3 min read
Karin Roberts: Wed, Aug 23, 2017
I’ve never been a fan of jargon like lead acquisition, funnel, and pipeline. They make the sales process sound like we’re drilling for oil, not...
4 min read
Karin Roberts: Tue, Aug 15, 2017
It's easy to sell to prospects who are already interested in your product. They've done some preliminary research and decided you're a potential...
3 min read
Karin Roberts: Tue, Aug 01, 2017
Hard work, like success, is subjective, and if you ask a salesperson if they work hard, 99% of them will tell you they work harder than anyone they...
5 min read
Karin Roberts: Tue, Jul 25, 2017
There’s no wrong way to go about researching a prospect in advance of a call. Yes, there are a few efficiencies to be gained, and some networks are...
8 min read
Karin Roberts: Tue, Jul 11, 2017
Even in your trade show booth you usually only get one chance to close. If you’re successful, the hard work you’ve done over the past days, weeks, or...
1 min read
Karin Roberts: Tue, Jun 27, 2017
Even at a trade show event everyone knows that sales is definitely part science, but it's not rocket science. If reps adopt effective processes, it...
6 min read
Karin Roberts: Thu, May 18, 2017
Price objections are common in sales -- primarily because most prospects have learned pushing back on cost will get them a discount. That makes it...
3 min read
Karin Roberts: Tue, May 09, 2017
Well our answer would be : "At ANY trade show event in your booth". But not all calls happen on the trade show floor. Most salespeople are eager to...
4 min read
Karin Roberts: Tue, Feb 07, 2017
One of Hollywood’s most famous depictions of the sales world is found in Glengarry Glen Ross. Alec Baldwin’s character, Blake, is the epitome of the...
1 min read
Karin Roberts: Thu, Apr 21, 2016
Image you are in your booth talking to a prospect that you know is a cold lead - right now they are just fishing for information when kazaam - a hot...