3 Easy (But Underutilized) Ways To Increase Your Conference AttendanceFor the past 20+ years my company has hosted it’s own annual trade show and conference. Clients, prospects, and partners from around the world join us to me network, and learn about our upcoming product road-map while rubbing elbows with company leadership and industry influencers.

What I’ve always found interesting is that of the hundreds of people there, each has their own reasons for attending. Perhaps they want to network with other industry professionals. Or maybe they simply want some face to face time with my leadership. Often they want to take advantage of the free training provided during the event. And sometimes, they just want to get out of the office and have a little work fun.

As an Account Manager it’s my job to encourage my clients to attend. They benefit from all the value provided at the event and I benefit but putting my clients in front of our latest product offerings, hoping to spur a decision to expand their current software stack.

I remember the first conference after I started, I had a whopping nine or ten attendees in total from my account base. Not really something to brag about. But, this past year I’m proud to say that, out of all the sales people, I had the highest client attendance. 51 of my clients attended against my peer average of about 13.

I recognize that I’ve grown a lot in the last 4 years, especially as it relates to motivating clients and prospects to attend the events we host. Whether it’s for our annual conference or simply a quarterly meet up, I’ve refined my delivery and message to maximize my client attendance.

Today you’ll learn some simple tips to encourage more people to attend any event you want them to. First by zealously promoting it, then by incentivizing clients to attend, and lastly by creating a circle of influence to push them over the line.

Sales Pro Blog Exclusive: Want more ideas on how to increase the attendance of your next trades show, conference, or event? Scroll to the bottom to download your free resource “15 Creative Ways To Get More People To Your Events“.

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Struggling In A New Sales Job? This Will Help.A SPB reader recently reached out to me with some trouble he’s having in his new sales job. It’s a commission only, business development role and he’s struggling.

A lot.

First of all, from my experience, the thing that many sales people don’t realize (including myself once upon a time) is that full business development/commission only roles are incredibly difficult for a new sales person to take on. Valuable experience but rarely does a rep last long in their first business development role.

Those who are successful often already have a lot of industry experience, a lot of contacts in the industry, or are with a major brand name/large company that can support their prospecting efforts with incoming leads and/or other marketing initiaves.

Now I’m not saying someone can’t be successful without the above criteria. It’s absolutely possible, just rare I would say.

And from what the reader told me about himself, he most definitely could be successful. It just is going to take a lot of work and a little more creativity.

Knowing that I laid out a few options that would help him be successful in his new gig. [click to continue…]


Why You Should Never Tell Clients You’re Swamped (And What To Say Instead)

At times it seems that life is a never ending battle of too much to do and not enough time to do it all. And it seems that we (Americans at least) are OK with that. In fact, a recent article by Patricia Reaney over at Reuters says that according an interview with Vanity Fair editor-at-large Cullen Murphy […]

8 comments Read the full article → July 23, 2015

Knowledge Is Power…Unless It’s Missing One Of These Things

From a young age I remember being told “knowledge is power“. My parents, teachers, friends, coworkers, bosses, clients, vendors, etc had all told me this at some point. Heck, even Jeopardy told me one time. And while this is certainly true in most situations, there are times where it’s definitely not. Having knowledge of a stock going up […]

9 comments Read the full article → July 16, 2015