3 min read
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
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
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
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...
3 min read
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
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
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...
5 min read
Karin Roberts: Tue, Jul 25, 2017
There’s no wrong way to go about researching a prospect in advance of a call. Yes, there are a few efficiencies to be gained, and some networks are...
4 min read
Karin Roberts: Tue, Jun 13, 2017
Even while you are in a trade show environment, salespeople and prospects rarely want to talk about the same thing. You want to talk about the...
3 min read
Karin Roberts: Tue, May 09, 2017
Well our answer would be : "At ANY trade show event in your booth". But not all calls happen on the trade show floor. Most salespeople are eager to...