Is it time for sales to shift gears?
When a show launches, the sales conversation is built on vision: the audience you'll deliver, your competence, your commitment. A few cycles in, it often narrows to a transactional rebook, and the relationship goes quiet between one show and the next.
That silence is getting expensive. In-person demand is strong, which is exactly the problem: new launches are flooding in, corporate flagship events are competing for the same buyers and sponsors, and rising costs are squeezing exhibitor budgets. The exhibitors who come back out of habit rather than conviction are the first to leave when someone offers them a better relationship and a viable alternative.
Join Mark Brewster (CEO and Founder, Explori) and Dr. Barış Onay (Co-founder, Precision Communities) for a frank conversation about what sits alongside the scarcity sell: customer success functions, consultative selling, sales incentives that reward the right things, and what AI now makes possible for teams managing hundreds of exhibitor relationships.
Barış brings twenty years in executive roles at public and private equity backed organisers, including CCO of Tarsus Group and Group Marketing and Digital Director at Hyve, where he saw first-hand what a dedicated customer success function does for exhibitor retention.
This is a discussion between two people who don't fully agree, drawing on first-hand experience of transforming exhibitor retention at scale. Bring your questions.
Live webinar: Tuesday 8 September, 4pm BST / 11am ET, 45 minutes plus live Q&A.
See how leading organisers prove show value.
Explori is the measurement platform behind some of the world's biggest exhibitions. Benchmarked exhibitor and visitor feedback, board-ready reporting, repeatable across your portfolio.