New CEIR Report Helps Event Sales Teams Overcome Barriers To Exhibiting
July 18, 2019Center for Exhibition Industry Research has released the third report in its Head of Marketing Insights Series, entitled Overcoming Non-Exhibitor Objections. The report provides insights and ideas for how B2B exhibition management and exhibit sales teams can not only overcome barriers when making the case for exhibiting at their trade shows, but also formulate strategies for gaining new exhibitors.
“Overcoming prospect objections is an ongoing challenge,” said Cathy Breden, CEO of CEIR. “This report identifies how to minimize objections through offering the right event content and deploying other tactics. It can also serve to launch a brainstorming session on refining event content and sales pitches that maximize sales conversions.”
In addition to sharing survey results gathered from marketing leadership at organizations throughout North America, the report provides a list of suggestions for effectively addressing each objection, a matrix exhibit sales teams can then use for strategic planning brainstorming sessions to help refine event content and cultivate more targeted sales approaches.