Events Matter! Newsletter
Musings, in-depth analysis and trends on event-specific topics.
Most Recent:
Is the Future All About Going Back to The Past for Events? Interview with Industry Veteran Rob Weissman
Rob Weissman has had a long and varied career since he started in the tradeshow business in the eighties. He’s produced shows for National Expositions, Blenheim, and Tribune Schwab Fox/Atwood New Media, consulted on dozens of major exhibitions, and run two of his own firms, Century Exposition Management, and, Alliance
Have Conversations with 100% of Your Sales Prospects
Most event salespeople are transactional. Their outbound phone calls and emails, whether to sell a booth or a sponsorship, tend to approach the sale as a transaction – a one-time thing. And then they wonder when these attempts don’t generate the successes they desire. Why? One key factor is that the
The Seven Conditions for Successful Event Sales
If you are good at it, there is nothing more satisfying than being a salesperson. You have few of the mundane tasks often required in other kinds of roles and your individual performance can have a direct and immediate impact on your (potentially unlimited) income. The sales role also rewards
Reviewing Event Profit, Product, and Marketing Strategies to Eliminate
Building successful events has many elements, but the three most critical for sustained success are Profit, Product, and Marketing. They comprise what I would call the Event Triangle. Here’s how I would describe them: Profit – The ability to build an event for which revenues continually exceed expenses. Product –
Launching an Event: How to Avoid Financial Disaster
In theory, launching an event should not be too difficult. The steps of a launch can be laid out much like a pilot’s nighttime view of an airport runway’s landing lights. If you are methodical in execution, analysis and do things in the proper order, you should be successful. That