E5: B2B Expos: Turning Your Expo Experience into Sales

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Thông tin tác giả Neil Osborne and Neil Osborne | The Sales Catalyst được phát hiện bởi Player FM và cộng đồng của chúng tôi - bản quyền thuộc sở hữu của nhà sản xuất (publisher), không thuộc về Player FM, và audio được phát trực tiếp từ máy chủ của họ. Bạn chỉ cần nhấn nút Theo dõi (Subscribe) để nhận thông tin cập nhật từ Player FM, hoặc dán URL feed vào các ứng dụng podcast khác.

Your sales lead data base 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 sales team’s approach with different types of clients, and the importance of managing your numbers through a dashboard report.

In this episode you’ll learn:

  • How to manage your expo lead data base – because the sales you make is connected to the way you manage it
  • Clear sales tactics that you can employ to build a client relationship
  • Keeping your clients warm and approaching with respect, especially at the upper levels of the industry
  • Mapping and practicing a post-expo sales approach
  • Sales team delegation, diligence, management and reporting
  • Creating urgency

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