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Jeff Kalter
Profile picture for user 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.

Written by: Jeff Kalter

Today’s companies run on data. We track trends, assess results and analyze feedback. Data helps us manage risk, plan for future growth and allocate resources.

Written by: Jeff Kalter

We all want the best from our inside sales and B2B telemarketing teams. They are, after all, on our front lines — often the first people to connect with our prospective customers.

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Written by: Jeff Kalter

Entrepreneur and motivational speaker Jim Rohn once said, “Motivation is what gets you started. Habit is what keeps you going.” An ideal way to develop good selling habits is to build a B2B sales process that incorporates your best practices.

A sales process makes your best efforts more consistent. It can take the guesswork out of your next step. And it lets everyone on your team know what to expect and how to respond.

Not to be confused with your sales methodology (or approach to selling), a sales process gives you a series of actionable steps and contingency plans for moving a prospect through the buying process as efficiently and effectively as possible. When well designed and strictly followed, your sales process can help:

  • Enhance the customer experience
  • Shorten the sales cycle
  • Get new reps up to speed more quickly
  • Improve the accuracy of your sales forecasting
  • Drive sales

If you don’t have a B2B sales process, then you’re trusting your instincts and are unlikely to produce predictable and optimum results. By comparison, companies that adhere to a well-defined sales process are 33% more likely to be among the high performers

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Written by: Jeff Kalter

If you know someone who calls himself an “Apple fanboy” or have a friend who is rabidly loyal to Pepsi, then you’ve seen the power of emotional branding. 

As consumers, we’re used to companies playing on our emotions to sell us everything from toothpaste to beer to smartphones. But have you ever stopped to consider that the same people who believe that sparkling white teeth will make them more attractive are also buying software, office equipment and business insurance? Every article on B2B sales discusses the need to establish trust, build relationships and increase customer lifetime value. But how do you get there? 

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Written by: Jeff Kalter

Customers will leave you. It’s a fact of business. But while we accept that customers leave, we don’t have to be complacent about it. Instead, we should fight with all we have to retain customers and build a long, happy, mutually profitable relationship. For one thing, satisfied customers tell their friends. What’s more, angry customers tell everyone who will listen. More importantly, your existing customers are the lifeblood of your business. And the longer they remain your customers, the greater their impact on your bottom line.

It’s true. Your existing customers who continue to buy will spend almost 70% more than new customers. According to Bain & Company research, just a 5% increase in customer retention can boost your profits by 25% or more.

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Written by: Jeff Kalter

Sales strategies and tactics come and go like the flavor of the month. What’s trending now may be soon forgotten.

And yet, one thing doesn’t change: Customers have problems and needs, and sellers have products and services that can help them.

All sales strategies are designed to bring the two sides together. Whether it’s called solution selling, relationship marketing, SPIN selling, Challenger Sales or consultative selling, the common denominator is finding a solution to the customer’s business problems.

As a 1992 article in Fortune Magazine explained, “the hotshot sales rep of this decade will be a facilitator, not a pitchman, an expert on the customer’s total business who coordinates with colleagues to make buying easy and efficient.”

That was before the Internet changed everything. 

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If you aren’t personalizing your sales approach, you could be leaving money, appointments and new customers on the table.

While many argue that inside sales are a numbers game, the truth is you can only boost your results a finite amount by increasing your call volume. There are only so many hours in the workday.

But there is another option. You can focus on becoming more efficient, and a great place to start is by personalizing your sales process. 

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If like most B2B companies, upwards of 97% of your calls are going to voicemail, it’s probably time to talk about the critical role voicemail plays in your call strategy. We’ve written about voicemail before and suggested strategies for getting past an executive’s gatekeeper to leave a message. But there’s more to voicemail than simply dodging a roadblock and leaving a message.

Voicemail is more than a missed connection. It’s more than a mechanical process, “Hi, this is Jane Doe from Acme. Sorry I missed you. Please call me at…” Instead, it’s an opportunity to begin a conversation — even if you end up leaving several messages before actually speaking with a prospective customer.

Consider this: InsideSales.com reports that a carefully crafted voicemail can improve your response rates by as much as 22%. A well-crafted voicemail requires planning, preparation, and practice. Let’s get to work. 

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Written by: Jeff Kalter

Business developers are like the farmers who plow the fields, then plant and nurture the seeds, thus creating opportunities for growth. When the time is right, the salespeople reap the harvest. Therefore, business development is essential to the future of your company. You want your team to perform at their full potential. Here are some tips to increase the success of your business development team. 

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Written by: Jeff Kalter

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.

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