I have now sat in a room with too many small event company owners and CEO’s who are somewhere between intensely and mildly frustrated by the performance of their sales teams, to not share some ways towards sustainable improved results and mental health

In challenging economic times, the B2B events experience must consist of a whole lot more than a good excuse to escape the office. We know that delegate budgets are being squeezed and employees have little time to spare, and in the context of this environment, it is likely that mediocre events will fail.

It’s not news that delegate sales are declining. In fact, I think it’s safe to say, that for B2B event marketers it’s one of our biggest headaches. But, don’t worry, this is not a ‘woe is me’ blog it’s all about adopting some PMA (positive mental attitude) and focusing on the benefits of face-to-face. Let’s take the bull by the horns and address the delegate sales squeeze…