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...
5 min read
Karin Roberts: Tue, Jan 10, 2017
On average, how many of your deals end in “no decision”? According to CSO Insight’s’ 2016 survey of 675 companies, 23.8% of forecast deals wind up in...
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...
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...
2 min read
Karin Roberts: Mon, Nov 07, 2016
Why does strategic planning seem to be last on the to-do list for trade shows? Of course, planning for all the details involved in an exhibit is a...
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...
2 min read
Karin Roberts: Tue, Oct 11, 2016
If your brand has a presence at industry events, you have a story to tell. Trade shows are meccas of newsworthy announcements because they provide...
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...
2 min read
Karin Roberts: Thu, Sep 22, 2016
In order to sell someone, you first have to get them to take a meeting with you. And as salespeople know, this is far easier said than done. Reps...
3 min read
Karin Roberts: Tue, Sep 20, 2016
Even though he lived 400 years ago, it turns out the Bard of Avon has quite a bit of good advice for exhibit marketers. Earlier this summer, I had...