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.

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) and Women’s Sales Pros.

• The hardest part of a sale process is getting the first meeting. If you don’t get the first meeting, you don’t get to proceed at all. This is why ‘opening the door’ to the right person in the target organization is the most essential step. And this is something that not everyone is up to. There are different types of salespeople- the hunters, the farmers, and the closers, and this step of opening is best suited to the hunter.
• Closing should be done by someone else, because rarely are there people who can open doors as well as close deals. However, Closing is an easier part and essentially the result of doing everything right to lead up to the close. Also, when we are talking about big-ticket sales, it is obvious that an SDR or a BDR will not be able to open doors at the CxO level.
• A top-down approach is better for big-ticket sales. While the CxO might not ultimately judge the usability of the product or service, they are the people who will ultimately sign off on the deal. It makes sense to start there and then be referred down for further discussions. But ownership is an important factor that determines the success of the deal, and the CxO is likely to be more invested in the procurement.

Run time – 54.19 mins.