7 min read
43 Questions to Create a Sense of Urgency
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...
selling in your exhibit space (2)
5 min read
15 Tips For Asking More Effective Sales Questions
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...
3 min read
Why Having Fun Matters
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
5 Clever Ways to Convince Someone (Without Being Dishonest)
Karin Roberts: Tue, Apr 17, 2018
Some people call George C. Parker the most convincing American who ever lived. Once or twice a week for several years, Parker convinced people he...
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...
6 min read
30 Types of Sales Trigger Events and How to Track Them
Karin Roberts: Tue, Jan 23, 2018
Timing is everything. If you contact a prospect right after they buy an expensive competitive product, they're not going to bite. But if you find out...
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...
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...