Jul 25, 2019
If your tradeshow experiences can be described as messy or clumsy or ineffective or "where are all the leads?" or all of the above. It might be time for a tradeshow makeover and our guest today, the great Alice Heiman is here with a sales blowout.
There are simple changes you can make to your booth setup, who your talking to and how you approach them that will generate more leads and actually lead to business rather than wasted time and money.
PLUS! Alice is an expert in navigating the murky waters of the complex sale. Multiple parties on both sides of a deal, lots of voices in the room, one miscalculation or hesitation can lead to disaster. Alice will share one guiding principle she says will increase your chances of keepping your next complex sale afloat.
If you've ever had a fail at a tradeshow or are curious what kind of value lies at the end of the tradeshow rainbow, then this episode is a must-listen. You've been warned!
About Today’s Guest
According to Forbes.com, Alice Heiman is among the world’s leading experts on the complex sale. She is the founder of Alice Heiman, LLC a leading sales consultancy for midsize companies whose clients see double and triple digit increases in sales by following their process. Heiman is also co-founder of TradeShow Makeover the leader in preparing companies to get more closed deals from their investment in exhibiting at and sponsoring trade shows and events. They are disrupting the industry by changing the focus from events as a major expense to a focus on increasing revenue by generating qualified leads that turn into deals.
On today’s podcast...
1:36 - Rachel and Gina have always been a fan of fans
7:11 - The two types of "Women Your Mother Warned You About"
16:00 - What is the definition of a complex sale?
20:24 - The one key to navigating a complex sale successfully
23:42 - Alice Heiman dreamt about a sales makeover show so she started a company to help makeover people's tradeshow presence
28:22 - Alice's 3 step process to actually win business at a tradeshow
33:17 - Booth babes vs. qualified booth staff
36:54 - Build a booth that will allow you to engage people
40:37 - Tradeshows are sales. Sales are tradeshows. You have to care.
43:24 - The people that you are overlooking at a tradeshow
More on Tradeshow Makeover
More about Gina
Gina Trimarco is CEO/Founder of Pivot10 Results (training and strategy company) and Carolina Improv Company (comedy club and school). She has 25+ years of experience in marketing, sales, operations and people training. Gina combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. A true Chicago city girl, her much older father trained her in sales starting at the age of 10, working in flea markets.
More about Rachel
Rachel Pitts is a Mom, Realtor, Author, and Creator of The Closing Curve, a new real estate software focused on enhancing the buyer experience. With a background in show business, her motto is: Entertain. Inform. Inspire. Find Rachel on social media as RachelonRealEstate, at www.rachelonrealestate.com and www.theclosingcurve.com and pick up her book, The Gift of Wreckage on Amazon
More about Keith Walters
As Managing Principal of Walters Dev Group, LLC, Keith currently assists companies via board and advisory roles. Keith has spent more than 30 years using a strong entrepreneurial focus to lead, advise and grow very successful businesses. His focus on operational excellence brings stability into organizations he leads and guides. Through a unique management system focused on company growth and strong culture development Keith helps build businesses that are true talent magnets.
Women Your Mother Warned You About™ is part of the Sell or Die Podcast Network. Check out these other amazing SORD podcasts.