Sales

How Reed Created a System to Train and Nurture New Talent

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With an eye on the company’s future, Reed Exhibitions is looking at a new way to bring in youth and talent: it’s recruiting a class of entry-level salespeople and spending six months training them. Those who make the cut will be plugged into gaps throughout the organization, smoothing over transitions and making sure the right people are in the right […]

Enterprise Connect Leveraged an Event into a 365-Day Community—And Vice Versa

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UBM Tech’s Enterprise Connect Orlando attracted 160 exhibitors in March, a 12-percent increase over the year before, and 5,400 attendees, an 8-percent increase. Eric Krupf believes the reason for the success is self-evident in his title: He’s co-chair of Enterprise Connect and editor of No Jitter, an online publication that keeps those in the enterprise communications world connected throughout the […]

Getting Your Exhibitor Priorities Straight

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Have a question you’d like to ask an industry expert about trade show management? Maybe exhibit sales, attendee promotion, technology? Or anything else having to do with the business? Send your question to Executive Editor Michael Hart at mhart@accessintel.com and we will contact the appropriate trade show professional to get the question answered. This week’s question is directed to Sean Lenahan, CEM, assistant vice president of convention operations for the National Association of Home Builders.

4 Steps to an Event-Led Approach to Integrated Sales

  Since joining Asset International as vice president of global event strategy and business development in 2011, Michael Garity has led the charge to increase print and digital revenue by leveraging the company’s growing events business.  He has done that by appealing to his clients’ desire to promote thought leadership. Asset International offers sponsored stories in AI magazines and website opportunities such as sponsored video interviews of the speakers, white papers and webcasts. Here are...

3 Ways to Keep Exhibitors Happy

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There are things show managers are “supposed” to do—keep the lines short, make sure exhibitors are happy, etc. But there are certain shows and show managers who don’t follow those rules and are still successful. How do they do it?

Reed Exhibitions Recruiting for Sales Academy

Article categorized in Sales |

Reed Exhibitions is looking for potential new salespeople—and wants them so much it’s willing to take recent college graduates or members of the military, start from scratch and teach them how to do it. Reed Exhibitions is now recruiting people looking for their “first-job opportunity” for a sales academy it will hold at its Norwalk, Conn., office. According to Joann Bottoni-Jepsen, senior vice president of human resources for Reed Exhibitions, Americas, she is looking for...

Challenges and Opportunities for Exhibitors

A good way to get a sense of exhibitor sentiment is to look at what they consider to be their main challenges and opportunities. The challenges that we hear most often from them are: • Budgets and competition for internal resources • Driving booth traffic and engagement • Tracking ROI and other measurements • Sales team buy-in and follow-up on leads and opportunities

Event Promotion: 10 Ways from Sunday

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As planners, we're taught to organize our tasks in vertical lists, generally by due date. "F&B all set? Check. Floorplan sent to fire marshall? Check. Sent in rooming list before cut-off date? Check." But marketing an event requires thinking horizontally, not vertically.

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