Sales Process

December is a Great Time of Year to Reach Decision-Makers

December is a Great Time of Year to Reach Decision-Makers

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...

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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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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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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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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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Calculating Your Sales Cycle

Calculating Your Sales Cycle

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...

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The New Sales Paradigm – Finding New Clients Virtually

The New Sales Paradigm – Finding New Clients Virtually

The biggest sales challenge companies now face Most companies face a consistent challenge when it comes to sales. Those responsible for business development either don’t have the skills to get in with the right decision makers or their time is better spent on closing...

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Expert Jack Daly endorses Kopp’s Door Opener® Service

“We have finally found an outsource Door Opening Service that works!” Jack Daly is a sales and sales management expert who has led sales forces numbering in the thousands, operating out of hundreds of offices nationwide. Click below to hear Jack discuss how the Door...

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Protect Your Pipeline!

Protect Your Pipeline!

Some business leaders think their office building is their company’s most important asset and others think it’s their intellectual property. I believe your pipeline is your company's most important asset. If you want to avoid unnecessary peaks and valleys in yearly...

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