What do 79% of buyers say is absolutely critical to them?

Trade shows; the perfect place to create a memorable experience of your brand.

The results from Salesforce’s third annual “State of Sales” report are enlightening.

It highlights customer experience is the name of today’s sales game.

And that’s great news for companies exhibiting in trade shows.

There are many trends and insights covered in the report, but here’s one that relates directly to exhibiting.  

“79% of business buyers say it’s absolutely critical or very important to interact with a salesperson who is a trusted advisor - not just a sales rep - who adds value to their business.”

Buyers want personalised interactions. They also prefer a consultative approach rather than a sales pitch.

Trade shows enable you to combine experience with a consultative approach.  

Your stand and the people working on it provide the experience and an insight into how your company goes about its business.

By taking a probing, inquisitive approach to visitor interaction, you learn what’s most needed by the people who come onto your stand.

Here’s another finding directly related to the above;

High-performing sales teams (the top 24% of more than 2,900 sales professionals surveyed) are 1.5 times more likely to base forecasts on data-driven insights.

And where might you get those insights?

I rest my case.

If you have a show coming up, try the consultative approach.

It will likely help you convert more of your leads into sales.

Creating a great and memorable event experience is where we can help.

To start a conversation, email [email protected] or call 01702 662 111.