The Art Of The Consultative Sponsorship Sale

Thursday, December 13

2:00 PM - 2:45 PM

Location: Level 3, Room 344

CE: 1.0

Brought to you by:

Solo Presenter(s)

Cat Coughran

Director of Sponsorship Development
Informa

A skill-stretching session that moves participants beyond the usual "order taking" sales rut that expo and conference salespeople fall into, and teaches the power of consultative selling. Consultative sponsorship selling is about KNOWING what you have to sell and how it can benefit your clients. It is about UNDERSTANDING the one true objective all sponsors have and helping them articulate and measure it. It is about to ACHIEVING success for your sponsors through developing custom opportunities that are effective, executable and profitable. Through inspiring success stories and a creative sponsorship "pitch slam" activity, participants will gain applicable insights and real-world skills.

Learning Objectives:

Develop Sponsorship Opportunities that deliver meaningful engagement between the audiences and sponsors.
Learn what a Sponsor's One True Objective is and put together a program that meets your clients budget and goals.
Get other members of the show team to buy-in and assist with the consultative selling process.