5 min read
Karin Roberts: Tue, Apr 25, 2017
Sales is a language game even when you are standing in your booth and drawing in prospects. Salespeople use words to demonstrate value, identify...
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...
4 min read
Karin Roberts: Tue, Feb 07, 2017
One of Hollywood’s most famous depictions of the sales world is found in Glengarry Glen Ross. Alec Baldwin’s character, Blake, is the epitome of the...
3 min read
Karin Roberts: Tue, Jan 24, 2017
Planning out your trade show strategy for 2017 can be a huge task. You are driven by trying to drum up business for your sales team to close but they...
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...
4 min read
Karin Roberts: Tue, Dec 27, 2016
At the heart of every sale is a thorough fact-find. You’ll want to unearth the needs, the wants, and the desires of your prospect so you can present...
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...
2 min read
Karin Roberts: Thu, Nov 17, 2016
Every salesperson knows the pain of “the ones that got away.” Think of the prospects you just couldn’t set meetings with or get to talk to at a trade...
6 min read
Karin Roberts: Thu, Oct 13, 2016
This blog is hilarious if nothing else. It shows you the different types of people that you can meet in your trade show booth during a event. It is...
4 min read
Karin Roberts: Thu, Sep 29, 2016
A few years ago, a veteran sales consultant, who has walked hundreds of trade shows over the years, shared this top 10 list of do’s and don’ts for...