Janek Resources: SPM May 2018

Converting Trade Show Appearances Into Sales

Trade shows are one of the top opportunities for networking and prospecting, and naturally can be one of the biggest single line items in the budget as a result. Yet far too many organizations and attendant sales reps fail to take full advantage of their trade show dollars -- in many cases resulting in wasted time, money, and effort. There’s also this thought: In today’s digital marketplace, most communication is done remotely. At trade shows and conventions, it’s all about face to face contact to network, demonstrate products, and connect – and face to face is still the best way to get things done. In this month’s edition of Sales Performance Monthly, we’ll give you the advice you need to maximize your trade show appearances and convert them into sales.


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