For many, fourth quarter can be a time to reflect on decisions made over the last year. What worked, what didn’t? What to continue doing to meet your goals and what to stop doing? As you may be embarking on this kind of reflection as well, I thought it would be...
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...
Did you ever notice people become more serious at the beginning of September? Gone are the lazy days of summer and in front of us are four important months before year end. I call this the “Back to School Mentality.” I see it as much amongst adults as I do amongst...
Today, I'm supposed to be in Boston with the Scaling Up Coaches for the CEO Summit where Verne Harnish will speak. Sadly, and thank to my first bout with Covid, I cannot be there and am experiencing F.O.M.O! In honor of the CEO Summit, I'm rereleasing this article I...
In the ever-evolving landscape of sales, where old strategies falter and new approaches emerge, one thing is clear: the game has changed. The dynamics of prospect relationships, buyer behavior, and information gathering have shifted fundamentally, posing a crucial...
Why spend the last two weeks of December cleaning your office when you could be filling next year’s pipeline with new business? Most business leaders and salespeople believe that trying to reach prospects at year-end is pointless and instead spend time getting...
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,...
During a prospect meeting, it’s not just about asking the right questions. It’s also about asking the right questions at the right time. One of our Door Openers accompanied a client’s salesperson on a meeting to evaluate how well the salesperson did eliciting...
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...
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....
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...
Sales take time to close. Whether you’re launching a new business or growing an established one, the ideal time for a closed sale is usually “yesterday.” But we all know that’s not how life works. There is a tremendous benefit, however, in being able to predict how...