“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...
“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...
Too often salespeople skip relationship building to try to close deals faster. In doing so they risk losing sales to competitors willing to put in the time to create relationships. Before blaming sellers for sloppy salesmanship, look at management to see if anything...
It was a very busy Monday at Kopp Consulting. As I was going through each task on my checklist, I needed to call a potential client. But before I even picked up the phone, I prepared what I would say if I reached his voicemail instead of him. No matter how busy I am,...
Next month, my 22 year old daughter will begin her first real job working for the company which initially turned her down. How did she get the job, despite the initial rejection? Here’s her story. A month before graduation from University of Maryland, Jamie went...
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