What’s worse than a rude audience when you’re speaking to a live audience at a conference or sales meeting? A polite one. They smile, make eye contact, but their brains are busy entertaining thoughts of anything but you! Naturally, you can’t guarantee that every audience member… learn more >
Have you ever noticed that your booth reps often spend the majority of their time in the exhibit talking with current customers and current strategic partners or industry associates, rather than engaging unknown, new attendees, qualifying them, and perhaps build NEW relationships? The reason is… learn more >
There are thousands of industry professionals who have NEVER attended a tradeshow, let alone exhibited at one. This is a missed opportunity, because spending surveys indicate that a face-face meeting with a prospect at a tradeshow costs $142, while the cost of that same face-to-face… learn more >
So you’ve been chosen to offer a presentation at your next major Sales Meeting. Or you volunteered. Or your boss “volunteered” you. No matter how you got here … you’re here, and you want to put your best foot forward. Whether you’re a newbie or an… learn more >
Situation: You’re a large company with disparate business units spread across vast territories. Challenge: You want to present a united front at your tradeshows, but your booth staff doesn’t know each other. Result: Attendees sense this disarray, and the organization you thought projected the image of a… learn more >
In a blog post from last November, we compared “qualifying attendees at with tradeshows” with “speed dating.” This month, we’ll continue to explore this idea, but let’s dig a little deeper by reviewing some specific questions you can use to accomplish this often challenging task. First, a… learn more >
The 2015 Experiential Marketing Summit has come and gone and, as usual, was dotted with C-level speakers touting the virtues of “innovative thinking” and “risk taking.” Since returning home, however, a thought has gnawed at me, and I thought I’d share. First, a few observations. During… learn more >
Just had a great week at The Experiential Summit in San Francisco. It’s always great to learn new things, meet new people, and see old friends. But this year, I felt a palpable disconnect between what I hear at events like this, and what I… learn more >
Recently, I came across the 2015 Young Professional Exhibitor Needs and Preferences Study, provided by CIER/SISO. Portions of the study explore how young professionals currently interact with exhibits at tradeshows, and it got me to reminiscing. Story time! Once upon a time, tradeshow exhibits featured men… learn more >
We do not become wise through experience. We become wise by reflecting upon experience. No, you haven’t clicked on the “Zen Wisdom” blog by accident. That statement will make sense soon, I promise. I’ve known a great many people in my life who don’t seem to ever… learn more >