2 min read
Karin Roberts: Tue, May 29, 2018
We’ve all been through the same sales training and coached on the same sales playbook. When it comes to qualifying high-potential sales...
4 min read
Karin Roberts: Thu, May 24, 2018
Oh, baby. You’re in a sales demo, the company CEO just cycled in (17 minutes late), apologizes for being “slammed,” and immediately jumps into...
3 min read
Karin Roberts: Thu, Apr 26, 2018
This article is focused on how to grab attention with emails mostly - but I do think that you can apply a few of these tips to your pitch at the...
5 min read
Karin Roberts: Thu, Apr 19, 2018
Let’s be real: Most salespeople are annoying. They view their prospects as numbers in their sales funnel, not as people. They believe earning your...
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...
4 min read
Karin Roberts: Thu, Mar 01, 2018
You learn about a valuable treasure, but it’s at the top of a huge mountain. Reaching the peak requires overcoming extreme cold, fatigue, and high...
6 min read
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...
4 min read
Karin Roberts: Tue, Jun 13, 2017
Even while you are in a trade show environment, salespeople and prospects rarely want to talk about the same thing. You want to talk about the...