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...
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...
Make the most of your summer by seizing new business opportunities while your competition plays miniature golf! While it’s true that most people do vacation in August, I don’t know anyone who goes away for 4 weeks straight! What does this mean for you? It means people...
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...
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...
Inc. revealed that Kopp Consulting Door Openers® is on its annual Inc. 5000 list, the most prestigious ranking of the fastest-growing private companies in America! The companies on the 2022 Inc. 5000 have demonstrated resilience amid supply chain woes, labor...
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...
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...
It’s no secret that buyer behavior has changed with the ease of information access we all enjoy through the internet. With a click of the mouse, we can get what we need to evaluate new products and services. There’s no doubt that shifting some dollars to digital...
Over the last year I’ve heard several stories about lost sales opportunities. Many occurred as a direct result of post-conference oversights that could have been avoided. It happens too often. Join me by shaking your head as you read the story below. Then, vow to...
Just because you received the news that you didn’t get the sale doesn’t mean there still isn’t an opportunity for you. By taking the right actions, you could change your prospect's mind this time or set yourself up to win the next time. Here’s how to do it:...
One of the most important decisions a business owner can make is how to protect one of the company’s most valuable assets…the sales pipeline. The relationships that you and your team have built with customers and prospects will lead to future income. Some prospects...