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Trade Show Tips

14 Ways For Sales Managers To Improve The Quality Of Leads At An Exhibition

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As a sales manager, you probably have the responsibility of manning your company’s exhibition stand. But like most sales managers I have met with over the years, it’s unlikely that you have received any formal training on how to manage your sales team at an exhibition and get high quality leads. One of the main [...]

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And You Call Yourself A Sales Professional?

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Every year I attend about 200 or more exhibitions and trade fares around the world and it doesn’t matter what country I am in or what market the exhibition is representing I always meet with the same types of exhibitor. The Passive Exhibitor The Passive Exhibitor is very polite and is always smiling. They are [...]

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3 Great Tips To Cultivate Trade Show Leads

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The prospect stops by your booth. You make a connection and engage in a productive conversation, discussing possible interests and developing some rapport. Then a few days, a week or more later, you call the prospect back, only to find that the situation is the equivalent of a cold call. If you have ever returned [...]

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3 Quick Important Trade Show Tips

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After a recent visit to a trade show, I felt I had to point out a few of quick thoughts that we all need to keep in mind. I am going to make this short and sweet and not going to give you too much, because that is the problem—TOO MUCH! #1 – Too Much [...]

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How To Maximize Your ROI At An Exhibition

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I presented my session on eselling® at the ISMM’s Successful Selling Conference recently, where I met and had a very interesting conversation with Peter Bowen, CEO of Access Displays – who produce modular and custom built exhibition stands for all manner of venues and events. Peter Bowen is an industry expert and panel member at [...]

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