Today Ed Jones and I discuss a very important element of trade shows – those important scheduled meetings that take place at the event.
Ed Jones was one of the presenters at TS2 last week (www.constellationcc.com) and I attended his session. One point that stood out for me from his presentation was the importance of all of those scheduled meetings. Normally at a show there are high level executives and technical people that a sales person can leverage. These resources are not always in the field to assist in the daily sales process. But at a show they can be used to demonstrate, explain and converse with customers and prospects and move these companies further along the sales pipeline.
Ed talks in our podcast about the cost savings a company can realize by using the trade show function to host these meetings. And I quiz him on other dynamics of this tool like the attrition rate of scheduled vistors.
Please listen in to our conversation (12:27) and if you have a story on how you too have used meetings at an event, please share that with us.
Until later…
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