How to Boost Your Credibility at a Trade Show

The Sales Heretic

A trade show is a challenging sales environment. Sales credibility marketing prospect seminar trade show tradeshow training workshopYou don’t have the natural advantages you have when talking with a prospect on your own turf. Your competition is everywhere.

Sales Tips: Bad Assumption #1 - Website Leads = Top-line Revenue

Customer Centric Selling

For vendors selling complex big ticket items, website leads remind me of the bingo cards from trade shows. Think for a minute of the level of people that attend trade shows. They were distributed to sellers for follow-up after trade shows.

Sales Training Article about Confusing Activity with Progress

Customer Centric Selling

While not nearly as pervasive as they were, many companies relied upon trade shows as a way to identify new opportunities. The net result of these trade shows was general awareness of the company and its offerings but little positive impact on each seller''s pipeline.

20 Blog Posts to Guide Your Event Marketing Strategy


From event planning to trade show design, there’s a little something for everyone. 5 Reasons to Send Employees to Trade Shows and Conferences. 6 Ways to Stand Out in a Trade Show Exhibit Hall. Unfortunately, trade shows are expensive and time consuming.

“Take Your Eyes Off The Ball”

Partners in Excellence

Some years ago, I facilitated an “innovation” workshop between two disparate groups. Go to a trade show or conference that’s not directly related to your company or your job. We all know the importance of focus, of eliminating distractions. I’ve written about it in this blog. Book after book, blog posts all preach the concepts of disciplined focus, minimizing distraction, keeping our eyes on our goals, keeping our eyes on the ball.

Sales Tips: Don't Be Blinded by "Bingo Cards"

Customer Centric Selling

Years ago I had just taught my first workshop for a client. At the first break, someone from Marketing informed me they had signed up for a booth at a telecom trade show attended mostly by technical staff. Sales Tips: Don't Be Blinded by "Bingo Cards".

The Eerie Future of Cold Calling and What Sales Leaders Can Do Today


Your team should have a mixture of telephone, in-person, email, social selling, text messaging, referrals, networking, inbound leads, trade shows, and referrals. Several years ago, in a sales management position, the Senior VP I reported to challenged me to do a 2-hour workshop with all the investment real estate brokers in my office. Most importantly, I gained more credibility with my sales team by showing them I wasn’t above making cold calls.

Sales Training Advice: Key to Gaining Customer Loyalty in 2013

Customer Centric Selling

Trade shows and industry events are great, but attending a charity event where your customers will be present is even better. Take a look at the sales training workshops available to you and improve sales performance.

2-5x Your Revenue With These 9 Sales & Marketing Alignment Steps


and combining statistics to show progress. We started to send our marketing team to trade shows with sales reps. By showing the marketing and the sales process in one report, we identify both opportunities and bottlenecks,” says Marguglio.

The Stupid Sales Email Technique I've Been Arguing About for 30 Years

Hubspot Sales

Pick an event that’s relevant to them or their company, such as, “ I saw a press announcement your company will be at Trade Show X this summer. If you can show me one piece of data that this technique pays off, I might change my mind.

The Pipeline ? Not Different ? Sales eXchange ? 132

The Pipeline

John: No no, my people have to go out find leads and prospect, in fact, I wish they would do more; but they work trade shows, networking, cold calls. Workshops. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email.

What’s All The Fuss About Social Selling?

Partners in Excellence

Conference, trade shows, seminars, workshops, networking meetings all serve similar functions and can be important to being informed and expanding your networks. Likewise, many conferences, trade shows, networking meetings, and so forth may be a waste of time. There’ve been a lot of articles about social selling going around. As one would expect, many representing social selling as the answer to every sales person’s prayer.

Sales Training Look into the Electronic Starts to Buying Cycles

Customer Centric Selling

In the same way “bingo cards” were/are followed up after trade shows, my concern is that many of these website leads are with buyers that can’t secure unbudgeted funds. Take a look at the sales training workshops available to you and improve sales performance.

The Pipeline ? 3 Lead Generation Myths That Will Clog Your Sales.

The Pipeline

For example, get so-called leads from mailings, trade shows, advertising, networking, newsletters, and speaking. Workshops. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously.

Sales Training Tips to Sell Smarter

Customer Centric Selling

Trade shows and local community events can be a grind. Take a look at the sales training workshops available to you and improve sales performance. Sales Training Article: 5 Proven Steps to Sell Smarter.

Selling Strategies: Top Traits of Successful Salespeople By Steve W. Martin

Sales Training Advice

The personality tests were given to high-technology and business services salespeople as part of sales strategy workshops I conducted. If you ask an extremely successful salesperson, “What makes you different from the average sales rep?” ” you will most likely get a less-than-accurate answer—if any answer at all. Frankly, the person may not even know the real answer because most successful salespeople are simply doing what comes naturally.