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Some salespeople do and some don’t. That’s a culture thing as well as a business best practice. I think the most success at a tradeshow is having business development and marketing people there. Sometimes sales people use it to have an excuse to leave home, take clients out for drinks, etc. all on the company tab. Trade shows, if done properly can result in higher brand equity, fortifying existing relationships, and creating New. They are costly so choosing the ones that matter the most to attend is key not just who goes.
Pro
Yes it is difficult to balance a boondoggle. I always get nervous when they all have to go to really fun locations.
Pro
We stopped scheduling sales reps in the booth because of this. We have the BDRs, marketing and engineers in the booth. Its worked out well for us. BDRs are the ones who are following up so just makes sense for them to own the conversation and the SE's explain functions better than sales reps do.
Pro
That makes sense. We need to do more of that.
Sales definitely does, I’m just not sure if the return is worth the investment tbh
We provide them with a booth schedule up front and set very clear expectations that there will be no phones or computers on the booths, they are there to work and therefore need to clear their schedules for a few hours. We have a quick briefing on the booth every morning and if any one misses it, their manager is informed.