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

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 challenges for anybody manning an…

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And You Call Yourself A Sales Professional?

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 proud to promote their company…

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3 Great Tips To Cultivate Trade Show Leads

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 from a trade show or…

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3 Quick Important Trade Show Tips

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 Fanfare Please, tone it down…

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How To Maximize Your ROI At An Exhibition

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 the Event Supplier and Service…

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Personalise The Networking Experience At A Trade Show

I speak at a lot of trade shows each year and I’m flabberghasted at how eager people are to give me their businesscard as though it’s a numbers game. I come back to the office with a stash of cards! About 50% of them are from people want us to deliver training for them, about 40% of them are from…

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Trade Show Tips For Equestrian Business Monthly Magazine

I was recently asked to write an article for Equestrian Business Monthly Magazine providing some tips and techniques on how to get the most out of Trade Shows. Now whilst this article is for the Equestrian industry, the content of the article is applicable for any company who exhibits or is thinking of exhibiting at a trade show. Please CLICK…

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Trade Show Tips

Here’s another great question I received this week: “At trade events/exhibitions etc, how do you approach people without sounding like a real “sales” person?” Wow! I like this question and I am surprised I do not get it more often. It is very easy to come across to attendees at these events like a Monty Hall, lets-make-a-deal pitchman with a…

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