Executive decision-makers have until year's end to make things happen before their reviews. Not only do they need to complete initiatives on their list to get their bonuses and great scores, but also, those looking for promotions must showcase themselves to...
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,...
During a prospect meeting, it’s not just about asking the right questions. It’s also about asking the right questions at the right time. One of our Door Openers accompanied a client’s salesperson on a meeting to evaluate how well the salesperson did eliciting...
Most business leaders and sellers ask questions on sales calls. But how certain are you that the questions you ask are the best questions? At Kopp Consulting, we have a certain name for better questions. We call them "High Gain" questions. Why? When worded...
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...
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...
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...
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...