4 min read
Karin Roberts: Thu, Nov 15, 2018
The term "sales pitch" might be a little old school, but the concept is not. At its core, a sales pitch is just a way to explain your product or...
16 min read
Karin Roberts: Thu, Aug 23, 2018
Tick tock, tick tock, tick tock. That’s the sound of the countdown that begins each day of every week of every month. It’s the one aspect of sales...
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: Thu, Aug 02, 2018
We’ve all heard it before. You’re deep in conversation or on a demo, being sold to, and the sales rep asks you, “Does that make sense?” You quickly...
5 min read
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...
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...
6 min read
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...
5 min read
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...
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...