3 min read
Karin Roberts: Fri, Jul 13, 2018
Sales promotions aren’t always necessary to close business. In fact, salespeople shouldn’t get in the habit of regularly using promotions when...
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...
5 min read
Karin Roberts: Tue, May 01, 2018
Over the last 10 years, inbound marketing has proven to be a great way to generate leads and acquire customers and help you hit your quota. Inbound...
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...
4 min read
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...
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...
3 min read
Karin Roberts: Thu, Feb 22, 2018
When a deal stalls, it’s tempting for the salesperson to unknowingly put themselves first. We’ve all been guilty of it at one time or another. You...
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...