Event organizers fall in love with their “solutions” or dream of building industry ‘ecosystems’. The event format. The networking platform. The sexy keynote speaker. The flashy
Lately, I’ve been getting a lot of questions from sales reps asking why it’s so difficult to get prospects to answer calls or respond to
Losing exhibitors is an inevitable but painful part of the business and a flag to suggest your event might be on the way out. Whether
The conventional notion is that exhibit sales managers peddle booth spaces and sponsorships. And that’s what shows on purchase orders. But insights from Stephen Pia,
It makes sense to trim the fat when trying to increase your profits. But ensure that is what you are trimming. Here are two cautionary
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
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
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
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
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
