When business leaders or salespeople hear prospects say, “I already have a contract for that, thanks anyway” they too often think there is no opportunity. They hang up, cross the prospect off the list, and never contact the prospect again. Big mistake! They are...
A seminar attendee once said, “If a prospect cancels a meeting, it obviously means the prospect is not interested. Further, if the meeting is rescheduled and the prospect cancels again, the prospect is not only uninterested, but also rude and unworthy of my...
It's not easy to get a meeting with a decision maker. So when you have one, it had better go well! Have you ever finished a meeting and wished you achieved a better outcome, gotten further into the discussion or secured better next steps? We call this "the valuable...
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...
In sales, there is nothing more frustrating than waiting to hear back from a prospect. We’ve all been there—spent time researching a potential client, had great meetings, agreed on next steps and then nothing, nada, just silence. Rather than dealing with prospect...
F.O.M.O. is an acronym for Fear Of Missing Out. This term, popular amongst college students, applies to adults too. It is the feeling that even though the calendar is full of important events and responsibilities, there’s something else more enticing, more urgent,...
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...
“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...
Did you ever wish you had more compelling language when speaking with prospects? Most companies spend very little time, if any, developing their sales message and making sure it works. You’ve spent time developing your website and brochure; you may even have a trade...
In the past, I’ve written about how to leave a prospect a six-sentence voicemail which makes an impact. But what do you say when you get someone live on the phone? You can’t stuff a six-sentence voicemail into a conversation and expect it to work. And, you won’t get a...
Too often salespeople skip relationship building to try to close deals faster. In doing so they risk losing sales to competitors willing to put in the time to create relationships. Before blaming sellers for sloppy salesmanship, look at management to see if anything...
A business development plan is a plan of action. It is a written document that explains the goals of your business and how you are going to achieve them. It contains background information such as market research and analysis, but more importantly, it contains the...