Prospects declared, “I’ll let you know.” But they haven’t, and now you don’t know what to do next.| KLA Group
Occasionally, you let salespeople off the hook for not following up with a lead from the marketing team. Other times, you hear salespeople reading directly from a script and don’t say anything. You think the behavior is harmless. It’s not.| KLA Group
It’s that time of year again when we all turn to goal setting. We set SMART (specific, measurable, achievable, realistic, and timely), often lofty goals. We ponder the fastest way to achieve sales goals. Then get stuck without the critical business metrics for our revenue generating system to measure if we’re on the right path to achieve them.| KLA Group
Sales as sport – the comparisons abound. Sales TEAMS look to WIN business. Top salespeople are often recognized with TROPHIES. The list goes on. However, there is one connection to sports that often gets overlooked – COACHING. More specifically, coaching sales reps how to better convert inbound leads into sales-qualified opportunities. Sales coaching is critical for getting the highest results out of your salespeople.| KLA Group
