Have you ever heard the phrase “drinking from the fire hose”? Urban dictionary defines the phrase as “to be overwhelmed with (information, work, etc.); to do something intensely; to be inundated”. Well, Dreamforce is kind of like that.
I was thrown onto the Dreamforce conference floor week 3 of my first job as an SDR here at EverString. In this article, I’m going to tell you everything I wish I could go back and tell myself a year ago.
These on-the-floor hacks that will help you get the most out of your booth duty and help you crush your October numbers!
So you are at the booth at Dreamforce 2016… Now what?
Talk to Everyone
Dreamforce is like the Mecca of all conferences in our industry. Last year approximately 150,000 people registered for the conference and boy was the booth traffic heavy.
As a rookie on the floor, my advice is to talk to everyone! Use the high volume booth traffic to your advantage. Talk to anyone and everyone that comes by the booth. If not for anything else, take this as an opportunity to perfect your pitch.
Improvement requires a LOT of repetition. Try to take a step back and identify what is working and resonating in your pitch with potential prospects. Implement your findings on your very next conversation. Rinse and repeat until your pitch is fine-tuned and squeaky clean!
A huge part of sponsoring a conference like Dreamforce is lead generation. Scanning is one of the best ways to make sure you get all of the leads that you can into your pipeline.
Scan everyone you talk to, regardless of who they are or what company they’re from. This will not only make your sales team look good, but it will also help your marketing team.
Yes, the demand-gen marketer cares a lot about the quality of the leads generated, but volume is still very important. If your organization is utilizing a predictive scoring technology like we do here at EverString, you can score the leads after the conference and plan a strategic follow-up.
Capitalize on The Rare Change to Have Face Time With Prospects
I can’t stress enough how important it is to learn as much as you can about prospects while you have a chance to talk to them in person. Take time to learn about their roles and the companies they work for.
This will help you understand whether or not the prospect fits your company’s ideal customer profile, and whether or not it makes sense for you to push hard for a meeting. If your sales organization is organized geographically, ask the prospect where she is coming from and introduce him to the appropriate sales rep. If the prospect is not in your territory, this will help your other team members out, and make it easier for your org to follow up appropriately.
Be Aware of Your Surroundings
This is especially important for a rookie SDR. One thing I learned quickly after some experience working a show floor, is that you will absolutely get asked a question that you don’t know how to answer, and that is OK. This is where understanding your surroundings comes into play.
When you get that tough question, it is going to help you and your team if you know where to find the right resource to answer the prospect’s question. This could be an AE or a technical resource. Make sure you know the person to turn to in order to help your prospect get the best, and most complete answer to his or her question.
There is no shame in passing a conversation over to the right person when you get asked question that you don’t know the answer to. It beats making up a story any day. Quality conversations will go a long way in building relationships with your prospects.
Conferences are a great chance to learn and hone in on your skills. I hope these tips and tricks are helpful to anyone one who is drinking from the firehose this October. Stay safe, be smart, and most of all, have fun!