1. Uncovering Your Event ROI May 5, 2010

2. Sean Soth Senior Vice President

4. Embracing the Show

5. Embracing the Show Starts with Understanding the Conference Format Networking  Education  Relationships

6. Attending Companies

7. Question # 1 What is the current member registration fee to attend the ASTD 2010 International Conference and Exposition? First person to chat will win a Starbucks gift card. Chat now!

8. Did you know?: Nearly 60% of ASTD attendees are more likely to work with a vendor who exhibits because their presence shows industry investment!

10. Embracing the Show Understanding lead generation comes first, then the sale

11. Be Prepared to Adjust Your Sales Cycle Your interactions will help determine where to start Sales

12. Embracing the show will help advance your sales cycle ▪ Marketing ▪ Qualifying Calls ▪ Sales Call ▪ Meet Client ▪ Follow Up ▪ Client Need ▪ Solution ▪ Relationship Sales

13. Knowing what attendees are most interested in will help you improve engagement! Embracing the Show

14. Question # 2 The first person to chat all three ASTD 2010 general session keynotes will win a Starbucks gift card. Chat now!

16. Exhibit Success 3 P’s of Exhibit Success Prepare Perform Plan your follow-up

19. According to the Center for Exhibition Industry Research (CEIR): 52% of exhibit managers who conducted pre-show training reported lead increases of 20% or more. An additional 43% of respondents who implemented staff-training saw leads increase by 10-20% 95% of total respondents improved their lead generation with pre-event staff training

21. Consider An Attendee Rating System to Help with Follow-Up A Type B Type C Type D Type Ready for solution Interested in solution Unsure about solution Not ready at all

22. Create an Attendee Data Card Name: Bill Hardy Organization: St. Anywhere Hospital Role: Director of Training Mentioned need: Has 30,000 employees, needs benefits + service training, then LMS What they are using now: Homegrown blended learning Referral?: Follow-up How: Call Follow-up When: Next week to set another in person meeting Timeline: Looking to make decision in 3 months (fiscal ends 10/1) Attendee Rank: A, B, or C A

23. Performance Changers The most successful exhibitors can close A-type attendees, convert B-type attendees to A-type attendees, and use C-type attendees to get towards the next steps in the sales cycle. Challenge your team to move the A, B, C’s!

24. Work the Crowd, Not the Job Title C-Level Sue Mid-Level Manny Just-Looking Larry Meet peers, Dinner with clients eLearning, Needs to bring home 3 front runners for new LMS Training 3,000 employees on customer service...testing!

25. Did you know?: 72% of ASTD attendees will discuss training needs for the next 12 months prior to attending ASTD International Conference & Exposition.

29. Plan Your Follow-Up ASTD Conference Recap Meeting Follow up Meeting

30. Plan Your Follow-Up Plan a day or more to recap and set timelines. ASTD Attendee Preference ▪ 49 % - 2 weeks ▪ 27% - 1 weeks ▪ 18% - 1 month

31. Plan Your Follow-Up Mail press kit Announce webinar Email newsletter ASTD Conference

32. Embracing the show will help advance your sales cycle ▪ Marketing ▪ Qualifying Calls ▪ Sales Call ▪ Meet Client ▪ Follow Up ▪ Client Need ▪ Solution ▪ Relationship Sales

34. Question # 3 The first person to chat the ASTD 2010 International Conference & Exposition Twitter hashtag, will win a Starbucks gift card. Chat now!

35. Embrace the Show 3 P’s of Exhibit Success Prepare Perform Plan your follow-up ...it’s not too late to implement any points covered today!

36. Have Fun & Enjoy Chicago! Q & A