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 out files when you could be filling next year’s pipeline with new business? Most business owners and salespeople believe that trying to reach prospects at year-end is pointless and instead spend time getting organized...

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What My Dad Taught Me About Sales and Life

What My Dad Taught Me About Sales and Life

April marked the three year anniversary of my dad’s passing. I keep thinking 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...

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What is Business Development?

What is Business Development?

Next time you’re in a room full of business owners, try asking ten of them to define business development. Chances are, you’ll get ten different answers. Some might use the term interchangeably with “marketing,” while others think of business development as whatever...

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Get More New Prospect Meetings

Get More New Prospect Meetings

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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Is Your Seller Maniacally Methodical?

Is Your Seller Maniacally Methodical?

Is the salesperson you rely on to meet your goals (perhaps it’s you!) maniacally methodical? After running a company for almost 20 years whose primary focus is to get our clients in the door with their important prospects (Door Opener® Service), that’s what we’ve...

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When Your Solution Is Not the Right Fit

When Your Solution Is Not the Right Fit

Picture this: you’re meeting with your dream prospect. It’s the meeting which took months to land, the one which could lead you to make your challenging sales goals this year. As the conversation progresses and the prospect shares more about what he needs, you start...

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Making Sales Playbooks Work For You

Making Sales Playbooks Work For You

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...

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These Six Sentences Are Key to Leaving a Voicemail

These Six Sentences Are Key to Leaving a Voicemail

It was a very busy Monday at Kopp Consulting. As I was going through each task on my checklist, I needed to call a potential client. But before I even picked up the phone, I prepared what I would say if I reached his voicemail instead of him. No matter how busy I am,...

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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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What To Do When A LinkedIn Introduction Stalls

What To Do When A LinkedIn Introduction Stalls

One of the limitations of LinkedIn introductions is that you are at the mercy of the person doing the introducing. You have no control over how quickly your contact introduces you and you have no control over when you receive a response. To avoid what can feel like...

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