These session topics include ways to promote brands, products, and services through direct interaction with customers. This approach is valuable for building relationships, generating leads, and increasing brand awareness. Once logged in to the IAEE Knowledge Hub, you'll be able to find all of the sessions you have registered for in the Menu Bar and select My Learning.
44 Results
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Contains 3 Component(s), Includes Credits Includes a Live Web Event on 08/12/2026 at 10:30 AM (CDT)
Exhibition organizations have evolved rapidly, and organizational structure is now a key driver of growth, profitability, and efficiency. Traditional team models are no longer enough for organizations looking to scale and improve sales performance. This session explores how exhibition organizers are building efficient, high-performing sales teams and structuring their businesses for stronger alignment across sales, operations, and marketing. Through practical examples, Matthias highlights current best practice in sales team design and company structure. Attendees will gain clear insight into what effective exhibition company structures look like today and how they support sustainable growth and profitability.
Exhibition organizations have evolved rapidly, and organizational structure is now a key driver of growth, profitability, and efficiency. Traditional team models are no longer enough for organizations looking to scale and improve sales performance. This session explores how exhibition organizers are building efficient, high-performing sales teams and structuring their businesses for stronger alignment across sales, operations, and marketing. Through practical examples, Matthias highlights current best practice in sales team design and company structure. Attendees will gain clear insight into what effective exhibition company structures look like today and how they support sustainable growth and profitability.
Learning Objectives:
- Build a business centered company structure
- Develop an agile sales team
- Establish a team in an international context
IAEE Webinars are FREE to members and available to non-members for $79.
Matthias Tesi Baur
CEO
MBB-Consulting Group
Matthias Tesi Baur is an experienced strategist and consultant in the international business sector with over 24 years of expertise in the global trade fair and B2B industry. His career includes leadership positions at industry giants such as Messe Frankfurt, Reed Exhibitions, and UBM/Informa. Baur is distinguished by his ability to establish innovative business platforms in key markets including the USA, UK, and Asia. As Global E-Business Director at Reed Exhibitions, he led pioneering projects in digital transformation and big data. At UBM/Informa, Baur was responsible for an extensive portfolio of trade fairs and conferences, building international teams and achieving growth in the high double-digit range. Since 2012, he has been leading the MBB-Consulting Group, which specializes in growth strategies, M&A, and management training in the B2B sector.
Upon completion of this session, participants will receive 0.75 clock hours which is eligible towards CEM recertification.
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Register
- Non-member - $79
- Member - Free!
- Freeman Member - Free!
- More Information
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Contains 3 Product(s)
IAEE 活动销售与赞助大师系列证书课程专为希望提升展会和活动销售知识，从而取得更大成功的行业专业人士而设计。SB Expo & Events 的首席执行官 Jennifer Kerhin（MBA、CEM、CMP）将指导学员完成三节深入且互动性强的课程，课程内容均围绕活动行业的销售展开。成功完成课程后，学员将获得活动销售与赞助结业证书。 The IAEE Master Series Certificate on Event Sales and Sponsorship is designed for industry professionals who want to develop their expo and event sales knowledge for greater success. The CEO of SB Expo & Events Jennifer Kerhin, MBA, CEM, CMP will guide participants through 3 in-depth and interactive sessions specific to the events industry sales. Upon successful completion participants will receive a certificate of completion in event sales and sponsorship.
IAEE 活动销售与赞助大师系列证书课程专为希望提升展会和活动销售知识，从而取得更大成功的行业专业人士而设计。SB Expo & Events 的首席执行官 Jennifer Kerhin（MBA、CEM、CMP）将带领学员完成三节深入且互动性强的课程，课程内容均围绕活动行业的销售展开。成功完成课程后，学员将获得活动销售与赞助结业证书。
如需注册完整的线上系列课程，请点击注册按钮。IAEE 活动销售与赞助大师系列证书课程物超所值，课程内容涵盖您可以立即应用的实用策略，并颁发结业证书，彰显您在活动销售与赞助领域对活动行业的贡献。（会员价 99 美元 | 非会员价 149 美元）
IAEE大师系列证书：活动销售与赞助 第一部分：销售策略与调研
这是由SB Events首席执行官Jennifer Kerhin（MBA、CEM、CMP）主讲的精彩三部分线上系列课程的第一部分。她精心设计了这门课程，旨在提供全面的知识和切实可行的策略，以最大限度地提高展览和活动的销售额。在本课程中，学员将学习销售策略以及支撑这些策略的研究，从而在任何行业中取得行之有效的销售成功。
学习目标：
- 识别成功的展览和赞助销售策略的核心要素。
- 运用研究方法建立潜在客户名单，并使产品和服务与市场需求相匹配。
- 制定宣传册以支持组织的收入目标。
IAEE大师系列证书：活动销售与赞助 第二部分：行之有效的销售策略
这是由SB Events首席执行官Jennifer Kerhin（MBA、CEM、CMP）主讲的精彩三部分线上系列课程的第二部分。她精心设计了这门课程，旨在提供全面的知识和切实可行的策略，以最大限度地提高展会和活动的销售额。在本课程中，学员将学习各种行之有效的销售技巧。
学习目标：
- 撰写有效的销售和电话脚本，并将其用于有效的客户拓展策略。
- 通过提出正确的问题，挖掘潜在参展商/赞助商的需求。
- 自信地处理异议和谈判，以达成合作承诺。
IAEE大师系列证书：活动销售与赞助 第三部分：分析与回顾
这是由SB Events首席执行官Jennifer Kerhin（MBA、CEM、CMP）主讲的精彩三部分虚拟系列课程的第三部分。她精心设计了这门课程，旨在提供全面的知识和切实可行的策略，帮助您最大限度地提高展会和活动的销售额。在本课程中，学员将学习如何、何时以及深入分析数据，以及如何重点关注哪些方面来评估活动的投资回报率。
学习目标：
使用CRM中的关键指标、仪表盘和销售渠道跟踪功能来评估销售业绩。
将销售分析转化为可执行的策略，以促进未来的收入增长。
进行结构化的展后回顾，找出成功之处和需要改进的地方。
成功完成所有课程内容后，IAEE大师系列证书：活动销售与赞助课程可获得3个学时，用于CEM再认证。
无法参加课程？您仍然可以注册并访问录像，随时点播观看，以适应您职业发展的最佳时间。
The IAEE Master Series Certificate on Event Sales and Sponsorship is designed for industry professionals who want to develop their expo and event sales knowledge for greater success. The CEO of SB Expo & Events Jennifer Kerhin, MBA, CEM, CMP will guide participants through 3 in-depth and interactive sessions specific to the events industry sales. Upon successful completion participants will receive a certificate of completion in event sales and sponsorship.
To register for the full virtual series, you're in the right place - select the register button. Get the best bang for your buck, this IAEE Master Series Certificate: Event Sales & Sponsorship includes tactics that you can implement right away and a certificate of completion to showcase your dedication to the events industry in the area of event sales and sponsorship. (Members $99 | Non-Members $149).
IAEE Master Series Certificate: Event Sales & Sponsorship Part 1: Sales Strategy & Research
This is the first session in a dynamic three-part virtual series led by the esteemed CEO of SB Events, Jennifer Kerhin, MBA, CEM, CMP. She has designed this specific course to provide comprehensive knowledge and actionable strategies for maximizing expo and event sales. In this session participants will learn sales strategies and the research that backs them up for proven sales success in any industry.
Learning Objectives:
- Identify the core elements of a successful exhibit and sponsorship sales strategy.
- Apply research methods to build prospect lists and align offerings with market needs.
- Develop the prospectus to support the organization's revenue goals.
IAEE Master Series Certificate: Event Sales & Sponsorship Part 2: Sales Tactics That Work
This is the second session in a dynamic three-part virtual series led by the esteemed CEO of SB Events, Jennifer Kerhin, MBA, CEM, CMP. She has designed this specific course to provide comprehensive knowledge and actionable strategies for maximizing expo and event sales. In this session participants will learn a variety of proven sales tactics.
Learning Objectives:
- Write effective sales and phone scripts and utilize them for effective outreach tactics
- Uncover potential exhibitor/sponsor needs by asking the right questions.
- Confidently handle objections and negotiations to secure commitments.
IAEE Master Series Certificate: Event Sales & Sponsorship Part 3: Analytics and Review
This is the third session in a dynamic three-part virtual series led by the esteemed CEO of SB Events, Jennifer Kerhin, MBA, CEM, CMP. She has designed this specific course to provide comprehensive knowledge and actionable strategies for maximizing expo and event sales. In this session participants will learn what, how and when to dive into analytics and what areas to focus on for reviewing event ROI.
Learning Objectives:
- Evaluate sales performance using key metrics, dashboards, and pipeline tracking in your CRM.
- Translate sales analytics into actionable strategies for future revenue growth.
- Conduct a structured post-show review to identify successes and areas for improvement
IAEE Master Series Certificate: Event Sales & Sponsorship is eligible for 3 Clock hours towards CEM recertification after successfully completing all session components.
Can’t make the date? You can still register and get access to the recordings for on-demand viewing for whatever time works best for your professional development journey.
IAEE 大师系列证书：活动销售与赞助课程在成功完成所有课程内容后，可获得 3 个学时的 CEM 再认证学分，并获得结业证书。
IAEE Master Series Certificate: Event Sales & Sponsorship is eligible for 3 Clock hours towards CEM recertification after successfully completing all session components, in addition to receiving a Certificate of Completion.
观看会议：进入直播或点播虚拟会议后，选择 CC 按钮即可查看西班牙语、中文或英语的字幕。
To view the session: Once you have entered the live or on-demand virtual session, select the CC button for the closed captions in Chinese.
完成点播虚拟课程后：选择中文、西班牙文或英文的课程评估调查。
After you have completed the on-demand virtual session: select the session evaluation survey in Chinese.-
Register
- Non-member - $149
- Member - $99
- Freeman Member - $99
- More Information
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Contains 3 Product(s)
El Certificado de la Serie Maestra de IAEE en Ventas y Patrocinio de Eventos está diseñado para profesionales del sector que desean desarrollar sus conocimientos en ventas de exposiciones y eventos para alcanzar un mayor éxito. La directora ejecutiva de SB Expo & Events, Jennifer Kerhin, MBA, CEM y CMP, guiará a los participantes a través de tres sesiones interactivas y detalladas sobre ventas en el sector de eventos. Al completar el curso con éxito, los participantes recibirán un certificado de finalización en ventas y patrocinio de eventos. The IAEE Master Series Certificate on Event Sales and Sponsorship is designed for industry professionals who want to develop their expo and event sales knowledge for greater success. The CEO of SB Expo & Events Jennifer Kerhin, MBA, CEM, CMP will guide participants through 3 in-depth and interactive sessions specific to the events industry sales. Upon successful completion participants will receive a certificate of completion in event sales and sponsorship.
El Certificado de la Serie Maestra de la IAEE en Ventas y Patrocinio de Eventos está diseñado para profesionales de la industria que desean desarrollar sus conocimientos en ventas de exposiciones y eventos para alcanzar un mayor éxito. La directora ejecutiva de SB Expo & Events, Jennifer Kerhin, MBA, CEM, CMP, guiará a los participantes a través de tres sesiones interactivas y detalladas específicas para la venta de eventos. Al completarlas, recibirán un certificado de finalización en ventas y patrocinio de eventos.
Para inscribirse en la serie virtual completa, está en el lugar correcto: seleccione el botón de registro. Obtenga el máximo provecho de su inversión: este Certificado de la Serie Maestra de la IAEE en Ventas y Patrocinio de Eventos incluye tácticas que puede implementar de inmediato y un certificado de finalización para demostrar su dedicación a la industria de eventos en el área de ventas y patrocinio. (Miembros: $99 | No miembros: $149).
Certificado de la Serie Maestra IAEE: Ventas y Patrocinio de Eventos - Parte 1: Estrategia de Ventas e Investigación
Esta es la primera sesión de una dinámica serie virtual de tres partes, impartida por la prestigiosa directora ejecutiva de SB Events, Jennifer Kerhin, MBA, CEM, CMP. Kerhin ha diseñado este curso específico para brindar conocimientos integrales y estrategias prácticas para maximizar las ventas en ferias y eventos. En esta sesión, los participantes aprenderán estrategias de ventas y la investigación que las respalda para lograr un éxito comprobado en cualquier sector.
Objetivos de aprendizaje:
Identificar los elementos clave de una estrategia exitosa de ventas para exhibiciones y patrocinios.
Aplicar métodos de investigación para crear listas de prospectos y alinear las ofertas con las necesidades del mercado.
Desarrollar el prospecto para respaldar los objetivos de ingresos de la organización.Certificado de la Serie Maestra IAEE: Ventas y Patrocinio de Eventos - Parte 2: Tácticas de Ventas que Funcionan
Esta es la segunda sesión de una dinámica serie virtual de tres partes, dirigida por la prestigiosa directora ejecutiva de SB Events, Jennifer Kerhin, MBA, CEM, CMP. Kerhin ha diseñado este curso específico para brindar conocimientos integrales y estrategias prácticas para maximizar las ventas en exhibiciones y eventos. En esta sesión, los participantes aprenderán diversas tácticas de venta probadas.
Objetivos de aprendizaje:
Escribir guiones de ventas y llamadas telefónicas efectivos y utilizarlos para estrategias de contacto efectivas.
Identificar las necesidades potenciales de expositores/patrocinadores formulando las preguntas correctas.
Gestionar con confianza las objeciones y las negociaciones para asegurar compromisos. Certificado de la Serie Maestra IAEE: Ventas y Patrocinio de Eventos - Parte 3: Análisis y RevisiónEsta es la tercera sesión de una dinámica serie virtual de tres partes, dirigida por la prestigiosa directora ejecutiva de SB Events, Jennifer Kerhin, MBA, CEM, CMP. Kerhin ha diseñado este curso específico para brindar conocimientos integrales y estrategias prácticas para maximizar las ventas en ferias y eventos. En esta sesión, los participantes aprenderán qué, cómo y cuándo profundizar en el análisis, y en qué áreas enfocarse para revisar el ROI de eventos.
Objetivos de aprendizaje:
Evaluar el rendimiento de ventas utilizando métricas clave, paneles de control y seguimiento del flujo de trabajo en su CRM.
Convertir el análisis de ventas en estrategias prácticas para el crecimiento futuro de los ingresos.
Realizar una revisión estructurada posterior a la feria para identificar los éxitos y las áreas de mejora.
El Certificado de la Serie Maestra IAEE: Ventas y Patrocinio de Eventos otorga 3 horas de reloj para la recertificación CEM después de completar con éxito todos los componentes de la sesión.¿No puede asistir? Aún puede registrarse y acceder a las grabaciones para verlas a la carta en el horario que mejor se adapte a su desarrollo profesional.
The IAEE Master Series Certificate on Event Sales and Sponsorship is designed for industry professionals who want to develop their expo and event sales knowledge for greater success. The CEO of SB Expo & Events Jennifer Kerhin, MBA, CEM, CMP will guide participants through 3 in-depth and interactive sessions specific to the events industry sales. Upon successful completion participants will receive a certificate of completion in event sales and sponsorship.
To register for the full virtual series, you're in the right place - select the register button. Get the best bang for your buck, this IAEE Master Series Certificate: Event Sales & Sponsorship includes tactics that you can implement right away and a certificate of completion to showcase your dedication to the events industry in the area of event sales and sponsorship. (Members $99 | Non-Members $149).
IAEE Master Series Certificate: Event Sales & Sponsorship Part 1: Sales Strategy & Research
This is the first session in a dynamic three-part virtual series led by the esteemed CEO of SB Events, Jennifer Kerhin, MBA, CEM, CMP. She has designed this specific course to provide comprehensive knowledge and actionable strategies for maximizing expo and event sales. In this session participants will learn sales strategies and the research that backs them up for proven sales success in any industry.
Learning Objectives:
- Identify the core elements of a successful exhibit and sponsorship sales strategy.
- Apply research methods to build prospect lists and align offerings with market needs.
- Develop the prospectus to support the organization's revenue goals.
IAEE Master Series Certificate: Event Sales & Sponsorship Part 2: Sales Tactics That Work
This is the second session in a dynamic three-part virtual series led by the esteemed CEO of SB Events, Jennifer Kerhin, MBA, CEM, CMP. She has designed this specific course to provide comprehensive knowledge and actionable strategies for maximizing expo and event sales. In this session participants will learn a variety of proven sales tactics.
Learning Objectives:
- Write effective sales and phone scripts and utilize them for effective outreach tactics
- Uncover potential exhibitor/sponsor needs by asking the right questions.
- Confidently handle objections and negotiations to secure commitments.
IAEE Master Series Certificate: Event Sales & Sponsorship Part 3: Analytics and Review
This is the third session in a dynamic three-part virtual series led by the esteemed CEO of SB Events, Jennifer Kerhin, MBA, CEM, CMP. She has designed this specific course to provide comprehensive knowledge and actionable strategies for maximizing expo and event sales. In this session participants will learn what, how and when to dive into analytics and what areas to focus on for reviewing event ROI.
Learning Objectives:
- Evaluate sales performance using key metrics, dashboards, and pipeline tracking in your CRM.
- Translate sales analytics into actionable strategies for future revenue growth.
- Conduct a structured post-show review to identify successes and areas for improvement
IAEE Master Series Certificate: Event Sales & Sponsorship is eligible for 3 Clock hours towards CEM recertification after successfully completing all session components.
Can’t make the date? You can still register and get access to the recordings for on-demand viewing for whatever time works best for your professional development journey.
El Certificado de la Serie Maestra IAEE: Ventas y patrocinio de eventos es elegible para 3 horas de reloj para la recertificación de CEM después de completar con éxito todos los componentes de la sesión, además de recibir un Certificado de finalización.
IAEE Master Series Certificate: Event Sales & Sponsorship is eligible for 3 Clock hours towards CEM recertification after successfully completing all session components, in addition to receiving a Certificate of Completion.
Para ver la sesión: Una vez que haya ingresado a la sesión virtual en vivo o bajo demanda, seleccione el botón CC para activar los subtítulos en españo.
To view the session: Once you have entered the live or on-demand virtual session, select the CC button for the closed captions in Spanish or English.
Una vez que haya completado la sesión virtual a demanda: seleccione la encuesta de evaluación de la sesión en español.
After you have completed the on-demand virtual session: select the session evaluation survey in Spanish.
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Register
- Non-member - $149
- Member - $99
- Freeman Member - $99
- More Information
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Contains 3 Product(s)
The IAEE Master Series Certificate on Event Sales and Sponsorship is designed for industry professionals who want to develop their expo and event sales knowledge for greater success. The CEO of SB Expo & Events Jennifer Kerhin, MBA, CEM, CMP will guide participants through 3 in-depth and interactive sessions specific to the events industry sales. Upon successful completion participants will receive a certificate of completion in event sales and sponsorship.
The IAEE Master Series Certificate on Event Sales and Sponsorship is designed for industry professionals who want to develop their expo and event sales knowledge for greater success. The CEO of SB Expo & Events Jennifer Kerhin, MBA, CEM, CMP will guide participants through 3 in-depth and interactive sessions specific to the events industry sales. Upon successful completion participants will receive a certificate of completion in event sales and sponsorship.
To register for the full virtual series, you're in the right place - select the register button. Get the best bang for your buck, this IAEE Master Series Certificate: Event Sales & Sponsorship includes tactics that you can implement right away and a certificate of completion to showcase your dedication to the events industry in the area of event sales and sponsorship. (Members $99 | Non-Members $149).
5 MARCH (10:30 am - 11:30 am CST) - IAEE Master Series Certificate: Event Sales & Sponsorship Part 1: Sales Strategy & Research
This is the first session in a dynamic three-part virtual series led by the esteemed CEO of SB Events, Jennifer Kerhin, MBA, CEM, CMP. She has designed this specific course to provide comprehensive knowledge and actionable strategies for maximizing expo and event sales. In this session participants will learn sales strategies and the research that backs them up for proven sales success in any industry.
Learning Objectives:
- Identify the core elements of a successful exhibit and sponsorship sales strategy.
- Apply research methods to build prospect lists and align offerings with market needs.
- Develop the prospectus to support the organization's revenue goals.
12 MARCH (10:30 am - 11:30 am CST) - IAEE Master Series Certificate: Event Sales & Sponsorship Part 2: Sales Tactics That Work
This is the second session in a dynamic three-part virtual series led by the esteemed CEO of SB Events, Jennifer Kerhin, MBA, CEM, CMP. She has designed this specific course to provide comprehensive knowledge and actionable strategies for maximizing expo and event sales. In this session participants will learn a variety of proven sales tactics.
Learning Objectives:
- Write effective sales and phone scripts and utilize them for effective outreach tactics
- Uncover potential exhibitor/sponsor needs by asking the right questions.
- Confidently handle objections and negotiations to secure commitments.
19 MARCH (10:30 am - 11:30 am CST) - IAEE Master Series Certificate: Event Sales & Sponsorship Part 3: Analytics and Review
This is the third session in a dynamic three-part virtual series led by the esteemed CEO of SB Events, Jennifer Kerhin, MBA, CEM, CMP. She has designed this specific course to provide comprehensive knowledge and actionable strategies for maximizing expo and event sales. In this session participants will learn what, how and when to dive into analytics and what areas to focus on for reviewing event ROI.
Learning Objectives:
- Evaluate sales performance using key metrics, dashboards, and pipeline tracking in your CRM.
- Translate sales analytics into actionable strategies for future revenue growth.
- Conduct a structured post-show review to identify successes and areas for improvement
IAEE Master Series Certificate: Event Sales & Sponsorship is eligible for 3 Clock hours towards CEM recertification after successfully completing all session components.
Can’t make the date? You can still register and get access to the recordings for on-demand viewing for whatever time works best for your professional development journey.
IAEE Master Series Certificate: Event Sales & Sponsorship is eligible for 3 Clock hours towards CEM recertification after successfully completing all session components, in addition to receiving a Certificate of Completion.
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Register
- Non-member - $149
- Member - $99
- Freeman Member - $99
- More Information
-
Contains 5 Product(s)
Discover key strategies and insights at Expo! Expo! 2025 with these top five sessions covering essential topics for event professionals. Learn how to build competitive strength in a saturated market, navigate exhibitor and sponsor challenges, align leadership and sales for increased event revenue, explore innovative event design ideas, and tackle food waste prevention to promote sustainability. Equip yourself with the knowledge to elevate your event success and drive meaningful impact.
Discover key strategies and insights at Expo! Expo! 2025 with these top five sessions covering essential topics for event professionals. Learn how to build competitive strength in a saturated market, navigate exhibitor and sponsor challenges, align leadership and sales for increased event revenue, explore innovative event design ideas, and tackle food waste prevention to promote sustainability. Equip yourself with the knowledge to elevate your event success and drive meaningful impact. These top five sessions include content on marketing, sales, sponsorship, sustainability, and event design:
- Expo! Expo! 2025 Strategic Targeting: How To Build Competitive Strength In An Over Saturated Market
- Presenter: Sherron Washington, MA
- Expo! Expo! 2025 Navigating Exhibitor & Sponsor Challenges: Rules, Relationships & Results
- Presenters: Barbara Dunn, Angie Silberhorn, and Dan Corcoran
- Expo! Expo! 2025 Aligning Leadership & Sales: A C-Suite Strategy For Event Revenue
- Presenters: Brittany Shoul, Dan Cole, CEM, Jay Blakenship, Sean Soth
- Expo! Expo! 2025 Freshly Baked
- Presenters: Sara Taylor and Angela Strahan
- Expo! Expo! 2025 What A Waste: Food Waste Prevention For #Eventprofs
- Presenter: Jessie States, CMP, CMM
Expo! Expo! 2025 Navigating Exhibitor & Sponsor Challenges: Rules, Relationships & Results
Presenters:
- Barbara Dunn, Attorney & Owner, Barbara Dunn Law PLLC
- Angie Silberhorn, Event Director, Water Quality Association
- Dan Corcoran, Chief Operating Officer, Corcoran
Expo! Expo! 2025 Aligning Leadership & Sales: A C-Suite Strategy For Event Revenue
Presenters:- Brittany Shoul, SVP of Revenue Strategy & Operations, MCI USA,
- Dan Cole, CEM, Senior Director, Exposition Sales, AVIXA,
- Sean Soth, Leadership Advisory Board Chair, Professionals for Association Revenue
- Jay Blakenship, Senior Vice President, Revenue Strategy, MCI
Expo! Expo! 2025 Freshly Baked
Presenters:
- Sara Taylor, Senior Director of Conference Operations, Viticus Group
- Angela Strahan, Vice President of Creative Services & Strategy, Fern, an Nth Degree company
Expo! Expo! 2025 Strategic Targeting: How To Build Competitive Strength In An Over Saturated Market
Presenter:- Sherron Washington, MA, Founder and CEO, The P3 Solution
Expo! Expo! 2025 What A Waste: Food Waste Prevention For #Eventprofs
Presenter:
- Jessie States, CMP, CMM, Vice President, MPI Consulting
Upon completion of all five sessions, 8.25 clock hours will be eligible for CEM recertification.
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Register
- Member - $179
- Freeman Member - $179
- More Information
- Expo! Expo! 2025 Strategic Targeting: How To Build Competitive Strength In An Over Saturated Market
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Contains 3 Component(s), Includes Credits Recorded On: 12/10/2025Best of Expo! Expo! 2025
The future of audience connection demands more than demographics, it demands dimension. As traditional segmentation fades, the next era of marketing leadership will be defined by the ability to see, shape, and serve audiences through the lenses of behavior, mindset, and values. In forward-thinking session, you’ll learn how to engineer dynamic audiences that evolve alongside shifting marketplaces and emerging technologies. We'll explore how to craft competitive brand segmentation and positioning that doesn't just react to change, it drives it, by creating emotional resonance, tech-enabled experiences, and agile strategies that unlock unseen market opportunities.
The future of audience connection demands more than demographics, it demands dimension. As traditional segmentation fades, the next era of marketing leadership will be defined by the ability to see, shape, and serve audiences through the lenses of behavior, mindset, and values. In forward-thinking session, you’ll learn how to engineer dynamic audiences that evolve alongside shifting marketplaces and emerging technologies. We'll explore how to craft competitive brand segmentation and positioning that doesn't just react to change, it drives it, by creating emotional resonance, tech-enabled experiences, and agile strategies that unlock unseen market opportunities.
Learning Objectives:
- Reframe how you see your audience by segmenting through future-forward lenses of behavior, mindset, and values not outdated demographics.
- Engineer dynamic audience ecosystems that evolve with shifting expectations, emerging technologies, and cultural trends.
- Spot the invisible opportunities in crowded markets and architect a competitive space your brand can own before others even see it.
This session is $49 exclusively for IAEE Members and is not available for non-members.
Sherron Washington, M.A.
Founder and CEO
The P3 Solution
Sherron Washington, M.A. is the founder and CEO of The P3 Solution a full-service marketing and communication (marcomm). She has built her firm around the principle of “marketing simple,” which instruct clients to embrace simplified methods to promoting their business. She has imparted her marketing wisdom and expertise for nearly 20 years and has been deemed by many as “The Marketing Whisperer” due to her uncanny ability to assist clients in developing innovative, results driven, yet simple solutions for their business. Sherron has written two books Market Simple: The Blueprint to a One-Page Marketing Plan, and The Oops Moment which teaches businesses how to develop quick and effective marketing tactics.
As a speaker, trainer and professor, Sherron has an energetic style that captivates and educates simultaneously, sharing expert marketing insight in fun interactive sessions that engage the participants and enhance the learning experience. Sherron has presented at several conferences around the world including Inbound, Expo! Expo! and the International Baking Industry Expo. Sherron currently teaches Marketing and Communication courses at Trinity Washington University and for Goldman Sachs National 10,000 Small Business program. Sherron’s overall goal is to educate businesses on how to develop and execute better marcomm strategies that will help communicate and promote their brand effectively.
This session upon completion is eligible to earn 0.75 Clock hour towards CEM recertification.
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Contains 3 Component(s), Includes Credits Recorded On: 12/09/2025Best of Expo! Expo! 2025
In today’s competitive event landscape, C-suite leaders can no longer afford to sit on the sidelines of the sales process. This session is crafted specifically for event and trade show organizers looking to turn executive leadership into an active sales asset. Learn how aligning your leadership and business development teams can drive greater sponsor, exhibitor, attendee engagement, and ultimately increase event revenue! We’ll explore the “5 Cs” of strategic executive involvement in the event sales process, with a focus on real-world application for high-value partnerships.
In today’s competitive event landscape, C-suite leaders can no longer afford to sit on the sidelines of the sales process. This session is crafted specifically for event and trade show organizers looking to turn executive leadership into an active sales asset. Learn how aligning your leadership and business development teams can drive greater sponsor, exhibitor, attendee engagement, and ultimately increase event revenue! We’ll explore the “5 Cs” of strategic executive involvement in the event sales process, with a focus on real-world application for high-value partnerships.
Learning Objectives:
- Establish cross-functional alignment between leadership and sales for key revenue-driving moments.
- Understand the 5 Cs of the collaboration process between sales and executive leadership.
- Walk away with actionable insights to elevate executive presence as a core part of event revenue.
This session is $49 exclusively for IAEE Members and is not available for non-members.
Brittany Shoul
SVP of Revenue Strategy & Operations
MCI USA
Brittany Shoul is SVP of Revenue Strategy & Operations at MCI USA, where she leads a sales team specializing in outsourced advertising, sponsorship, and exhibit sales for associations and event organizers. With nearly 20 years of experience driving non-dues revenue growth, Brittany partners with associations to create high-impact sales strategies that increase revenue, member value, and partner ROI. Brittany is a frequent speaker and contributor on topics including AI in business development, data-driven sales leadership, and designing value-driven sponsorship programs. Her insights have been featured in industry publications and podcasts, and she continues to shape the conversation around the future of association revenue.
Dan Cole, CEM
Senior Director, Exposition Sales
AVIXA
With over 35 years of professional sales and leadership experience, Dan Cole is a renowned executive, writer, and speaker known for his expertise in sales fundamentals and team success. Formerly Senior Vice President at the International SPY Museum, Dan now leads sales at AVIXA’s InfoComm show. His career includes executive roles at Hargrove, Inc., and he has over 16 years managing business development for CES and CTA. Starting in sales at Lanier Worldwide, Dan moved to National Trade Productions, Advanstar, and Yellowbrix. Awards include IAEE’s Outstanding Sales Executive and the International Business Awards’ Sales Executive honor. He serves on PAR’s Leadership Advisory Board and CEIR’s Research Council while shaping industry strategies and innovation.
Jay Blankenship
Senior Vice President, Revenue Strategy
MCI USA
Jay Blankenship is a seasoned professional with over two decades of experience in leadership and entrepreneurship. He has a proven track record of designing and executing successful sales and marketing strategies that drive revenue growth, delivers measurable marketing results, and enhance customer experiences. Currently serving as the Senior Vice President of Revenue Strategy & Operations, Enterprise for MCI USA, Jay leads all project-based work involving sales and revenue consulting. He also leads the enterprise sales team specializing in non-traditional non-dues revenue. Jay has extensive knowledge of the legal, oceanography, proAV, and energy sectors.
Prior to his current role, Jay held leadership positions with prominent mass media and event sponsorship organizations such as BridgeTower Media, BH Media Group, Media General, HiBu, and iHeartMedia. He oversaw integration with digital agencies as well as built revenue models for professional and consumer-based events. He has developed membership marketing programs and budgets for various nonprofit organizations, including co-founding his own nonprofit focused on educating young entrepreneurs.
Jay earned his Bachelor’s degree in Media Studies with a concentration in Advertising and a minor in Graphic Design from Radford University. When he’s not working, he enjoys indulging his passion for cooking and spending time outdoors with his wife, two daughters, and three dogs.
Seth Soth
Leadership Advisory Board Chair
Professionals for Association Revenue
Sean Soth is the Leadership Advisory Board Chair of Professionals for Association Revenue, a member organization focused on improving association business development through community and resources. In his role as CEO of Hi-Fidelity Group, Sean helps association teams build and grow their non-dues portfolio, including expo, sponsorships, partnership and other initiative driven programs.
In 2011, Sean helped launch the Society for Clinical Research Sites and has continued to help grow the organization to nearly 13,000 members, reaching top pharma and life science organizations and delivering up to 7 conferences annually. As a recognized business development expert, Sean has led multiple sales portfolios in a variety of industries including life sciences, legal, government contracting, association management, training and development, and healthcare. Sean loves to learn about association business successes and would welcome a conversation on your favorite record or band of all time.
This session upon completion is eligible to earn 1 Clock hour towards CEM recertification.
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- Member - $49
- Freeman Member - $49
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Contains 3 Component(s), Includes Credits Recorded On: 12/09/2025Best of Expo! Expo! 2025
Exhibitors and sponsors play a critical role in the success of trade shows, yet managing these relationships presents unique challenges. From eligibility concerns to contract enforcement, off-site activities, and ever-evolving terms and conditions, organizers must strike a balance between maintaining integrity and preserving valuable business partnerships. Join veteran trade show organizer Angie Silberhorn and hospitality industry attorney Barbara Dunn as they share their expertise on building strong, sustainable relationships while effectively navigating industry rules and regulations.
Exhibitors and sponsors play a critical role in the success of trade shows, yet managing these relationships presents unique challenges. From eligibility concerns to contract enforcement, off-site activities, and ever-evolving terms and conditions, organizers must strike a balance between maintaining integrity and preserving valuable business partnerships. Join veteran trade show organizer Angie Silberhorn and hospitality industry attorney Barbara Dunn as they share their expertise on building strong, sustainable relationships while effectively navigating industry rules and regulations.
Learning Objectives:
- Best practices for confirming terms via contracts.
- Managing rule enforcement without damaging partnerships.
- Essential post-show follow-up tactics to strengthen future collaborations.
This session is $49 exclusively for IAEE Members and is not available for non-members.
Barbara Dunn, Esq.
Attorney & Owner
Barbara Dunn Law PLLC
Barbara Dunn is nationally known for her practice in the meetings and hospitality industry where she exclusively represents nonprofit and for-profit organizations which conduct, sponsor, or host meetings, conferences, trade shows, and special events. Her practical, no-nonsense approach makes her an effective advocate for her clients. Barbara has also been fortunate to work with many nonprofit organizations as they start operations, pursue federal tax exemptions, develop governing documents, train board members, and build their operations. Her depth of knowledge in these areas places her in a unique position to guide those organizations toward adopting best practices, successful strategic plans, and powerful member engagement. While at the law firm of Barnes & Thornburg LLP, Barbara was elected as a capital partner and proudly served as Co-Chair of the firm’s Associations & Foundations Practice Group. Barbara started her legal career with the law firm of Howe & Hutton Ltd., initially as a law clerk during law school, thereafter as an associate and finally a partner. Now, as the owner and principal of her own firm, Barbara can customize her practice to fit each client’s unique needs.
Angie Silberhorn, CMP
Event Director
Water Quality Association
With 35+ years in event strategy, Angie Silberhorn, CMP, drives innovative, revenue-boosting experiences. As Events Director at the Water Quality Association she leads the annual Convention & Expo, fostering industry connections. Known for her creativity and trusted leadership, Angie brings a well-rounded perspective from associations, pharmaceuticals, and teaching. She’s eager to share insights on navigating the evolving event landscape.
Dan Corcoran
Chief Operating Officer
Corcoran
As Chief Operating Officer, Dan oversees the day-to-day operations at Corcoran, including exhibit management, sales, and operations. He is responsible for setting company goals, strategic planning, and operational performance. Dan joined Corcoran in 2009 and, prior to his current role, held positions in accounting, exhibit sales, exhibit management, and sales management. Dan started his career as a civil engineer designing road, sewer, and water systems in the Chicago area.
This session upon completion is eligible to earn 1 Clock Hour towards CEM recertification.
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- Member - $49
- Freeman Member - $49
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Contains 3 Component(s), Includes Credits Recorded On: 11/12/2025
El diseño del plano de planta es un componente clave para una estrategia de ventas exitosa en una feria, un aspecto que a menudo se pasa por alto. Más que un simple mapa, su plano de planta es una poderosa herramienta para generar ingresos que refleja la demanda, el crecimiento y el flujo de visitantes. ¿Qué dice su plano de planta sobre su feria? Únase al equipo de Corcoran para descubrir cómo un diseño inteligente del plano de planta puede optimizar sus ventas y establecer una base sólida para el crecimiento a corto y largo plazo. Aprenda consejos prácticos para crear un plano de planta que maximice los ingresos, desde el inventario y la ubicación de los stands hasta los factores que atraen visitantes y mucho más. Además, compartiremos ideas y mejores prácticas para aprovechar el diseño del plano de planta para la renovación de contratos y para gestionar el plano de planta en línea y captar la atención de los posibles expositores.
El diseño del plano de planta es un componente clave para una estrategia de ventas exitosa en una feria, un aspecto que a menudo se pasa por alto. Más que un simple mapa, su plano de planta es una poderosa herramienta para generar ingresos que refleja la demanda, el crecimiento y el flujo de visitantes. ¿Qué dice su plano de planta sobre su feria? Únase al equipo de Corcoran para descubrir cómo un diseño inteligente del plano de planta puede optimizar sus ventas y establecer una base sólida para el crecimiento a corto y largo plazo. Aprenda consejos prácticos para crear un plano de planta que maximice los ingresos, desde el inventario y la ubicación de los stands hasta los factores que atraen visitantes y mucho más. Además, compartiremos ideas y mejores prácticas para aprovechar el diseño del plano de planta para la renovación de contratos y para gestionar el plano de planta en línea y captar la atención de los posibles expositores.
Objetivos de aprendizaje:
Reconocer el poder de utilizar su plano de planta como herramienta para generar ingresos.
Implementar cinco consejos inteligentes de diseño de planos de planta para aumentar las ventas de stands, mejorar la satisfacción de los expositores e impulsar el flujo de visitantes.
Compartir las mejores prácticas con su equipo de ventas para promocionar y mantener el plano de planta en línea y optimizar las ventas. Los seminarios web de IAEE son gratuitos para los miembros y están disponibles para los no miembros por $49. Se puede obtener 1 hora de crédito para la recertificación CEM.
Floor plan design is a key component of a successful expo sales strategy, one that often gets overlooked. More than just a map, your floor plan is a powerful revenue-generating tool that tells a story of demand, growth, and traffic. What does your floor plan say about your expo? Join the Corcoran team to discover how smart floor plan design can optimize your sales and establish a strong foundation for both short-term and long-term growth. Learn practical tips for crafting a floor plan for maximum revenue, from booth inventory and placement to traffic drivers and beyond. Plus, we’ll share insights and best practices for leveraging floor plan design for renewal sales and managing the online floor plan to capture the attention of prospective exhibitors.
Learning Objectives:
- Recognize the power associated with utilizing your floor plan as a revenue-generating tool.
- Implement five smart floor plan design tips to increase booth sales, boost exhibitor satisfaction, and drive traffic.
- Share best practices with your sales team for promoting and maintaining the online floor plan to optimize sales.
IAEE webinars are free to members and available to non-members for $49. Eligible to earn 1 Clock Hour towards CEM recertification.
Dan Corcoran
Chief Operating Officer
Corcoran
As Chief Operating Officer, Dan oversees the day-to-day operations at Corcoran, including exhibit management, sales, and operations. He is responsible for setting company goals, strategic planning, and operational performance. Dan joined Corcoran in 2009 and, prior to his current role, held positions in accounting, exhibit sales, exhibit management, and sales management. Dan started his career as a civil engineer designing road, sewer, and water systems in the Chicago area.
Kyle Corcoran
Exhibit Manager
Corcoran
Kyle Corcoran joined Corcoran in 2018, overseeing several special projects in the areas of sales, show operations, systems implementation, and finance. As Exhibit Manager, he works closely with association clients to create and execute the exhibit sales marketing plan and manages all exhibitor communication and customer service. Kyle is a CPA who initially grew his career as a Manager in the Audit practice at KPMG. Before joining Corcoran, he served as the Director of Accounting at Resolution Media.
Para ver la sesión: Una vez que haya ingresado a la sesión virtual en vivo o bajo demanda, seleccione el botón CC para activar los subtítulos en españo.
To view the session: Once you have entered the live or on-demand virtual session, select the CC button for the closed captions in Spanish, Chinese, or English.
Una vez que haya completado la sesión virtual a demanda: seleccione la encuesta de evaluación de la sesión en español.
After you have completed the on-demand virtual session: select the session evaluation survey in Spanish.
Al finalizar, obtendrá 1 hora de reloj para la recertificación de CEM.
Upon completion, earn 1 Clock Hour towards CEM recertification.
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Register
- Non-member - $49
- Member - Free!
- Freeman Member - Free!
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Contains 3 Component(s), Includes Credits Recorded On: 11/12/2025
展位平面图设计是成功展会销售策略的关键组成部分，却常常被忽视。展位平面图不仅仅是一张地图，更是一个强大的创收工具，它能展现市场需求、增长情况和人流量。您的展位平面图能反映出展会的哪些信息？加入科克伦团队，探索如何通过巧妙的展位平面图设计优化销售，并为短期和长期增长奠定坚实的基础。我们将分享如何打造最大化收益的实用技巧，涵盖展位库存和位置、人流量来源等方方面面。此外，我们还将分享如何利用展位平面图设计促进续约销售，以及如何管理线上展位平面图以吸引潜在参展商的见解和最佳实践。
展位平面图设计是成功展会销售策略的关键组成部分，却常常被忽视。展位平面图不仅仅是一张地图，更是一个强大的创收工具，它能展现市场需求、增长情况和人流量。您的展位平面图能反映出展会的哪些信息？加入科克伦团队，探索如何通过巧妙的展位平面图设计优化销售，并为短期和长期增长奠定坚实的基础。我们将分享如何打造最大化收益的实用技巧，涵盖展位库存和位置、人流量来源等方方面面。此外，我们还将分享如何利用展位平面图设计促进续约销售，以及如何管理线上展位平面图以吸引潜在参展商的见解和最佳实践。
学习目标：
认识到展位平面图作为创收工具的强大作用。
运用五项巧妙的展位平面图设计技巧，提升展位销售额、提高参展商满意度并吸引人流。
与您的销售团队分享推广和维护线上展位平面图的最佳实践，以优化销售。
IAEE网络研讨会对会员免费，非会员需支付49美元。参加研讨会可获得1个学时，用于CEM再认证。
Floor plan design is a key component of a successful expo sales strategy, one that often gets overlooked. More than just a map, your floor plan is a powerful revenue-generating tool that tells a story of demand, growth, and traffic. What does your floor plan say about your expo? Join the Corcoran team to discover how smart floor plan design can optimize your sales and establish a strong foundation for both short-term and long-term growth. Learn practical tips for crafting a floor plan for maximum revenue, from booth inventory and placement to traffic drivers and beyond. Plus, we’ll share insights and best practices for leveraging floor plan design for renewal sales and managing the online floor plan to capture the attention of prospective exhibitors.
Learning Objectives:
- Recognize the power associated with utilizing your floor plan as a revenue-generating tool.
- Implement five smart floor plan design tips to increase booth sales, boost exhibitor satisfaction, and drive traffic.
- Share best practices with your sales team for promoting and maintaining the online floor plan to optimize sales.
IAEE webinars are free to members and available to non-members for $49. Eligible to earn 1 Clock Hour towards CEM recertification.
Dan Corcoran
Chief Operating Officer
Corcoran
As Chief Operating Officer, Dan oversees the day-to-day operations at Corcoran, including exhibit management, sales, and operations. He is responsible for setting company goals, strategic planning, and operational performance. Dan joined Corcoran in 2009 and, prior to his current role, held positions in accounting, exhibit sales, exhibit management, and sales management. Dan started his career as a civil engineer designing road, sewer, and water systems in the Chicago area.
Kyle Corcoran
Exhibit Manager
Corcoran
Kyle Corcoran joined Corcoran in 2018, overseeing several special projects in the areas of sales, show operations, systems implementation, and finance. As Exhibit Manager, he works closely with association clients to create and execute the exhibit sales marketing plan and manages all exhibitor communication and customer service. Kyle is a CPA who initially grew his career as a Manager in the Audit practice at KPMG. Before joining Corcoran, he served as the Director of Accounting at Resolution Media.
观看会议：进入直播或点播虚拟会议后，选择 CC 按钮即可查看西班牙语、中文或英语的字幕。
To view the session: Once you have entered the live or on-demand virtual session, select the CC button for the closed captions in Chinese.
完成点播虚拟课程后：选择中文、西班牙文或英文的课程评估调查。
After you have completed the on-demand virtual session: select the session evaluation survey in Chinese.
完成此课程后，可获得 1 个学时，用于 CEM 再认证。
Upon completion, earn 1 Clock Hour towards CEM recertification.
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Register
- Non-member - $49
- Member - Free!
- Freeman Member - Free!
- More Information
