Karin Roberts

7 min read

30 Responses to the Dreaded Sales Objection "It Costs Too Much"

Karin Roberts: Thu, Mar 29, 2018

Price objections are common in sales -- primarily because most prospects have learned pushing back on cost will get them a discount. That makes it difficult to respond to a pricing objection if you don’t want to immediately lower your price. While...

4 min read

7 Types of Sales Questions Reps Should Use in Every Conversation

Karin Roberts: Thu, Mar 22, 2018

According to Deb Calvert, author of DISCOVER Questions Get You Connected, most salespeople rely on the same three types of questions: Straightforward...

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4 min read

Are you heading to Chicago for the 2018 NRA Show?

Karin Roberts: Thu, Mar 15, 2018

Were you one of the 66,000 people at NRA Show last year? If so, you were part of history. The 98th National Restaurant Association Restaurant, was...

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Karin Roberts: Tue, Mar 13, 2018

The 2018 ExhibitorLive Trade Show event in Las Vegas offered many new engagement opportunities for both attendees and exhibitors. They brought a new...

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5 min read

How to Be Ridiculously Memorable in 4 Simple Steps

Karin Roberts: Tue, Mar 06, 2018

Memorability has a ripple effect across your sales career. Put yourself in the buyer’s shoes. You’ve almost decided between two similarly priced...

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4 min read

7 Questions to Test How Serious Your Prospect Is About Buying

Karin Roberts: Thu, Mar 01, 2018

You learn about a valuable treasure, but it’s at the top of a huge mountain. Reaching the peak requires overcoming extreme cold, fatigue, and high...

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3 min read

Ways to Use Video to Market Trade Shows

Karin Roberts: Tue, Feb 27, 2018

There’s no question – video marketing is here to stay. So if you’re not using video to educate and inspire attendees and/or exhibitors, you’re...

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3 min read

6 Ways to Bring Stalled Deals Back From the Dead

Karin Roberts: Thu, Feb 22, 2018

When a deal stalls, it’s tempting for the salesperson to unknowingly put themselves first. We’ve all been guilty of it at one time or another. You...

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6 min read

How to Sell Anything to Anybody

Karin Roberts: Tue, Feb 06, 2018

In Jill Konrath's opinion, the salesperson is the primary differentiator in B2B purchases today. As products and services become increasingly...

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6 min read

Trade Show exhibit Managers - do you know What is the ELD Mandate is?

Karin Roberts: Thu, Feb 01, 2018

The electronic logging device (ELD) rule – congressionally mandated as a part of MAP-21 – is intended to help create a safer work environment for...

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