Recently, we were interviewing candidates for a Door Opener® position for our company. There were two excellent candidates we were considering for an assignment. They both had similar skill sets and the same amount of experience, and both interviewed well. They both...
Using the “Assume Close” Strategy to Open Doors
The "Assume Close" strategy when opening doors has proven exceptionally successful, especially when working on securing meetings with difficult to reach corporate decision makers. Most recently, one of our Door Openers® used it and booked a meeting with a high level...
Why Making Your Best Seller The Sales Manager is One of the 3 Cardinal Sins
A common misconception is that a logical next step for a great seller is being “promoted” to the sales manager. Unfortunately, many business leaders who have gone down this path sadly report they ended up with a less than average manager and lost their best producer....
Flipping a Prospect’s “Not Now” to a “Yes, Let’s Get Started!”
It was 4pm on a Thursday and I was sitting in my car outside Starbucks. It had been one of those days. You’ve probably had one like this too. Phone call followed by phone call followed by meetings and then more phone calls. I had one more call to go. One call standing...
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...
What Leaders Can Do To Help Sellers Get More (and Better) Prospect Meetings
In this episode of Sales B12®, Sales Experts Caryn Kopp, and Jack Daly, discuss specific actions leaders can do to help sellers land more and better prospect meetings. The key points discussed include: Why Sellers Are Not Getting More Meetings Than They Are Currently...
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...
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'...
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...
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...
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...
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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