"Break down each day into tangible wins. For example, if your goal is to book $150K over three days, set and split a $50K/day target amongst your reps. Use average order value (AOV) to calculate roughly how many appointments each rep needs to hit their numbers.“
Define goals that help you benchmark your success:
+ DON'T: Brain dump
Ensure your reps have up-to-date product data on hand and understand what’s immediately available to sell and what promotions can be applied.
Rather than try to showcase
all your inventory, propose unique product assortments catered to the retailer’s needs.
How do you make the most of your trade show investment? Trade shows are resource-intensive. Pre-show research helps you walk away from the show with results. Get all the insights you need to:
Everything you need to know to succeed and cut through the noise
+ DO: Intelligently sell
"Buyers who didn’t convert at the show should be sent email campaigns with custom line sheets, easily clickable ordering capabilities, and engagement rate tracking (to see who opened, clicked, and purchased)."
Categorize leads by current or prospect buyer:
+ DON'T: Take bad notes
Eliminate unnecessary back and forth. Create a process where organization becomes the main priority, minimizing the paper trail or digital tools.
Detailed notes are worth their weight in gold. To effectively follow up you will want to house your notes in a place that is accessible for later reference.
+ DO: Streamline Appointments