Events Matter! Blog
Musings, in-depth analysis and trends on conference-specific topics.
Most Recent:
How to Get More Revenue When Your Customer Budgets Are Shrinking
Times are tight. Even though ‘events are back’ your exhibitors are cutting back, as evidenced by their smaller budgets. They are returning neither your calls nor your emails. How do you reverse this trend and accelerate the process needed to increase your sales? You CAN increase sales year over year, even
Event Marketers Who Focus Exclusively on Spreadsheets and Analytics Will Kill Their Events
Attendee profiles are constantly changing. Those who attended our events in the past may no longer be candidates as they are changing jobs within their current industry, retiring, or have taken new jobs in other industries. Given such changes, can we really know who next year’s attendees will be with any
A Tiger Unleashed: An Event Marketing Expert Devours the Challenge
Nicole Peck is one of my favorite industry friends. She’s a tough negotiator who’s both smart and driven, and her career has gone from strength to strength. Nicole is the vice president of marketing for global events at Foundry (formerly IDG – a company for whom I previously worked) and she’s
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.