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The trade show is over. You've collected business cards, scanned badges, and had promising conversations. Now what? In this final installment of our trade show trilogy, Evan Polin and Craig Andrews reveal the most critical—and most commonly neglected—phase of trade show strategy: the post-show follow-up.

We begin with the clear signs of on-floor success that should set you up for effective follow-up. From high booth traffic and qualified leads to social media buzz and positive brand recognition, these indicators help you prioritize your post-show efforts. But here's the shocking truth: the biggest mistake companies make after investing thousands in trade shows is failing to follow up promptly, effectively turning warm leads into cold calls.

The secret to post-show success? Plan your follow-up strategy before you even attend. Block dedicated time in your calendar for the days immediately following the event, prioritize your leads based on conversation quality, and personalize every follow-up. Generic "thanks for stopping by our booth" emails scream insincerity—especially when sent to people who never visited you.

We explore the critical collaboration between sales and marketing teams after the show, sharing strategies for maintaining prospect engagement through targeted content, social media, and even the increasingly rare but effective handwritten note. Learn how to calculate your true ROI beyond immediate sales, understanding that a single significant client from a trade show might justify years of attendance costs.

Don't leave your runners stranded on base—this episode gives you everything you need to knock your trade show investment out of the park. Whether you're in sales or marketing, you'll walk away with actionable strategies to transform trade show expenses into powerful drivers of business growth.

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Breaking into new markets demands more than just cold calling and digital prospecting—it requires strategic relationship building. In this episode, we dive deep with Brendan Dodge, networking extraordinaire from VC3, who reveals exactly how he successfully entered the Philadelphia/New Jersey marketplace by leveraging his existing connections.

Brendan shares the game-changing mindset shift that transformed his networking approach: switching from "what's in it for me" to "how can I help you?" This giving-first philosophy created a foundation for meaningful relationships that naturally evolved into business opportunities. He explains his tactical approach to categorizing contacts into previous clients and centers of influence (COIs), with specific strategies for engaging each group effectively.

The conversation reveals practical time-saving methods, including Brendan's 30-minute virtual screening calls that qualify potential connections before committing to longer in-person meetings. You'll learn why being specific about your target industries dramatically increases quality referrals, and how tracking the ratio of introductions you make versus those you receive creates predictable networking outcomes.

Most compelling is Brendan's three-part formula for networking success: join strategic professional groups that allow for cross-pollination of connections, adopt a giving mindset in every interaction, and make only worthwhile introductions that genuinely benefit both parties. These principles apply whether you're an established professional entering a new territory or a company expanding into unfamiliar markets.

Ready to transform your approach to market expansion? Listen now for actionable strategies that will revolutionize how you build relationships and generate opportunities in new territories. Your network truly is your net worth—discover how to maximize it today!

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Former architect Alice Dommert reveals how she transformed her corporate wellness company Prasada Whole Being through strategic data management and relationship building. From her first days as an entrepreneur, Alice implemented CRM systems that allowed her team to track every client interaction, analyze engagement patterns, and make data-driven decisions about sales and marketing approaches.

Alice's architectural background instilled a deeper understanding of systems thinking that she applies to business growth. "When you're trained as an architect, you are all about systems because systems build the foundation of any building," she explains. This perspective led her to invest in robust tools like HubSpot that provide comprehensive insights into client behavior and preferences.

What makes her approach particularly effective is how she leverages relatively small data samples to identify meaningful trends. By tracking which email topics clients engage with and analyzing social media interactions, her team can personalize outreach and focus on content that resonates. This methodology proves that businesses don't need massive resources to implement smart, data-driven strategies.

Beyond technical systems, Alice explores the concept of "whole being" wellness that encompasses physical, mental, emotional, relational, intellectual, and spiritual dimensions. She shares compelling evidence that companies investing in comprehensive wellness programs before COVID experienced better retention and less burnout during the pandemic. The science-backed strategies she teaches aren't merely feel-good initiatives—they're practical tools for building resilient organizations.

Alice offers three powerful tips for listeners: invest in consistent whole-being programs, create intentional opportunities for team connection, and embrace simple practices like breathwork to transform workplace dynamics. As she aptly observes, "AI is a Ferrari of a tool, but we still need a driver." In a world of accelerating technological change, developing human capacity for creativity and decision-making has never been more crucial.

Connect with Alice and discover how whole-being approaches can transform your workplace culture and drive sustainable business growth.