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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.

8 Tips to Rev Up Your B2B Appointment Setting Process

Wednesday, 20 February 2019 00:00

Is a lack of appointments putting your company’s growth on hold? Because B2B appointment setting is a challenging task, it’s an all-too-common problem. Here are some tips to help you increase your sales appointments.

Inside Sales Compensation Plans for Long-Term Revenue Generation

Friday, 25 January 2019 00:00

Customer Acquisition or Retention?

When it comes to inside sales compensation plans, many companies fall into the trap of focusing squarely on customer acquisition. When they do so, however, customer retention may suffer. Because the cost of keeping a customer is one-fifth the cost of acquiring one, deciding whether to direct your efforts toward acquisition or retention is essential. In most cases, a business is more likely to shore up its long-term health by retaining and growing current customers. Thus, if their inside sales compensation plans prioritize customer retention, they are more likely to be successful. 

Let’s look at how two companies have addressed sales to existing customers in their compensation plans. 

Will B2B Sales Jobs Survive in the Age of AI?

Friday, 28 September 2018 00:00

Will AI Take Over?

As time goes by, artificial intelligence (AI) will play an increasingly vital role in sales. In fact, as some companies relegate some of the more straightforward selling tasks to AI, lower level sales jobs are beginning to dry up.
Just think about how thousands of retail salespeople have lost their jobs as Amazon and other e-commerce sites have taken over.
These websites are not just order-takers. Their complex algorithms enable them to cross-sell. For instance, when you search for a book, you’ll see a message saying “Customers who bought this item also bought [an array of other tempting items].” They also upsell by suggesting “Compare similar items.” Usually, you’ll see some items that are bigger and better.

How to Use Inside Sales to Drive Customer Loyalty and Growth

Friday, 14 September 2018 00:00

A study of over 100 subscription businesses found that companies that had customer success teams experienced 24 percent less churn than those without them.
It makes sense. If your customers are achieving the desired results with your product or service, they are less likely to stray.
Whatever your business model, subscription or otherwise, customer loyalty is essential for producing a revenue stream that doesn’t dry up. That’s because research shows 71 percent of B2B customers are at risk of switching vendors.

How to Find the CRM Solution that’s Right for Your Business

Monday, 13 August 2018 00:00

According to Gartner, Customer Relationship Management (CRM) became the largest software market in 2017. This large and growing market has lured many companies into the business. Given the plethora of CRM solutions, it’s easy to become overwhelmed figuring out which one is right for your organization. 

What you’re looking for is a CRM solution that enables you to achieve your objectives, fits with your existing systems and allows you to maximize your sales opportunities.
Given that, here are some steps to finding the right CRM.

6 Signs B2B Lead Management Could Boost Your Sales Results

Tuesday, 31 July 2018 00:00

A lead management system lays out your standard practices for working with leads efficiently and effectively. It outlines how to create leads and transform them into sales.
So how do you know whether you need lead management?
If you see any of these six signs in your company, you have an opportunity to boost results by implementing a lead management process or strengthening an existing one.

The Revolutionary Future of B2B Telemarketing

Wednesday, 11 July 2018 00:00

Recently, I received a call from a talented telemarketer. As a telemarketing professional, I love to challenge the agents who call me, asking tough questions and raising objections. At some point, the rep will usually hesitate or provide a less than perfect answer. However, in this case, every time I posed a question or raised an issue or rebutted a response, she had the textbook answer.

Also, there were no pauses. No ums. No unnecessary words. After a while, I wondered, “Am I talking to a real person or is this a robocall?” To find out, I repeated a question to which I had just received a perfect answer. The telemarketing rep then reiterated the same response word for word.

It was only then that I knew for sure that I had just spent twenty minutes talking to a robot. 

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

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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.

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