As the meetings and events industry begins its recovery, there will be an inevitable influx of planners, individuals, and organizations looking to book and re-book business. This presents a great opportunity for venues and independent planners to refill their pipelines of sales opportunities. However, just because your pipeline is full does not mean you can automatically close the deal. Competition for business will be fierce as everyone in the industry attempts to fill their calendar with social events, conferences, day meetings, retreats, and every other event imaginable. Moving events from ‘opportunity’ to ‘contract’ requires patience, dedication and, most of all, a little luck in avoiding the common mistakes made by salespeople when pursuing a sale.
As someone involved sales and management for more than 15 years at the world’s largest education and technology companies, including Pearson Learning, Blackboard, and Salesforce, Rashad Daoudi has made plenty of mistakes in the sales process. So much so that he wrote a book about them called How Not to Sell: A Sales Survival Guide. The book details Rashad’s experiences and highlights the most common mistakes that result in lost sales, and how to avoid them. Having learned the hard way, he has refined his approach to make the most of quality opportunities as a current business owner and entrepreneur. Join Rashad as he shares stories from his past that are designed to teach, amuse, and sharpen your skills to be ready for the busy sales days ahead!