After working hard to find the right prospect and having a great first meeting, you want to be sure the second meeting happens (and in the shortest timeframe possible)! Below are our Door Openers’ best practices for keeping the conversation moving. 1. Date & Time....
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...
Get the Prospect Meetings You Want
Did you ever wonder why some sellers can get the “difficult to get” prospect meetings and others can’t? These are the meetings with high level, hard to reach prospects. Do you have some of these prospects on your wish list? Imagine what meeting these people could do...
Lead Nurturing Strategies which Actually Nurture Leads
Most business leaders and sellers are good at setting next steps at the end of a prospect meeting. They are also fairly good at executing the follow up, especially if there is an immediate need. Where too many fail miserably is in effectively nurturing prospect...
How to Handle Objections in Sales Calls
Sales objections can derail a seller in seconds, but with the correct responses, they can help build trust and move the sales process forward. In this episode of Sales B12™, Caryn and Jack discuss importance of an objection manual, how use it to overcome them and...
What My Dad Taught Me About Sales and Life
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...
How to Create Winning Sales Messaging
In this Sales B12™ episode, Caryn and Jack define the role of sales messaging in a winning sales process. They share insights about the difference between marketing and sales messaging, how to improve it, and how to use it effectively to open more doors, close more...
11 Quick Fixes for More Effective Sales Calls
In this Sales B12™ episode, Caryn and Jack discuss 11 ways to create sales conversations that avoid missed opportunities, which happens more frequently than it should. They share their perspectives on the ideal sales call structure, how sellers and sales leaders can...
Sales Acceleration Through Economic Uncertainty
In this world, one thing is certain: uncertainty. Weather, financial markets, politics, pandemics, war, and everything in between invariably cause disruptions in our lives and businesses. Strangely, life goes on amid all the chaos; buyers still need to buy, and...
How to Use a Sales Playbook to Clone Your Top Sellers
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...
Maximize High Payoff Sales Activities to Drive More Revenue
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...
Sales Analytics You Need to Watch
(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....
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