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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