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...
selling at trade shows (2)
2 min read
6 Reasons You’re Not Successful at Trade Shows
Karin Roberts: Tue, Jan 09, 2018
It’s a hard truth: most exhibitors aren’t as successful as they could be. Do they realize they’re setting themselves up to fail? Probably not. The...
6 min read
How to Be Persistent in Sales Without Annoying Your Prospects
Karin Roberts: Thu, Jan 04, 2018
So you've done the preliminary research on a prospect and it looks like you could really help their company. Next step? Get them on the phone.
3 min read
Cold Calling Is Dead: 15 New Prospecting Strategies Salespeople Should Use
Karin Roberts: Tue, Dec 05, 2017
Cold calling used to be one of the best -- and only -- prospecting strategies salespeople could use. But in the past 40 years, a variety of more...
4 min read
50 Budget and Money Questions Salespeople Can Use With Any Prospect
Karin Roberts: Tue, Nov 21, 2017
Figuring out whether the buyer can afford your solution is nearly as important as figuring out whether they can use it - even when you working a...
5 min read
The 5 Most Common Objections During Prospecting and How to Overcome Them
Karin Roberts: Thu, Nov 16, 2017
When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. We focus on...
4 min read
How To Generate More Leads through a REFERRAL Contest
Karin Roberts: Tue, Oct 31, 2017
As a marketer, one of the most satisfying feelings is when you can rely on your existing customers to help grow awareness of your company. It's a...
3 min read
Lost a Deal? 3 Phrases That Increase Your Chances of Closing it in the Future
Karin Roberts: Thu, Sep 28, 2017
We all know what to say when we win deals, right? But professional salespeople also need to know what to say when a deal goes bust. As salespeople,...
1 min read
Millionaire Math: 13 Ways to Make a Million Dollars
Karin Roberts: Thu, Sep 14, 2017
The biggest mistake people make that gets in the way of their own success is thinking that becoming a millionaire is impossible. They simply don’t...
3 min read
Why is Change so Painful?
Karin Roberts: Thu, Aug 31, 2017
It seems last month’s post on Reinventing the Trade Show Floor touched a few nerves. First, there were a handful of unsubscribes from my monthly...