Podcast appearances and mentions of caryn kopp

This is episode 759. Read the complete transcription on the Sales Game Changers Podcast website here. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Effective Professional Selling (IEPS) Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Caryn Kopp, Chief Door Opener® at Kopp Consulting. Kopp Consulting is an IEPS Selling Essentials Marketplace® (SEM) service provider. Learn more about the SEM here. Find Caryn on LinkedIn.  CARYN'S TIP: “If you're not tracking the percent of first meetings that go to second meetings, you have no idea how effective your first meetings really are.”  

Every CEO wants their sales team talking to decision-makers — but getting in front of the C-suite isn't easy. Caryn Kopp has been opening high-level doors for 26+ years, and in this episode, she reveals her 5-plank framework for landing executive meetings.You'll learn how to build smarter prospect lists, craft messaging that gets noticed, and develop an outreach rhythm that actually works. If you're tired of cold calls and email blasts falling flat, don't miss this conversation.Social Links https://koppconsultingusa.com/https://koppconsultingusa.com/blog/https://www.linkedin.com/in/carynkopp/Connect with Alice HeimanLinkedIn Profile: https://www.linkedin.com/in/aliceheiman/Alice's Website: https://aliceheiman.com/

What % of the time are you facing your top three objections? If it's 75% of the time, it's time to do something about it. You want to reduce the percentage of the time you're receiving that objection. You can only do that by learning the most common objections you face. Caryn has the solution. Learn how to leverage her 3P process in this episode of Sales Reinvented.  Outline of This Episode [0:58] Common types of objections salespeople face [2:48] The biggest mistake salespeople make [4:11] How Caryn responds to objections [6:01] The role of empathy in objection-handling [7:00] How to handle objections with confidence [9:45] Caryn's top objection-handling dos and don'ts [11:43] Flipping the switch with a hesitant prospect Connect with Caryn Kopp Connect on LinkedIn Follow on X Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

Shedding more light on the sales world is Caryn Kopp from Kopp Consulting. Caryn shares her unique strategies and theories that have helped her and her clients cut down on sales cycles, creating impactful messaging tailored to specific prospects and purposes. She explains to Joel Volk, host of Small BizCast, how Ai and other groundbreaking tools give her the edge in a competitive market. Whether you're struggling to get in front of the right clients or looking to refine your sales outreach, today's episode is packed with actionable insights and inspiring stories that will help you on your business journey.  00:00 Small Bizcast tackles sales challenges with expertise. 04:40 Discovering sales skills through phone book telemarketing. 09:27 Hired senior staff to avoid micromanaging. 12:00 Guide your sources to refer ideal clients. 14:31 Podcast seeks to share valuable business insights. 19:51 Outsource lead generation for small business growth. 21:18 Hire senior level business developers for success. 24:12 Employee lacks focus on customer-centric solutions. 30:02 Assessing client profitability and acquisition cost evaluation. 33:59 Understanding producer responsibilities leads to increased earnings. 36:42 Referral led to successful sales improvement strategy. 39:52 Reduce 14 hours, now only 4. AI for analysis, but human for calling. 44:06 Podcast aims to help connect and grow business. 44:51 Karen offers help for small businesses growth. ------------------- Guest: Caryn Kopp | Kopp Consulting | www.koppconsultingusa.com ------------------ We'd like to thank our sponsors: Hot Dog Business Growth, JorgensenHR and Southern California Labrador Retriever Rescue

In this episode, we had the privilege of hosting Caryn Kopp, a seasoned expert in sales messaging and business development. Caryn's extensive experience has made her a master of opening doors to new business opportunities, and her insights are invaluable for anyone looking to enhance their sales strategies.Discover the Power of Value: Caryn emphasizes the importance of focusing on the value your product or service offers rather than just highlighting differentiation from competitors. Learn how to craft compelling messaging that resonates with prospects.Unveil the Right Prospects: Targeting the right prospects is critical. Caryn discusses effective methods to identify and engage prospects who are more likely to convert, saving time and effort.Overcome Objections with Confidence: Caryn shares proven techniques for anticipating objections and crafting responses that address prospects' concerns. Gain insights into handling objections to move prospects closer to a sale.Tune in to this episode to gain insights into refining your sales messaging, identifying prospects, and handling objections with finesse. Unlock Caryn's expertise and take your sales strategies to new heights.Whether you're a business owner, a sales professional, or anyone interested in mastering the art of sales messaging, this episode is a must-listen. Elevate your sales game by understanding the value-centric approach, prospect targeting, and objection handling strategies shared by Caryn Kopp. Don't miss out—listen to the full episode now to transform your sales approach. Hosted on Acast. See acast.com/privacy for more information.

In Conversation with Caryn Kopp, Author, "Biz Dev Done Right". She speaks to Subhanjan Sarkar in this episode on her book, "Biz Dev Done Right". The post Bizcast: Bits about books – In Conversation with Caryn Kopp, Author, “Biz Dev Done Right”   appeared first on Business Podcast Network.

Kathleen concluders her conversation with Caryn Kopp, the Chief Door Opener at Kopp Consulting. In this final segment, we dive into some of the most important aspects of her work: her team and her culture. Caryn tells me how she built a team of talented and passionate professionals who share her vision and values. She also shares how she fosters a culture of caring and compassion in her organization, and how that translates into better results for her clients. Caryn also gives some valuable advice for the next generation of entrepreneurs who want to make a difference in the world. Caryn is a remarkable leader who dares to care in the workplace and beyond.Stay tuned for more inspiring stories from leaders who dare to care!

In the latest episode of Dare to Care in the Workplace, the podcast where we explore how to create a culture of caring and compassion in your organization, Kathleen welcomes Caryn Kopp, the Chief Door Opener at Kopp Consulting. Caryn is a powerhouse in the field of business development, helping thousands of clients secure initial meetings with decision-makers at the executive level in almost every major company. She is also a best-selling author, internationally recognized speaker, and award-winning entrepreneur. In this episode, we talk about how Caryn started her Door Opener Service, what are the secrets to getting in the door with your prospects, and how she leads her team with care and respect. Caryn is an inspiring example of someone who dares to care in the workplace and beyond. Tune in and get ready to learn from her amazing story!

Episode Summary: In this episode of Practice Growth HQ I chat with Caryn Kopp about how you can grow your network and increase referrals for your practice.  Caryn Kopp is the “Chief Door Opener” at Kopp Consulting, helping her clients land more meetings with their best prospects. She's also a best selling author, internationally recognised speaker and an expert in business development.  In this episode you'll learn the “5 planks” for opening doors in your business, the key difference between sales messaging and marketing, and the importance of having a well-crafted networking blurb.  If you'd like to know how to build relationships with more practitioners so that you can increase referrals to your practice, don't miss this episode!  What you'll learn:  (07:31) Why healthcare professionals need to be able to “open doors” (even if you've got a full schedule of patients)   (10:41) How to know if you're networking with the right people (lots of health professionals get this wrong) (15:00) Caryn unpacks the “5 planks” to opening doors for your business  (16:56) Discover the key difference between sales messaging and marketing messaging  (23:12) Networking blurbs: What are they and how will they help grow your business?  (24:00) The Gap Method: How to explain your point of difference to your referrers   (29:36) Why your patients don't really care why you're different (and what they really care about instead)   (31:55) The critical importance of choosing language that your target market understands and connects with    (33:31) How to handle any objections with ease before they come up with new prospects  (37:16) What to do if you're responsible for business development in your practice and you aren't really sure what you're meant to be doing  (40:31) How to nail the execution and get what you want when you follow up with your prospects   Plus loads more!  Links and Resources:  Website: www.koppconsultingusa.com Book: Biz Dev Done Right 

Jeff Goldberg interviews Caryn Kopp, Chief Door Opener at Kopp Consulting. She helps business leaders and salespeople get in the door with their most sought after prospects. Connect with Caryn https://www.linkedin.com/in/carynkopp/ Know more about Jeff https://jgsalespro.com/ Connect with Jeff on LinkedIn: https://www.linkedin.com/in/jeffgoldbergsalescoach/

People are more likely to listen and emotionally connect to a story versus facts. That's why when you have a chance to tell a story, you're more likely to make that emotional connection. It's even better when they can see themselves in the story. But how do you tell stories that land? According to Caryn Kopp, it's all about using the right words. Outline of This Episode [0:59] Why is storytelling an important skill to possess in sales [2:03] Can you become a gifted storyteller?  [3:17] The ingredients of a great story that sells [6:32] The characteristics of a good storyteller [8:11] Resources to improve your storytelling abilities  [9:35] Caryn's top three storytelling dos and don'ts [12:09] How the right words are influential Can you become a gifted storyteller?  Caryn's company is built of senior business developers—that they call door openers—representing their clients and landing them meetings. Caryn is constantly asked if she can train sales teams to be better. The short answer is yes.  However, she can't train them to be someone who loves what they're doing. Some people just have it in their DNA. Some people have the gift for storytelling and others can improve if they learn how to structure a story to make emotional connections.  The right words are key to a great story that sells Caryn believes that there are three things you need to focus on when you're telling stories: Start with the end in mind: What is it that you're trying to accomplish through your story? Are you trying to get a meeting? Are you asking to close? Are you trying to nurture the relationship? What words, concepts, and themes will make the most impact where you are in the relationship with the prospect? Speak to the person—not the persona: People get caught up in the persona. But it lacks flesh, blood, and feelings. If you're speaking to someone, you've likely researched who they are. You know their background and challenges so you can make your storytelling connect.  Every word matters: Caryn's philosophy is that the person with the best words wins. That doesn't mean the best product or service always wins. When you prepare your story, make sure each word will work as hard for you as it can. Instead of saying, “I'm going to show you how this works,” say, “I'm going to prove how this works.” Replace words that help your story land with more impact. The characteristics of a good storyteller Caryn believes that a seller needs to truly care about the person with whom they're speaking and that they want to make their life better. They can make an emotional connection using words that communicate those ideas. Lastly, a great seller is present. You can make adjustments to your story in real-time as people react. How are they breathing? Should you stop and ask a question?  What are Caryn's top three storytelling dos and don'ts? Listen to find out! The right words are influential A prospect was considering Caryn's door opener service because she needed to grow her organization's sales. They were great at closing sales but didn't have time to get the opportunities.  Caryn was sitting outside Starbucks, waiting to get a latte when she got on the phone with her prospect. The prospect understood the service offering. She thought it was a perfect fit. Then she said “however.” She said they had several investments coming up and had to prioritize them first and revisit Caryn's service at a later time.  But Caryn was prepared. She could have just said, “Let's just connect in a couple of months.” Instead, she said, “In our previous conversations you told me that getting more opportunities and closing more sales is one of your highest priorities, especially to show your investors that you are able to do this.” She asked one last question, “If we don't proceed together, how will you accomplish your goals?”  Then she waited. Caryn's prospect said, “You're right. If we don't move forward now, we can't reach our goals. Let's get started.”  What can you learn from Caryn's story? She shares how her framework helped lead her prospect to the sale in this episode. Don't miss it!  Resources & People Mentioned Patricia Fripp The Kopp GAP Method of Sales Messaging® Connect with Caryn Kopp Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

Are you stumped on how to grow your business whilst helping your employees do the same?Perhaps you are falling victim to the wrong approach toward sales. Many businesses and leaders focus on the incorrect aspects of sales and often neglect to prepare their employees for growth.If this resonates with you, it's time to set key strategies in motion, aiming at remedying these mistakes.  It's time for you to reframe your prospecting process and train your teams adequately.We invited Caryn Kopp, Chief Door Opener® at Kopp Consulting and a sought-after keynote speaker, to share with us how to become successful in both selling and training. Caryn has helped thousands of business owners and salespeople secure initial meetings with high-level decision-makers in almost every significant Fortune 100 and 500 company, including P&G, Pfizer, GE, Merck, Verizon, AT&T, and many more.Listen to this episode of Conversations at The Edge with Caryn Kopp to discover the keys to doing biz dev and sales the right way.

Caryn Kopp explains during the SaasHoles Revops podcast what characteristics to look for in the best business development reps, BDR's, Cold Callers, lead generation and Door Openers Caryn also details the best way for Business Development Reps to handle objections, as well as her thoughts on using sales scripts for b2b marketing in revops Caryn is the Chief Door Opener® at Kopp Consulting whose Door Opener® Service has helped thousands secure initial meetings at the Executive Level in almost every major company. Caryn Kopp has been dubbed the Chief Door Opener® because she gets her clients “in the door” with their prospects. Caryn's senior business developers known as Kopp Door Openers® find the right opportunities and secure initial meetings for their clients. How helpful it would be if someone else did the high-level prospecting for you? A best-selling author, internationally recognized speaker, and an expert in Business Development, Caryn can be seen in Inc., Fortune Magazine, Forbes and Newsweek. She is a faculty member of Verne Harnish's Gazelle's Growth Institute and is the Sales Messaging Coach for Scaling Up coaches worldwide. She co-authored Biz Dev Done Right and wrote The Path To The Cash! The Words You NEED To Bypass Those Darned Prospect Objections. Caryn received her MBA from NYU's Stern School of Business and her undergraduate degree from Babson College. She has held board positions for the Entrepreneurs' Organization (EO), National Speakers' Association (NSA) and Enterprising Women Magazine. Caryn is also a member of the Women's Presidents Organization (WPO). Kopp Consulting has been recognized on the Inc. 5000 list for two consecutive years, was named one of NJ's 50 Fastest Growing Companies, received the Stevie Award for Sales Outsourcing Provider of the Year and named one of the 50 Leading Companies by Silicon Review. Caryn is the recipient of the SmartCEO Future 50, the Brava Award, the NJ BIZ 50 Best Women in Business award and was an NJ BIZ Business of the Year Finalist. Caryn also received leadership awards including the Top 25 NJ Leading Women Entrepreneurs, Enterprising Women of the Year and the Stevie Award for Female Entrepreneur of the Year. https://www.linkedin.com/in/carynkopp/ https://www.linkedin.com/company/kopp-consulting-llc/ https://www.youtube.com/user/koppdooropener/featured https://twitter.com/ChiefDoorOpener https://www.facebook.com/pages/category/Local-Business/Kopp-Consulting-LLC-268708983335277 --- Send in a voice message: https://anchor.fm/saasholes/message Support this podcast: https://anchor.fm/saasholes/support

In marketing and sales, talking to people in a way they can hear is crucial. Getting their attention and interest means an increased future generated sales. It is a very important process, and most businesses would consider this very crucial. Today, Don William interviews Lead Generation Queen, Caryn Kopp. Carolyn is the Chief Door Opener for Kopp Consulting, a company that helps business leaders and salespeople get in the door with their most sought-after prospects. Tune in and learn some valuable nuggets on how you can get that right door open!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.   Episode 154, How to create a Successful First meeting with a new client!   If you are in sales, your income depends on how well you do this.   Make sales! And making sales starts with earning a conversation with the client and solving their problems.    Have you ever heard the phrase No Pain, No Gain? I am guessing that picking up the phone to make a cold call to a prospect may feel more painful? But you do it. You convince the prospect to meet with you; great job. Now the real work begins.    So I have a question for you?   You are at the first meeting you worked so hard to get.   Are you prepared to ask thoughtful questions to help them?  The questions you ask at your first meeting will set the tone for how the client views you and your company? Do you have a list of questions?    A great way to engage your team in your next sales meeting would be to have the group share what questions they are asking in that first meeting? You can then break into small groups, or if you are working remotely, go into breakout rooms and discuss the most compelling questions your team should be asking that will help you gain vital information to help the client solve a problem.     Your team is prepared with questions to ask the new client at the initial meeting.   I want to share High Gain Questions that Caryn Kopp of Kopp Consulting recommends. Caryn's company success focuses on asking High Gain Questions that I thought would be helpful to share with your team.     What is the best way to do this?      During your First Meeting    Tell me a little about your role and how you're structured there.    What are the most important issues you want to be solved, or what do you wish was working better as it relates to ______________?    What have you already tried that hasn't worked?    What has worked?    Tell me more about that.    If this is nirvana for you after the meeting, what is the process for us to work together?    Who needs to be involved, and what paperwork needs to be signed?    What do you wish you could get from your current vendor (or vendor you previously used) that you can't get?    What kinds of ____ needs do you have which are immediate versus those coming down the pike?     For opportunities uncovered:    Will you be making the decision, or will there be others involved?   If there are others involved in the decision, what is important to each of them in choosing a vendor?    If you receive multiple proposals and all things look equal, including price, how will you go about making a decision?    If you are receiving multiple proposals and the proposals look different to you, how will you go about making a decision?    When are you looking to begin the project, and when do you need it completed?    Let's schedule a time on the calendar so I can walk you through the proposal and answer any questions you may have.    How's next Thursday for you, 10 am?   What is your cell number (if you don't have it) so I can text you a question as I put the proposal together.     Remember, everyone's time matters, including yours. Make sure you are more prepared than your competitors by asking High Gain questions, so you have the opportunity to earn the business over them!    Learn more about Caryn Kopp and how her company is opening doors to decision-makers- http://www.koppconsultingusa.com      If you think someone could benefit from this episode, share it, rate it, or subscribe for Free on Itunes or Spotify, so you don't miss out on the next three-word podcast.   Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.   Confidential 2022 Kopp Consulting, LLC. All content provided herin is confidential and the sole intellectual property of Kopp Consulting, LLC and is being provided solely for internal purposes. This content shall not be republished or used in any form or in any manner without the express consent of Kopp Consulting, LLC. Reproduction or modification of any content or the creation of derivative works, therefrom, in whole or in part, without permission is strictly prohibited.    

Bestselling author of Biz Dev Done Right, Caryn has helped thousands of business owners and salespeople secure initial meetings with high-level decision-makers in almost every major Fortune 100 and 500 company.For this episode, she joins us to answer the question: What's working in sales right now?

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.   Episode 142, What should you say when calling a new prospect?   I wonder if you can relate to this situation when making a new business call and what to say when they answer.   Hello, it's me I was wondering if after all these years you'd like to meet To go over everything Or I was wondering if after all these years you'd like to buy advertising.   Laughing- I will stick to my day job and leave the singing to Adele.  Maybe that's not the best approach, but how many of us may feel that way when making new calls.   I discussed this very topic in a coaching session with a team member, reviewing their new business targets. He had chosen these accounts worth his time to call on. I asked the question, why did you decide to call on this one? He replied that we have great success in this category, and I can help the client. I like that he has confidence in a category, creating a better opportunity to call on a client. I then went on to say, what do you say when that client answers your call?   Most of us believe that if we get them on the phone, I can find a way to get that new meeting. It sounds simple, but it's not easy. Clients have problems that need to be solved, and the question is will it be you solving it or your competitors? There are many factors at that moment they answer.    What state of mind are they in when you call?  Will you add value to their day or steal time?  Either way, you have one chance to earn the conversation to see if you can help.   One of the best in the industry at setting new meetings is Caryn Kopp – of Kopp Consulting, and she shared some advice that I believe can benefit all of us.   It's essential to get it right when the prospect answers the phone. When you reach someone live, you have less time to get the prospect's attention and get your point across. And, you won't get a second chance at that same conversation. So, Caryn recommends preparing two sentences and a question to engage prospects in dialogue and start a short discussion.    Here is the framework which will help you.    Sentence 1: Your name and your company name. "Hi, this is Lisa Thal from 2060 Digital."      Sentence 2: Precisely what you do in language which is relevant and compelling to your decision-maker. "We do new business development, and we get our clients in front of the right customers."       Question: A follow-up question to engage the conversation. "How important is showing new customers conversions for you this year?" If you have done a good job selecting the right prospects to call, the decision-maker will answer my question by saying, "That is important to me." Then, I would say, "Glad we connected!" And the conversation would continue.   The key that Caryn shares are to remember what your prospects could gain by talking with you or meeting you versus what they have now without knowing you. In other words, how can knowing you make your prospect's life better?   We have to keep in mind that the prospects we call are not expecting our call. Or they would be calling us! Wouldn't that be great?   Focus your message from the prospect's point of view.    Will your two sentences and follow-up question engage your prospect in a conversation? Create two sentences that work for your industry and practice them on calls. Make adjustments along the way.   Keep your messages short and simple. Avoid saying sentences or phrases that make someone say, "What do you mean by that?" Avoid industry jargon which is meaningless phrases: "best in class," "great service."   Be prepared with your two intentional sentences and an intriguing question, and you will be ready for success.   If you do this, you will no longer be saying "Hello From the other side."     If you think someone could benefit from this article,  I invite you to share it.   Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com .  

In this episode, Brynne and Bill are joined by Caryn Kopp, “Chief Door Opener” at Kopp Consulting. Listen as they talk about using social media as a marketing tool to get to the radar of your targeted decision makers, so that when you reach out to them to start a relationship, you're not starting from square one because they already know a little bit about you.

What You'll Learn From This Episode: The progression before closing sales Learning to incorporate conversation Applying the 5 planks of door opening success Related Links and Resources: Go to www.koppconsultingusa.com/VFR and you will find some useful resources. One of them is pinpointing your company's sweet spots. Most people go wide in their targeting, but Caryn recommends adding 3 additional filters to your prospecting efforts. One of them is those who are experiencing urgency, those who are willing to pay for the charge of your services, and those who would find you to be an obvious solution. If you add those 3 filters, you're more likely to contact people who are right and ready. Summary: When Caryn Kopp was 11 years old, her neighbor who owned a franchise company told her she had a great phone voice and wondered if she'd like to try getting appointments for them. As time went on she won awards for this skill and it “opened the door,” pun intended, for her to launch her award-winning firm, Kopp Consulting where she holds the title of Chief Door Opener. Caryn's talent for seeing a company's “path to the cash” has inspired her to help thousands of business leaders and sellers secure initial meetings with their most important prospects. Here are the highlights of this episode: Caryn helps business leaders who need to get in the door at the executive level to have the first meeting with a prospect to usually discuss large engagement. They need more opportunities to close; they either don't have the time or the talent to get those opportunities to the top of their funnel. Primarily, they need more closed sales, and before that they need more opportunities, before that they need more meetings. Even before that, they need enough time to get those meetings on the calendar. That's usually the progression. When people aren't getting enough meetings as they often should, there's one or more problems with door opening success. The right target, the right sales message. The marketing message and the sales message are not the same thing. They need to have right answers to any objections, so that they can move forward towards the meeting. They need to have the right person doing the work. Then having the right execution; are you people spending enough time in getting those doors open? Those are the 5 planks of door opening success. Any one of those planks is missing, the doors may not open.  Caryn's Valuable Free Action (VFA): She says that one should learn to incorporate conversation when they do their prospecting outreach. LinkedIn, Phone and email in combination to the right person is what usually leads to the meeting, one-on-one communication.

What You'll Learn From This Episode: The progression before closing sales Learning to incorporate conversation Applying the 5 planks of door opening success Related Links and Resources: Go to www.koppconsultingusa.com/VFR and you will find some useful resources. One of them is pinpointing your company's sweet spots. Most people go wide in their targeting, but Caryn recommends adding 3 additional filters to your prospecting efforts. One of them is those who are experiencing urgency, those who are willing to pay for the charge of your services, and those who would find you to be an obvious solution. If you add those 3 filters, you're more likely to contact people who are right and ready. Summary: When Caryn Kopp was 11 years old, her neighbor who owned a franchise company told her she had a great phone voice and wondered if she'd like to try getting appointments for them. As time went on she won awards for this skill and it “opened the door,” pun intended, for her to launch her award-winning firm, Kopp Consulting where she holds the title of Chief Door Opener. Caryn's talent for seeing a company's “path to the cash” has inspired her to help thousands of business leaders and sellers secure initial meetings with their most important prospects. Here are the highlights of this episode: Caryn helps business leaders who need to get in the door at the executive level to have the first meeting with a prospect to usually discuss large engagement. They need more opportunities to close; they either don't have the time or the talent to get those opportunities to the top of their funnel. Primarily, they need more closed sales, and before that they need more opportunities, before that they need more meetings. Even before that, they need enough time to get those meetings on the calendar. That's usually the progression. When people aren't getting enough meetings as they often should, there's one or more problems with door opening success. The right target, the right sales message. The marketing message and the sales message are not the same thing. They need to have right answers to any objections, so that they can move forward towards the meeting. They need to have the right person doing the work. Then having the right execution; are you people spending enough time in getting those doors open? Those are the 5 planks of door opening success. Any one of those planks is missing, the doors may not open.  Caryn's Valuable Free Action (VFA): She says that one should learn to incorporate conversation when they do their prospecting outreach. LinkedIn, Phone and email in combination to the right person is what usually leads to the meeting, one-on-one communication.

Join us for an insightful Conversation about sales effectiveness in a remote work era! We'll talk about what's working now in sales, and touch on new metrics for evaluating your sales results now. 

How do you get your foot in the door to make that sale? It seems like you’ve tried everything!  But have you tried Kopp Consulting? Too often the process of opening new prospect doors receives minimal attention from business owners and salespeople in terms of time spent, consistency, and strategy – three critical elements for prospecting success. Have you ever heard someone say, “When I’m in front of the right decision-maker I close the sale most of the time. I just can’t get in front of enough of the right people!” Kopp Consulting provides an easy solution for this with the Door Opener® Service. In this episode, Caryn describes how she and her team represent vendors to get them in the door of executive-level decision-makers to sell. Learn the five planks of the door opening success. Learn why you should pay attention to your mentors/ bosses to learn business or professional lessons and apply them in your journey. You will also learn the importance of having strong business development skills as a leader to grow your business. Key Takeaways: Why you should have a mentor to guide you and help you develop professional and business skills Learning how to be even with things to be successful in business and career The importance of developing your business during the pandemic to stay ahead of time How to get help as a leader struggling on the business development side of things www.TrailBlazersImpact.com 

Sales expert Caryn Kopp joins to share the most common blindspots most biz development teams are missing. Also, learn about the kind of sellers you need during times of crisis and 3 key questions you should be asking to get sales.

Lisa Thal is an Author, Speaker, and Business Coach.  Simplify Your Sales meetings. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 34 years of marketing, sales, and leadership experience.   Episode 98, You will learn how to write the perfect email when targeting new customers.   In episode 97, Mastering the Meeting, we discussed a strategy of what to say when calling on new accounts if you missed it due to being on Spring Break or a much-needed vacation, a great episode to listen to revisit.   I thought it would be a great follow-up podcast to discuss what you do if you cannot connect via the phone. I would think most of you listening would say, attempt two is sending an email. The question is, have you perfected the best method when sending your email?   Let's think about emails you receive. Which ones do you tend to open? I guess that you click on the emails that mean something to you? An email that will add value to your life. It saves you time, saves you money, or solves a problem your experiencing.   This is the same process our new customer targets go through as well. How can you be more successful in getting them to open your email so you can share with them a solution your products or service can provide.   But remember, it takes about eight attempts today to connect with a decision-maker. You always have to be prepared as to what to say, whether it's voicemail or email. We don't want to miss that one opportunity. I have researched for us as the best email approach to use.   See, your message matters! In my opinion, Caryn Kopp from Kopp Consulting has a proven sequence she uses when making calls to CEO's.   Many of you listening may be targeting CEOs, CMOS', Marketing Directors, or Business Owners. It all comes down to six sentences! I want to share an example of what Caryn would write in an email when targeting companies that want to reach CEO's.   "Hi, this is Caryn Kopp from Kopp Consulting. We do new business development, and we can help get you initial meetings with your most important prospects. In fact, one of our clients was recently awarded a place on the Profit 100 list. They grew over 100% in the last three years and credited our Door Opener Service® for landing large national accounts. If this kind of growth is important to you, let's find time to talk about how we can help you as well. Please call me at 908-781-7546, and I'll speak with you soon."   Let's take a look at each sentence so you can model her success to help you be more prepared when sending your email.   Sentence One In the first sentence, state your name and your company name. This information is crucial because if the listener deletes the message right after that, you still create awareness and an impression for you and your company, which is essential.   Sentence Two Next, explain exactly what you do using language that is relevant and compelling to your potential client. This is your hook. It is also one area where she says sellers make mistakes. Avoid industry jargon and fluffy, vanilla phrases (e.g., "best in class"), creating a disconnect with prospects. A word or phrase that is meaningful to you isn't always as meaningful to them.   Sentence Three and Four The third and fourth sentences are your statement of expertise and credibility. When developing these phrases, ask yourself: Why would decision-makers want the meeting? What is it about what I do that would benefit them that they would willingly make time on their busy calendars to discuss how I can make their lives better?   Sentence Five Now it's time for the call to action. What do you want? Do you want a 15-minute phone conversation? Do you want a meeting? Do you want a returned phone call? Be specific in your ask.   Sentence Six Last, give your phone number, conversationally—no need to repeat it. Put spaces in-between the digits and then say whatever goodbye is most comfortable for you.   Here's is a tip before sending your first email. Once you know what you are going to say, leave yourself a few voicemails for practice. Remember this formula: Language + delivery = outcome. In addition to being conversational in your delivery, it's important to vary your messages over time. You cannot leave the same voicemail a second time for the same person. As time goes on, add more information that also makes an impact.   I encourage you to walk through this strategy with your team in your next sales meeting. Discover the best approach to closing the attempts it takes to get in front of the correct accounts and decision-makers.   Stay with your conversational script and remember that you may leave 20-30 voicemails in a day; your prospect hears only one of yours. Make your message Matters!   If you think someone could benefit from this Episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next  three-word podcast.   If your company needs help opening doors to CEO's give Caryn Kopp Consulting a call to learn more .http://www.koppconsultingusa.com

Read the complete transcription on the Sales Game Changers Podcast website. CARYN'S TIP TO EMERGING SALES LEADERS: "The Kopp-Gap Method of Sales Messaging which, when it's done properly, can render your competition irrelevant. It's three sentences in a framework and when you're able to articulate your gap messaging, you are able to get in doors that your competition cannot get in. You're able to win business that your competition can't win because you're saying something that's valuable to the prospect.  It’s fill in the blank. “Anyone can,” and you fill in the blank, “But not everyone can,” and you fill in the blank. “For example,” fill in the blank." Start with that and see how it does for you. If it’s done properly, it will render your competition irrelevant."

How can a salesperson be a door opener? How can you nail lead generation and prospecting? What do you need to focus on? In this episode of Sales Reinvented, Caryn Copp shares some of her award-winning process—including touching on the 5 Planks of Door-Opening Success. If you’re ready to take your prospecting and lead generation skills to the next level, do not miss this episode!  Caryn Kopp is the Chief Door Opener® and Founder of Kopp Consulting’s award-winning Door Opener® Service. Caryn’s company lands executive-level prospect meetings for their clients using the skills of experienced business developers and superior sales messaging. Kopp has 2 trademarks in Sales Messaging, she co-authored the best seller, Biz Dev Done Right, she is a top 50 Keynote Speaker and had her first cold calling job when she was 11!  Outline of This Episode [1:04] The difference between prospecting and lead generation [3:04] Why are both important to the sales process? [5:04] The 5 Planks of Door-Opening Success [9:51] The attributes of a great salesperson [12:05] The skills salespeople need to develop [14:02] Caryn’s top dos and don’ts of prospecting  [17:10] Why you must be diligent with note-taking The difference between prospecting and lead generation Caryn points out that lead generation used to be anything to do with inbound lead generation and prospecting. The terms were used interchangeably. Lead generation has become more of a marketing term. It’s associated with sending out mass emails and getting people to raise their hands. The hand-raisers are then supposed to be sorted. One segment gets a phone call from sales. The others go into a drip campaign to lead them to be hand-raisers or influencers in the future.  Prospecting is choosing a group of prospects that need to know about you and approaching them. It may start with an email, a phone call, or an introduction from another customer. You’re engaging in a proactive activity to lead to a conversation. Lead generation softens a prospect so salespeople are contacting people who already have familiarity with the company, service, or offering. Caryn has done outsourced executive-level “door-opening” for over 20 years. They can get the right meetings without lead generation. But it’s more effective with lead generation. The 5 Planks of Door-Opening Success Caryn uses lead generation to create awareness with narrow groups of prospects and their influencers. If those leads aren’t ready for a phone call, there needs to be an automated drip campaign to keep them engaged to convert them to being hand-raisers or being influencers. The 5 Planks of Door-Opening Success leads to successful prospecting. If you aren't getting in the right prospects’ doors, you have a problem in one or more of the 5 planks. So what are they? You need the right target: 25% of prospects don’t belong on the list. You must choose prospects who feel a sense of urgency (navigating a trigger event), will pay for your services, and find you to be the right solution for them.  Plan what you’re going to say. What will get a busy executive to clear their calendar for a meeting with you? Especially if they already have a vendor for the solution you offer. They need to feel like it’s the best decision they’ll make all week. Have answers for objections. You will get shut down if you don't nail the 3 P’s of prospects’ objections: pre-think, prepare, and practice. What objections might you face? How do you prepare the answers? Can you have answers ready in a split-second?  You need the right door-opener. Some people are great at having a meeting and closing the sale (hunters). Then they are others who are intuitively great at opening the doors.  You must execute. Are you the right person to make the calls? Emails? How do you grow the relationship and make a difference? How much time are you spending on generating new revenue and prospecting? An hour or two a week doesn’t cut it. Caryn believes if you focus on developing and becoming an expert in these 5 planks, you’ll be more successful opening doors, getting leads, and closing sales. The attributes of a great salesperson Caryn emphasizes that being successful with prospecting and lead generation takes a certain kind of person. You can get training and be better than you are, but you may never love it. Some people have the DNA for sales. Caryn finds these salesmen and women to have an insatiable curiosity for people. They have the ability to be fully present in conversations. They can pivot without being shut down. People that don’t possess that skill may get a prospect on the phone, but they can’t get to the outcome. It’ll be entered in the CRM as “the prospect wasn’t interested” but it might mean they can’t hold their own in a conversation. They are also maniacally methodical. They have to want to put time into this—which not everyone wants to do. What are the top skills to develop? What are Caryn’s prospecting and lead generation dos and don’ts? Listen to learn more! Why you must be diligent with note-taking When Caryn was doing door-opening for other companies, there was one prospect at a pharmaceutical company that shut her down—but not because she wasn’t interested. They were reorganizing and no new vendors were being considered. She wanted to hold off for 6 months. During their conversation, they ended up chatting about a dog she adopted who was afraid of its water bowl. Caryn kept diligent notes. She sent this prospect information throughout the 6 months to keep her warm. Right before the 6 months, she hopped on the phone and asked her how her dog was doing. Her prospect couldn’t believe she remembered that detail. It solidified their relationship in a way that wouldn’t have happened otherwise. Caryn’s client got the meeting and the business. The moral of the story? Take copious notes, review them, and make every phone call and email meaningful. Every touchpoint will either build a relationship or ruin a relationship. Lastly, never miss a follow-up. Set a task reminder and be consistent. Be a constant quality presence in your prospect’s life. To hear the rest of Caryn’s thoughts on prospecting and lead generation, listen to the whole episode!  Resources & People Mentioned BOOK: Biz Dev Done Right Connect with Caryn Kopp Follow on Twitter Connect on LinkedIn Connect With Paul Watts  LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

Today’s guest is an entrepreneur who built three multi-million dollar businesses by age 40. His coaching and consulting methodologies are in practice in over 35 countries. He has written multiple books on the subject of business strategy, leadership and sustainable growth. He co-authored “Blueprint for Success” with Stephen R. Covey and Ken Blanchard; and his best-selling book, “The 7 Stages of Small Business Success,” lays out the formula for HyperGrowth. Each week, he co-hosts Quit and Get Rich on iHeart® radio and shares his insights from working with top companies from around the world. As a keynote speaker, he engages his audiences and keeps them on the edge of their seat by combining practical and impactful content with real-world experience. His content is original, profound, and battle-tested. Please join me in welcoming Carl Gould. Would you leave an honest rating and review on Apple Podcast? Or Stitcher? They are extremely helpful and I read each and every one of them. Thanks for the inspiration! In this episode we discuss: his thoughts on leadership: “Doing the right thing even if it’s unpopular.” how his little league coach empowered him to to build his leadership and decision skills at the young age of 12 years old. his belief that deep down we are all a heart and a soul that essentially want the same things out of life. how his upbringing in a large, diverse family helped prepare him to be self-aware and be open to a global interaction. his early entrepreneurial ventures; a landscape company and then a construction company. how he filled his schedule with different jobs while he made a name for himself in the coaching industry. his 4 aspects of successful coaching; the coach, the consultant, the mentor, and the advisor. how he views his network in two categories: “Are you a client now? Or will you be a client later?” Links Carl Gould on LinkedIn and Twitter. www.carlgould.com Books mentioned in this episode: “The 7 Stages of Small-Business Success: From Startup to Seven Figures in Three Years or Less” by Carl L. Gould “Biz Dev Done Right: Demystifying The Sales Process And Achieving The Results You Want” by Caryn Kopp & Carl Gould “Blueprint for Success” by Carl Gould, Ken Blanchard and Stephen R. Covey About Robbie: Robbie Samuels is a keynote speaker, TEDx speaker, and relationship-based business strategy coach who has been recognized as a “networking expert” by Harvard Business Review Ascend, Forbes, Lifehacker, and Inc and as an "industry expert in the field of digital event design" by JDC Events. He created The 5% Advantage Program, a four-week experiential program that helps presenters grow in their confidence with Zoom, online facilitation, and virtual event design so they can reduce their tech angst and host more engaging online experiences that meet the purpose of the convening and participants' need for content and connection. He is the host of #NoMoreBadZoom Virtual Happy Hour, a popular weekly virtual event that explores new ways to design engaging virtual experiences. He assists organizations with bringing their in-person events strategically online as a Virtual Event Design Consultant, Virtual Emcee, and Zoom Producer. He is the author of the best-selling business book Croissants vs. Bagels: Strategic, Effective, and Inclusive Networking at Conferences and has been profiled in the Harvard Business Review, Forbes, and Fast Company. He writes for Harvard Business Review Ascend. His clients include associations, women's leadership summits, and corporations including Marriott, AmeriCorps, Hostelling International, and General Assembly. He has been featured in several books including Stand Out: How to Find Your Breakthrough Idea and Build a Following Around It by Dorie Clark and The Connector’s Advantage: 7 Mindsets to Grow Your Influence and Impact by Michelle Tillis Lederman.

Lisa Thal is an Author, Speaker, and Business Coach.  She wrote the book "Three Word Meetings."  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa coaches leaders on how to take their sales and business meetings to the next level with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 33 years of marketing and leadership experience.   Episode 64,  learn seven tips to improving your sales!  So how can you continue to improve your business? Stay the course; keep looking for better ways to do business. Most people may be writing off this year. But there is work to be done to finish 2020 and get a jump start in 2021. Caryn Kopp, of Kopp Consulting, shared seven tips on seizing new business opportunities while your competition may be waiting for things to get better or taking time off.  I sense you are not the one sitting back and waiting. You are the one that looks at adversity with opportunity.     The seven tips to Boost your sales that Caryn shared:   □ Call 20 new "ideal" prospects. Your definition of "ideal" may have changed. Take the time to think about who is your ideal client and which clients you should be targeting. In our industry, we have shifted from restaurants to recruitment. The unemployment rate is high; manufacturing companies need to hire more employees. They need help and have money to spend.   □ Catch up with current clients as their needs may have changed. Offer support & value. It's a new day. Ask how you can support them. What can you and your company offer them to give them more value in working with you?   □ While talking with current clients, ask who else they know who needs you. Many of our clients are doing well. My friend, who owns a call center, her business is up 40%! She needs help in hiring. I asked her who else she knows that I could help.    □ Re-engage "ideal" prospects who said "no" or "not now" and see if they are now ready. Business is changing every day, and Some clients are moving closer to meeting and discussing ideas. Let's make sure they are meeting with you!   □ Look through pending proposals, identify three ideas to move each closer to a close. Brainstorm with your manager or another co-worker on a strategy to move your client to a yes. Discover what may be holding them back.   □ Connect with five new Centers of Influence (who can and will refer "ideal" prospects). Earning that referral is the quickest way to shorten the sales cycle. You have connections through LinkedIn and other social channels.     □ Purge prospects who don't fit your definition of "ideal," so you don't waste time. We all have someone on our list that no longer fits your description of an ideal customer. Say goodbye to them and hello to someone that has the spending power to work with you.   I encourage you to stay focused on the positives.   That yes, business is improving! And by taking action right now, prospecting for your IDEAL customers will set you up for a better month and a better year.

Caryn Kopp is the Chief Door Opener at Kopp Consulting. Recognized by Inc. as 5000 winners for the Door Opener Service where they provide executive-level appointment setting. Caryn is an internationally recognized speaker, an expert in Business Development and is the author of the best-seller Biz Dev Done Right. COVID19 is unlike any situation we have experienced before, and the seller must master the art of developing business in a virtual world. For the foreseeable future, we are not going to have conferences, trade shows and in-person networking even leveraging your network is going to be done differently. If you have done it before, says Caryn, it has changed in these last number of months, since COVID19. It is important to say on top of the changes, so the business does not experience a hiccup. The one thing that has changed is that the emails of decision-makers are filling up fast, everyone is bombarding buyers with emails with the word COVID19 in the communication, makes the email vanilla. Prospects know it is a cold email.  Few people are calling. The significant change is to use the phone, people that were working in an office are now at home they are crazy to hear a voice. You must enter the conversation with empathy and recognize that they will be having things going on at home. People can be much more human than they ever were.  You can connect with people now on a different level and engage with humans.  Caryn says you must get comfortable with video and see what is behind you because people will think you are disorganized if you work in a messy environment. What goes on behind you must represent you as professionally as you would like it to be.  People are missing the in personal connection; video is the most efficient way to spend your business development time.  Kopp Consulting gets companies more meeting than they could get for themselves. Kopp will never send mass emails but create an email for one person and follow up call on one person. It is business as usual for Kopp, but they are entering the conversation with more empathy. Entering dialogue with prospective customers by asking - how has their life changed in the last couple of months? And when are they talking about you going back to the office? Do your research and make sure the conversation is meant for that one person, Caryn says you must know why the prospect would want to have the discussion with you. Caryn mission is to educate people on what the process is like so those that want to do the door opening themselves but want to do it better and in the way business development needs to be done. The biggest mistake Caryn see business development people make is, first, not setting a date and time at every stage of the sales process. She says, make sure you leave enough time, such as “ I’m watching the time and know you have a hard stop in 7 minutes, we can answer a few more questions but why don’t we go ahead set a date and time for our next call so we can continue our conversation, how is Thursday 11 am for you?” People try to fit so much into the meeting take they get to the hard stop and get off the call. Secondly, not prepared with high gain questions.  What are the questions that elicit the best information for you, so you know the path of dialogue to follow so you can uncover the best opportunities for the prospect and you? Many lead generations companies say they will fill your appointment book, but if you want to get a meeting with a senior executive you cannot send the same connect request to thousands of people, this may work with transactional sales.  If you are talking to an executive about a new idea, it is a personal call or email that includes research and insights that gives that person the feeling that spending time with you may be the best decision they’d made all week.  That is a warm and interested prospect, rather than a lead, that is professional representation delivered by door openers that have over 15-years’ experience. Door openers use sales messaging that will pique the interest of the one decision-maker. You must marry the sales message with technique and answer why now. Caryn created the Kopp Gap Method of Sales Messaging, which helps sellers clearly articulate their value. When done correctly, these three sentences can render the competition irrelevant. Sell something people want to buy; otherwise, it creates an extended sales circle. Create the sales messaging, and narrow your target, have the right person representing you do the best job possible building great relationships with your prospects. If you fill the top of you funnel with those prospects interested in learning more, you become an obvious solution, says Caryn,  then your closing ratio will go up substantially in number and speed. Caryn Kopp Author of Biz Dev Done Right: Demystifying the Sales Process and Achieving the Results You Want https://www.linkedin.com/in/carynkopp/ https://www.koppconsultingusa.com/

In today’s episode, Kate Plummer and Johanna Gottlieb talk with Caryn Kopp. Caryn has been a guest on a previous podcast and is doing a special Promokitchen webinar series (details at Promokitchen.org). Caryn is the Chief Door Opener® at Kopp Consulting whose Door Opener® Service has helped thousands secure initial meetings at the Executive Level in almost every major company. Caryn Kopp has been dubbed the Chief Door Opener® because she gets her clients “in the door” with their prospects. Caryn’s senior business developers known as Kopp Door Openers® find the right opportunities and secure initial meetings for their clients.

 Lisa Thal is an Author, Speaker, and Business Coach.  She wrote the book "Three Word Meetings."  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa coaches leaders on how to take their sales and business meetings to the next level with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 33 years of marketing and leadership experience. In this episode, you will learn the fastest way to set the initial meeting with your prospective clients.   Caryn Kopp, Chief Door Opener of Kopp Consulting, has successfully helped Fortune 100 and Fortune  500 companies achieve this for over twenty years.  She has opened doors for companies like Verizon, GE, P&G, and Target.   Caryn shares her secret sauce to help us open more doors.   Contact Caryn at www.koppconsultingusa.com or 908-781-7546   If you like this podcast, make sure you rate it, if you think someone could benefit from this episode share it, or subscribe at Itunes or Spotify, so you don't miss out on the next three-word podcast.

Listen to the Episode Below: Length: 26:08 minutes I only want to focus on 3 things, said Caryn. But who will do the rest? Burned out, tired, and constantly pulled away from her family, Caryn Kopp reached her limit. Her company, Kopp Consulting, helps clients get new clients. Get meetings with high-level corporate decision makers. ... Read More The post How to move from lead-doer to small business leader appeared first on Business Exponential.

Caryn tells you about KOPP GAP Method of sales messaging and how it will make your competition will irrelevant. You can check her out at https://www.KoppConsultingUsa.com/

With over forty years of experience as an entrepreneur, Bill Cates can tick off the boxes for having started, built, and sold two successful book publishing companies. He has devoted the last twenty-five years to the art and science of relationship marketing. In today’s episode, Bill joins James and Dean to explain how he creates exponential business growth through radical relevance. He shares how entrepreneurs can create magnetic value propositions for their clientele and discusses the strategies that entrepreneurs should take note of. These tactics include figuring out your niche, focusing on a specific market, and learning how to approach customers in a way that displays empathy for their situation. Get your pen and paper ready because Bill digs deep. If you’re an entrepreneur struggling to get or keep clients, you don’t want to miss any of these gems.    The only differences that matter, matter. – Bill Cates   Outline of This Episode   - [05:05] What is radical relevance?   - [08:45] How you can create value proposition   - [18:50] The upside of zeroing in on a specific type of clientele   - [22:47] The different ways to reach out to your clients   - [29:09] How to use the billboard test   The two main challenges that entrepreneurs face Getting the word out about your business can be quite a challenging feat, especially when businesses open simultaneously with almost the same products or services. Sometimes trades get overshadowed by newer industries, and that can frustrate entrepreneurs. Bill discusses the two major challenges that businesses face today. With all the possibilities that come with the internet, some entrepreneurs don’t know how to take advantage of all the resources at their fingertips to get their businesses off the ground. Most people get overwhelmed and find themselves stuck doing what they’ve always known instead of adapting to the new changes.   How to create value proposition For a business owner, the value you provide the moment you meet someone is crucial. Most entrepreneurs have no real target market and typically end up doing shotgun marketing which results in no customers. You have to taper the focus in on the target market in order for you to know your value proposition. The narrower, the better as long as certain criteria is met so that you can find the right fit client. Once you have figured out your target market, you can then continue communicating your value to attract the right people for your business.   The tactical side of reaching out to clients Once you have decided on your target market, the next move is to know how to reach out to your potential clients. Bill emphasizes that it is pertinent to differentiate yourself from the competition without talking bad about others. He also highlights the importance of doing research about your clients before reaching out to them. Whether it be cold or warm research, once you know a little more about your market, you have a more in-depth context of who they are, which leads to more personalized connections.   Resources & People Mentioned   - Bill Cates’ Website: https://referralcoach.com/   - Bill Cates on Facebook: https://www.facebook.com/ReferralCoach/   - Bill Cates on Twitter: https://twitter.com/Bill_Cates   - Check out his book, Radical Relevance: https://referralcoach.mykajabi.com/radical-relevance   - Check out his Free Guide: http://www.exponentialgrowthguide.com/   - Check out Biz Dev Done Right by Caryn Kopp and Carl Gould: https://www.amazon.com/Biz-Dev-Done-Right-Demystifying/dp/1599326795   Music for “Just The Tips” is titled, “Happy Happy Game Show” by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License   Connect With James and Dean   James P. Friel:   - CEO Quickstart: https://jamespfriel.com/ceo-quickstart/   - Facebook Group: https://www.facebook.com/groups/hustledetox/   - Site: https://jamespfriel.com/   - Facebook Group (BulletProof Business): https://www.facebook.com/groups/1107362546297055/   - Interested in being a guest on the show?   Dean Holland:   - Blog: www.DeanHolland.com   - FB Page: https://www.facebook.com/DeanHollandHQ   - Billion Dollar Project: https://www.facebook.com/groups/BillionDollarProject/   Just The Tips Podcast:   - Facebook Page: https://www.facebook.com/justthetipsshow/

In our Christmas edition podcast, we hosted Caryn Kopp - chief door opener, best selling author, consultant and speaker. She believes that sales as well as prospecting success, consist out of 3 main elements: time spent, consistency and strategy. More great tips on making your business a sales machine while getting in the door with prospects, developing a qualified pipeline of prospects & developing the sales message that gets the door opened for the sales presentation, in our fresh podcast episode!

 Learn how to craft 'The Right Message' that helps you get through to the right decision-makers and brings the exact language that piques their interest so they listen and invite you in Know 'The Right Process' to get invited in by the person with the authority to buy your products or services Find-out how to be persistent in sales without annoying your prospects and how not to give up on a prospect Resources/Links: Check out: https://www.koppconsultingusa.com/ Summary Caryn Kopp is the Chief Door Opener® at Kopp Consulting whose Door Opener® Service has helped thousands of business leaders and salespeople secure initial meetings with high-level decision-makers in almost every major company including P&G, GE, Merck, Verizon, Kraft, Target, CBS, and the list goes on. A best-selling author, nationally recognized speaker, and an expert in Business Development, Caryn can be seen in Inc., Forbes, and Newsweek and she is a faculty member of Verne Harnish's Gazelles Growth Institute. In this episode, Caryn shares how she helps thousands of business leaders and salespeople secure initial meetings with high-level decision-makers through a well-crafted sales message that gets her clients “in the door” with their prospects. Check out these episode highlights: 01:55 – Caryn's ideal client: "Our ideal client is a business leader who needs more executive-level meetings than they can get on their own. Either through themselves or with their sales teams." 02:17– Problem Caryn helps solve: The problem that we're solving is getting these doors open and saying something that really matters to the decision-makers. 03:21 – Typical symptoms that clients do before reaching out to Caryn: "Fewer than desired meetings. That's an obvious one. But another obvious one is too many decision-makers who say that they're not interested,'No, thank you.'" 04:14 – Common mistakes people make when trying to solve that problem: Sometimes they fire their salespeople instead of changing their message. 05:11 – Caryn's Valuable Free Action(VFA): They can incorporate what we call the Kopp-Gap Method of sales messaging. It doesn't solve the entire sales messaging problem, but here's a little strategy for you. It's three sentences, it's fill in the blank. "Anyone can ________," and you fill in the blank, "But not everyone can ________," and you fill in the blank. Example statement: "Anybody can say they give great customer service, but not everyone can prove it. For example..." and then you layer something in that's incredibly powerful. 06:11 – Caryn's Valuable Free Resource(VFR): They can visit our website, which is koppconsultingusa.com 06:49 – Q: "When should somebody give up on a prospect?" A: In our world, as long as you've done a really good job targeting, and that means taking a wide group of prospects and making it more narrow. Focusing solely on those people who would find you too, one, be an obvious solution. Two, willingly pay what you want to charge for your products and services. And then also feel urgency around having a meeting and taking the next steps. So, if you can narrowly define your target group like that, there is no reason to give up on a prospect. In fact, Dan Kennedy said, "The difference between garbage and salad is timing." So, hang in there, because your competition won't. Tweetable Takeaways from this Episode: Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the pod...

 Learn how to craft 'The Right Message' that helps you get through to the right decision-makers and brings the exact language that piques their interest so they listen and invite you in Know 'The Right Process' to get invited in by the person with the authority to buy your products or services Find-out how to be persistent in sales without annoying your prospects and how not to give up on a prospect Resources/Links: Check out: https://www.koppconsultingusa.com/ Summary Caryn Kopp is the Chief Door Opener® at Kopp Consulting whose Door Opener® Service has helped thousands of business leaders and salespeople secure initial meetings with high-level decision-makers in almost every major company including P&G, GE, Merck, Verizon, Kraft, Target, CBS, and the list goes on. A best-selling author, nationally recognized speaker, and an expert in Business Development, Caryn can be seen in Inc., Forbes, and Newsweek and she is a faculty member of Verne Harnish’s Gazelles Growth Institute. In this episode, Caryn shares how she helps thousands of business leaders and salespeople secure initial meetings with high-level decision-makers through a well-crafted sales message that gets her clients “in the door” with their prospects. Check out these episode highlights: 01:55 – Caryn's ideal client: "Our ideal client is a business leader who needs more executive-level meetings than they can get on their own. Either through themselves or with their sales teams." 02:17– Problem Caryn helps solve: The problem that we're solving is getting these doors open and saying something that really matters to the decision-makers. 03:21 – Typical symptoms that clients do before reaching out to Caryn: "Fewer than desired meetings. That's an obvious one. But another obvious one is too many decision-makers who say that they're not interested,'No, thank you.'" 04:14 – Common mistakes people make when trying to solve that problem: Sometimes they fire their salespeople instead of changing their message. 05:11 – Caryn's Valuable Free Action(VFA): They can incorporate what we call the Kopp-Gap Method of sales messaging. It doesn't solve the entire sales messaging problem, but here's a little strategy for you. It's three sentences, it's fill in the blank. "Anyone can ________," and you fill in the blank, "But not everyone can ________," and you fill in the blank. Example statement: "Anybody can say they give great customer service, but not everyone can prove it. For example..." and then you layer something in that's incredibly powerful. 06:11 – Caryn's Valuable Free Resource(VFR): They can visit our website, which is koppconsultingusa.com 06:49 – Q: "When should somebody give up on a prospect?" A: In our world, as long as you've done a really good job targeting, and that means taking a wide group of prospects and making it more narrow. Focusing solely on those people who would find you too, one, be an obvious solution. Two, willingly pay what you want to charge for your products and services. And then also feel urgency around having a meeting and taking the next steps. So, if you can narrowly define your target group like that, there is no reason to give up on a prospect. In fact, Dan Kennedy said, "The difference between garbage and salad is timing." So, hang in there, because your competition won't. Tweetable Takeaways from this Episode: “The difference between garbage and salad is timing.” -@chiefdooropener quoting Dan KennedyClick To Tweet Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast) Tom Poland: 0:09 Hello everyone, and a very warm welcome to another edition of Marketing The Invisible. My name is Tom Poland, joined today by Caryn Kopp. Caryn, a very, well, good day, welcome. Where are you hanging out?

“I know I could sell my product - if I could just get in the door!” Sales Consultant and best-selling author Caryn Kopp, Chief Door Opener®, hears it all the time! She joins host Katie Bullard to talk through 5 key areas to tighten your sales process, so that when you finally get to the door - it’s open! Tune in to fine-tune your approach and find: the right target the right message the right objection responses the right door-opener the right execution process About Katie's guest: Caryn is the Chief Door Opener® at Kopp Consulting whose Door Opener® Service has helped thousands of business leaders and salespeople secure initial meetings with high-level decision-makers in almost every major company including P&G, GE, Merck, Verizon, Kraft, Target, CBS, and the list goes on. A best-selling author, nationally recognized speaker, and an expert in Business Development, Caryn can be seen in Inc., Forbes, and Newsweek and she is a faculty member of Verne Harnish’s Gazelles Growth Institute. Caryn is the author of The Path to The Cash!® and Biz Dev Done Right. Kopp Consulting has been recognized for two consecutive years on the Inc. 5000.

Caryn Kopp is the Chief Door Opener® at Kopp Consulting, the company she built from the ground up, which specializes in helping business owners land initial meetings with high-level decision makers at big-time companies. She is also a best-selling author, nationally-recognized speaker and expert in business development who can be seen in Inc., Forbes, Fortune Magazine and Newsweek and has been featured on the Wall Street Journal Morning Show. Caryn discusses the dynamics of building her company from home for only a strict 15 hours a week while her toddlers were in preschool. Tune in as she shares her unique perspective on building what has been named as one of NJ’s 50 Fastest Growing Companies even while all her employees work remotely. Join us every other week on Women's Wealth: The Middle Way®, a radio show aimed at helping women navigate questions about work, money, and family. You can find us on http://www.womensradio.com/author/lhurd, and https://womenswealth.podbean.com, on the SoundCloud Apps for iPhone and Android, https://soundcloud.com/womenswealthmiddleway and Spotify. See you in two weeks!

On this episode of Coach the Sale, we speak to Caryn Kopp, author of the incredibly successful book, “Biz Dev Done Right: Demystifying the Sales Process and Achieving the Results You Want”. Caryn provides fantastic advice on managing sales teams, as well as sharing tangible courses of action to help you clear your path to success. In this episode we cover: [+] Identifying blindspots in the sales process [+] Taking your pitch to the next level [+] Hiring the right staff, and the important differences between Openers and Closers [+] How to spot the Characteristics of high functioning performers [+] Finding the optimal outcome for every interaction [+] Teaching current staff new traits and techniques [+] Using the recruitment process to maximize hiring the right candidate [+] What an effective onboarding process looks like [+] Utilizing effective role plays that break from the usual scenario [+] How to best develop your sales messaging for your entire team [+] Listening to sales conversations as part of development [+] Strategies to grow sales through refining your messaging It’s all here and a lot more on this episode of Coach the Sale. For show notes visit: https://www.refract.ai/blog/business-development-done-right

In this episode, Barb's guestis Caryn Kopp. She is the Chief Door Opener® at Kopp Consulting, an Inc 5000 winner, recognized for the Door Opener® Service where they get their clients meetings with high level decision makers in almost every major company. 

In this episode, Caryn Kopp offers her wisdom and advice for entreprenuers to get their foot into the door with the major players. Her company secures new meetings at major companies like P&G, Pfizer, GE, Merck, Verizon. She is the Chief Door Opener® at Kopp Consulting whose Door Opener® service has helped thousands of business owners. As an example of her success, one of her clients closed $8.9MM in new revenue from 168 new meetings that resulted in 55 new clients. Visit her website at www.koppconsultingusa.com/. Featured Pitch Presenters: Tiasia O’Brien with Seam Social Labs, with products that make it easier for community residents to collaborate with local governments and organizations for social impact, at www.SeamSocialLabs.com/ Darlene Campbell with Campbell and Kate, with classic fitted shirts for hard-to-fit women, at CampbellandKate.com/ Alyce Hackett with the Womens’ Center for Entrepreneurship’s program PowerUP, which helps women owned businesses grow to the million dollar revenue level, at https://www.wcechttps://www.wcecnj.org/education/powerup/. Visit the https://www.gearhartlaw.com/passage-to-profit-show/ for updates and the current pitch contest.

In this episode, Caryn Kopp offers her wisdom and advice for entreprenuers to get their foot into the door with the major players. Her company secures new meetings at major companies like P&G, Pfizer, GE, Merck, Verizon. She is the Chief Door Opener® at Kopp Consulting whose Door Opener® service has helped thousands of business owners. As an example of her success, one of her clients closed $8.9MM in new revenue from 168 new meetings that resulted in 55 new clients. Visit her website at www.koppconsultingusa.com/. Featured Pitch Presenters: Tiasia O’Brien with Seam Social Labs, with products that make it easier for community residents to collaborate with local governments and organizations for social impact, at www.SeamSocialLabs.com/ Darlene Campbell with Campbell and Kate, with classic fitted shirts for hard-to-fit women, at CampbellandKate.com/ Alyce Hackett with the Womens’ Center for Entrepreneurship’s program PowerUP, which helps women owned businesses grow to the million dollar revenue level, at https://www.wcechttps://www.wcecnj.org/education/powerup/. Visit the https://www.gearhartlaw.com/passage-to-profit-show/ for updates and the current pitch contest.

Scaling Up Services is a podcast devoted to helping founders, partners, CEOs, key executives, and managers of service-based businesses scale their companies faster and with less drama. Have each episode delivered to your inbox by subscribing here: http://www.scalingupservices.com/subscribe

Tune in to learn how to open doors with your dream prospects from the "Chief Door Opener" at Kopp Consulting, Caryn Kopp. She has helped thousands of salespeople meet with high-level decision makers in almost every major company. This is a must-listen for any entrepreneur learning about business development. “Different doesn’t matter unless you’re different in a way that is of more value to the person that you’re speaking with.” – Caryn Kopp Learn more about this episode of Awaken Your Inner Superstar at http://blog.superstaractivator.com/52

At Caryn Kopp's award-winning firm, Kopp Consulting, she holds the title of Chief Door Opener. Caryn's talent for seeing a company's “path to the cash” has inspired her to help thousands of business owners and sales professionals secure initial meetings with hard to reach, high-level decision makers at Pfizer, P&G, Time Warner and more. She will be leading a workshop at skucamp New Orleans in the Fall and today we talk about structuring your business to make business development important, the strengths and weaknesses of social media when it comes to prospecting, messaging, and how our own industry misuses our greatest asset.

If you are trying to figure out what to do next when it comes to starting new business and getting doors opened with high level decision makers. This show is for you. My guest today is Caryn Kopp of Kopp Consulting. Caryn’s business is all about  opening doors and meeting with the right decision makers. If you aren’t talking to the right person it is impossible to close the deal. Caryn is also the author of Biz Dev Done Right which is all about uncovering and managing the blind spots in the sales process. When business development is done right there is no limit to what we can do. Caryn is the Chief Door Opener at Kopp consulting, and her service has helped thousands of business owners and salespeople secure meetings with the right people. Today, she shares expert insights into the sales and business development process. Episode Highlights: Her book is an Amazon bestseller and it helps uncover the blind spots that keep sellers from executing as they should. It uncovers the strategies and methodology to get the sales success we all deserve. It creates a predictable selling machine to get your foot in the door. The different types of salespeople that are out there. Farmers who grow the business and hunters who find the business. There are many different types of hunters. Closers and those who create new relationships. These are the openers who you want to hire to get business in the door. Salespeople are often strong in closing or opening. Kopp Consulting only hires openers. They offer outsourced openers with a proven process for creating sales messaging for high level prospects. Sometimes salespeople can’t get the meetings because of lack of time. Outsourcing to keep the top of the funnel full with new relationships. Then the sales people only have to go to meetings and close the sale. Getting the relationship open is a very different skill set. Having a full top of the funnel is a very efficient process. How when working with companies it is the bigger the better. They often work on the whale accounts. The client sales cycle may have different lengths, but they all want to keep the top of the funnel full. How they have short term and long term ongoing sales client relationships. How the right messaging, prospect, and readiness opens the door. This process takes two weeks for Caryn’s team. Two week onboarding at the top of the funnel. Launch with messaging and meetings. The handoff once they get the meeting includes remote access email through the client's company. The communication is seamless. They send the invite, and the meeting notification, and then an appointment report with the entire background of the meeting and client needs. Resources: Kopp Consulting Biz Dev Done Right CKopp@KoppConsultingUSA.com

Very rarely does a sale simply fall into your lap. Sales is a process that requires patience, time and follow-up as you build long-term relationships with prospects. And if your company protects those relationships, you will be rewarded with a predictable pipeline moving forward. Caryn Kopp is the Chief Door Opener at Kopp Consulting, known for helping her clients secure initial meetings with high-level decision-makers at top-tier companies like Pfizer, GE, Merck, Time Warner, Target, and CBS, among many others. Kopp's team of experienced senior business developers assist clients in finding the right prospects, and then they follow the sales team through the process. Kopp Consulting is recognized on the Inc. 5000 list as one of the fastest growing private firms in the country. Kopp is a best-selling author and nationally recognized speaker who has appeared in Inc., Fortune Magazine, Forbes and Newsweek. She has been named one of the Top 25 NJ Leading Women Entrepreneurs as well as Enterprising Woman of the Year. Kopp is passionate about helping business leaders understand the blind spots in the sales process and offering critical strategies for getting Business Development right. Today she shares the details of her Door Opener service, how to overcome objections, and the importance of understanding your sales cycle. Listen and learn to create a culture where follow-up is valued and to develop a predictable pipeline.   Key Interview Takeaways Ensure that your messaging doesn't suck. Differentiate your marketing copy (which is meant for the masses) from your sales copy (which speaks to a single person), and use the right language to move prospects from awareness to action. Anticipate objections and know the answers. For example, if your prospect already has a contract in your area, find out when the contract review period happens and whether the company is happy with their current provider. Understand ‘sales cyclenomics.' A true sales cycle involves a series of conversations with a number of stakeholders, and that takes time. If you don't really know the length of your sales cycle, everything you judge your metrics against may be incorrect. 98% of salespeople give up before the sales cycle has run its course. A sales team must protect their pipeline by thinking strategically and maintaining relationships-in-progress. Create a culture where follow-up is valued. If your company only compensates salespeople for meeting a quota at the end of Q1, that doesn't lend itself to building long-term relationships. And you need long-term relationships to build a predictable pipeline moving forward. Kopp Consulting's Door Opener Service helps companies develop the right messaging to get the tough doors open. A senior level business developer then watches how the salespeople carry the ball from that initial meeting through the process, and report any issues they may uncover along the way. Connect with Caryn Kopp Kopp Consulting Kopp Consulting Blog Resources Biz Dev Done Right: Demystifying the Sales Process and Achieving the Results You Want by Caryn Kopp and Carl Gould The Path to the Cash Manual by Caryn Kopp Learn more about your ad choices. Visit megaphone.fm/adchoices

Carl Gould is a best-selling author, award-winning coach, and serial entrepreneur that has clients all over the world. Today, on the EO Wonder Podcast, Carl reveals how many female entrepreneurs hold themselves back in business, and how they can use their femininity to their advantage. Tune-in to learn his insights on business development, scaling, and systems, what he says “no” to, and the habits that keep him focused on his goals. Finally, discover how Carl has broken down the book creation process so that anyone can share their expertise with the world. Time Stamped Show Notes: 00:25 – How to build a personal relationship with clients, be more persuasive, sell, and grow your business 00:48 – Female entrepreneurs can leverage this in a way men can’t; they are born networkers and multitaskers, and this gives them an advantage 01:15 – Women can interconnect “web-thinking” through blog and social media use and get to more places quicker than men in many cases 01:30 – Carl’s Entrepreneurial Journey 01:37 – Started when he was a teenager; he left college due to a leg injury and started his first business 6 months later 01:54 – He started a landscaping company which grew for about 5 years then he sold it; he then launched a construction company and sold it in 2004 02:15 – Today, he coaches, consults, and advises; in 1990 he went to a Tony Robbins event and fell in love with personal development and was coaching as a passion since then 02:35 – In 1996 he decided to coach professionally and set up his construction company to sell; in 2002 he launched the company that he has today 02:54 – His internal slogan is, “I get paid to play all around the world”; he has clients all over the world in over 35 countries and has a mentoring organization as well 03:30 – What is your preferred wiring? Visual, auditory, or kinesthetic? Carl is visual 04:00 – Visual people tend to be founders and first-generation owners of businesses; they see things better/different than they are, and their current reality as unacceptable 04:40 – Are entrepreneurs born or made? 04:50 – There is no correlation between personality and performance, anyone can do anything; entrepreneurs are born and everyone is born with entrepreneurial spirit 05:09 – Not everyone should be an entrepreneur; it is hard work and can wear you out if it isn’t for you and businesses fail early on if your heart and soul isn’t in it 05:40 – His businesses wore on him because they weren’t his passion 05:50 – Good entrepreneurs are made 06:12 – Tactics to help entrepreneurs – Taking us back to the Ice Age 06:24 – The most polarity between male and female and back then women governed; there was no war as women are more about life 07:20 – After the Ice Age hit, the one fastest genetic change that happened in humans (only 800 years) was women’s hair and eye color (blonde hair and blue eyes came into existence) 08:07 – This change was to make them stand out and win their mate 08:15 – The advent of farming came to be and women allowed men to govern (fence for animals and planting food) 08:36 –Business is the male form of war; if and when women are in charge, they govern differently 08:45 – Over the years business has become masculine endeavor: Find the problem/challenge, solve it, move on 08:58 – Women tend to struggle when they expand/talk about/share the problem and this creates a problem in business; male counterparts are so solution-driven that they perceive the focus on the problem as incompetence 09:45 – Women expand on the problem but don’t tap into their masculine energy to work on finding a solution, so it can stunt the growth of their business 10:10 – Male and female partners or female and female partners struggle with this and it can undermine the business 10:20 – The Solution: Take the powerful part of your femininity, the ability to separate from the ego, and make other people the star 10:35 – This is a way to build culture in a business; a woman can make the team the star in a way a male can’t and build up the team and culture 11:15 – Don’t overdo it as that can create drama and inflate the problem 11:42 – Any early-stage company is personality-driven and not always process-driven 12:30 – Early on you can wear all the hats in a business, but once you hit $5 Million, it is time to introduce that masculine energy 12:57 – This masculine energy comes in the form of systems controls, processes, and masculine people; you must become a process-driven company that compliments the personality-driven aspect 13:27 – You can’t scale talent or yourself, but you can scale processes and systems that allows others to flourish within it 13:45 – Build the systems that are reliable and consistent for your team so they can shine and advances your mission, vision, values, and purpose 14:08 – Reinventing the wheel is exhausting: People are in the most stress when they don’t know their next move 14:30 – The number of overwhelm is “4” and without systems it is easy to get overwhelmed 15:03 – Systems keep you out of overwhelm and allows the company to grow and expand its personality 15:38 – When nuts and bolts are out of the way, it keeps you available to think creatively 15:45 – Verne Harnish quote: “Routines will set you free”: Routines, rituals, and discipline are critical 15:57 – Someone once told Carl, “There’s never time to get it right, but there always seems to be time to do it over” 16:36 – He made a call and would look at the timer and find the calls were very short and it takes just as much time to get things right the first time 17:16 – He uses virtual assistants and contractors in his business, so the systems and processes have to be easily transferrable and clearly communicated 17:40 – He would write instructions but they wouldn’t translate for his VAs, he realized his explanations needed to be better 18:37 – Once they could easily communicate their systems, anyone could plug in and get the work done; this allows him to do other things as other parts of the company keep running 19:15 – Carl has never met a dumb person; everyone is smart but just needs to tap into their talent 20:08 – Everyone gets a company card for $500 and can use it if they need to without asking; this allows them to grow in their responsibility 20:45 – The more you can allow your line worker (the ones working directly with the customer) to satisfy the customer, the more your business can flourish 21:18 – You set the parameters and celebrate their success; this builds a standard, habits, and culture 21:51 – Carl’s routines and habits 22:00 – Weekly planning: In 1996 he wrote his life plan (50 years), every year he plans the next year, calendars main points, and plans life around that (weekly) 22:52 – He anticipates what’ll come up in the next week, speaks daily goals into a recorder, and he listens to it each morning while in the shower 23:29 – Carl’s goals: Life, bucket list, and the year’s mantra/theme (this year is the 6-pack, last year was badass) 23:47 – The 6-pack is 6 goals around finance, health, nutrition, relationship, business, career and each life category has a goal 24:10 – Spirituality, time management, and the varying kinds of relationships all have a place within the goal categories 24:58 – 6 financial goals: retirement goal, asset goal, passive income goal, earned income goal, ratio of speaking/coaching/consulting goal 25:18 – He writes and speaks his goals (5-10 minutes) and recites them back daily and does one bucket list item a year (this year is an African safari) 26:00 – He does visualization around lunchtime, listens to talk radio in the afternoon, and gages his productivity in the afternoon to map out the rest of his day 26:41 – He always thought of himself as a writer who spoke and always wanted to be a writer; he was published when he was 8 years old 27:37 – Speaking required more work and practice, but he enjoys doing it; he likes to generate original content from the unique way he views the world 28:20 – The personality of a business will mirror the personality of its owner, including the strengths and blind spots 28:30 – Overcoming blind spots: addressing the masculine and the feminine and finding remedies 29:14 – We are taught to ask the questions no one else is asking to get the answers that no one else is getting 30:00 – Up until 20-25 years old, you are rewarded for your solutions, but as you grow up you have to get more out of other people 30:30 – If you ask a question, someone has to come up with the answer; you can become a leader by becoming more fluent in your question-asking ability 31:00 – You can think bigger and enroll more people with bigger questions, and this is how you can scale 31:34 – The Blind Window: Open the window to go from the unknown to the known with the questions we ask 32:05 – The movie “Hidden Figures”: They asked a different question and got the answer they needed 32:40 – Entrepreneurs need coaches: he was coached and has coached entrepreneurs through big advancements in their businesses 33:17 – A coach that has lived it can ask you the right questions and act as a time machine to propel you forward 33:45 – A coach can see the glass that you can’t see and can coach you past it 34:08 – Studies show that coaching delivers at least an 8:1 ROI and helps you miss mistakes and slow-downs 35:05 – Stay on the right track and maintain momentum with a coach 35:21 – Why wouldn’t you have a coach? 35:30 – Tiger Woods example: His father passed away and was his mentor, for the past 9 years he hasn’t been able to find himself 36:26 – Frustrations when working with entrepreneurs 36:37 – Entrepreneurs are independent mavericks and want to fly solo, but then start to violate their own rules 37:28 – It is frustrating to watch entrepreneurs make the same mistakes over and over again because they’re breaking their own rules 38:45 – As humans we react quicker and more forcefully to remove pain from our life 39:00 – This is why hitting rock bottom is a catalyst for many; pain is a push to get you started, but you have to find what you love 39:21 – If you can find what propels you forward and put consequences in place if you get off that track, you can find a balance 39:48 – Accountability partners or accountability plans (scheduling a party when you are supposed to be finished remodeling a room) 40:28 – Social media or apps can be used to hold you accountable 41:08 – Having accountability keeps us focused and helps us say “no” enough 41:46 – What Carl says “no” to: 42:04 – All animal products, he tried to go gluten-free, he drinks maybe 12 drinks a year 43:09 – When he went vegan he discovered the importance of his health 43:24 – He says “no” to complacency in business 43:30 – What Carl says “yes” to 43:35 – He and his team know that you can and do anything you want as long as you meet your promise to your clients and coworkers 43:45 – He says “no to keeping anyone around that can’t maintain the standard so the community he created welcomes feedback and positivity 44:20 – Values are: “Positive Vibe” and “All Inputs to the Result” and his team is very aligned with their core values 45:10 – His book “Biz Dev Done Right” is a #1 Best Seller, was co-written with Caryn Kopp the “chief door opener” and Carl is the “chief discovery officer” 45:30 – Caryn has a consulting company where she opens doors to help companies get key meetings 45:47 – Clients come to them as a team for a drive in biz dev and revenue 46:00 – Book demystifies sales production process and management; how to set goals, put process and metrics in place, demand excellence, map everything out, and manage it over time in an easy, fun, and tangible way 46:51 – The process of writing a book 47:20 – Hearing vs. speaking words offers a very different experience 47:40 – Carl has written various books before “Biz Dev Done Right” 47:52 – He uses a process that helps entrepreneurs create their keynote speaking business, back-end consulting business, book, and speaking all at the same time 48:08 – First step is to create a 12-slide power point presentation (most books have 12 chapters) and each slide has 3-5 points that you want to make, with 3 bullets below that 48:48 – Carl will schedule 12 2-hour conference calls with you and interview you on all points, at the end you’ll have 24 hours of interview recordings 49:07 – A transcriber transcribes it, a ghostwriter forms it into a book, and the transcription can become a coaching program 50:04 – They have published 17 authors, and it costs $10,000 for the whole project 50:20 – A recent work they are proud of is called “The Hot Tub Manifesto,” and is about how to create your business around your life 50:40 – They helped create some of the content and intellectual property in the books “The Hot Tub Manifesto” and “Polar Bears and Penguins” and have had 14 authors contribute to “Personal Discovery” and “Business Discovery” book projects 51:00 – He wrote “The Anatomy of a Comeback” with Chuck Getchell and “Fix it in 5” with Carl Gibbons 51:20 – They can help you generate top content and get it out there in 3-6 months; they bring a completed project to the publisher 53:00 – Carl’s team knows the questions to ask to make you sound like an author 53:35 – Carl’s favorite quote: “Your playing small does not serve the world. There is nothing enlightened about shrinking so that other people won't feel insecure around you. We are all meant to shine, as children do. We were born to make manifest the glory of God that is within us. It's not just in some of us; it's in everyone.” 54:10 – Carl feels it is his duty to play big so that others can, too Key Points: Build the systems that are reliable and consistent for your team so they can shine and advances your company’s mission, vision, values, and purpose. You can get more done through others, but you must know how to ask the right questions. A coach can help act as a time machine: They’ll propel your business forward past roadblocks and mistakes that might otherwise hinder your growth. Resources Mentioned: Entrepreneur's Organization – The EO Network “Biz Dev Done Right” – Book by Carl Gould and Caryn Kopp Carlgould.com – Carl’s Website The easiest Rubik's Cube solution is available here in many languages. Learn it in an hour to impress your friends.   To listen to more EO Wonder episodes as well as our other podcasts, head to EOPodcasts.com

Caryn Kopp is an award-winning CEO, best-selling author, and self-proclaimed Chief Door Opener at her company, Kopp Consulting. Did you hear that 40-second audio recording at the beginning of the show? What is wrong with that message? Well, for today's podcast episode, Caryn will shed some light as to how to never be that kind of sales opener. People are missing several components when they're trying to get into the right door. Most of the time, people are lacking one or more of these five key pillars. To give a quick overview, the five pillars are: The right target/sales message, the right answers for objections, the right door opener doing the work, which also includes the right door opening mindset, then the right execution followed by the right workflow by that right person. It boils down to hiring talent and using their strengths effectively for the position that needs to be filled. Although it may sound easy, this is a big blind spot for companies. If you hire a closer to be a door opener, this will often lead to disaster and you will find yourself having trouble scaling. Very few people are able to be both an opener and a closer at the same time. So, after you have the right people in place, how can you get into these doors? It takes a bit of digging. The biggest mistake companies often make is looking at their current A-list clients and asking them what they did right, but what you should focus on instead is why did your very best clients originally want to speak to you in the first place? Dig at this why and then see if there are parallels based off what your different clients are saying. When you get this feedback, you can take it to the market and attract new customers that otherwise wouldn't have known or even realized you offer x service. It's not always obvious to your customer what you offer, so being able to highlight specific things that your A-list clients loved about you is a great door opener.   Interview Links: www.koppconsultingusa.com/ Biz Dev Done Right by Caryn Kopp More Resources: ScalingUpBusiness.com:  Learn about how growth coaching can help you and and your business see big results. Scaling Up Business Growth Workshops: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Bill on YouTube: Short videos to keep you Scaling Up.   Did you enjoy today's episode? If so then head over to iTunes and leave a review. It helps other business leaders discover the Scaling Up Business Podcast so they can also benefit from the knowledge shared in these podcasts. __ Scaling Up is the best-selling book, by Verne Harnish and the team at Gazelles, on how the fastest growing companies succeed where so many others fail. My name is Bill Gallagher and I'm a certified Gazelles business coach.  We help leadership teams to get the 4 Decisions around People, Strategy, Execution, and Cash right so that they can Scale Up successfully and beat the odds of business growth success. Our 4 Decisions are all part of the Rockefeller Habits 2.0 (from the original best-selling business book, Mastering the Rockefeller Habits).

Caryn is the Chief Door Opener at Kopp Consulting whose Door Opener Service has helped thousands of business owners and sales people secure initial meetings with high level decision makers in almost every major company including GE, Merck, Verizon, AT&T, Kraft, Target, CBS and the list goes on and on. Jeremy asks Caryn about which sales language will open doors to the best prospects and why most businesses have such a hard time crafting effective language. Make sure to check out the launch event for Caryn’s latest book, co-authored with Carl Gould and titled Biz Dev Done Right designed to help business owners and their sales people understand the blind spots in the sales process and learn critical strategies for getting Business Development right. Special launch event bonuses available here: http://bizdevbook.com/ For more great insights on the business development process, check out Caryn’s website at www.koppconsultingusa.com.

PromoKitchen Podcast #64 - Caryn Kopp by PromoKitchen

In a Quit & Get Rich special Gibbons interviews Gould and his co-author Caryn Kopp about their new book “Biz Dev Done Right” and then the G team were joined by robotics genius, prosthetics game changer, Easton LaChappelle, founder of Unlimited Tomorrow. This 19 year old prodigy has already done enough to get the attention of NASA, the thousands who attended his recent TEDx talk, plus the President of the United States who invited him to the White House to learn more about his work.This show is broadcast live on W4CY Radio (www.w4cy.com) part of Talk 4 Radio (http://www.talk4radio.com/) on the Talk 4 Media Network (http://www.talk4media.com/).

Key decision makers appreciate compelling and powerful messages from your salespeople. An intuitive opener is able to deliver the message and discover what truly matters to your prospects. A proficient closer should move the process along to close the sale using a refined sales language. If you have blind spots in your business don’t chuck your existing structure, find out what processes can be amended to overcome objections and dramatically change your close ratio.   Key Takeaways: [1:13] Business are missing the blind spots when developing their business [2:05] Don’t throw away your existing development efforts just change a few things [4:02] What is the missing link to creating new income [6:15] Realistic sales cycles and defining the message [8:03] Sales messages are compelling dialogue paths [10:22] The Rock Star Checklist for sellers [13:33] Customize your message for your business and your clients [15:28] Refine and narrow your target [17:04] What truly matters to your prospects, 3 times exercise [20:35] Key decision makers want the right person involved in the sales process [21:40] The Hunter/Farmer and Openers/Closers [22:48] Attracting the right sales people without the BS [26:32] Opening salespeople are more intuitive and they create fast, meaningful bonds [29:45] Demonstrating sales language proficiencies is a blind spot [32:25] Why an Objections Manual is critical [34:32] Let your hunters hunt, record them so they can move on to more sales [37:48] Language + Delivery = Outcome [40:33] Sometimes the devil is in the details, are your sellers prepared? [42:24] A real life client example of dramatically improving your close ratio [47:23] Date, time, date, time, date, time   Mentions: KoppConsulting BizDevDoneRight ckopp@koppconsultingusa.com    

Special guest - Caryn Kopp founder Kopp Consulting USA and author of The Path to The Cash!®: The Words You NEED To Bypass Those Darned Prospect Objections.This show is broadcast live on W4CY Radio (www.w4cy.com) part of Talk 4 Radio (http://www.talk4radio.com/) on the Talk 4 Media Network (http://www.talk4media.com/).