The Core - A Blog by DMA Solutions
Megan Zweig
Posted by Megan ZweigSeptember 24, 2020 12:00 PM

One of the most important aspects of participating in a tradeshow is showing up with a prepared sales team to manage leads and properly funnel new business down the pipeline before, during and after the show.  In preparation for the Buyer Preview at Fresh Summit beginning on Monday, September 28, 2020, we're providing these key points gathered from PMA and our team at DMA to help you prep and be ready for a highly successful showing at this year's virtual event.

Do This Before Monday

  • Register to attend Fresh Summit and login to the platform
  • Build and edit your profile, using keywords to help people find you, adding a photo and bio
  • Update your meeting availability and synchronize your availability with your Outlook calendar (Note: Time zones will automatically be updated based on your login location)
  • Add your team members (being sure to include sales) to the Marketplace page once they have officially registered for the show
  • Download the Fresh Summit mobile app on your smartphone or tablet
  • Put the final touches on your Marketplace page before buyers are able to see it on Monday, September 28, 2020 at 8 am ET

Make Sure Your Sales Team is Prepared

  • All profile pages should be updated and ready to connect with buyers
  • Share the latest download of the attendee list and equip your sales team to start identifying prospects
  • Promote your participation and investment in Fresh Summit using tools provided by PMA and including your Marketplace page link in your marketing communications
  • Remember, your sales team does not have to be glued to a chair in order to navigate the show as long as they use the portal and tools available to organize their meetings

Connecting with Buyers

  • Search by name in the portal for specific contacts
  • Search by keywords or terms that distinguish the type of company you are seeking to meet with (e.g. retailer or wholesaler)
  • Send messages and connections requests within the portal
  • Visit an individual profile and schedule a meeting using the attendee's available time slots
  • Attending sessions, making note of attendees and reaching out to connect
  • Accept meeting requests or connection requests that are coming to you between September 28 - October 6, 2020

Managing & Tracking Sales LeadsLead Tracking

  • Assign leaders on your team to manage connections with your prospects
  • Score sales leads that you identify in the portal using a rating system that measures your conversations and prospect quality on a range of 1 to 5 stars
  • Tagging leads using higher level organizational names will "bucket" people into groups to help you manage connections during and after the event
  • For each sales lead, request that your sales team add notes highlighting their interaction (there is a small section in the portal where you can enter notes accordingly)
  • Export your team's sales leads anytime during the show to organize and direct next steps

Stay on Track Throughout Fresh Summit

Is there anything else on your mind relative to Fresh Summit?  Feel free to enter a comment below or email us at info@dma-solutions.com.  

Topics: Fresh Summit 2020

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