Attending and utilizing tradeshows for sales is a key skill for almost every kind of advertising sales person. If you sell national trade advertising, the trade shows in your industry are a key source of content and of leads, as well as a place to meet your prospects. If you sell local TV or radio or newspaper advertising attending the local “home-show” will be a source of leads and a great place to chat up potential customers.
Your customers have little time for you because they are under so much pressure to be productive. Only if you add value to their day, every time you meet, will you win time with them to build the relationship that gives you a leg up in the competition.
Open the Mind w keyThat is why I loved seeing new research on now b2b buyers separate winners from losers. The research directly supports the ambro.com Strategic Sales Tactics Training for advertising sales that we teach in customized form for media companies and publically through the Masters of Media Selling seminars with MediaPost.