Sports teams run better than most businesses, and it's because they do two things that sales teams do very poorly or not at all: build playbooks that outline best-practice strategies to win and practice it relentlessly. Jack Daly literally wrote the book on Sales...
When business leaders or salespeople hear prospects say, “I already have a contract for that, thanks anyway” they too often think there is no opportunity. They hang up, cross the prospect off the list, and never contact the prospect again. Big mistake! They are...
How much time do sellers actually spend selling? A seller’s highest value is the ability to guide buyers through the decision-making process through one-on-one conversation. Sales (or non-sales) activities that distract sellers from those conversations can eat away at...
Did you ever notice people become more serious at the beginning of September? Gone are the lazy days of summer and in front of us are four important months before year end. I call this the “Back to School Mentality.” I see it as much amongst adults as I do amongst...
Inc. revealed that Kopp Consulting Door Openers® is on its annual Inc. 5000 list, the most prestigious ranking of the fastest-growing private companies in America! The companies on the 2022 Inc. 5000 have demonstrated resilience amid supply chain woes, labor...
(Caryn Kopp) Hi everybody. I'm Caryn Kopp, Chief Door Opener, and I'm here with the incredible Jack Daly. This is sales B12, the 10-minute dose of sales you don't want to miss. Today, we're talking about the metrics you need to watch for the best sales effectiveness....
Make the most of your summer by seizing new business opportunities while your competition takes time off! While it’s true that most people do vacation in August, I don’t know anyone who goes away for 4 weeks straight! What does this mean for you? It means people are...
Introduction Hi, my name is Jack Daly, and my partner here is Caryn Kopp; and we’re bringing you B12. And when I talk about B12, I’m talking about that steady dose of vitamins that will enable you to win more business, grow your company, and differentiate yourself...
Sales take time to close. Whether you’re launching a new business or growing an established one, the ideal time for a closed sale is usually “yesterday.” But we all know that’s not how life works. There is a tremendous benefit, however, in being able to predict how...
In this Sales B12 episode with Jack Daly and Caryn Kopp, they dive deep into real-life examples of how cultivating centers of influence is a total game changer for business and sales success. Jack shares an example of how his swim coach referred $1M in sales to one...
Most business owners, salespeople and non-sellers responsible for sales are pretty good at setting next steps at the end of a prospect meeting. Most are fairly good at executing the follow up, especially if there is an immediate need. Where too many fail miserably is...
April marks the anniversary of my dad’s passing. I think often about the ways he influenced me over the years. He owned his own business and was in sales for most of his entire career. One of my favorite stories about him takes place early in his career when he was...
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