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.
Free Articles & Book Excerpts
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Kendra Lee Books
Articles by this expert
SelfGrowth articles and saved writing connected to this expert.
Article
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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8 Steps to Reach Your Sales Goals
The end of one year and beginning of a new one is a great opportunity to examine your successes from the previous year, determine what you want to replicate, what you want to change and then set some goals for the new one. Because setting attainable sales goals can be a lot trickier, and more stressful, then people tend to think, I'd like to offer a step-by-step guide to help you set and reach your yearly target.
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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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How writing sales prospecting emails and negotiation emails is different
Have you noticed that suddenly you’re negotiating with your customers and prospects through email? They don’t have time for face-to-face or phone meetings. Instead, they’d just like “a few quick questions” answered through email so they can make a decision. As this occurs, it’s critical that sales reps adjust their easy-going sales prospecting email approach to a more formal and professional business writing style to successfully negotiate in this new manner. Here are a few ways in which sales prospecting emails and negotiation emails are different so you know what to change.
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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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Cold Calling Isn’t the Only Way to Get Prospects
Not many sellers like cold calling. They may be forced into it but they go kicking and screaming, avoiding it with any excuse. Unfortunately, they think it's the only approach to prospecting, but it doesn't have to be that way.
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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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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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What’s Holding Your Prospecting Back?
There aren’t many certainties in selling. What works well for one person can be a dead end for another, and what looks like a sure sale can easily deteriorate into a missed opportunity. One thing you can count on, however, is that a lack of strong, qualified leads will always be a stumbling block on the way to new business.
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What's Your Value to Prospects?
As sellers, we know that one of the keys to opening doors with new prospects lies in positioning our solutions as something different from the competition. In fact, sales and marketing departments spend a significant amount of time trying to determine exactly what their company's unique selling proposition is, and the best way to explain it to potential clients. But is it possible there's more to the equation? What many sales reps don't realize is that they have another competitive advantage, and one that no one else can match: their own skills, talents, and expertise.
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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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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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