Hey, before we get into the interview, I want to make sure you're aware of our other

podcast, the Sales Questions, Brutally Honest Answers show, which is a very quick,

under five minutes in most cases, sometimes just a few minutes, where I answer

your questions.

You can just send me any question to my LinkedIn profile, Brian G Burns, and I'll put it in the cue to answer

Also at the sales leadership show if you're looking to get into sales leadership or you want to hear from the world's best sales leaders

that's where I interview them check it out the sales leadership show also at

B2B revenue.com you can learn all about all the courses. Links are in the show notes below as well as our

link to our partners over at brevity pitch.com the fastest easiest way to become great at sales and practice before it's showtime.

Here we go.

So you big fan of trade shows, if that always worked for you?

I had a good ride there I think earlier in my career where I did a lot of trade shows.

It ends up kind of being a dog and pony show where you're sort of playing business versus doing business sometimes. You're going out late with customers or with coworkers and the next thing you know you're there for three or four days and

Vegas or wherever it is and then you get back and you feel like crap for the next two or three days

so it messes up the following week and it's kind of like this vicious cycle, but it's funny looking back on that because at the time I probably thought it was fun and it was effective as far as getting new customers but

looking at it now I think you need to be pretty strategic with some of the

shows you go to and a lot of it probably is not a good use of money for companies or for the sales people

depending on what it is.

But it sounds good.

It's like you're busy, you're in front of customers,

you're showing them the product getting them to come

to your booth but there's a lot of I think downsides as well with the whole trade show game.

...