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...
3 min read
Karin Roberts: Tue, Jun 20, 2017
Having this profile is important, no matter whether you’re a show organizer or an exhibitor. It will help to understand who you’re talking to so you...
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...
1 min read
Karin Roberts: Tue, Jun 06, 2017
Emotions are a powerful thing. Prospects make decisions based on potential ROI, ease of implementation, and likelihood that a product will help them...
2 min read
Karin Roberts: Tue, May 16, 2017
The CEIR survey found that marketers have tightened their strategy, away from what Drapeau calls a “spray and pray” mentality to a more sophisticated...
3 min read
Karin Roberts: Tue, May 09, 2017
Well our answer would be : "At ANY trade show event in your booth". But not all calls happen on the trade show floor. Most salespeople are eager to...
5 min read
Karin Roberts: Tue, Apr 25, 2017
Sales is a language game even when you are standing in your booth and drawing in prospects. Salespeople use words to demonstrate value, identify...
3 min read
Karin Roberts: Thu, Feb 23, 2017
Four states legalized recreational use of marijuana in November—California, Massachusetts, Maine, and Nevada—bringing the total number to eight plus...
5 min read
Karin Roberts: Tue, Feb 14, 2017
Traditionally, the “marketing funnel” has been a guide for marketers to move their prospects along a continuum from awareness to consideration to...