For many, fourth quarter can be a time to reflect on decisions made over the last year. What worked, what didn’t? What to continue doing to meet your goals and what to stop doing? As you may be embarking on this kind of reflection as well, I thought it would be...
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...
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...
Finding time for new business development can be difficult. There’s always something else that seems to be more important. I’ve found that people who don’t carve out time for this find themselves with an empty pipeline down the road. Here are 10 tips for fitting new...
Have you ever waited for a prospect to return your call? And he doesn’t? You call again, you email and still no reply? Argggg! How frustrating! Recently, a prospect asked me for a proposal. We were an exact match for his needs. Shoe in, couldn’t miss. So...
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...
In Part 1 of Avoiding the 'Big Black Hole' of Business Proposals, I covered the first two steps that will help you receive a well-earned request for a proposal including what to do in the Pre-Proposal Stage and how to Structure Your Proposal. This week we will explore...
Have you experienced the 'Big Black Hole' of the sales process? It's like this: You receive a well-earned request for a proposal, spend precious time crafting it, hit “send” and anxiously await a response. And then surprise, surprise, you’re rewarded with nothing but...