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10+ 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.

What You Can Learn from Win/Loss Analysis

Tuesday, 28 March 2017 00:00

Do you simply tally up your wins and losses, then look to see whether the trends are going in the right direction? If so, you’re like many other companies. Some will go a little further and ask the sales reps why the sale was lost. Most likely they’ll tell you it was the price or some other failing of your offering.  

Those companies, however, that take a systematic approach to win/loss analyses gain a wealth of information. Ultimately, it enables them to improve their relationship with prospects and customers as well as the products, services or solutions that they sell.

Win/loss analysis is the systematic process of interviewing new clients and prospects who fell by the wayside to find out why they chose one path or the other. And that’s precisely the information you need to make steps toward ensuring the right prospects choose the path to becoming one of your customers.

So here’s what you can learn.

Why B2B Phone Calls Are Popular in 2017

Wednesday, 22 March 2017 00:00

B2B companies are increasingly selling from remote locations over the phone. Perhaps a decade ago, most people would not have predicted this turn of events. After all, that’s when marketing leaders eagerly sought out the new promise of inbound marketing to produce leads and revenues.

For many years, we’ve seen arguments favoring inbound over outbound marketing. Marketers are now starting to realize, however, that they may have swung the balance too far in one direction. There’s no reason to choose between inbound and outbound tactics. Today’s effective marketing is “all-bound.” That’s because there’s synergy between inbound marketing and outreach in the form of emails, social selling and phone calls.

The Traits and Habits of Successful Business Development Pros

Wednesday, 18 January 2017 00:00

Having worked with hundreds of business development professionals, I’ve noticed that those who generate the lion’s share of revenues share certain habits and traits. The top sales people:

                  • Are Not Too Extraverted or Introverted

                    Contrary to popular opinion, the extroverted, talkative business development rep does not always rise to the top. Instead, according to a study published in Psychological Science, it’s the ambiverts— those who cluster in the middle of the introvert to extrovert spectrum — who close the most sales. They are comfortable enough with other people to engage with them but do not feel the need to dominate conversations. Because they are curious about others, they naturally ask questions and listen to the answers.

The Cure for the Common Cold Call: LinkedIn Warm Calling

Tuesday, 06 December 2016 00:00

You purchased a list, and John Smith is now in your database. He has not, however, expressed to your company any interest in your products or services. As such, he falls into the category of “suspect.”

A call to John is cold.

And, understandably, whether they are the initiator or recipient of such a call, most people prefer not to engage in this activity. Luckily, today you can use LinkedIn to warm up the call and make the experience more pleasant and fruitful to both parties. Here are some tips to get started. 

How to Build Rapport on a B2B Sales Call

Wednesday, 23 November 2016 00:00

Seven seconds. That’s how quickly busy executives can form an impression about you and the reason for your call. For you, it’s the difference between a successful B2B sales call and a hang up.

If you’re cold calling and connect with a decision maker, and don’t want to be left listening to the dial tone, you’ll make every second—and every sentence—count. Open your call with a powerful, succinct message designed to intrigue and hint at the value you have to share.

Professional telemarketing agents will tell you, it’s not the slick pitch that closes the deal. And there’s no magical trick or gimmick to opening doors. Whether you’re inviting executives to your next seminar or scheduling a face-to-face meeting, it all comes down to how you present yourself, the way you set the tone for the call and how effectively you capture a prospect’s interest.

This seven-step blueprint will help you open your next B2B sales call on just the right note and build rapport rapidly: 

Lead nurturing: How to combine email and phone calls to close more sales

Monday, 07 November 2016 00:00

When your marketing efforts start to pay off, delivering a boatload of quality leads, it’s exciting. You want to celebrate. But the game’s not over. Your sale is not won yet. You’re just at the starting gate of your demand generation process.

The bare bone fact is: Leads do nothing for your organization’s bottom line unless you can convert them to sales. And the quality of the lead alone does not predict how likely it is to convert. The magic is in the lead nurturing: how you treat a lead after you receive it.

This brings us to the study conducted by Velocify. They looked at data from 3.5 million leads from 400 companies and discovered the formula to maximize conversions. While they note there are differences between businesses and what works for each of them, the overall findings are

Channel Partner Marketing: How to Support Partners and Increase Your Revenues

Wednesday, 28 September 2016 00:00

Whether you’re a Fortune 500 wanting to expand your sales force without increasing the number of direct sales reps on staff, an early-stage company looking to reach new vertical markets and locations or a startup trying to avoid the overhead costs associated with an in-house sales force, channel partners can help. These independent, third-party businesses can bring added value to your business and increase your revenues while they grow their own businesses selling your products and services.

But what are you doing to add value to your channel partners’ efforts? The days of throwing some co-op advertising dollars and a logo sheet at your channel partners and leaving them to generate their own leads are long past.

Today, if you want to increase your revenues, you need to collaborate with your channel partners to make their jobs easier. After all, you’re in a battle for their time against all their other priorities.

Six Ways to Warm up Results from Cold Calls

Wednesday, 31 August 2016 00:00

Many salespeople shy away from B2B cold calls because they “don’t work.” Most of them don’t enjoy picking up the phone and talking with a stranger who is not expecting their call. So it’s not surprising that so many reps prefer to believe cold calls are ineffective. The truth, however, is that cold calls fail to achieve results because they’re poorly executed.

B2B cold calling can be highly effective. If you rule it out, you’re missing an opportunity.

So how do you increase your success rates, making cold calling a worthwhile activity that’s fun to do because you get results? Here are six tactics that can help you. 

The Secrets to Engaging Business Buyers on the Phone

Wednesday, 20 July 2016 00:00

"Stop selling. Start helping." — Zig Ziglar

When you’re on the phone with a business prospect, you likely have a goal of creating a sales opportunity or making a sale. Since you have quotas to meet, it’s not surprising that you’re laser focused on selling.

The only way you’re going to sell anything to other business people, however, is to help them to solve a problem. So when you make a business phone call, imprint the wise words of Zig Ziglar on your brain. “Stop selling. Start helping.”

That’s the key to engagement.

That said, it’s easier said than done. You need to know the secrets to putting your prospect’s problem in the forefront. Here are six steps you can take during a business phone call to help your potential customer. 

3 Inside Sales Techniques that Work Surprisingly Well

Wednesday, 06 July 2016 00:00

According to the Harvard Business Review, more and more sales organizations are shifting their resources from field to inside sales. That’s because inside sales is not only cost effective, but it is also delivering the goods.

This begs the question, “How do you get the most out of your inside sales initiative?”

Here are three inside sales techniques that put you in the driver’s seat, moving forward as fast as possible on the road to delivering increased sales. 

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