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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 prospect? Perhaps you were too broad ...

If I had a dime for every business leader who says, “When we are in front of the right prospects we close sales most the time, we just need to get in front of more prospects!” I would be a VERY wealthy woman. Why hold off making changes or trying something new that will set ...

What could be missing from your sales playbooks which is crucial for getting business development right?

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 learned it takes to be most successful. Can you be successful ...

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, I ...

Next time you’re in a room full of business owners, try asking ten of them to define business development. Chances are, you’ll get ten different answers. Some might use the term interchangeably with “marketing,” while others think of business development as whatever the sales team does all day. A lot of people go to classes ...

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 show booth. But how much time have you spent thinking about ...

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 to develop an uneasy feeling that what you have to ...