The Sell Like A Leader Podcast · 2026-02-25 · 28 min
David Kreiger sits down with Caryn Kopp, Chief Door Opener at Kopp Consulting, to explore why today's prospecting landscape is stacked against sellers, and what sales leaders need to do differently to break through. Caryn brings a human-first philosophy to prospecting built on 27 years of opening C-suite doors, and she challenges some of the most common assumptions. In this episode, she breaks down: Why executive buyers ignore outreach that "feels" AI-generated How precision targeting and disciplined ICP selection outperform volume The structural shift sales leaders must make to build a predictable pipeline The difference between using AI for research vs. outsourcing your thinking Why prospecting requires a different DNA than closing, and why most AEs shouldn't own both If you're a revenue leader trying to balance AI efficiency with real pipeline results, this conversation will challenge how you think about prospecting in 2026.
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