4 min read
Karin Roberts: Thu, Jul 23, 2026
Winning business on the show floor isn't about the biggest booth or the loudest pitch. It's about what happens in the ninety seconds after someone...
3 min read
Karin Roberts: Tue, Oct 29, 2024
One of the highest ranking reasons that attendees identify for visiting an exhibition or event is their ability to connect with high value people....
6 min read
Karin Roberts: Tue, Feb 14, 2023
Today, companies are racing to return to in-person events after discovering there is no substitute for personal connections. In business,...
7 min read
Karin Roberts: Tue, Feb 04, 2020
There are nearly 15 million salespeople working in the United States, and they spend weeks or even months training for success in their role. Given...
8 min read
Karin Roberts: Tue, Sep 17, 2019
Money is always a sensitive topic—but it’s one that event professionals can’t afford to ignore. How can an event firm educate clients on the costs...
10 min read
Karin Roberts: Tue, Aug 07, 2018
Edith Wharton once said, “Ah, good conversation -- there’s nothing like it, is there? The air of ideas is the only air worth breathing.” Ms. Wharton...
3 min read
Karin Roberts: Tue, Jul 31, 2018
How do you create a compelling, engaging—and even exciting —trade show exhibit about a sensitive medical issue, all within a few hundred square feet?...
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...
7 min read
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...
5 min read
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...