Lead Qualification is a Cornerstone of Professional Selling Lead qualification is crucial to helping us identify which of our offerings is most applicable and relevant to prospects. Basically, we qualify leads to help us sell more. Modern selling goes beyond…
If you don’t invest the time and effort in your projects, you will not enjoy exceptional results. Doesn’t your business deserve the most impressive product possible? Have you ever made spaghetti sauce from scratch for a special night in? If…
Selecting the right SWAG for your booth (or selecting not to provide any premiums at all) can be tough, but hopefully by identifying and explaining these seven categories, you will be better informed and equipped to make the right decision…
Here are four of the most common nervous habits that kill sales and what you can do to avoid them in your next selling situation. Have you ever had that out of body experience where you feel like you’re watching…
Pre-show marketing is an excellent way to connect with your prospects, clients, and partners before a trade show to remind them of your presence and encourage them to visit with you in the convention city. However, if this process isn’t…
With so many people to see and so little time in the convention city, you will need to narrow your focus to achieve the results you desire. Following these tips will help you to prioritize your interactions during booth hours,…
Take a moment to think about any behaviors you may have overlooked in the past with fresh eyes and imagine how your staff may react in the moment while representing your company in public (as well as how they might…
Just as you wear one outfit to exercise, a different one to work, and another to enjoy a nightclub, you must consider what your team will be doing while on-site to choose the most appropriate outfits. Take into account any…
Are you writing your next series of educational articles for publication? Designing new marketing materials for an upcoming trade show? Preparing a special presentation for VIP prospects? These are a few example circumstances where “just okay” is not good enough.…
Improving Your Leadership Skills As a leader in your company, there comes a time when you will have to convey a truth that isn’t easy to hear or say. Whether you’re telling a prospect he is not a good fit…
When an attendee visits your booth but you realize he either doesn’t match your personal reasons for participating (so you don’t want to chat with him) or your focused area of expertise (so you aren’t properly equipped for a discussion),…
Although it is important to be realistic about number of events at which you can exhibit, I would encourage you to consider your resources carefully. If there is an event that fits every criteria except one, don’t give up until…
