2 min read
Karin Roberts: Tue, Oct 02, 2018
Major industry events are all about entertainment, motivation, and connection, right? Well, sure. But they’re also great opportunities for...
4 min read
Karin Roberts: Thu, Sep 13, 2018
We've all heard the claim our attention spans are shorter than a goldfish's -- and shrinking by the minute. The thing is, that's not really true. In...
10 min read
Karin Roberts: Tue, Aug 07, 2018
Edith Wharton once said, “Ah, good conversation -- there’s nothing like it, is there? The air of ideas is the only air worth breathing.” Ms. Wharton...
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...
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...
2 min read
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...