A qualified sales prospect may turn out to be in the next seat at a conference session or happen by the booth in the vendor display area … but the odds are so long that if the only plan is to meet people randomly then it is probably not worth going.
The value of attending is multiplied many times when an industry conference serves as a platform to work from before, during and after by a team committed to making the most of the experience.
Specifically, contact targeted executives regarding the conference. Every interaction is a chance to make a strong personal connection around a topic of mutual interest (the conference); use it to gather intelligence and to impact thinking related to cultivating interest in organization offerings. Continue reading