Outsourced sales and marketing for B2B events

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If your event's sales force is paid on commission only, it will sell whatever closes fast and walk away from whatever pa

That holds for sponsorship, for floor space, and for attendee registration. It holds in the domestic market and it holds twice as hard internationally. And it is not a character flaw in the people sel

The corporate attendee does not buy the registration. They ask for permission to buy it.

Why does an early-bird campaign fail to sell corporate registrations?

The most valuable information about your event is not in the post show report. It sits in two or three people's heads, a

The industry rarely names this: commercial memory loss. It is why large shows with strong brands and loyal audiences still sell sponsorship as if it were their first edition.

An exhibitor who buys square meters evaluates square meters. And square meters, on their own, are never worth what they

Why does selling floor space by the square meter produce exhibitors who do not come back next edition?

Hiring a sales force outside your country is not a yes-or-no decision. It is a division decision: what stays with you, w

How should an organizer divide the sales operation when hiring a team in another country?

You hired a good agency, traffic went up, the list grew, the creative looked sharp. And sponsorship revenue landed exact

That is not an agency failure. It is a category confusion the events industry makes constantly: buying demand generation while expecting complex sales conversion.

There are three ways to put someone in charge of selling your event. All three work. All three cost more than

What are the sales force models for a B2B event, and what does each one really cost?

Your registration count is not a success metric. It is the raw material for next year's sponsorship negotiation, and it

The mechanism deserves a closer look, because it is rarely discussed openly in B2B events.

The floor plan tells you how much has been sold. It does not tell you whether you are behind.

What is the only indicator that warns you in time that floor space sales will miss the target?

Every year, the same scene: the organizer hires two or three salespeople in January, trains them in February,

Why is rebuilding the sales team from scratch every edition the most expensive way to sell sponsorship?