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Unleashing the Power of Collective Sales Intelligence

Expo! Expo! Session Spotlight on Gary Hernbroth
Gary Hernbroth empowers professionals across the spectrum of roles within exhibitions and events with the knowledge and skills needed for collaborative sales success.

Expo! Expo! IAEE’s Annual Meeting & Exhibition 2024 takes a deep dive into the inner workings of exhibitions and events with six unique learning tracks from thought leaders such as Gary Hernbroth, Chief Motivation Officer at Training for Winners and author of Twist the Familiar. His session, Getting Your Sales Game in Shape, is a peer-to-peer dive into the world of collaborative sales success.

Gary will lead participants in harnessing their collective intelligence for sales growth by tackling several aspects of sales, including best practices, tips on artfully working their sales funnels, helping people buy, negotiation, successful exhibitor lead generation/sales tactics from the booth, selling sponsorships, and weaving ROI/ROE into the equation.

Whether participants are trade show organizers, suppliers or exhibitors, there is an element of “sales” in much of what they do. In this hands-on session, Gary will have participants rolling up their sleeves, digging in and sharing creative ideas for sales success!

Attendees will discover the critical steps that go into working a sales funnel successfully, including those things that can make the process more successful as well as avoiding the elements that can drive negotiations off the rails. How did you determine which steps and pitfalls to avoid in creating a winning combination?

The beauty of this lightning-paced session is that the sales aspects we discuss and share will be selected by the audience members. They will get to customize the areas that are top-of-mind and keep them up at night. Through peer-to-peer conversations participants will trade ideas and challenges with each other. I will facilitate the “solution-coaching” so that people can grab takeaways and put them into use in their own jobs.

They will also improve their salesmanship by seeing the sales experience from buyers’ eyes, thereby increasing their competency in consultative selling strategies and tactics. What makes this understanding such an important component of the sales process?

I mention this in my video below – I truly believe that seeing the sales process through the customers’ eyes is one of the most important, foundational skills that a salesperson can have. It’s critical. It leads to selling from a consultative – not a commodity – basis. It’s the preferable way that people want to buy. They generally don’t want to be sold to. It’s the whole idea of “WIIFM: What’s in it for me?”

What fuels your passion for this subject, and why is this information so relevant in today’s business environment?

It’s in my DNA to help people, to coach them in ways that they can elevate their game. It’s essentially why I wrote my new book, Twist the Familiar. And no small fact is that we all can get better. Me too! No one knows it all. A great salesperson is always learning, should always learn something with each customer, with each solicitation, each call, because they are all different. And, as long as people want or need to get better and improve their skills and fundamentals, I want to be able to help them. I’m a serial coach.

Gary wraps up how he can help you get your sales game in shape in the brief video below:

Expo! Expo! Session Spotlight on Gary Hernbroth video screenshot

Expo! Expo! is THE PLACE TO BE to learn about the latest industry trends and technology, as well as network with professional peers. Find more information here including how to take advantage of special promos for IAEE members.

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