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Kendra Lee 1

Kendra Lee is a top IT Seller, Prospect Attraction Expert, author of the award-winning books “The Sales Magnet” and “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.

Recent articles by Kendra Lee 1

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It’s the Most Wonderful Sales Time of the Year

As she does every year, sales expert Kendra Lee picks a holiday tune and recreates the lyrics to motivate salespeople during the “most challenging sales time of the year.”

A Social Media Guide to Handling Tragedy for VAR Business Owners

With the unfortunate, consistent world tragedies, sales and social media expert Kendra Lee has reconsidered the appropriate approach to social media during the height of such situations. To simply ignore these tragedies isn’t acceptable, she says.

12 Skills to Look For When You Hire a Marketing Coordinator

In this space, I typically write about hiring, managing and motivating salespeople. But with the explosion of content marketing, email campaigns and social media, an increasing number of my clients are asking me about adding a marketing coordinator to their staff.

Sales

The 10 Skills All Successful Sales Hunters Possess

When you hire a sales hunter, there are a handful of critical, unteachable skills you need to look for in every candidate.  Some of these skills are obvious, others are a bit more nuanced. But they’re all critical to this type of salesperson’s probability of success.

Are You Giving This Away in Your Sales Process, Too?

If there’s one place where VARs feel like they can’t give away too much information, it’s during requirements gathering. After all, this is the phase of the sales process where the whole purpose is to ask questions to fully understand a prospect’s issues.

Are You Giving This Away in Your Sales Process?

In the VAR world, I can’t tell you how many reps I’ve come across who believe they should give prospects as much information as possible. Their thinking is that by being transparent and eagerly demonstrating thought leadership and value, it only helps their chances of developing a stronger relationship with prospects.

How to Get a Clear Window into Sales Candidates’ Abilities

Interviewing salespeople is tricky. Salespeople are supposed to sell. When they come to the interview, their objective is to close you to hire them. And they’re good. Even if they can’t sell your solutions after they’re hired, they sure can sell themselves!

Is Your Flexibility Hurting Your Closing Ratio?

As we’ve expanded our services at KLA Group this year, I’ve had the opportunity to spend more time on the buyer side of the sales equation. Our firm is growing rapidly and there are a variety of tools and capabilities we need to add to fully service our clients’ needs.

Why ‘Build It and They Will Come’ is a Bad Content Strategy

When I hear VARs talk about content strategy, their goal is often to build a library of content that will wow website visitors with their expertise and create immediate leads. Through their informative website, blog posts, videos, white papers, case studies and infographics, prospects are able to organically experience the company’s value.

Sales Hunters Are Great, But They Aren’t the Only Way to Find Leads

In my last couple of posts for The VAR Guy, I’ve espoused the benefits of hiring sales hunters, discussed two distinct types of hunters (Entrepreneurial vs. Enterprise), and revealed the characteristics that I think make this type of rep successful. Very simply, I’m a big fan of sales hunters (I’m one and love it!), particularly as it relates to lead generation in a B2B sales environment.

Which Type of Sales Hunter Do You Need?

Almost every VAR we work with wants to hire a sales hunter to drive new business. When they set out to make these hires, they hope to find people who, at full productivity, can identify and close three to six new accounts per quarter.

Why a 20% Closing Ratio is Never Acceptable

In many VAR organizations, it’s considered a good month if sales reps close 20 percent of the opportunities in their pipeline. Close 30 percent and you might see the entire company patting themselves on the back for a job well done.

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