Door Opening

When to Give Up on a Prospect

When to Give Up on a Prospect

When decision makers say, “No thank you," should you keep trying or cut your losses?  My experience is that as long as the prospect is someone whom your research indicates is an “A” level prospect there is no reason to give up, unless you receive new information that...

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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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Using the “Assume Close” Strategy to Open Doors

Using the “Assume Close” Strategy to Open Doors

The "Assume Close" strategy when opening doors has proven exceptionally successful, especially when working on securing meetings with difficult to reach corporate decision makers. Most recently, one of our Door Openers® used it and booked a meeting with a high level...

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Need to fix a weak Q1?

Need to fix a weak Q1?

If you are coming into this year with a weaker than expected Q1, it could have happened for a variety of reasons. Here are a few: 1. You may have proposals stuck in the pipeline due to decision makers who are holding off making decisions. 2. You may have spent too...

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Do you have a (professional) New Year’s resolution?

Do you have a (professional) New Year’s resolution?

Many make personal resolutions to ring in the New Year. But have you considered making a professional resolution as well? Each year business leaders and upper management set annual goals that often include things like 'grow top-line revenue' or 'meet more prospects'...

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The Sales Effectiveness Metric Most Don’t Measure

The Sales Effectiveness Metric Most Don’t Measure

If 100% of your 1st prospect meetings don’t result in 2nd meetings, there is likely a good reason and a few easy steps to correct it. Our company is best known for the Door Opener® Service. We get our clients the important, executive-level prospect meetings that fill...

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Getting Prospects to “Hello!”

Getting Prospects to “Hello!”

Did you have as many new prospect meetings as you wanted in the last 12 months? If not, why not? And, most importantly, what will you do differently in the next 12 months that will yield better results? If you didn't get as many meetings as you wanted it's important...

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Personalization Counts When Prospecting

Personalization Counts When Prospecting

It sounds like a no-brainer, doesn’t it? We personalize our conversations all day long with the people we know. It comes to us as naturally as reaching for our first cup of coffee in the morning. Yet, in all my years of selling and coaching others to sell,...

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Not Getting Enough Prospect Meetings? Here’s Why!

Not Getting Enough Prospect Meetings? Here’s Why!

If I had a dime for every business leader who says, “When we are in front of the right prospects we close sales most of the time, we just need to get in front of more prospects!” I would be a VERY wealthy woman. Why hold off making changes or trying something new that...

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The 5 Planks of Door Opening Success

The 5 Planks of Door Opening Success

The perfect pipeline includes a consistent incoming flow of new prospect relationships with the exact right decision makers. Most business leaders and sellers say they can close sales most the time when they are in front of the right prospects. The problem is they...

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