Ask The Right Questions At The Right Time: Sales is Situational

During a prospect meeting, it’s not just about asking the right questions. Sometimes, it’s about asking the right questions at the right time during the meeting.  One of our Door Openers accompanied a client’s salesperson on a meeting to evaluate … Continue reading

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Three Proven Strategies to Prevent Prospect Silence

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 … Continue reading

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No Sale Left Unturned: Clean Up At Trade Shows with 3 Overlooked Sales Strategies

Over the last year I’ve heard several stories about lost sales opportunities. Many occurred as a direct result of post-trade show oversights that could have been avoided. It happens too often. Join me by shaking your head as you read the … Continue reading

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The Missing Link is Detail

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 … Continue reading

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Hiring Sellers From The Best Doesn’t Actually Guarantee Results

Every company is different, and a salesperson who is a perfect fit for one company may be a bad hire at another. Many people who sell successfully for other companies may not sell well for you. I once worked with … Continue reading

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Is There Cheese Down that Tunnel?

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 – … Continue reading

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Does Cold Outreach Really Work?

So many people say cold calling is dead or they say  reaching out to someone you don’t know won’t be successful. That is not our experience. We have 17 Door Openers on our team who have reached out successfully to … Continue reading

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Kopp Consulting is on the Inc. 5000 List!

I am proud and honored to be included among the community of high-growth companies but I’m mostly proud of the growth we’ve contributed to our clients’ businesses. We grew this company because we are a team of high level, strategic … Continue reading

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7 Tips to Boost Sales in August

Why waste the month of August cleaning your office? Make the most of your summer by seizing new business opportunities while your competition plays miniature golf! Most business owners and salespeople assume making prospect calls in August is pointless because … Continue reading

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#1 Sales Tip Given To 1000 Business Leaders

At the Fortune Magazine Scaling Up Conference in Atlanta, Verne Harnish, author of Scaling Up, Founder of Gazelles and Entrepreneurs Organization called me to the stage. He asked me to share a sales tip with the audience of 1000 growth-focused … Continue reading

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