Kendra Lee

Achieve Your Unachievable 2012 Sales Goals

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 handed down, we're all in the same boat. We're facing new revenue goals for 2012, and I'll bet yours are higher than last year's. Freaking out? You're not alone. Take a deep breath. We've helped hundreds of sellers reach... (posted by Kendra 6 days 17 hours ago.)

Turn the Year-end Slowdown into Surprising Sales

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 are in a holding pattern, waiting for budgets to be released in the New Year. I’ll admit, it can be challenging to engage new prospects under these circumstances, but that doesn’t mean... (posted by Kendra 65 days 19 hours ago.)

12 Tips to Close End of Year Sales Fast

It’s November and the fourth quarter of business for many companies, bringing with it crunch time for achieving your sales goals. You may find yourself pushing to attain your revenue goal but uncertain what you can do to speed customer decision making. Whether self-imposed or a number the company is counting on you to bring home, the pressure feels the same. The days are counting down too quickly and the... (posted by Kendra 69 days 23 hours ago.)

Can you get to ROI faster by slowing down your sales cycle?

I just had a conversation with one of our clients who is successfully scheduling appointments based on a lead generation email campaign he created after attending one of our virtual training programs. Sounds great, doesn't it? But there's a catch. The appointments aren't producing much in terms of sales. You might think the problem is that the email campaign is attracting the wrong kind of... (posted by Kendra 70 days ago.)

Why You Don't Want Sales Prospects to Save Your Emails

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 across town, your prospect opens the message and is so impressed by what you sent that she decides to save the email and follow up with you shortly. Congratulations! You've got a new lead... right?... (posted by Kendra 70 days ago.)

The 20 Worst Prospecting Voicemail Mistakes Salespeople Make

Among salespeople who make sales prospecting calls, there’s a hot debate about whether or not you should leave a voicemail message. I’m of the opinion that you definitely should - but only once every three days. For a voicemail to have any impact, however, you have to avoid the common blunders... and many of them are easy to make. During one of these hot debates, I asked our... (posted by Kendra 70 days 1 hour ago.)