For the second year in a row, I am proud and honored to be included among the community of high-growth companies, but I’m mostly proud of the growth we’ve contributed to our clients’ businesses. We grew this company because we are a team of high level, strategic...
It’s no secret that buyer behavior has changed with the ease of information access we all enjoy through the internet. With a click of the mouse, we can get what we need to evaluate new products and services. There’s no doubt that shifting some dollars to digital...
Over the last year I’ve heard several stories about lost sales opportunities. Many occurred as a direct result of post-conference oversights that could have been avoided. It happens too often. Join me by shaking your head as you read the story below. Then, vow to...
Have you ever wondered why some business owners are lucky and find the right salespeople while others don’t? Perhaps it’s not luck but rather deliberate steps taken when creating the job description, finding the candidates and conducting the interviews. A business...
A business development plan is a plan of action. It is a written document that explains the goals of your business and how you are going to achieve them. It contains background information such as market research and analysis, but more importantly, it contains the...
I give a lot of seminars on business development; how to get in the door with prospects, how to get better outcomes from prospect meetings, how to overcome objections, how to increase sales with current clients, you get the idea. Whether I have business owners, VP’s...
You helped make Biz Dev Done Right an Amazon BEST SELLER! Thanks for your support! I hope you'll continue to help me share these important insights so that more and more businesses can overcome their sales challenges and generate the revenue they deserve....
A sales message designed for one situation will not necessarily work well in another. For example, you may have perfected your 30-second elevator speech (or “30-second commercial,” as it’s often called). This works great if you are actually in an elevator and have...
"I am so proud that Kopp Consulting was named a New Jersey SmartCEO Future 50 winner" – Caryn Kopp, Chief Door Opener The Future 50 Awards program is the largest SmartCEO awards program of the year, honoring companies that represent the future of the...
While most of us need a second chance now and then in life, there are rarely second chances in business development. You can’t call a busy vice president or CEO a second time and say, “Hey, our first conversation really didn’t go the way that I wanted it to. Can we...
Just because you received the news that you didn’t get the sale doesn’t mean there still isn’t an opportunity for you. By taking the right actions, you could change your prospect's mind this time or set yourself up to win the next time. Here’s how to do it:...
What's another word for a decision maker in a sales situation? It is a prospect, a lead or a potential client, etc. These are all names we use to describe those we want to buy from us. However, something is missing from these words. It’s the human element. We need to...
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