Podcasts about kopp consulting

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.”  

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

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/

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.    

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.

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 

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

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.   In episode 97, Learn a proven strategy to set your first meeting!  Rethink Your Approach!   I love this time of year. It's Masters Week in Golf, where the top players are looking to win one of the most prestigious golf tournaments and a chance to slip into the Green Jacket.   As most of you are aware, I am a major sports fan. I grew up playing soccer, basketball, and softball. As I entered the business world, I began to play golf. It was a significant advantage in business to play. You had the opportunity to spend four-plus hours with a prospective or current client building a relationship.   I learned the game playing with my brothers. In golf, you have a handicap that is a numerical measure of a golfer's potential. Better players are those with the lowest handicaps, and mine is currently 12. I want to get in the single digits; 9 is my first goal. So you may be wondering why I am sharing a story about my golf game.   For me to get better, I needed to rethink my approach if I wanted to play better. Golf is a game of inches. There were several factors I needed to consider. My first thought was to hire a golf coach to learn to perfect my swing and then practice what I learned on the course. So off I went to Golf Tec, and Ashley videotaped my swing to see our starting point. In golf, there are many opportunities where I can improve. My tee shot, in the fairway and putting on the green. So we started with me learning the mechanics of a golf swing. So, I made adjustments with my swing. We practiced indoors for several weeks until the weather improved me to play outside.   So off I went to play to try the new swing. I was mentally thinking about all the shifts in my swing. I hit a few good shots, and others looked like I never played golf. The couple I was playing with said you might want to get your money back. You were a great golfer. Not sure why you took lessons. I laughed and said it's a process, and I am sticking with it. It would have been easy for me to revert to what I knew and play okay. But my goal is to improve.   I started thinking about how we could apply the same principle in our business.     What can you do to Rethink Your Approach?   Perhaps when setting up that first meeting with your prospect. Are you having success with your current approach? Is there an opportunity to Rethink your approach? According to Zoom Info, only 2% of cold calls result in a meeting! It takes, on average, eight attempts today to connect with a prospect.     Let's Rethink about the Who, Why, When, and How!   It starts with the Who – Are you targeting the proper accounts and the right decision-makers? Review your list of target accounts to identify that are calling on the person who can say yes. In most cases, 25% of your targets are not a good fit.   Why -  this is important. Why should that decision-maker meet with you? We have to communicate why we are more valuable to them than their current vendor! What is your Valid Business Reason for them to make time for that first Conversation? Keep in mind on average, only 1% of companies are in the market today for your product or services.    Is it time to rethink your approach?     It's called Give to Get! You offer something of value, so the prospect gives you the opportunity to a conversation or first meeting.    Examples of something valuable to share: How trends are impacting their business ( Consumer behaviors or Local market conditions) Industry benchmark reports Insights on their target consumers' desires, wants, or habits that have changed. If your in marketing, a creative concept to connect to their consumers. Help them tell their story more effectively.   Rethink your approach to being a Viable Alternative to their current vendor I can imagine that most of us have made new calls and heard the following," We are not interested right now; we are happy with what we are doing." Let's face it. Most people are satisfied with their current vendor. So if you don't have something that can impact their business, it will be challenging to get the meeting. But how do you position yourself to become an option?    Caryn Kopp - CEO of Kopp Consulting, helps companies get in the door using this strategy.  Answer these three simple sentences.  Everybody can, and you fill in the blank, but not everyone can, and you fill in the blank, for example, and you fill in the blank.   An example of what Caryn's company says: "Anybody can say they can get you some meetings, but not everybody can say they have a 20-year history of getting executive-level meetings to discuss big engagements on behalf of their clients. For example, one of our clients had 20 meetings in 18 weeks and closed a sale in the fourth quarter, which is unheard of in their industry; that's what we can do."    Your message will matter when calling on new accounts. You have the opportunity to Rethink your approach and implement a proven process that Caryn designed to earn that first Conversation.   When – The timing of when you reach out to your prospects is vital. Wednesday and Thursdays are proven to be the best days to connect on the phone. Plus, a bonus is that the hours between 4 pm-5 pm are the best times to create engagement. Depending on your industry, the times could vary. Think like the customer and rethink when would be the best opportunity to connecting with them.   How -  And there is one final thought on how you will do it. Perfect your message first! Be consistent and persistent! Your energy and enthusiasm will be the difference to you getting the prospect to say yes!    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.      

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

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.

 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.

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.