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If your reps are prospecting you better believe you are NOT the only one calling on that buyer! And if your rep is lucky enough for the prospect to call them… beware… they calling at least 2 other companies. So how do your reps differentiate themselves throughout the process?
So, I’m wondering, are you having the right conversations before your reps go to a conference or trade show, because you want a better answer than I got too.
Here are my tips to gain a valuable ROI on their attendance… because from my experience… your reps are just glad they’re getting an all expense paid trip out of town and they are not necessarily doing the right planning.