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Kendra Lee

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President, KLA Group

285 points

Kendra Lee knows how to shorten the time to revenue in innovative ways. Author of the award winning book, Selling Against the Goal and president of the KLA Group, Ms. Lee is a top seller, prospecting & lead generation expert, and ...

Kendra Lee knows how to shorten the time to revenue in innovative ways. Author of the award winning book, Selling Against the Goal and president of the KLA Group, Ms. Lee is a top seller, prospecting & lead generation expert, and sales advisor. Her client list includes Fortune 100 companies as well as small - mid-size IT providers.

Under Ms. Lee’s direction her organization has assisted sellers in increasing referrals more than 328% in just 7 weeks, penetrating SMB markets in just 6 weeks, driving new client acquisition more than 31% year over year, moving from solution to consultative selling in only 9 months and increasing annual revenue. Specializing in the IT industry, KLA Group works with manufacturers, distributors, and solution providers to break in and exceed revenue objectives in the small and medium business market.

Articles about or by Ms. Lee have appeared in numerous publications including Channel Insider, Sales & Marketing Management, Top Sales Experts, SalesVantage, Best Management Articles, Sales Dog, EyesOnSales.com, Training, Software Business, and ASTD Training & Development.

Ms. Lee has been a featured speaker on selling IT into small and medium business companies, improved sales performance, and learning and development at various international conferences such as Sales Performance Conference, SHRM, Training, CompTIA Breakaway, Sales SheBang, Software Business, and numerous channel events such as the Microsoft Worldwide Partner Conference, HTG Summit, ConnectWise Partner Summit and Ingram Micro Invitationals.

To find out more about Ms. Lee, read her latest articles, or to subscribe to KLA Group’s newsletter and weekly tip visit http://www.klagroup.com or call +1 303.741.6636.

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WEB: http://www.klagroup.com/

March 23, 2012

Kendra Lee recommends this answer by Brian MacIver

How do you know if a sales rep is ready to move into sales management?

"What do I have to do, to prepare to be a Good Sales Manager?" Is the first sign.
Until they are asking that question, they just are not ready.
After they ask it I develop them as Managers, Leaders and Coaches. more

Sales Management

June 1, 2011

Kendra Lee asked a question

What should a mentor do to help you grow in your career?

General Management

Feb. 12, 2011

Kendra Lee and 3 other people answered this question

Why would you argue that prospects today are harder to reach?

What I'm seeing with prospects is that they just have too much on their plate for several reasons.
- As companies have downsized to reduce overhead, the jobs haven't gone away. They've been redistributed to the people who remain. The expectation is that staff will ... more

Demand Generation

Lead Generation

Feb. 12, 2011

Kendra Lee and 10 other people answered this question

Sales: What's the best way of getting into good conversations with the right people?

For any conversation to be considered good, regardless if you're selling or not, it has to be relevant to the person you're speaking with.
In a sales conversation, the focus needs to be on their business and their issues where you first explore their impressions ... more

Revenue Pipeline

Feb. 9, 2011

Sarah Miller selected a best answer for

What are some alternatives to Jigsaw for getting business contacts and information?

Contact Information

Jan. 24, 2011

Kendra Lee recommends this answer by Tony Loftis

Why do people prefer content that is displayed in list form?

Lists tell the reader that the information is organized in a hierarchy. By skimming over a list, a reader can tell if she agrees with the information or wants more detail. By using hyperlinks, lists and their claims can be substantiated with endless amounts of ... more

Content Marketing

Jan. 18, 2011

Kendra Lee recommends this answer by Adrian Robson

Cold Call "Worst" Practices: What's the worst cold-call techniques you have experienced?

Asking to speak to my son when he is only 8 years old!

Jan. 17, 2011

Kendra Lee and 5 other people answered this question

How fast does sales need to know about new opportunities?

It really depends on how you're working opportunities and how far along in their buying process you want to move an opportunity before involving sales.
If you have a marketing nurturing program set up, then you may choose to work a new opportunity through marketing ... more

Sales Leads Opportunity Development Marketing-sales Alignment

Jan. 17, 2011

Kendra Lee and 1 other person answered this question

How long should your telemarketing sales pitch be?

1 minute then ask your first business-focused question, that demonstrates you did your homework or know something about their situation. I think that the quality of what you say in that first minute is just as important as how concise it is. You have to ... more

Jan. 17, 2011

Kendra Lee and 1 other person answered this question

Do you use social media to get your referrals now instead of cold calling?

Social media is another tool to use to gather referrals, but it doesn't replace your other approaches. You still want to ask for referrals at identified points in the sales & implementation process with customers, such as within 30 days of implementation, within 14 days ... more

Jan. 17, 2011

Kendra Lee recommends this answer by Angel Tuccy

How do you turn a negative customer experience into a positive one?

Great responses so far. A negative customer experiences is one of your greatest opportunities to create a loyal customer. I don't recommend creating a negative experience, but when it happens, this is your company's chance to SHINE!! Most companies offer mediocre customer service when things ... more

Customer Service

Nov. 11, 2010

Kendra Lee and 2 other people answered this question

How often do you reset sales quotas?

Hi Matt,
Typically you re-evaluate sales quotas once a year during your annual planning. Large and small companies alike generally have revenue objectives that drive them. When quotas are too low, though, and aren't motivating or meeting the company objectives, you can change them.
When ... more

General Management

Sales Management

Nov. 11, 2010

Kendra Lee and 4 other people answered this question

Where do you send your sales reps for training?

Hi Tom,
The answer really depends on the business objective you have and what skills you're trying to develop to support it.
Yesterday I received a call from a software company that was told they absolutely had to work with us. When I asked what ... more

Sales Training/development

Nov. 11, 2010

Kendra Lee and 3 other people answered this question

How effective are quotas, really?

Hi Adam,
I agree with Geoff.
Quotas by any name, goal - budget - target, serve three purposes.
First, they let the sales force know what the expectation is for their sales performance. They give sellers an objective to meet – one they know they’ll ... more

Management Development

Sales Management

Nov. 11, 2010

Kendra Lee and 21 other people answered this question

Teleprospecting Best Practices: What are your 3 tips for successful teleprospecting?

These are all great tips. It's difficult to set a limit of three ideas because combined, it's these strategies that people have listed that create ultimate success.
The three that I would add are:
1. Focus on a triggering event or business need you anticipate ... more

Oct. 22, 2010

Kendra Lee and 12 other people answered this question

Inside Sales Tips: What are the tips for success you would give an individual inside sales rep?

Follow-up.
The first time you call you may not reach the contact. Know when you're going to call next and schedule it in your CRM or calendar. Once you've left a message or sent an email, you want to stay top of mind with your ... more

Inside Sales Training

Lead Development

Oct. 22, 2010

Kendra Lee recommends this answer by Michael Damphousse

Can stellar outside sales professionals transition to inside sales easily?

As an inside sales outsourced vendor with about 40% of our team coming "in from the cold", I can say that it is not only possible to bring good outside reps in, it is beneficial.
- Different factors impact a salesperson's reasons why they may want ... more

Focus Interactive Summit

Oct. 22, 2010

Kendra Lee and 2 other people answered this question

What is the best way to fish where buyers swim?

Wow! This is big because it's your whole lead generation, prospecting and referral strategy.
Before you can fish, you need to know who your buyers are, and who you want to buy. Some key questions to answer are: what challenges are they facing? What’s their ... more

Focus Interactive Summit

Oct. 22, 2010

Kendra Lee answered this question

In a small organization, who would you cross train to be part-time inside sales reps?

In small organizations people wear many different hats. And while sales is the one hat most people try to avoid, there are a number of roles that are "naturals" to assist with inside sales.
Customer service, help desk, technical support people – because they’re already ... more

Focus Interactive Summit

Oct. 22, 2010

Kendra Lee answered this question

How can a sales manager use metrics in a way that motivates their sales team?

I’ve seen some great managers and business owners motivate their sales teams - inside and outside – to unbelievable achievements with metrics. Here are a few ideas and my thoughts on why they worked.
- When reps are all in the same location, they post ... more

Focus Interactive Summit

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