4 min read
5 Key Tactics For Marketing To Millennial's
Karin Roberts: Wed, May 09, 2018
At some point in the near future, regardless of whatever industry you are in, you will realize that a large percentage of your buyers are...
selling in your trade show booth (2)
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...
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.
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
How to Create a Great Sales Pitch in 3 Steps
Karin Roberts: Thu, Oct 26, 2017
“Consultative selling” comes up again and again. But what does it really mean? And how can you make your sales pitch -- which is traditionally...
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
5 Essential Stages for Every B2B Pipeline
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...