The Trade Show Tango

OK – so how many of you really enjoy staffing the booth at a trade show? Once you have been in a pre-sales for a few years it feels more like a punishment than a reward, even if you are sent to some exotic location. If you are sent to run a trade show booth for day or two, how do you maximize the return on investment for both your company and your career? Here are some personal best practices for the Sales Engineer to get the most out of the Trade Show Tango.

One addition to this list of best practices is to take notes on every “A” and “B” prospect you meet. Don’t rely on your memory to make notes afterwards, take them on the spot so you can pass them on to the rep or marketing department.