5 Reasons Executives Won’t Attend Your Lunch & Learn

I had several conversations with consulting company sales people yesterday regarding event planning.  By far, most lunch & learn events don’t appeal to business owners and executives.  They attract the IT and security people.  On the other hand, most of those I meet with tell me, they would like the business leaders there. Whether you […]

7 Secrets Webinar Recap…

Hopefully you were able to make today’s Event Marketing webinar – 7 Secrets to Profitability Using Lunch & Learns and Sales Events. In case you missed it, there will be a recording posted at some point soon…I want everyone to have this information before they do another event.  Here’s a quick recap: Conversion First, we […]

Several Things Happening This Week

It’s September 24th and a busy week has already started.  I am back from my Milwaukee travels, and hitting the ground running.  Don’t miss some of these important announcements: 1. First, you will want to make sure you are signed up for tomorrow’s webinar on Event Marketing.  This is the Pre-Event I have been talking […]

UBM Solution Provider 500: CIO Sound Bites

This afternoon’s UBM session with four CIOs shed’s light on some of the mistakes sales people are making.  Here are some important sound bites from the session: 1. All four CIOs indicated a need to be working at a more strategic level.  They don’t want to be involved in product discussions. 2. IT no longer […]

The Incompetent Adviser

Micheal Bosworth, back in his 1995 publication of Solution Selling, wrote, “Power buys from power.” He goes on to explain that executives (people with decision making power) are looking for someone to advise them, and that person must be competent (a person commands authority with advisory power). But how do they know you are that […]

Finding New Business a New Way

Setting up a New Event Will they come?  Just this week I was working with one of my clients in the northwest on filling seats for their first major marketing event.  This is their first “asset owner” facing event, and like most, there was some uneasiness as to whether they would actually be able to […]