Even with a team of rock star sellers, it can be very tricky to figure out the exact recipe for business development that works for your company. The world seems to offer every kind of business development program imaginable – email marketing without calls, email...
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...
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,...
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...
Networking, whether it is in person, via Linked In or in another manner, can have a lasting effect on future referrals. This is your opportunity to deepen the relationship with Centers of Influence. If done properly and with sincerity, you can have a referral source...
Simply put, 100 percent of the top performers prepare, while imposters are content to improvise. This is not just true in business; you see it in everything from sports to politics and the performing arts. Olympic gymnasts train thousands of hours for four minutes of...
As mentioned in Part 1 of this series, I recently had the privilege of spending time with some high level Fortune 500 corporate prospects. Knowing they hold the key to my clients’ successes, I asked them what they like and don’t like about their interactions with...
I recently had the privilege of spending time with some high level, Fortune 500 corporate prospects. We met at a conference which was designed to help potential suppliers meet and develop new relationships with Decision Makers. The opportunity arose for me to sit with...
Consistency earns the respect of decision makers, a necessity for growing relationships that lead to sales. On a flight to Dallas, I met a high level decision maker from a Fortune 500 company. I asked her what she liked and didn’t like about sales people to get her...
I was recently asked, “What is your single favorite piece of sales advice?” Here it is. Have a healthy respect and empathy for decision makers. These days decision makers are doing more than just their jobs. In the corporate world, many companies are still adjusting...