5 Silver Bullets for Stopping Sales and Marketing Leaks

It’s a sad fact of our profession, but the truth is that more than 70 percent of leads generated by marketing lies untouched by sales. Such sales and marketing “leakage” occurs when marketing spends significant revenue on large-scale campaigns that deliver large volumes of leads but very few bona fide prospects. This, in turn, causes sales […]


How to do a 60 second pitch going up :: The elevator pitch explained

The “elevator pitch” is one of the more controversial aspects of event promotion. Event business culture has always been uncomfortable with this form of blowing one’s own trumpet, perceiving it as insincere, shallow and opportunistic. However, over the last few years, a growing businesses, both large and small, have made the elevator pitch an integral part of […]




Trolling for International Attendees

There are plenty of prospects in the sea. Here’s how to lure them to your events worldwide. The world may be getting smaller, but it’s still tough to reach people. That quickly becomes apparent when you try to attract attendees from a variety of countries to a show from overseas. Fortunately, there are plenty of […]




How Disruptive Marketers Economize

When disruptive marketers think of economizing, they don’t necessarily think of trying to save money. What they do think of is getting the absolute most from any money they’ve invested in marketing. They realize there are two kinds of marketing – expensive and inexpensive – and they know that expensive marketing is the kind that […]


10 questions to ask a registration services vendor

1. Do you own or rent your equipment? Whether it’s computers, servers, printers, handheld scanners or lead-retrieval devices, it’s good to know that the vendor owns, maintains and constantly upgrades its equipment. 2. Where are your servers physically located? What backups do you have in place? Reliable vendors will have contingency plans with redundant servers, […]


The Intrapreneur*’s Ten Comandments

 * That’s not a typo. An Intrapreneur is a manager within a company who promotes innovation, development and marketing. Build your team, intrapreneuring is not a solo activity. Share credit widely. Ask for advice before you ask for resources. Underpromise and overdeliver — publicity triggers the corporate immune system. Do any job needed to make […]