9 min read
Karin Roberts: Thu, Dec 12, 2019
When Illinois became the 11th state to legalize the recreational use and sale of cannabis this past June, the move was seen by many as a tipping...
8 min read
Karin Roberts: Thu, Aug 08, 2019
Scene: The Los Angeles Convention Center in downtown L.A., where a conference on international law is underway. Judges from all over the world are...
3 min read
Karin Roberts: Tue, Jun 25, 2019
Your company has asked you to be their representative at a trade show event - you are feeling relaxed and confident. Before you hit the floor running...
2 min read
Karin Roberts: Tue, Apr 04, 2017
Each year brings a new collection of buzzwords. These words usually indicate bigger trends and are often interrelated. Predictably, big trends impact...
4 min read
Karin Roberts: Tue, Feb 28, 2017
A discount can help accelerate a slow-moving deal, create goodwill, and give you leverage for requesting concessions. But you’ll only reap these...
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...
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...
5 min read
Karin Roberts: Tue, Jan 10, 2017
On average, how many of your deals end in “no decision”? According to CSO Insight’s’ 2016 survey of 675 companies, 23.8% of forecast deals wind up in...
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...