Allyforce: Secrets to Social Selling

Cool, I just went to another trade-show and I realized that the 'smart' reps understand how to really maximize their time there.

And it isn't about meeting customers.

Which is paradoxical but true. There aren't alot of customers who go to trade-shows. And if that's the only focus for a sales rep who goes there, they are missing something hugely valuable.

Pretty much any partner one could find was there, and they definitely got the value of connecting and sharing contacts and accounts. Some of these companies don't have a physical presence in the territory (which makes sense if it's a smaller company) but partnering is a powerful way to do it.

Trade shows can really be a downer if you're just looking at customers. But powerful if you're looking for partner to expand your coverage and network so that you can reach potential customers.