25 Years of Opening Prospect Doors – What I’ve Learned

25 Years of Opening Prospect Doors – What I’ve Learned

By Caryn Kopp, Chief Door Opener® at Kopp Consulting, LLC I'm proud to announce that Kopp Consulting and our popular Door Opener® Service (we get our clients in the door with their prospects for the first meeting) just started our 25th year in business. What began as...

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Need to fix a weak Q1?

Need to fix a weak Q1?

If you are coming into this year with a weaker than expected Q1, it could have happened for a variety of reasons. Here are a few: 1. You may have proposals stuck in the pipeline due to decision makers who are holding off making decisions. 2. You may have spent too...

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Do you have a (professional) New Year’s resolution?

Do you have a (professional) New Year’s resolution?

Many make personal resolutions to ring in the New Year. But have you considered making a professional resolution as well? Each year business leaders and upper management set annual goals that often include things like 'grow top-line revenue' or 'meet more prospects'...

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What To Do About A Hot Prospect That’s Gone Cold

What To Do About A Hot Prospect That’s Gone Cold

Have you ever had a great initial prospect meeting, followed up diligently and then despite your best efforts, can't get the sale to close? It's a frustrating part of sales and it happens to almost everyone. Here are some tips to help you keep the sale moving. Ask...

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Getting Stuck Proposals Unstuck

Getting Stuck Proposals Unstuck

Do you have proposals stuck in the pipeline and need them to close faster? Many say economic uncertainty is to blame for deals not moving forward, but there could be other factors at play. In this episode of Sales B12, Jack and I discuss our best and most creative...

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December is a Great Time of Year to Reach Decision-Makers

December is a Great Time of Year to Reach Decision-Makers

Why spend the last two weeks of December cleaning your office when you could be filling next year’s pipeline with new business? Most business leaders and salespeople believe that trying to reach prospects at year-end is pointless and instead spend time getting...

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The Sales Effectiveness Metric Most Don’t Measure

The Sales Effectiveness Metric Most Don’t Measure

If 100% of your 1st prospect meetings don’t result in 2nd meetings, there is likely a good reason and a few easy steps to correct it. Our company is best known for the Door Opener® Service. We get our clients the important, executive-level prospect meetings that fill...

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Getting Prospects to “Hello!”

Getting Prospects to “Hello!”

Did you have as many new prospect meetings as you wanted in the last 12 months? If not, why not? And, most importantly, what will you do differently in the next 12 months that will yield better results? If you didn't get as many meetings as you wanted it's important...

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Personalization Counts When Prospecting

Personalization Counts When Prospecting

It sounds like a no-brainer, doesn’t it? We personalize our conversations all day long with the people we know. It comes to us as naturally as reaching for our first cup of coffee in the morning. Yet, in all my years of selling and coaching others to sell,...

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