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Show-to-Show: Thoughts from the Show Floor by James Morris
December 5, 2014

One thing that has become apparent on the show floor is that everyone loves this iPad thingy. As someone in a revenue generating position I carry my iPad everywhere I go – especially as I walk the show floor. It is a useful tool for field sales and “on the go” presentations. However, in my... »» Read More

Show-to-Show: Thoughts from the Show Floor by James Morris
November 21, 2014

According to CEIR (Center for Exhibition Industry Research), the most important objectives for B2B exhibiting are to: Generate Leads (93%), Build Brand Awareness (93%), Maintain Customer Relationships (92%) and Launch new Products (85%).   Given these drivers, my goal is to help my clients’ arm... »» Read More

Show-to-Show: Thoughts from the Show Floor by James Morris
November 14, 2014

I was recently walking an event floor in Atlantic City, NJ and I realized the entire show was lacking something. There were no thought-leadership speakers or presentations in any of the exhibits. It is safe to assume that each company is in some way experts in their collective fields. I am... »» Read More

Show-to-Show: Thoughts from the Show Floor by James Morris
November 7, 2014

We are just back from exhibiting at Event Marketer’s EVENTtech 2014 in Las Vegas.  This is a really well run show and was a great place for us to exhibit. But, WOW! I am reminded of just how much energy and effort goes into having a successful show. This massive allocation of resources in... »» Read More

Show-to-Show: Thoughts from the Show Floor by James Morris
October 31, 2014

Recently my wife was visiting a popular online medical site for a quick analysis of some mild sneezing and a cough. (You know the site that I mean…) As with most people, if you spend enough time on this site, you will develop a slight case of everything. The one thing that you may not get is an... »» Read More

Show-to-Show: Thoughts from the Show Floor by James Morris
October 24, 2014

My oldest daughter is in her senior year of high school, so she proving to be veteran of the college tour. Without question, there are schools that have the admissions tour to a science, and those who, well, need some training in this area.  So after we wrapped up a tour at a top university a... »» Read More

Show-to-Show: Thoughts from the Show Floor by James Morris
October 17, 2014

Recently, I have read several articles suggesting that the death of the trade show is upon us (again). That said many in my field are rightfully and feverishly screaming that face-to-face networking is still viable and in fact gaining strength. So, who is right? I surmise it is a little of both... »» Read More

Show-to-Show: Thoughts from the Show Floor by James Morris
October 10, 2014

A major trade show requires considerable advance preparation and, if you aren’t ready, can become a logistical nightmare. You need to develop a solid plan of action and monitor your progress vigilantly. I have written several posts on proper behaviors with regards to individual efforts as they... »» Read More

Show-to-Show: Thoughts from the Show Floor by James Morris
October 3, 2014

What is considered a “productive” trade show? This topic is often hotly debated between marketing and sales teams. Part of the challenge is that the sales team (or sales management) feels that working a trade show interferes with their normal selling routine. Personally, I am a big believer in... »» Read More

Show-to-Show: Thoughts from the Show Floor by James Morris
September 26, 2014

After my post about qualification a few weeks ago, I fielded more than a few inquiries asking, “I know why to qualify, but what are the most effective practices?” Message received.

Yes, the reasons for qualifying are critically important. No question. Having everyone understand and buy... »» Read More

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