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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Personalization Counts When Prospecting

Personalization Counts When Prospecting

It sounds like a no-brainer, doesn’t it? We personalize our conversations all day long with the people we know. It comes to us as naturally as reaching for our first cup of coffee in the morning. Yet, in all my years of selling and coaching others to sell,...

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Why Waste the Month of August?

Why Waste the Month of August?

Make the most of your summer by seizing new business opportunities while your competition takes time off! 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 are...

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Expert Jack Daly endorses Kopp’s Door Opener® Service

“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...

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Calculating Your Sales Cycle

Calculating Your Sales Cycle

Sales take time to close. Whether you’re launching a new business or growing an established one, the ideal time for a closed sale is usually “yesterday.” But we all know that’s not how life works. There is a tremendous benefit, however, in being able to predict how...

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Getting Prospects to “Hello!”

Getting Prospects to “Hello!”

Did you have as many new prospect meetings as you wanted in the last 12 months? If not, why not? And, most importantly, what will you do differently in the next 12 months that will yield better results? If you didn't get as many meetings as you wanted it's important...

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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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Why Are You Having Trouble Closing The Sale?

Why Are You Having Trouble Closing The Sale?

It’s frustrating when sales don’t close. If deals don’t close as often as you believe they should, assess why and fix it so you can accelerate results. Ask yourself these 6 questions to help pinpoint why sales may not be closing. 1. Is this prospect the right kind of...

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Every Word Matters – Finding the Right Language

Every Word Matters – Finding the Right Language

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...

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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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