Is the salesperson you rely on to meet your goals (perhaps it’s you!) maniacally methodical? After running a company for almost 20 years whose primary focus is to get our clients in the door with their important prospects (Door Opener® Service), that’s what we’ve...
Picture this: you’re meeting with your dream prospect. It’s the meeting which took months to land, the one which could lead you to make your challenging sales goals this year. As the conversation progresses and the prospect shares more about what he needs, you start...
“What really surprised me about the Door Opener® Service was the quick return on investment. We were able to immediately go to the top companies we were targeting: Ford, Chrysler, BMW, etc. and get appointments.” CHALLENGE: This...
“The money we spent with Kopp was well worth the investment.” CHALLENGE: A growing, tech-based start-up with funding needed to get out into the marketplace very quickly. They had no time to figure out how to build and manage an internal capability to set appointments....
It’s frustrating when sales don’t close. If deals don’t close as often as you believe they should, assess why and fix it so you can accelerate results. Ask yourself these 6 questions to help pinpoint why sales may not be closing. 1. Is this prospect the right kind of...
“Our Door Opener® was very skilled at creating a compelling sales message. So, it’s not just the meeting they’re getting us (that our competition can’t get), but prospects are actually half-sold by the time we meet…” CHALLENGE: In a very competitive business, it’s...
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...
“I’m a big fan and admirer of Kopp Consulting… they've got some really great people opening doors for clients.” CHALLENGE: This Client’s sales team had a list of 100 high priority prospects from management and they were unable to secure initial meetings with the...
CHALLENGE: Even with an internal business development team, in this Client’s industry timing is everything. With a long sales cycle, this Client spends so much time building and nurturing relationships. Finding time for door opening to consistently have new...
Did you ever wish you had more compelling language when speaking with prospects? Most companies spend very little time, if any, developing their sales message and making sure it works. You’ve spent time developing your website and brochure; you may even have a trade...
“If you see the value in a rich pipeline... If you see the value of someone constantly looking out for your future, you need to talk to Kopp's Door Openers®.” CHALLENGE: This Kopp client was on a growth trajectory with ambitious goals for the next 3 years, A strong...
In the past, I’ve written about how to leave a prospect a six-sentence voicemail which makes an impact. But what do you say when you get someone live on the phone? You can’t stuff a six-sentence voicemail into a conversation and expect it to work. And, you won’t get a...
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