Your sales leads database is the key to post-expo sales success. Neil explains how you need to define whether your goal is to gain a short-term sale, or to build a long-term relationship. He also shares some strong views about keeping your sales team out of the ‘chasing’ game in the post-expo period. Other areas covered are how to plan and practice your team’s sales approach with different types of clients, and the importance of managing your numbers through a dashboard report.
Managing your stress during an expo is the difference between feeling like you’re running non-stop and enjoying your expo, knowing you have solid systems in place. Neil discusses the importance of having a great lead capture system, the various ones he’s used, as well as some of the big mistakes he’s seen companies make at expos. He also introduces the concept of a bridging strategy, that’s designed to seamlessly turn your expo time into real sales, post-expo.