4 min read
Karin Roberts: Thu, May 24, 2018
Oh, baby. You’re in a sales demo, the company CEO just cycled in (17 minutes late), apologizes for being “slammed,” and immediately jumps into...
5 min read
Karin Roberts: Tue, May 22, 2018
Sales qualification is a game of questions even when you are standing in your trade show booth at an event. Unless you ask the right questions, you...
4 min read
Karin Roberts: Wed, May 09, 2018
At some point in the near future, regardless of whatever industry you are in, you will realize that a large percentage of your buyers are...
6 min read
Karin Roberts: Mon, May 07, 2018
Sales success largely depends on routines. There are only so many hours in a day to sell -- the more practiced salespeople are at completing everyday...
5 min read
Karin Roberts: Thu, Apr 19, 2018
Let’s be real: Most salespeople are annoying. They view their prospects as numbers in their sales funnel, not as people. They believe earning your...
3 min read
Karin Roberts: Tue, Apr 10, 2018
In 2012, Brent Adamson, Matthew Dixon, and Nicholas Toman penned an article for Harvard Business Review that explores the notion that most companies...
4 min read
Karin Roberts: Thu, Mar 22, 2018
According to Deb Calvert, author of DISCOVER Questions Get You Connected, most salespeople rely on the same three types of questions: Straightforward...
6 min read
Karin Roberts: Tue, Jan 23, 2018
Timing is everything. If you contact a prospect right after they buy an expensive competitive product, they're not going to bite. But if you find out...
4 min read
Karin Roberts: Tue, Nov 21, 2017
Figuring out whether the buyer can afford your solution is nearly as important as figuring out whether they can use it - even when you working a...
6 min read
Karin Roberts: Tue, Nov 14, 2017
Your product is a great fit for the prospect. It’s in the right price range for their budget. And you can even get them a discount based on the size...