2 min read
Location, Location, Location
Karin Roberts: Tue, Nov 07, 2017
It happens leading up to nearly every trade show — exhibitors get all stressed out over the location of their booth. Many believe that your location...
trade show selling tips (4)
3 min read
How to Create a Great Sales Pitch in 3 Steps
Karin Roberts: Thu, Oct 26, 2017
“Consultative selling” comes up again and again. But what does it really mean? And how can you make your sales pitch -- which is traditionally...
5 min read
18 Sales Qualification Questions to Identify Prospects Worth Pursuing
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
Lost a Deal? 3 Phrases That Increase Your Chances of Closing it in the Future
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
A Classic Way to Create a Sense of Urgency in Your Prospect
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...
2 min read
4 Questions to Ask When a Buyer Requests Your "Best" Price
Karin Roberts: Tue, Sep 12, 2017
I get a really bad feeling in my stomach when a buyer I've just started talking with sends me an email that says, "Give me your best price" Here we...
2 min read
How to Effectively Answer, "Why Should I Do Business With You?
Karin Roberts: Tue, Sep 05, 2017
No matter what industry you’re in, you’ve likely received some form of, “Why should I do business with you?” When most salespeople hear this...
3 min read
5 Essential Stages for Every B2B Pipeline
Karin Roberts: Wed, Aug 23, 2017
I’ve never been a fan of jargon like lead acquisition, funnel, and pipeline. They make the sales process sound like we’re drilling for oil, not...
4 min read
4 Tricks That Will Magically Get Prospects Interested in You
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
Solution Selling: The Ultimate Guide
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...