Marco Barozzi is the Founder of Expo Consulting, with experience of over three decades in the exhibitions and events industry. His journey began with key roles in prestigious companies like the Blenheim Group, Miller Freeman, and Reed Exhibitions. Later, he founded Expo Consulting, helping organisations succeed in the complex and dynamic world of trade shows and events.

Over the years, he has collaborated with numerous public institutions, SMEs, and event planners, sharing his expertise in trade show promotion, marketing strategy, project management, and exhibitor training. As the Country Manager of Fira Barcelona for the Italian market until 2022 and a faculty member of ICE/ ITA, he mentored numerous businesses and individuals, helping them navigate the intricacies of the event marketing landscape.

When not immersed in the world of events, Marco enjoys travelling, reading, listening to music, and spending quality time with family and friends. Macro says that these experiences inspire and fuel his curiosity for discovering new ideas and perspectives.

• In this episode, Marco Barozzi talks about his book “Event Marketing At Your Fingertips” and topics from the book that can help exhibitors and organisers of trade shows to realise better returns from trade show participation.
• Marco explains many of the issues that exhibitors need to understand before planning or embarking upon participation in a trade show or event. These include actions such as setting objectives, researching the pros and cons of particular events, and training staff to have the correct approach in the booth.
• Exhibition organisers are often too obsessed with spaces and dimensions in a trade show, and do not pay enough attention to creating value for the exhibitor and the attendee. Exhibitors should get better education about trade shows and take the help of consultants and specialists to create better engagement at trade shows.

Run time – 01:11:36 mins.

Links for Subhanjan

subhanjan@pitch.link

https://www.linkedin.com/in/subhanjansarkar

Links for Marco Barozzi:

E-mail: mbarozzi@expoconsulting.it

Company website: www.expoconsulting.eu

X: @marco_mbarozzi

IG: @event_marketer57

Linkedin: https://www.linkedin.com/in/marcobarozzi/

FB: https://www.facebook.com/marco.barozzi.39

Link to book – https://www.amazon.com/dp/B0F8VN4ZZQ?ref_=pe_93986420_774957520

Lynn Hidy, founder of UpYourTeleSales.com, helps inside sales leaders build confident, high-performing virtual teams without losing their minds (or their humour). Known for her clarity, candour, and results-driven style, her book Mastering Inside Sales Leadership delivers practical strategies that actually work in today’s inside sales world.

• Lynn Hidy identifies a core industry paradox: while inside sales has become a dominant force in global business, especially with the rise of virtual selling, it remains a neglected and often misunderstood discipline. She notes that the role is frequently treated as a transient starting point in a sales career rather than a strategic function, leading to teams that feel undervalued and lack structured support.
• There is a necessity for inside sales leaders to move from reactive fire-fighting to proactive, vision-driven leadership. The author contends that planning is often seen as a “luxury” or “fantasy” due to constant external changes, but it is precisely because of this volatility that a clear structure is essential. Hidy advocates for establishing a 12-month vision—the “picture on the puzzle box”—and then methodically working backwards to define quarterly, weekly, and daily priorities.
• The author criticises metrics-driven cultures that track “everything” but value nothing, advocating instead for key performance indicators centred on genuine “customer connection” as the foundation for revenue. True leadership, she suggests, involves allowing room for mistakes and conducting constructive debriefs rather than blame-oriented reprimands.

Run time – 00:49:10 mins.

Links for Subhanjan

subhanjan@pitch.link

https://www.linkedin.com/in/subhanjansarkar

Art Fromm is the Founder of Team Sales Development, helping client-facing teams, especially SEs and AMs, to focus on client success by being more consultative and strategic as a team. Art is a dynamic speaker and workshop facilitator who equips sales teams to boost revenue, win rates, margins, and client satisfaction. With a career spanning engineering, software, and sales leadership, he brings deep industry insight and proven strategies. As the founder of Team Sales Development, Art has helped B2B companies transform their sales results, in one case boasting a 22% increase in bookings and a 16-point increase in win rate. His engaging seminars and workshops are backed by real-world success and two decades of client trust. Art’s practical experience and results-driven approach make him an impactful speaker and facilitator for organisations looking to elevate their sales performance.

• In this episode, Art Fromm talks about his book “Making SEAMless Sales”, which reflects his unique journey and learnings through multiple roles, including presales and sales. Art had been collecting notes from his learnings and the many workshops that he conducts for his clients. He realised that while the workshops were high touch, many more could benefit from the learnings, which is why he decided to write a book.
• In this episode, Art discusses the buying process and why it is critical to making a sale. Since the buying process involves many stakeholders and decision makers, it is crucial to understand how to get buy-in from the various parties involved, and the corresponding roles of sales and pre-sales teams in ensuring success, as well as customer success.
• Art explains how in the world of subscription buying, revenue earnings have changed from a one-time sale situation to continuously ensuring customer happiness to keep earning revenue. These and many other important selling fundamentals are discussed in this episode.

Run time – 00:56:11 mins.

Links for Subhanjan

subhanjan@pitch.link

https://www.linkedin.com/in/subhanjansarkar

Links for Art Fromm:

Email: info@teamsalesdevelopment.com

LinkedIn: https://www.linkedin.com/in/artfromm

Published Book: https://teamsalesdevelopment.com/making-seamless-sales-book/

Articles and Events: https://teamsalesdevelopment.com/articles-and-events/

Website: https://www.teamsalesdevelopment.com

Facebook: https://www.facebook.com/TeamSalesDev

Instagram: https://www.instagram.com/teamsalesdevelopment/

YouTube: https://www.youtube.com/@TeamSalesDevelopment

Twitter: @teamsalesdev