A dilemma many exhibitors face is how much information to include in their trade show display. For small exhibitors with…
Which would you rather have: 500 mediocre leads or 25 – 30 high value leads? The answer is obvious and…
In her book Harry Potter and the Sorcerer’s Stone, JK Rowling wrote: "Enter, stranger, but take heed Of what awaits…
Looking at the return on your exhibit investment often has to do with monetary gains. But what if you are…
Say No! Yes, I mean it!! If your client or prospect (or customer) wants to buy something that is not…
A while back I posted a question on the TSEA (Trade Show Exhibitors Association) Group on LinkedIn about the use…
Thinking back to one of the great cult films of the 1980s…Caddyshack. There is a conversation between Ty Webb (Chevy…
To parody the old joke, “How many customer service people does it take to handle a question?” The answer is…
Sometimes watching sales people in action is like watching a tennis match; the prospect asks something and we lob back…
If the statistics are correct, more companies can credit their success to participating in trade shows than any other marketing…
When you get in front of a prospect or customer for that important meeting – What are you saying? Are…
Forecasting is one of the most important functions for a successful sales rep. Accurate forecasting ensures a rep is qualifying…
