In this second of a two part episode of the Sales Empowerment podcast, our hosts Mike Miranda and Shawn Winters continue their conversation about some best practices for sales reps to make the most out of the unique opportunities present in sales conferences. With public events now becoming a part of society again, it’s best to ensure that your new sales reps are equipped with the knowledge and skills needed to take advantage of sales conferences. 

HIGHLIGHTS

• Take note of people's badges
• Know who you're talking to, but don't just focus on the big players
• Have your go-to qualifying questions at the ready
• Make it easy for your reps and prospects to set a meeting
• You don't necessarily need to sponsor an event

QUOTES

Shawn on taking note of people's badges: "Try your best to talk to everybody, but you have to be thoughtful about, ‘okay is this a person a VP of engineering, or is this like an entry level software engineer that's probably not gonna run a big sales cycle.’"

Mike on maximizing your time in conferences: "For us, Shawn and I can attend events and most likely it's a salesperson representing these booths. And if there's a hundred booths, we can be having a hundred different conversations and probably find at least 5 to 10 of those companies are qualified and within our space and can be potential leads."

Connect with Mike and Shawn and learn more about OpTonal by visiting the following links:

• LinkedIn (Mike): https://www.linkedin.com/in/zmmiranda/
• LinkedIn (Shawn): https://www.linkedin.com/in/shawnwinters1/
• Website: https://www.optonal.com/