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
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
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
As event organizers, we’ve had nearly two years of experience dealing with COVID. We’ve dealt with the postponements, cancellations, and (with mixed results) the re-opening
