Call now for all the details: +1 718 709 0900

15+ years

Jeff Kalter

Jeff Kalter

Born and raised in New York City, Jeff Kalter graduated with a Bachelor of Science from New York Institute of Technology. Jeff began his professional career at Bruce Supply Corporation, a leading industrial supplies distributor in the United States. Thereafter, Jeff co-founded Central Foundries Inc., a global importer and manufacturer of cast iron and copper products.

In the late 90s Jeff moved his family to Munich, Germany, where he gained experience in the consumer market acting as Advertising Designer for companies such as ESCADA and Altmarkt Gallery.

Jeff was then recruited by a leading outsourced customer acquisition company responsible for global clients, including TOSHIBA, Cisco Systems and 3Com. His responsibilities included developing, implementing and driving customer acquisition programs with proven revenue of over 100 million USD.

In 2003 Jeff co-founded 3D2B in Rome, Italy. Today, Jeff is the CEO of 3D2B and resides between Rome and New York City.

Have You Defined Your B2B Sales Roles to Achieve the Best Results?

Wednesday, 09 May 2018 00:00

In the early 1900s Henry Ford pioneered mass production of automobiles. He divided the roles of workers so that they each specialized in one aspect of production, thus increasing productivity and lowering costs.

Similarly, companies now seek to bring efficiencies to their lead management and sales processes. The purpose is to close more deals faster and more cost-effectively. Just as Ford used specialization on the manufacturing floor, sales and marketing leaders are learning the value divvying up sales roles to achieve higher revenues.

There are two reasons why narrowly defining your sales roles can increase your success. First, each sales associate is empowered to become an expert in their more focused position. Second, different sales functions require unique skills and personality characteristics. If you split up the responsibilities, you can hire people who are most likely to succeed in each specialty. 

How to Use Buyer Intent Data to Reach In-the-Market Technology Buyers

Wednesday, 11 April 2018 00:00

Unless they filled in a form on one of your organization’s landing pages or called your sales department, it used to be impossible to identify who was in the market for products and services your company offers.

But of all the people looking for a solution like yours, how many actually give you a direct signal of interest?

Sadly, the leads you receive are likely the tip of the iceberg; a large majority of the market remains hidden from view. That’s because many potential buyers may not find your site or leave before registering for your latest e-book. If you sell technology products or solutions, however, your prospects probably seek information on third-party publisher and review sites.

Wouldn’t you like to know who the rest of these people are? 

4 Secrets to Highly Successful B2B Sales Conversations

Wednesday, 21 February 2018 00:00

Fotolia 144640366 M

Sometimes you or your reps end a call with a prospect or customer and just wonder, “What went wrong?” If that has ever happened to you (and it’s probably happened to anyone who has ever made a sales call), keep the following tips in mind.

  • Do the Right Amount of Talking

    After tasting porridge from two bowls, one that was too hot and one that was too cold, Goldilocks tasted porridge from the third bowl and announced, “Ahh …this porridge is just right.” She ate it all up.

    In the same way, when you have a sales conversation with a prospect or customer, you can talk too much, too little or just the right amount. That, of course, begs the question, “How much is just right?” 

    Let’s start with how much talking is too much. Not surprisingly, recent research shows that salespeople like the sounds of their own voices. They dominate conversations, on average talking 75 percent of the time. That’s too much!

    The same study showed the top salespeople are less vociferous, speaking just 43 percent of the time. Star performers make the customer the star of their conversations. They do so by asking questions, listening and learning about the buyer and their needs. This process enables them to develop rapport and tailor a solution to the customer’s requirements. They add a human touch to the sales process that substantially increases their ability to seal the deal.

  • Ask Questions that Help Navigate the Sale

    For this process to work, you need to ask the right questions. For the most part, they should be open-ended — those a prospect cannot answer with a “yes” or a “no.” Such questions allow them to talk while you listen.

    For instance, ask “What are your objectives?” or “Who is involved in the decision?” The answers to these types of questions can reveal crucial information about the prospect’s problem and allow you to discover how decision making works in their organization. All of this is essential in helping you to steer your way to the sale.

    Importantly, these questions also enable you to move to the right end of the talk-to-listen spectrum.

  • Help the Buyer Visualize the Solution

    It’s not all about listening. Having asked relevant questions that reveal the buyer’s pain and their objectives, put yourself in the buyer’s shoes. What does the buyer want their situation to look like after overcoming the problem? Paint a picture that enables the buyer to envision what life could be like if they purchase your product or solution. Also, explain the dangers of not solving the problem.

    For instance, let’s say you’re selling a buyer-intent data solution to a marketing executive who has struggled to generate enough leads. You want them to envision being able to create online media campaigns targeted to people already searching for their product — and to find these individuals before their competition knows they even exist. If they fail to buy the solution, they’ll be stuck on the never-ending treadmill of always searching for leads. They also risk falling behind the competition. The dangers of doing nothing can be the most significant motivators to action because that’s the pain your buyer wants to avoid.

  • Define Your Differentiator

    You need to go further than painting a picture of how your prospect’s life will be better after they’ve purchased your product. They must understand what makes your product or service different and why that difference matters. In other words, you need to answer the question, “Why will I be better off if I buy from your company than if I buy from competitor XYZ?”
  • In summary, to ensure more successful sales conversations, ask yourself if you’re talking too much during sales calls. If so, build your curiosity, ask more questions and learn to listen. Make sure you ask questions that spur conversation and help you to gain an understanding of their situation. When you talk, translate your product’s features into their benefits to illustrate how they will make your prospect’s life better. And finally, explain how the buyer will be better off purchasing your product rather than your competitor’s.

    Call us at +1 718-709-0900 (US) or +39 06 978446 60 (EMEA), or contact us online to learn how you can outsource your inside sales and get rapid results.

Old School B2B Sales and Marketing Tactics that Are Still Winners

Wednesday, 07 February 2018 00:00

Over the last couple of decades, the language of marketing has evolved. Today, the buzzwords include Big Data, artificial intelligence, marketing automation, content marketing, social media marketing, account-based marketing, influencer marketing and more. The thread that runs between these marketing methods is technology. While it enables them all, it does not tell the whole story.

Technology can make us more efficient, precise in our targeting and personalized in our B2B marketing outreach. It cannot, however, do the whole job. That’s because B2B products, services and solutions tend to be complicated and expensive. To educate buyers and to build the trust required to make a substantial investment, you need good, old-fashioned human interaction that is central to a couple of traditional marketing tactics.

While tried and true, these tactics have changed with the times. Let’s look at how these traditional techniques, now wrapped in new technology, have become more powerful than ever.

Three 2018 Sales and Marketing Trends

Wednesday, 10 January 2018 00:00

If you’re in the fast-paced world of sales and marketing, you likely aspire to stay one step ahead of the competition. It’s not easy to do because you must keep up with constantly changing sales and marketing trends. Here are three trends worth mastering in 2018.

  • Artificial Intelligence: Efficiency and Personalization

    Self-driving cars. Smart homes that decipher speech, schedule appointments and turn on lights. Amazon’s uncanny ability to predict what you want to buy.

    What do they have in common?

    All are examples of how artificial intelligence (AI) is changing our daily lives. But it’s not just in the consumer world that you feel AI’s impact. It’s entering the B2B sales and marketing stage and is on its way to playing a starring role.

    Salesforce’s Fourth Annual State of Marketing research reported that half of marketers are using AI today and 27 percent plan to use it in the next two years. In their analysis, Salesforce separated high performing companies from the pack, those companies that are “extremely satisfied” with their marketing results. These businesses represent 12 percent of the universe they surveyed. A striking 72 percent of them currently use AI. 

Is Technology Killing the B2B Sales Role?

Wednesday, 08 November 2017 00:00

The Technological Takeover

In the past few decades, automation has diminished many avenues of employment. Secretaries, better known today as personal assistants (PA’s), once were omnipresent in offices, but are now few and far between. Many more workers used to line the floors of factories. Retail salespeople are fast becoming an endangered species. After all, who needs a salesperson to help them buy a mobile phone when they’ve already done their research and read the reviews online?

Gradually, technology and automation are taking over large spheres of our lives and the economy. And given that machines often offer increased efficiency and accuracy over humans, that’s not surprising. 

Is Your Sales Cadence off Kilter?

Wednesday, 25 October 2017 00:00

"When your timing is off, so is your stride. When your cadence is off, you’re in deep trouble as a hurdler.” – Rod Millburn

In all likelihood, you’re not a hurdler. However, if you’re in sales and marketing, you know you have to overcome a lot of obstacles to land a deal. And cadence is as important for conquering sales hurdles as it is for leaping over a series of high jumps. Get it wrong, and you could fall flat on your face with little to show for your efforts.

So what is a sales cadence?

A sales cadence is a well-defined process that business development reps use when following up on leads. It’s not simply the number of times a sales person should reach out; it also includes the timing of the outreach and the format — usually a mix of phone calls, emails and interactions via social media. Because what reps do naturally and what they should do to be successful are usually two different animals, a delineated sales cadence is necessary.

So how do you know if your sales cadence is off kilter? According to The Sales Cadence Report 2017, there are several signs that it’s out of whack. 

Inside Sales Training: What Your Reps Need to Know to Beat the Competition

Wednesday, 20 September 2017 00:00

According to a study by the American Association of Inside Sales Professionals, the top inside sales challenge is training and development. As a result, almost half (45.7%) are increasing their internal training programs.

Training, however, can be a daunting task. After all, inside sales training should be at least as thorough as training for field reps and probably more so. That’s because inside salespeople need the same skills and expertise as road warriors, plus they have additional challenges because they are not face-to-face with the customer.

For example, it’s harder to establish rapport with someone when you are not sitting across the desk from them and cannot make eye contact. Likewise, it may be more challenging to understand the lay of the land within a corporation. After all, the rep can’t see whether they are talking with someone in a cubicle or corner office.

Here are some key skills and areas you need to train your inside sales people on so they can do their jobs with the ease and confidence that leads to sales success. 

Today’s Essential Inside Sales Technologies

Thursday, 07 September 2017 00:00

“Our research shows that inside sales roles are growing 15X faster than outside sales.” — Mary Shea of Forrester Research.

If you’re managing B2B sales, you’re likely either expanding your in-house sales team or seeking to grow it by outsourcing some or all of the function. Much of the tremendous growth spurt of the inside sales function is due to technology which has enabled reps to be productive without the cost of face-to-face meetings. So, whether you’re using internal or external resources, understanding the technologies that provide the foundation for success is essential.

As a telemarketing company that serves B2B organizations, we know the ins and outs of technology. After all, our success depends on it. So to save you some time when assembling your technology stack, here’s an inside look at what works for us. 

How to Integrate Field and Inside Sales and Win More Deals

Wednesday, 23 August 2017 00:00

The field sales person used to be a lone ranger. He operated beyond the walls of the corporation, with his own schedule and tactics. Yes, he’d call in once in a while for help from customer service and marketing, but his efforts were not part of a finely orchestrated sales strategy.

Today the tides have turned. Technology has enabled inside sales people to be more efficient and successful in working with prospects and customers. CRM keeps the sales process organized, the Internet provides ready access to research, emails and social media aid in communication and online meetings can often achieve as much as the face-to-face alternative.

At the same time, field sales people earn 12-18% more than inside sales people. Plus, there are associated costs of travel and downtime while en route to the next client. Therefore, it’s not surprising that inside sales is growing at an average rate of 7.5% a year while outside sales is barely holding its own with an average increase of 0.5% a year.

That, of course, brings up the question of how to integrate inside sales with field sales to get the best of both worlds. After all, despite all the efficiencies of an inside sales team, there is still something incredibly powerful about face-to-face meetings.
Here are some insights to help you maximize sales results:

Page 1 of 7