Mastering Sales and Negotiations
Sep 23, 2026 · 9 min · 8 segments
Exhibitions create a rare opportunity to engage prospective customers face-to-face, but many teams fail to make the most of those interactions. In this Quick Win episode, hosts Rachel Massey and…
Robin HoyleHost
Rachel MasseyHostNo entities detected.
the interesting thing for me is to think about the future of events because the whole bounce back from COVID is really interesting, isn't it? Because you think about what's happening now as well with AI.
You think, well, where do these face-to-face events fit in? And they are getting more and more popular.
And the traditional trade shows, as they used to be called, are probably gonna, they're really moving into a different area now.
So the networking stuff that we talked about, that's got to be the piece that people focus on because we're all either at home or in the office infrequently.
To be able to network with people it's just critical to the future of your business.
Otherwise, how are you going to meet those people? You don't do it as much as you used to do in your everyday working life.
And how many times, you know, do you actually speak with customers face-to-face? It's very infrequent.
I count on the fingers of one hand how many times I've actually been in the same room with some of our customers.
the interesting thing for me is to think about the future of events because the whole bounce back from COVID is really interesting, isn't it? Because you think about what's happening now as well with AI.
You think, well, where do these face-to-face events fit in? And they are getting more and more popular.
And the traditional trade shows, as they used to be called, are probably gonna, they're really moving into a different area now.
So the networking stuff that we talked about, that's got to be the piece that people focus on because we're all either at home or in the office infrequently.
To be able to network with people it's just critical to the future of your business.
Otherwise, how are you going to meet those people? You don't do it as much as you used to do in your everyday working life.
And how many times, you know, do you actually speak with customers face-to-face? It's very infrequent.
I count on the fingers of one hand how many times I've actually been in the same room with some of our customers.
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