DreamForce,DMA, and a host of other face-to-face meetings

I was reminded, rather pointedly (thanks Nikki Pappas) by various SJN sales team members (Shawn, Tracy, and Joan) that DreamForce is far from the only meeting going on.

This week and next are the two highest density meeting and convention weeks remaining in 2013. But the other meetings, while important and productive events, in industries ranging from medical specialty annual gatherings to medical informatics, to advanced imaging technologies, definitely do not have the likes of Blondie and Green Day to add to the business atmosphere. They also feature attendees far less likely to post selfies of themselves and their co-workers stuffing a convention hotel elevator.

SJN attended more trade shows, conventions, Round Tables, etc. in 2013 than in any other year in company history. Admittedly part of the reason for this is because air fares have made one-off meeting travel fiscally irresponsible. The other reason, true regardless of what fare wars are on, is that going to vertical industry and technology meetings lets SJN people hear the buzz from people walking show floors. Hear the promises and concerns for next year from speakers and the audiences that question them, and get a very good idea of the spending and innovation pulse of the industries we serve.

Some of us have been attending the same annual meetings for decades. SJN Sales technology solutions salespeople can often compare and contrast meeting energy and innovation flow from before the first InternetWorld (remember that one?), to last years’ RSA, and all the ups and downs of IT security, capital seekers, innovators, show floor gimmicks, and what is drawing a crowd to a speaker or booth this year, that fall in-between

Yes, we do go to conventions to make sales for SJN clients. But more sales are made the week after the show than at the meeting – Why? We are very careful not to interrupt people who have paid thousands of dollars to book a booth, or speak their piece, with more than a compliment, a question, and a quick aside that books an after convention meeting to talk about our client solution and how it will build business for the trade-show attendee, speaker, or booth crew.

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About Deb Taylor @ SJN Sales

SJN Sales presents complex intangibles to specific US markets and closes sales. SJN Sales also provides training for professional services providers, from software to health care, who have learned that 'selling yourself' is harder than it sounds.
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