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Jeff Kalter
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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.

Written by: Jeff Kalter
Most B2B sales include distinct buyer tasks, including recognizing a problem, evaluating and comparing available solutions, and selecting a supplier. They can also include anywhere from six to ten decision-makers. In short, it’s a complex process where traditional sales and marketing strategies are becoming obsolete, and sales reps are facing the challenges posed by digitally dominant buying behaviors.
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Written by: Jeff Kalter
Grabbing a prospect’s attention and keeping it long enough to secure their interest is often the most challenging part of a sale. But once you make that connection, the rest of the sales process can flow smoothly, as most people want to do business with someone they feel understands them.
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Written by: Jeff Kalter
“No matter what you do, don’t pass leads directly to the sales team.” — Jon Miller, Marketo Data from a MarketingSherpa report indicates that over 61% of B2B marketers pass all leads directly to their sales team, of which only 27%, on average, are qualified. Lead generation is complicated. According to a survey from HubSpot, about 61% of marketers have reported generating leads as one of their biggest marketing challenges.
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Written by: Jeff Kalter
In years past, when companies have considered either onboarding business development reps (BDRs) or hiring a third-party provider of a professional business development team, they’ve made certain assumptions: • BDRs traditionally were viewed as entry-level roles that often led to sales. • Business development teams typically were not recognized as professionals in their own right, let alone the lynchpin to growing a business. That, however, has changed.
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Written by: Jeff Kalter
Since James Oldroyd's 2007 Lead Response Management Study, we've known that speed counts. The difference between a sales rep successfully connecting or not with a lead can come down to minutes. Oldroyd reported that reps who responded within five minutes were 100 times more likely to be successful.
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Written by: Jeff Kalter
People sometimes question whether B2B telemarketing and tele-sales are effective in today’s business environment. Yes, I am pleased to report that teleservices are still workhorses you can count on within your sales and marketing arsenal. In fact, they may be more important in 2022 than ever before.
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Written by: Jeff Kalter
The simple act of putting up a sign to announce something for sale is advertising. More specifically, it's outbound marketing. It's the oldest and simplest form of marketing. Today, we include in the mix newspaper, radio advertising, television commercials and pay-per-click ads, all of which are passive outbound marketing. Then you have your proactive outbound marketing, such as cold calling, email blasts and direct mail. Bringing it all together, you have your account-based marketing.
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Written by: Jeff Kalter
Video conferencing is no longer a competitive edge. It's essential equipment for prospect and client engagement, thanks in large part to the COVID pandemic restrictions on meeting face-to-face. Corporations, mid-size companies, even small businesses use video conferencing to engage with customers and prospects. Growth is almost off the charts: What was almost a $4 billion business in 2019 is slated to surpass $20 billion by 2024. So, if you're wondering what the new normal looks like, video conferencing is one of the mainstays. But what system to purchase?
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Written by: Jeff Kalter
In 2021, the average cost of a data breach will be $4.24 million. That’s enough to destroy most businesses. And according to IBM and the Ponemon Institute, both the cost and frequency of cyber attacks are increasing every year. What are you doing to protect your data assets? Like most companies, you probably realize that a data breach also has the potential to put both your business continuity and reputation at risk. You undoubtedly take data security and privacy seriously and go to great lengths to protect your systems and data.
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Written by: Jeff Kalter
Sales has been slow to adopt artificial intelligence (AI). The argument, of course, is that sales is a people game. And that’s true, but with inside sales proving the efficiency and effectiveness of virtual sales and automation, maybe it’s time to dig a little deeper into AI. After all, some maintain that you can either adopt, adapt and thrive or fall by the wayside. As to the state of AI in inside sales:
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