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…
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 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…
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…
I keynoted at the ISM’s Successful Selling Conference 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….
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!…
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…
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….
