4 min read
Karin Roberts: Tue, Feb 07, 2017
One of Hollywood’s most famous depictions of the sales world is found in Glengarry Glen Ross. Alec Baldwin’s character, Blake, is the epitome of the...
4 min read
Karin Roberts: Tue, Jan 17, 2017
As we usher in 2017, one thing is at the top of salespeople’s minds: “New year, new quota. How am I going to hit it?” Whether you’re going to...
3 min read
Karin Roberts: Tue, Dec 13, 2016
From their first conversation to the close, a strong salesperson consistently asks her prospect for small closes. Getting incremental commitments...
3 min read
Karin Roberts: Thu, Dec 08, 2016
One of my greatest marketing secrets, I learned from my father. When I was 12 years old I worked for my father on Saturdays in his retail store. The...
2 min read
Karin Roberts: Thu, Sep 22, 2016
In order to sell someone, you first have to get them to take a meeting with you. And as salespeople know, this is far easier said than done. Reps...
3 min read
Karin Roberts: Tue, Sep 20, 2016
Even though he lived 400 years ago, it turns out the Bard of Avon has quite a bit of good advice for exhibit marketers. Earlier this summer, I had...
10 min read
Karin Roberts: Tue, Aug 30, 2016
Work events are really hit or miss. Let’s be honest: How many times have you found yourself anxiously fidgeting with a paper napkin in the corner of...
4 min read
Karin Roberts: Mon, Aug 08, 2016
It should come as no surprise that marketing to Millennials is not the same as marketing to other generations of consumers, which has big...
3 min read
Karin Roberts: Tue, Jul 12, 2016
Salespeople are constantly on the go, whether they're meeting with clients, flying out to give a presentation, working in a trade show booth, or...
1 min read
Karin Roberts: Tue, May 31, 2016
Emotions are a powerful thing. Prospects make decisions based on potential ROI, ease of implementation, and likelihood that a product will help them...