His presentations are all based on his own personal trade show exhibiting experience, and the foundation of a successful national sales lead qualification and response management service organization that resulted from his own trade show exhibiting frustration and experience.
Richard has “walked” in the shoes of exhibitors, and he has “felt their pain.”
His teaching and statistics come from the real-world of actually…
- Qualifying and processing more than 1,000,000 sales leads
- Making more than 1,600,000 outbound telephone calls
- Transmitting more than 127,000 faxes and emails
- Shipping more than 370 tons of client literature
- Identifying billions of dollars of selling opportunities for more than 140 companies
In an excerpt from one of Richard’s candid articles and recent interviews, he said; “When you look close at the 600# gorilla in living room, today, (in the form of poor lead follow-up) you see busy company personnel being thrust into the position of trade show exhibit manager with little or no knowledge of the requirements, or the education necessary to do a good job. They have no one to learn from inside their company, and few places to go outside of their company to acquire sound business practices for the foundation of a successful trade show exhibiting program.
They cram to add trade show exhibiting to their growing laundry list of other duties and responsibilities, and they either learn about their first show by means of expensive trial and error, or they do the same thing they did at the last show (that they ultimately couldn’t measure) expecting different results.
Then, after the show, upper management begins asking them the dreaded ROI question, and exhibit managers that want to be recognized as part of a notable solution in their company, are unfortunately now viewed and talked about as part of the problem.
The typical result? Leads don’t get followed-up, nothing is measureable, the show budget gets cut, the show schedule is reduced, and the exhibit department is downsized.”
Not anymore! See this cartoon overview for exhibitors and show organizers click here.
Richard’s experiential learning session has been called Closed-Looped, Soup-to-Nuts, Marketing’s-Life-Saver, Leads-to-Sales, Whom-to-Tomb. And when evaluated by his seminar and webinar attendees, it is often called “The best session I have ever attended.”
