Podcasts about chief door opener

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.”  

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!

Here are the things to expect in the episode:What are some practical ways to help veterans identify their passions and purposes after they've left the military?How can you support veterans in exploring new career paths?What are some of the challenges that veterans face when transitioning to civilian life?Why is it essential to provide support for veterans after their service?And much more! About Mike:Mike Ferraro is the Chief Door-Opener for Bridging The Gap for Veterans and The Coffee Platoon Commander. As President and Founder of Bridging The Gap for Veterans Foundation, an IRS Fully Determined 501C3, Mike is an accomplished corporate, government, military, and business entrepreneur with strategic, operational, and tactical leadership talents and an exceptional record of establishing and cultivating long term relationships, creating sustained revenue generating programs, and leading new business ventures.At Bridging the Gap, he leads a national effort to help educate and advocate for the military community to find rewarding career paths.  Using an innovative program, Mike launched the Bridging the Gap Career Academy to enable all veterans to succeed during a career transition. He has hosted a grassroots career program called “Top Gun IGNITE Your Future” on military installations and via webinars with tremendous success for military candidates to meet hiring employers since 2016. About Joseph:Joseph Grisanzio is an experienced writer, copywriter, branding, and content specialist. He is the marketing manager for Bridging The Gap and The Coffee Platoon. Joseph is also an accomplished entertainer. Connect with Mike Ferraro & Joseph Grisanzio!Website: https://www.bridgingthegap.vet/Coffee with a Cause: https://www.thecoffeeplatoon.com/Fundraising Portal: https://www.thecoffeeplatoonfundraising.com/Monmouth County Division of Workforce Development: https://workinmonmouth.com/To find out more about BTG Career Academy, Back The Blue, Service Animal Program, Operation Suit Up, and more: https://www.bridgingthegap.vet/ Connect with Candice Snyder!Website: https://hairhealthvitality.com/passion-purpose-and-possibilities/Facebook: https://www.facebook.com/candice.snyderInstagram: https://www.instagram.com/candicesny17/LinkedIn: https://www.linkedin.com/in/candicesnyder/ICAN Institute: https://vl729.isrefer.com/go/mindandbody/PassionPurpose22/

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/

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!

Mike Ferraro, Chief Door Opener & Founder of Bridging the Gap for Veterans, joined Rich to discuss their new Hometown Hero Program. A program to honor a veteran, first responder or a frontline worker as a thank you for their services.  See omnystudio.com/listener for privacy information.

Zeoli Show Hour 4:  In the fourth hour of the Rich Zeoli Show, Rich discussed the reports coming in of a record high 12-month inflation rate for the first time in 30 years. Mike Ferraro, Chief Door Opener & Founder of Bridging the Gap for Veterans, joined Rich to discuss their new Hometown Hero Program. A program to honor a veteran, first responder or a frontline worker as a thank you for their services. And late night comedy welcomes "comedian" John Carl on The Late Show with Stephen Colbert See omnystudio.com/listener for privacy information.

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.

Today on The Rich Zeoli Show, we discuss life looking like it's back to normal as we reflect on an Independence Day full of hope and promise. Later in the show, Zeoli examines social theorist and economist Thomas Sowell's ideas on slave reparations all the way back from 2001! And finally, Zeoli concludes the show by talking about the audacity of President Joe Biden and his administration to boast about saving 16 cents on our July 4 cookouts. 6:00-Biden Administration brags about Americans saving 16 cents on their cookouts this year  6:10-Concerns over Delta variant rising  6:35-Maxine Waters comes out on July 4th slamming America  ​7:10-The Sopranos prequel movie 7:25-The left keeping people out of work to achieve $15/hr minimum wage  7:30-Governemnt wants to use Delta variant as excuse to shut it down again.  7:35-More PA nursing home resident died from COVID in the second wave than the first. 7:40-Governor Wolf vetoes bill to ban vaccine passports in Pennsylvania  7:50-What's on the cut sheet 8:00-Chinese Government shutdown a city over coronavirus spread 8:20-Jen Psaki tries to defend 16 cent cheaper cookouts for Americans 8:35--Chief Door Opener and Founder of Bridging the Gap for Veterans, Mike Ferraro, joined discussing the organization's goal to transition active military members to new career paths and establish funding for service animal programs throughout the area.  8:50-Richard Donner passes away  8:55-Who Won Twitter Photo by: Getty Images See omnystudio.com/listener for privacy information.

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

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.

 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!

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.

The world loves leaders. We write books and television shows about them and promote leadership as one of the defining qualities of a successful person. However, today’s guest Bill Treasurer, has a somewhat unorthodox take on what great leadership should really look like. After spending the last two decades as an author and leadership development coach for Fortune 500 brands, he has concluded that we have been wrong in our approach to the concept and essence of leadership.  “The first law of leadership is ‘It’s not about you’,” he says. A self-described leadership plumber (“I’m the one who gets the hairballs out,” he jokes), Bill explores this concept in his latest book entitled A Leadership Kick in the Ass. “I got the concept from my son. He was chosen to be class leader for the day. When I asked him how it went, he said ‘I got to open doors for people’,” Bill recalls. This seemingly innocuous but impactful statement revealed to Bill that one of the basic tenets of leadership was being overlooked. “Emerging leaders have sharp elbows of ambition. Sometimes leaders forget that the central of idea is about those being led. It’s never about the leader,” he says. While leaders are praised for being exceptional motivators, Bill describes leaders as Chief Opportunity Creators for both their people and their organization. Instead of judging individuals and teams by their own cadence, Bill urges leaders to exude patience. “99% of the leaders I meet are impatient,” he says, “But leaders must accept that people will take time to walk through the door you open for them.” With the number of responsibilities on their plate, leaders must find time to refocus – not only on the company’s goals – but also their leadership style. The renowned innovator Steve Jobs reportedly had a similar refocusing period after he was fired from Apple in the mid-80s. “He got back to the essentialism of it all. We learn best from experience and our transformational humiliating events,” Bill says. Leaders must learn how to authentically rebuild themselves in order to provide the greatest value to their team. Additionally, leaders can refocus by setting vision and getting team members to become emotionally invested its success. “Growth is good, but it’s just an outcome or an ends to the means. People and investment are the means,” Bill remarks. What are some ways you refocus your leadership? Let us know at www.Facebook.com/PaperNapkinWisdom or Twitter www.twitter.com/WiseNapkin!

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

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.

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