Voici comment vous pouvez maximiser vos connaissances techniques en matière de vente grâce aux événements de l’industrie.

Before attending any industry event, thorough prep work is key to maximizing your technical sales knowledge. I always start by researching the event's agenda, identifying key speakers, and pinpointing sessions that align with my goals. I also make a list of companies and individuals I want to connect with, ensuring my time is spent strategically. By going in prepared, I’m able to make the most of every opportunity, from learning new trends to building valuable relationships that can drive my sales success.

-Research and plan: Identify relevant events and create a plan to attend specific sessions and workshops. -Network actively: Connect with industry professionals, exchange ideas, and build relationships. -Seek out experts: Engage in conversations with thought leaders and industry experts. -Explore new products and services: Learn about innovative solutions that can benefit your clients. -Take detailed notes: Capture key points and insights from presentations and discussions. -Follow up: Reach out to new contacts and share relevant resources.

A ida a um evento deve ser uma atividade preparada, desde ações como: acessar o site do evento e baixar a agenda para identificar os temas das sessões que mais lhe interessam passando pelo networking até o planejamento de como aplicar o que aprendeu na sua prática diária.

Don't forget to visit the booths. Yes, they have salespeople there. You will have sales pitches. But then, among all these carefully crafted sales pitches, you will learn what specific companies are up to, what is being brought to the market right now, and who is now working where. Because, in many cases, industries are pretty small. It pays to keep tabs on a few insiders. You should not shy away from asking questions. If the traditional salesperson doesn't know, he or she will likely call in an engineer who knows more. Of course, you should be diplomatic. If you know you are not a prospect and a "real lead" shows up, bow down and let your colleague speak with him first. And if this is a competitor, don't go KGB on them. BE CLASSY.

Be genuinely interested in the topics being discussed and the solutions those in the sessions are looking for. No one is interested in what your product is if you are not interested in what their needs are. Also, get involved in what the event is doing. Show up as a volunteer. Engage with the organizations. Create genuine relationships through volunteerism. Without growing your knowledge along with those in attendance of these events you will fall behind and create distrust in your potential network.

Many product representatives will focus on talking to the "right" people. We have all heard the old adage about the importance of treating the receptionist well. The truth is you never know who is the person with the true power, and who you could lose an opportunity over if you are not kind to all. Plus, why would you want to not find joy and fun by being genuinely you in every moment with the great number of people you will meet. Smart networking is networking for the fun of it. Everyone has something to add to you, and you never know what that is until you open your eyes and ears and share a moment with them.

To be a trusted advisor and a solution salesperson, it is quite insufficient to know your own products or services. You need to position them in relation to the rest of the industry. I sold both dynamic testing and static analysis solutions in the past. I was able to discuss when to use one over the other (or both). Being able to explain this to a client, even if it sometimes means they need something you do not sell, is what true solutions salespeople do. Of course, you can be like the oh-so-many "sales pros" I saw out there who try to fit the client's needs into what they have, even when it doesn't fit. No need to know much outside your own product then. Of course, these characters tend not to last long in my industry. No wonder!