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...
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...
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...
4 min read
Karin Roberts: Tue, Aug 08, 2017
You've probably heard of solution selling -- maybe it's your strategy of choice when you are in your booth at a trade show event. Solution selling is...
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...
6 min read
Karin Roberts: Tue, Jul 18, 2017
Minus actually closing the deal, is there anything better than those first few moments after a killer pitch? You found a perfect-fit prospect, ran a...
1 min read
Karin Roberts: Tue, Jun 27, 2017
Even at a trade show event everyone knows that sales is definitely part science, but it's not rocket science. If reps adopt effective processes, it...