3 min read
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
Karin Roberts: Tue, Oct 24, 2017
It’s a fact of this rapidly-advancing era we live in: Consistently reinvent, or get run over. We see it happening all the time with major, often...
2 min read
Karin Roberts: Tue, Oct 17, 2017
It’s a sad fact of our modern culture that many things with little to no value receive a high percentage of attention, particularly in the popular...
5 min read
Karin Roberts: Thu, Oct 05, 2017
Not every lead is a good fit for a product or service -- no matter how strongly a salesperson believes they are (or wants them to be). Buyers don't...
3 min read
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,...
3 min read
Karin Roberts: Tue, Sep 19, 2017
Whether or not you participated, we all know that Black Friday creates a painful sense of urgency in consumers that those of us in the non-retail...
2 min read
Karin Roberts: Tue, Sep 12, 2017
I get a really bad feeling in my stomach when a buyer I've just started talking with sends me an email that says, "Give me your best price" Here we...
2 min read
Karin Roberts: Tue, Sep 05, 2017
No matter what industry you’re in, you’ve likely received some form of, “Why should I do business with you?” When most salespeople hear this...
3 min read
Karin Roberts: Thu, Aug 31, 2017
It seems last month’s post on Reinventing the Trade Show Floor touched a few nerves. First, there were a handful of unsubscribes from my monthly...
4 min read
Karin Roberts: Tue, Aug 15, 2017
It's easy to sell to prospects who are already interested in your product. They've done some preliminary research and decided you're a potential...