I’ve had the fortune to run a world-renowned event – Macworld – and have managed several others that have come close to ranking amongst the
Since my March interview with Shauna Peters, vice president and marketing strategist for mdg, a Freeman Company, I’ve heard a lot about the ‘addressable audience,’ which I believe is
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
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
I have strong opinions about sales staffs, having managed them in some shape or form since 1996. As I’ve previously written, I believe only 20% of
I met David Saef at the recent Exhibit Sales Roundtable and was impressed both by his presentation (though not necessarily agreeing with everything) as well
A colleague advised me when I started in the business that I should “do as little as possible while trying to get the maximum out
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
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
