by Kendra Lee Business owners of more and more SMB companies that we talk with are frustrated because they can’t put a finger on the return on investment (ROI) from their lead generation campaigns. They’ve invested time, money and staff, but can’t articulate the value they’ve received. Use this 8-point checklist to evaluate the success […]
by Kendra Lee No matter how confident you are or how great a sales rep you are, sales is filled with moments that are intimidating. Whether it’s picking up the phone to prospect, speaking with angry customers, dropping by a business unannounced, or giving an important presentation, there are high-stakes moments where you have to […]
by Kendra Lee Let’s face it, writing emails that get a response is an art – and it’s constantly changing. Last night I had the opportunity to write a series of emails for a campaign for one of our clients. As I was writing, I realized that there are 10 new tips you need to […]
by Kendra Lee When I first started in sales for IBM in 1984, the buzz phrase that everyone was talking about was “relationship selling.” That phrase stuck for most of my time at IBM, but trendy new sales approaches and buzzwords seem to have taken over in recent years. For instance, in 2011, the Harvard […]
by Kendra Lee It’s that time of year again when we all turn to goal setting. And it’s not just because it’s the beginning of the year and people are setting New Year’s resolutions to exercise more, eat more healthily, and spend more time with family. In our business lives, the start of a new […]
by Kendra Lee It’s December! For most sales reps and sales managers that means it’s crunch time for achieving your sales goals. With just weeks left in the year, you need to close sales fast, but don’t want to appear desperate. Here are 12 strategies you can use to close sales without proposing discounts and […]
by Kendra Lee Just for a moment, imagine that you’re meeting with a financial advisor to discuss your investment strategy. As you look across the desk at him, you notice that he’s sweating, twisting his wedding ring, and refusing to make eye contact. As he delivers advice and proposes that you put large chunks of […]
