Best Practices

My Three Question Sequence To Shorten Your Sales Cycle!

My Three Question Sequence To Shorten Your Sales Cycle!

Most business leaders and sellers ask questions on sales calls. But how certain are you that the questions you ask are the best questions? At Kopp Consulting, we have a certain name for better questions. We call them "High Gain" questions. Why? When worded...

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When Prospects Don’t Call You Back

When Prospects Don’t Call You Back

It can be very frustrating when prospects don't call back!Here are a few of the strategies we use which work. We email the decision maker a content rich, compelling (short) email on a Sunday night. Our email becomes one of the first, if not the first, read...

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Getting the Most from Prospect Meetings

Getting the Most from Prospect Meetings

It's not easy to get a meeting with a decision maker. So when you have one, it had better go well! Have you ever finished a meeting and wished you achieved a better outcome, gotten further into the discussion or secured better next steps? We call this "the valuable...

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Landing (and keeping) the 2nd Meeting!

Landing (and keeping) the 2nd Meeting!

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....

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Get the Prospect Meetings You Want

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...

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Lead Nurturing Strategies which Actually Nurture Leads

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...

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What My Dad Taught Me About Sales and Life

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...

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Jump Start Relationships During Virtual Prospect Meetings!

Jump Start Relationships During Virtual Prospect Meetings!

Have you noticed that more and more prospect meetings are being held by conference call? With technology hiccups, people talking over each other and calls that drop, how do we make sure that the time we spend on these calls is the most productive time possible? Time...

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