Events Matter! Newsletter
Musings, in-depth analysis and trends on event-specific topics.
Most Recent:
Downturn Strategies from an Event Industry Sales Expert
One of my long-term industry friends is Dan Cole, whom I first met in 2007 at a Society of Independent Show Organizers (SISO) event. Then serving as the Vice President of Sales for the Consumer Electronics Show, Dan moderated a SISO panel about exhibit sales strategies and tactics that wowed me
Does Your Event Have a Reason for Being?
Does this sound like a quesion with an obvious answer? It’s not, and I can prove it. One clue to possible problems is the core messaging. Is the tagline for your event something along the lines of: “It’s all about networking” “It’s all about action!” “Be ingenious!” Some other similarly
Only 20% of Sales Staff are Truly Salespeople.
The Rest? Order-Takers
At SuperNiche in Washington DC last week, I attended a session by Ryan Dohrn during which he asserted that prospects that contact you are already 2/3 of the way through the buying process. They’ve already researched who you are, have looked at the prospectus for your event, and know what they want to buy.
A Ride on the Roller Coaster with Someone Who’s Seen It All: Jason McGraw
Jason McGraw, a Group Vice President at Emerald, is a good guy and a friend within the industry. From his roles with such well-known shows as InfoComm, the Trade Show Executive Gold 100, and, more recently, CEDIA Expo, and KBIS, Jason has seen it all. I met with him recently at
Are You a Leader or a ‘Knob Twiddler’?
The definition of a knob-twiddler (according to the online dictionary, Wiktionary) is “a technician whose job entails adjusting electronic devices via knobs.” More broadly, the term characterizes someone who operates the ‘machine’, i.e., someone who has a part in running things, but does not contribute to establishing the strategic direction nor is
Strategic and Tactical: Chat with an Event Marketing Agency Star: Shauna Peters
I’ve gotten so much positive response from my recent interview articles that I’ve decided to continue them for a while. Next up is Shauna Peters, vice president and marketing strategist for mdg, a Freeman Company. I’ve known Shauna for many years, and I’ve watched her excel at a variety of roles within