Joining me on this episode of Accelerate! is Kendra Lee, author of The Sales Magnet: How to Get More Customers Without Cold Calling, and Selling Against the Goal, and President of The KLA Group. Among the many topics that Kendra and I discuss are how Kendra are cold calling and whether it is an ineffective use of a sales rep’s time; what a “relevant event” is and what it can do for lead generation; and how to make yourself into an authority in your niche market.
[10:28] How to uncover leads without cold calling -- how to figure out who on your list really is interested.
[12:23] How to use events to generate prospects.
[17:17] Why events can help position you as the authority people look up to, and want to work with.
[18:10] Kendra explains the Attraction Trifecta (personal attraction, digital attraction and collaborative attraction) and its essential role in developing new prospects.
[22:53] Kendra describes the steps you need to take to become a real authority to your prospects.
What’s your most powerful sales attribute?Building relationships.
Who is your sales role model?Zig Ziglar.
What’s one book that every salesperson should read?Selling to Big Companies, by Jill Konrath.
What music is on your playlist right now?
Katy Perry, and Queen.
LinkedIn: Kendra Lee