7 min read
Karin Roberts: Thu, Jun 14, 2018
Even at a trade show event - you want to create a sense of urgency with the person in your booth. Your product could be a great fit for your prospect. It's within their budget, you've offered them the perfect discount -- it should be a slam dunk....
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1 min read
Karin Roberts: Tue, Jun 12, 2018
As usual the 2018 NRA show was a blast. Every year, over the course of four days, more than 1,800 suppliers and tens of thousands of buyers come...
6 min read
Karin Roberts: Thu, Jun 07, 2018
Sometimes a salesperson gets lucky with an ultra-responsive prospect even while in their trade show booth. Every time the rep sends an email, a...
2 min read
Karin Roberts: Tue, May 29, 2018
We’ve all been through the same sales training and coached on the same sales playbook. When it comes to qualifying high-potential sales...
4 min read
Karin Roberts: Thu, May 24, 2018
Oh, baby. You’re in a sales demo, the company CEO just cycled in (17 minutes late), apologizes for being “slammed,” and immediately jumps into...
5 min read
Karin Roberts: Tue, May 22, 2018
Sales qualification is a game of questions even when you are standing in your trade show booth at an event. Unless you ask the right questions, you...
4 min read
Karin Roberts: Wed, May 16, 2018
The Radiological Society of North America (RSNA®) is an international society of radiologists, medical physicists and other medical professionals...
3 min read
Karin Roberts: Mon, May 14, 2018
If you’re a follower of Trade Show Insights – or you’ve attended any of my workshops – you’ve probably heard me talk about the importance of...
4 min read
Karin Roberts: Wed, May 09, 2018
At some point in the near future, regardless of whatever industry you are in, you will realize that a large percentage of your buyers are...
6 min read
Karin Roberts: Mon, May 07, 2018
Sales success largely depends on routines. There are only so many hours in a day to sell -- the more practiced salespeople are at completing everyday...