This article is not about whether it’s important to have a playbook…it’s important. If you don’t have one, do your company a big favor and take the time to get it done. Rather, this article is about what is sometimes missing from playbooks which is crucial for getting...
Let's be blunt: most sales voicemails sound like someone reading the back of a cereal box… at gunpoint. You've probably received those robotic, jargon-filled messages yourself. You don't return them. You roll your eyes as you delete them. You pity the CEO who actually...
Executive decision makers have until year end to make things happen before their reviews. Not only do they need to complete initiatives on their list to get their bonuses and great scores, but also, those looking for promotions must showcase themselves to management....
For many, fourth quarter can be a time to reflect on decisions made over the last year. What worked, what didn’t? What to continue doing to meet your goals and what to stop doing? As you may be embarking on this kind of reflection as well, I thought it would be...
In this video, Caryn Kopp, Chief Door Opener® at Kopp Consulting, discusses how to shorten your sales cycle and make it more efficient by identifying and targeting groups of prospects who are more likely to be closer to a buy cycle.
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...
Many say cold outreach is not a successful way to land prospect meetings. After owning a company for 26 years that only does outsourced Door Opening at the Executive level, here is my experience... If the cold outreach someone is doing is NOT working, then they're...
I originally shared this article after Verne Harnish invited me to speak at the Fortune Magazine Scaling Up Conference in Atlanta a few years ago. When Verne called me to the stage, he asked me to share a sales tip with the audience of 1000 growth-focused business...
It can be very frustrating when prospects don't call back!Here are a few of the strategies we use which work. We email the decision maker a content rich, compelling (short) email on a Sunday night. Our email becomes one of the first, if not the first, read on Monday...
Recently, an attendee on my Biz Dev Done Right webinar asked the following question: "Despite trying different direct messaging techniques including phone calls, emails, LinkedIn messages and warm introductions through employees of the target company, one decision...
Business leaders wish their sales teams achieved greater results from prospecting, but don’t always know or do the right things to help their sellers make that happen. Hear Jack Daly and Caryn Kopp’s best tips for the non-negotiables for getting prospecting right. The...
Fellow Business Leaders... Are you ready to declare your freedom from sales tactics and old ways of thinking that no longer serve you in today's market? To honor July 4th and America's Freedom, here are 4 ideas to help you declare YOUR sales independence! 1. You CAN...
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