#240 I 6 Experts show how to win in Events and Sales
John Blaskey, Owner, The Exhibiting Agency Ltd, in conversation with Subhanjan Sarkar
[PitchLink Original] The Tade Show Podcast #20: John Blaskey, Owner, The Exhibiting Agency Ltd. In Conversation with Subhanjan Sarkar.
[Events] The Secret Ingredients of In-Person Experiences by Enrico Gallorini
[Sales] Aesthetic Curiosity Helps You Sell Smarter and Better by George Brontén
[Events] MasterClass: Boothology - Trade Show Exhibitor Tips by Victor Antonio
[Events] How you can measure event ROI by Emma Blake
[Storytelling] How to Use a Presentation Sparkline™ to Transform Your Next Presentation by Nancy Duarte
Freeman Report shows that attendees rate “doing business” more over everything else at a Trade Show.
by Subhanjan Sarkar
Amongst a lot of discussion about learning, experience, matchmaking and fun, the Freeman Report shows that the key to a successful B2B Event/Trade Show is still “Business”.
Doing business at Events with Attonce:
Conversation Intelligence and instant follow up is missing from the Exhibitors Event Strategy.
Simply the inability or neglecting the gathering conversation intelligence at the booth.
While we can complicate the process as much as we want, the real traction has only 3 levers
Orchestrate Booth Visits : Ensure you warm up the attendees, book advance meetings and that you are creatively driving the maximum number of attendees to your booth.
Conversation Intelligence : Capturing every conversation at the booth (downstream analysis for real qualification and follow up strategy)
Instant On-Point Follow up : Responsive follow up on point, ideally the same day.
What do you think?
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[PitchLink Original]
From - The Trade Show Podcast, Episode#20
John Blaskey, Owner, The Exhibiting Agency Ltd
John Blaskey has generated hundreds of millions of pounds of new prospective business for his clients through face-to-face marketing. Global multinationals, national trade organisations, not-for-profits and countless SMEs have benefited from John’s insights.
John’s key theme is persuading his audiences to stop hiding behind their screens and engage with prospects. Engaging with our fellow human beings has proved to deliver far more long-term business relationships than via online methods. John’s content addresses how to identify real prospects, how to evaluate them, how to listen actively to their needs, how to align their messaging consistently and how to take advantage of our universal connectiveness.
From manufacturing display panels for exhibitors 40 years ago to disrupting conventional exhibiting norms, John is certainly an unconventional figure. His calling today is to inspire and persuade any ambitious organisation to create sustainable live marketing strategies, to differentiate themselves, and measure every aspect of their performance.
In this episode, John Blaskey discusses his key findings throughout his 50 years of experience in the Trade Shows industry, and his unique propositions that can enable organisations to get better results from exhibitions and trade shows. He believes that essentially, events where people gather have risen from primal roots such as the bazaar and the agora.
Even today, people gather at events to fulfil their desires of socialising and entertainment, of spectacle and camaraderie. It is in this context that John proposes that booths must therefore host performances, and these performances must draw in the right audiences. At the same time, he advocates qualifying visitors before letting them into booths, which must be treated as private enclosures.
He also believes that events are a part of a continuum that must be designed to take qualified leads onto the next stage, or next event, which should be a private one-on-one interaction. Exhibitions are marketing engagements and are not meant to garner sales.
Run time – 00:48:54
Authors of 22 Blockbuster Sales and Marketing Books in 22 twenty minute sessions.
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[Events]
The Secret Ingredients of In-Person Experiences
by Enrico Gallorini
[Sales]
Aesthetic Curiosity Helps You Sell Smarter and Better
by George Brontén
Why Should We Care About Aesthetic Curiosity in Complex B2B Sales?
Advances in technology allow us to do many amazing things in complex B2B sales. We are better able to research and contact potential prospects. We can track and share information and progress on sales projects. We can analyze data and forecast pipelines. Generative AI enables us to summarize, organize, and analyze large quantities of information, ideate ideas, and communicate quickly and efficiently.
[Events]
MasterClass: Boothology - Trade Show Exhibitor Tips
by Victor Antonio
[Events]
How you can measure event ROI
by Emma Blake
1. What’s a “good” ROI for an event anyway? It depends on your goals. If you're hosting a free community event, your ROI might be community building—return on relationships. For a paid conference, you’re likely to look at ticket revenue or leads. The key is to define success before you start planning and measure your ROI based on your unique version of a win.
[Storytelling]
How to Use a Presentation Sparkline™ to Transform Your Next Presentation
by Nancy Duarte
When I analyzed history’s greatest talks, I discovered they share a common “shape”, a rhythm of contrast that pulls audiences in.
They move back and forth between:
“What is” – the current reality of the audience.
And…
“What could be” – the better future made possible by an idea.
That contrast created momentum, building anticipation until the audience was ready to embrace change. I call this rhythm the Presentation Sparkline™.
Think of a Sparkline as a series of rises and falls, tension and release, setbacks and breakthroughs. It’s the moment when a speaker lays out the obstacles, then quickly counters with the possibility of triumph.
The Pitch.Linker X|O Update No.240. Volume 05. Issue 34* 26th August 2025