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...
Table of Contents Giving Thanks for a Full Pipeline What It Means When Your Pipeline Is Thin Five Reasons Pipelines Dry Up (and How to Fix Them) How Outsourced Door Openers® Can Rebuild Your Pipeline Faster Than You Can FAQs Final Word Intro Every November, as...
Every October I hear the same whispers: “We’ll make it up in Q4.” Then the pumpkins come out, the calendar flips, and suddenly the quiet voice becomes a scream. If your pipeline looks more haunted house than happy harvest, take a breath. The fourth quarter doesn’t...
Sales has changed. Old strategies falter and new approaches emerge. The big question is what to do about it so you can continue to grow. The dynamics of prospect relationships, buyer behavior, and information gathering have shifted fundamentally, posing a crucial...
Here’s a sales truth…If you don’t get in the door, you don’t get to do anything else in sales. In this episode of Sales B12®, Caryn Kopp and Jack Daly discuss what it really takes to reach hard-to-reach decision-makers. The key to your business development success may...
Even with a team of rock star sellers, it can be very tricky to figure out the exact recipe for business development that works for your company. The world seems to offer every kind of business development program imaginable – email marketing without calls, email...
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...
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