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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

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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Written by: Jeff Kalter

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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Written by: Jeff Kalter

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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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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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. 

Written by: Jeff Kalter

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.

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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.

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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.

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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.

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