How To Win Sales During Summer Show Season Even If Buyers Don’t Attend

How To Win Sales During Summer Show Season Even If Buyers Don’t Attend

Summer market season feels different this year, and the shift of Atlanta Market from July to June is changing buying timelines, travel plans, and customer behavior across the industry. In this episode of The Sales Advantage Podcast, we talk about what these changes could mean for sales reps, vendors, retailers, and agencies—and how to adapt strategically instead of reacting emotionally. Rather than panicking about attendance, this episode focuses on paying attention to customer behavior, identifying patterns, and learning how to support buyers whether they attend market or stay home. In this episode, you’ll learn: * How changing trade show schedules may impact buyer behavior and order timing * Why great sales reps study customer patterns instead of jumping to conclusions * Strategies for working with buyers before, during, and after market * How to support customers who choose not to attend trade shows * Why follow-up matters more than ever during show season * How curated recommendations and virtual support help customers make buying decisions * Why trade shows are now just one part of the customer journey This episode also explores how Hybrid Sales helps sales reps stay connected year-round through phone calls, follow-up systems, CRM organization, and intentional customer outreach—whether customers attend market or not. 👉 Learn how to build a stronger Hybrid Sales strategy inside Hybrid Sales Advantage™ https://www.brokenvesselsales.com/hybridsalesadvantage [https://www.brokenvesselsales.com/hybridsalesadvantage] Trade shows may evolve, but relationships, follow-up, and adding value will never go out of style. Don't forget to subscribe on ⁠⁠⁠⁠⁠⁠⁠⁠Apple ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://podcasts.apple.com/us/podcast/inside-gift-home/id1660643611]or ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Spotify⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://open.spotify.com/show/4hGZzAzv9pSp6iuC5LlTNc?si=0eff23c8c3074586] to The Sales Advantage Podcast 🎧

Building Connections, Skills, and the Future of the Industry with The Claxton Collective

In this episode of The Sales Advantage Podcast, I sit down with my dear friend, Kate Duff to talk about an exciting community designed to strengthen relationships, develop skills, and create more opportunities within the gift, wholesale, and sales industry: The Claxton Collective. We discuss: * Who The Claxton Collective is for * What members gain access to inside the community * How connection and collaboration help professionals grow * Why developing skills and industry relationships matters more than ever * How communities like this can help attract and support the next generation entering our industry This conversation is all about growth, support, networking, and creating an environment where people can learn from one another while building meaningful business relationships. Whether you are a sales rep, wholesale brand, agency, consultant, service provider or someone looking to grow your career and connections in the industry, this episode will show you why investing in community can be a game changer. 👉 Learn more about The Claxton Collective and join here: https://the-claxton-collective.mn.co/landing/ [https://the-claxton-collective.mn.co/landing/] Building relationships and growing your skills is not optional in today’s business world. It is the advantage. Don't forget to subscribe on ⁠⁠⁠⁠⁠⁠⁠⁠Apple ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://podcasts.apple.com/us/podcast/inside-gift-home/id1660643611]or ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Spotify⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://open.spotify.com/show/4hGZzAzv9pSp6iuC5LlTNc?si=0eff23c8c3074586] to The Sales Advantage Podcast 🎧

The Sales Math No One Talks About: Why Hybrid Sales Wins

What actually creates more revenue in sales today: inside sales, road appointments, or a hybrid approach? In this episode of The Sales Advantage Podcast, I break down the real numbers behind three common sales models and reveal why Hybrid Sales consistently produces the strongest results. We walk through real sales math comparing inside sales calls, appointment-based selling, and a hybrid strategy that blends both. You’ll learn how: * Inside sales creates volume, frequency, and consistent follow-up * Traditional appointments generate larger orders but are limited by time * Hybrid Sales combines customer reach with relationship depth to maximize revenue * Small phone orders add up faster than most reps realize * Annual revenue differences can add up to tens of thousands of dollars each year I also share a real story of a sales rep who implemented Hybrid Sales Advantage® and increased her sales by 50% year over year in just the first three months by changing how she worked and not by working more. In this episode, we explore: * The hidden math behind sales activity and revenue * Why “more miles” does not always equal more sales * The limiting beliefs that keep sales reps stuck in outdated habits * How Hybrid Sales creates more conversations, better follow-up, and sustainable growth If you want to understand the real economics of your territory and learn how to make more money without burning yourself out, this episode will change how you think about sales. 👉 Learn how to build your own Hybrid Sales strategy inside Hybrid Sales Advantage® 🔗https://www.brokenvesselsales.com/hybridsalesadvantage [https://www.brokenvesselsales.com/hybridsalesadvantage] You do not need more miles. You need more conversations. Don't forget to subscribe on ⁠⁠⁠⁠⁠⁠⁠⁠Apple ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://podcasts.apple.com/us/podcast/inside-gift-home/id1660643611]or ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Spotify⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://open.spotify.com/show/4hGZzAzv9pSp6iuC5LlTNc?si=0eff23c8c3074586] to The Sales Advantage Podcast 🎧

The Data the Industry Is Missing

Most companies have sales data. Most sales reps have customer information. But there is one critical piece missing that connects everything together: activity data. In this episode of The Sales Advantage Podcast, I break down why the sales industry is missing one of the most valuable forms of information available and how a CRM helps capture the activity that actually drives revenue. You may know: who your customers are, what they ordered, and how much they spent. But do you know: * When the last appointment happened? * What was discussed during the last phone call? * How many follow-ups were made? * Whether messages were left or emails were opened? * What activity actually led to the sale? Without activity data, sales teams are left guessing. You can see the outcome, but not the actions that created it. This episode explores why tracking customer engagement through a CRM is a game changer for sales reps, companies, agencies, and the industry as a whole. In this episode, you’ll learn: * What activity data is and why it matters * The missing connection between customer data and sales results * Why relying on memory, spreadsheets, and notebooks creates blind spots * How CRM activity tracking improves follow-up, visibility, accountability, and revenue growth * Why companies that understand activity data can repeat what works and improve what doesn’t If you want to stop guessing and start understanding what truly drives sales, this episode will change how you think about CRM and customer relationships. 👉 Learn how to organize your sales process and capture the activity that drives results with CRM Advantage www.brokenvesselsales.com/crmadvantage [http://www.brokenvesselsales.com/crmadvantage] Sales data tells you what happened. Activity data tells you why. Don't forget to subscribe on ⁠⁠⁠⁠⁠⁠⁠⁠Apple ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://podcasts.apple.com/us/podcast/inside-gift-home/id1660643611]or ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Spotify⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://open.spotify.com/show/4hGZzAzv9pSp6iuC5LlTNc?si=0eff23c8c3074586] to The Sales Advantage Podcast 🎧

Windshield Math: What Is Driving Really Costing You?

How much time do you spend behind the wheel each week? In this episode of The Sales Advantage Podcast, I walk you through a powerful exercise called The Windshield Math Exercise to reveal the true cost of windshield time and why traditional road sales may be limiting your growth. Many sales reps spend 15 to 20 hours per week driving, which can add up to nearly 80 hours a month spent in the car. That is two full work weeks that could be used for customer conversations, follow-ups, reorders, appointment setting, and building stronger relationships. In this episode, you will learn: * How to calculate the real impact of windshield time on your sales * Why driving feels productive but conversations create revenue * How opportunity cost affects your customer reach and income * The limiting beliefs that keep sales reps tied to old habits * Why hybrid sales helps you connect with more customers while spending less time on the road * How blending phone calls, CRM organization, and strategic travel creates better results I also explain why the goal is not to visit every customer, but to reach every customer, and how Hybrid Sales helps sales reps increase efficiency, save time, and create more sales conversations. If you are ready to rethink how you spend your time and stop relying on miles to create revenue, this episode will challenge how you view productivity in sales. 👉 Learn how to build a smarter, more profitable sales strategy inside Hybrid Sales Advantage® www.brokenvesselsales.com/hybridsalesadvantage [http://www.brokenvesselsales.com/hybridsalesadvantage] The money you are looking for is not in more miles. It is in more conversations with all your customers. Don't forget to subscribe on ⁠⁠⁠⁠⁠⁠⁠⁠Apple ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://podcasts.apple.com/us/podcast/inside-gift-home/id1660643611]or ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Spotify⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://open.spotify.com/show/4hGZzAzv9pSp6iuC5LlTNc?si=0eff23c8c3074586] to The Sales Advantage Podcast 🎧