Paul Clegg’s Post

If you're a Founder who sends their sales reps to live events and tells them the goal is to sell, you're wasting your money. Unless your prospect is in an active buying cycle and you've agreed to meet at the event to close the deal, Events are not for closing (or selling) they are for opening doors which means building trust and uncovering reasons a prospect may be willing to have a sales convo post-event. CAVEAT 🙄 Everytime I talk about not selling at events I get somebody in the comments that's like "BuT WHaT iF thEy WaNt tO bUY?" If somebody comes to you with specific questions about your offering or is ready to buy, OF COURSE, have that conversation. That is the exception, not the rule so let's plan for the more likely scenario, folks are not ready to buy and don't want to be sold to. 👉Thinking of events, especially live events, as the beginning and end of an opportunity to engage with prospects, is a huge miss. 𝗧𝗵𝗲 𝗳𝗶𝘅? Think of the event as a channel. It's one of 3-4 channels you use to engage a prospect. It's one touch in a multi-touch sequence that optimizes your chance to #EarnTheRight to your prospect's attention. 𝗦𝘁𝗲𝗽 𝟭: Create a tight list of best-fit prospects attending the event. 𝗦𝘁𝗲𝗽 𝟮: Drop them in a RELEVANT sequence that matters to them. REMINDER: Telling them that you, a stranger they don't care about will be at booth 224 does not matter to them. 𝗦𝘁𝗲𝗽 𝟯: Run the sequence. If you meet them before the event - great. If you meet them at the event - great. But if you don't, you still have a strategic plan of action to continue to follow up with them post-event. Want help getting started? Steal this sequence: https://lnkd.in/giUyw54a -- Enjoyed this post? Click here 👉lnkd.in/emVkCrf3 to hit follow & ring my 🔔 for more

Nothing beats in-person events, that person-to-person connection. I've made countless connections through networking that have led to many sales at events. It's the easiest way to guarantee a sale and influence the outcome. But, if you've ever run an in-person event, you'd know that they're far from efficient. So you need to weigh your options, whether for your next promotion or entire strategy. One thing I would recommend is to know your customer, inside and out… Which will tell you if your customer has had issues with competitors and would prefer not to drive all the way over to go into the store. These little known tricks uncovered through analyzing past campaigns will help you. How to Know Your Customer Better Than Themselves ➼ https://lnkd.in/dtEMhbAR

Being on the trade show floor is more than just networking; it's a gold mine for marketers. -Directly engage with customers or prospects in a condensed time and collect data around their challenges, the product, and everything in between.  -Instantly test and refine messaging and positioning based on direct feedback. -Build relationships with sales. Observe and learn from the sales team's pitching and storytelling.  -If you’re lucky enough to attend with an executive, dig into the 'why' behind the company and hear how they tell the story.  -Observing a product demo over and over again, means really learning the product while seeing what prospects want or don't. All that to say, if you're new to a marketing team, trade shows are the fast-track in understanding your company/industry, making connections, and fine-tuning your messages. Thanks to Brooks Lockett for the great conversation last week that brought this back to mind as we prep for an upcoming show in Miami.

You’re striving for strategic sales that propel your business into the next tier! We’re not merely discussing how much cash you desire to roll in; we’re discussing the number of conversions. Can your offer sustain a room where 50% of attendees are converting? What about 80%? Do you have the operational capacity to deliver at that level? If you’re targeting $1M in sales and require 100 buyers to achieve that goal—yet your offer can only accommodate 25—you’re facing a critical bottleneck. These are the high-caliber conversations that distinguish the visionaries from the achievers, the six-figure earners from those poised to break into the seven-figure event arena. SSPR&E ensures all our clientele have these conversations with us so we guarantee lawlessness! It’s this level of strategic foresight and meticulous execution that transforms your million-dollar event from a simple aspiration into a wildly profitable reality. So, allow us to ask you: are you prepared to have these high-caliber conversations for the pinnacle of your event experience success? Let’s have in a high-caliber conversation. Send me a quick DM → LINK TO DM FACEBOOK.

𝗛𝗼𝘄 𝗺𝘆 𝘁𝗲𝗮𝗺 𝗯𝘂𝗶𝗹𝘁 𝗮 𝟳-𝗳𝗶𝗴𝘂𝗿𝗲 𝗽𝗶𝗽𝗲 𝗳𝗿𝗼𝗺 𝗮 𝘀𝗶𝗻𝗴𝗹𝗲 𝗲𝘃𝗲𝗻𝘁 Most events offer little to no ROI on generating sales pipeline. In a past job, my team generated a massive seven-figure pipe from a single event. Here's exactly how we did it: - 𝗪𝗲 𝗴𝗼𝘁 𝗿𝗲𝗮𝗹 𝗮𝗯𝗼𝘂𝘁 𝘁𝗵𝗲 𝗻𝘂𝗺𝗯𝗲𝗿𝘀. Before we decided to sponsor the event, we agreed on exactly how much pipe we needed to make the event work. No bs "visibility goals" just hard math about pipe gen value in $/€. - 𝗪𝗲 𝘄𝗲𝗿𝗲 𝘀𝘂𝗽𝗲𝗿 𝗽𝗶𝗰𝗸𝘆 about the events we sponsored and attended. We didn't chase the flashy events everyone else was attending. We focused on the ones our exact buyers would attend, where our product and team could really stand out, and where we could execute an actionable pipe gen plan. - 𝗧𝗵𝗲 𝗮𝗰𝘁𝗶𝗼𝗻𝗮𝗯𝗹𝗲 𝗽𝗶𝗽𝗲 𝗴𝗲𝗻 𝗽𝗹𝗮𝗻 → We divided and conquered the exhibition hall. Every seller had their own zone and hit list. No bumping into each other or fighting over the same leads. We were helpful and consultative, not pushy and salesy. Nobody likes getting cornered by a surprise sales pitch. So we made it all about them. 𝗪𝗲 𝗮𝘀𝗸𝗲𝗱 𝗾𝘂𝗲𝘀𝘁𝗶𝗼𝗻𝘀 𝗹𝗶𝗸𝗲: - How are you handling [process we help with] these days? This gave them room to share their challenges. - Who's running that process for you? This helped us understand their team structure. - What can I do to solve that 1 specific challenge? This showed them we genuinely wanted to help. Building pipe through events isn't just about sponsoring a booth, showing up, and hoping for the best. Generating pipe from events requires: - setting real goals - being picky about the events you sponsor - being genuinely useful when you’re there

I recently had a conversation with a salesperson, and guess what? They hardly talked about themselves. Instead, they bombarded me with questions about my company—dozens of them. Plus, they made sure to offer their expertise at least four times during the call. As a result, I gained four valuable insights that I can immediately apply to my business. Did I make a purchase from them right after? No. But when the time comes, who do you think will be at the top of my list? Venue owners, here's a challenge for you: Can you refrain from discussing the features of your venue throughout an entire call with a prospect? Let's see if you're up for it. Here's 5 questions to ask on your next prospecting call: 1. What are you measuring during the event or how will you know if the event is a success? 2. What do you hope to be doing while you are at the event? 3. Is there anyone attending the event that we should pay special attention to? 4. How many times have you been in charge of planning this event? 5. What do you like/not like about being in charge of planning this event? Let yourself get really curious about them—about their company—and about their event. Make a "list of curiosities" you have about your prospects. Keep it by your computer. Anytime you feel yourself slipping into the feature pitch -- reference your list of questions. Go get 'em, Sales Pro! (Owl pic because -- well, I love owls!) #venue #eventprofs #meetingplanners #venuemanagement —--------------------------------------------------------- I’m Amye. Founder of Venue Prosperity Group We help venues grow an ecosystem of sales.  Curious about how we do it? Let’s chat. https://lnkd.in/gP5e4BQf

“Matt, should I include a demo video in cold outreach and streamline the process?” Let me ask you this… If you showed up on a first date with an example of the engagement ring you had in mind, what would your prospect do? Bye. ✌️ So, don’t overwhelm a potential buyer - who may have never even heard of your company - off the bat. Cold outreach is about opening a door, not trying to walk all the way through it in one go. When you send a demo too soon, you’re essentially saying, “Hey, I need 30 minutes of your time, even though we’ve never spoken before, and I’m not sure if you even care about what I’m offering.” That’s a big ask. Especially when you may be showing them a future they have no interest in. Instead, focus on earning the right to have that conversation. The goal is to validate that there’s a potential fit, see if there’s any interest, and make them think, “This is worth learning more about.” Once you’ve established that and earned the right to their attention, then you can talk about a demo.

🌟 Transform Your Live Events into Sales Superstars! 🚀 Hey there, friends! 🎉 Are you all set to turn those lively gatherings and events into a powerhouse of sales opportunities?  That's what we absolutely love doing! At our heart, it's about YOU.  We're passionate about crafting each live event to pave the way for attendees to embark on a journey—a journey that opens up new horizons where the best next step is to grow further alongside our awesome clients (that's you!). We believe in the magic that happens when people come together.  And guess what?  That magic is not just in the connections made, but in the wonderful potential for your business to flourish. 🌱 Here's the scoop: our approach isn't just comprehensive; it’s tailored thoughtfully to ensure that every moment of the multi-day experience we create together nudges attendees closer to saying a big YES to working with you. We're all about making sure that along the way, they find incredible value—value that makes choosing to engage further with you the easiest decision they've ever made. So, let’s team up! ✨ With our down-to-earth style and a knack for nurturing sales through genuine interactions, your goals aren't just within reach—they’re practically waving at you! Join us, and let’s make every handshake, every shared laugh, and every presentation convert beautifully into success stories you’ll be eager to tell. Because when you win, we all celebrate. 🎈 Ready to boost your sales and achieve your dreams in the most friendly, humble way possible? Let's chat! 💬 Cheers to growing together! 🌟💼🤝 #sales #marketing #events #transformativeevents #sellfromstage #community #opportunity #GraceandEaseProductions #businessevents #eventbasedmarketing #value

We measure life with events, not time Create excitement in your customer’s life If I asked you what you’re doing this week You’d say, “Big meeting with Jim on Tuesday, Friday, I have a hot date with Jane at that new place.” And I’d say, “Who’s Jane, you’re married to Mary?” You get the idea, we talk about events We don’t say, “I’ll be Mondaying, then Tuesdaying, then…” Significant events are how we navigate time. If you want to get in a prospect’s diary, And, more importantly, stick in their mind Then you need to create meaningful events. Meaningful = Stuff that… ➮ They want to do ➮ Resonates with them ➮ Will move them a step on Create your event: a product launch, a new video… Then make it meaningful to your audience Tell the story, the struggles, the secrets List the disasters, triumphs, laughs Give them a discount, a coupon A reason why they should care “Why” is a very important word in sales Stronger than, “How much?” Or even, ”Who are you?” I’m John The Enterprise Sales WYAD guy And that is why you should follow me ————————————— House of Sales Learn.Sell.Grow. ————————————— PS: What have you got planned to delight your customers? #salescareers #salesadvice #salescoaching #B2Bsales #HouseofSales

We measure life with events, not time Create excitement in your customer’s life If I asked you what you’re doing this week You’d say, “Big meeting with Jim on Tuesday, Friday, I have a hot date with Jane at that new place.” And I’d say, “Who’s Jane, you’re married to Mary?” You get the idea, we talk about events We don’t say, “I’ll be Mondaying, then Tuesdaying, then…” Significant events are how we navigate time. If you want to get in a prospect’s diary, And, more importantly, stick in their mind Then you need to create meaningful events. Meaningful = Stuff that… ➮ They want to do ➮ Resonates with them ➮ Will move them a step on Create your event: a product launch, a new video… Then make it meaningful to your audience Tell the story, the struggles, the secrets List the disasters, triumphs, laughs Give them a discount, a coupon A reason why they should care “Why” is a very important word in sales Stronger than, “How much?” Or even, ”Who are you?” I’m John The Enterprise Sales WYAD guy And that is why you should follow me ————————————— House of Sales Learn.Sell.Grow. ————————————— PS: What have you got planned to delight your customers? #salescareers #salesadvice #salescoaching #B2Bsales #HouseofSales