Lippman Connects

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20 Reasons to Attend


September 23, 2021

Virginia Tech Briefing Center
Arlington, VA
8 am - 4:30 pm ET

Registration Opens Soon


  • Exchange Best Practices — If there’s a way to increase exhibit and sponsorship sales, your peers will share it at ESR.
  • Learn Innovative Tactics — Discover fresh techniques to get call-backs, boost renewals, sell up, and close successfully.
  • Immediate Results — Your entire sales team will benefit from ideas that they can put to work right away.
  • Overcome Objections — Trust a roomful of experienced sales professionals to resolve your biggest challenges.
  • Sharpen Your Thinking — Hone your sales chops in the company of fast-thinking professionals.
  • Refresh and Recharge — Come away energized, inspired, and ready for action.


  • Intensive Networking — Make valuable, lasting career contacts. Join a circle of forward-thinking professionals you can look to for advice.
  • Small Group Bonding — No more than 25 exhibit and sponsorship sales professionals from associations and independent organizers will be accepted.
  • Qualified Professionals Only — To guarantee productivity and value, attendance is limited to qualified executives, managers, and professionals in exhibit and sponsorship sales and service.


  • Expert Insights: Interactive Session — Get a fresh perspective on persistent challenges when a noted expert shares important insights. Get answers on the spot during this fast-paced, interactive session.
  • Resource Book — A reference you’ll look to again and again, the Exhibit Sales Roundtable Resource Book contains essential information from experts on how to improve market research, space and sponsorship marketing, pavilions and packages, space draws, exhibitor loyalty, and more.
  • Fresh Sponsorship Ideas — Every ESR turns up unique and different sponsorship ideas that will excite your customers and prospects.
  • Customized to Your Needs — A pre-event survey identifies every registrant’s specific challenges, questions, and expectations.  The data are aggregated, interpreted, and organically folded into group discussions and activities.
  • Organized, Spontaneous, and Responsive — An agenda is shaped to accommodate the individual learning needs of the group. Introductions, breaks, lunch, discussions and exercises are engineered to leverage group dynamics and encourage creative connections.
  • Earn CEM Hours and CAE Credits — Earn 6.5 hours toward IAEE CEM recertification and 6.5 CAE application or renewal credits; Virtual ESR eans 3 CEM hours and 3 CAE credits.
  • One-Day Program — It only takes one new idea to profit your event and your career.  ESR delivers a full day of profitable ideas.


  • Runs on Schedule — Like all Lippman Connects events, ESR runs — and ends — on schedule. Count on it.
  • Facilitation by Sam Lippman — In addition to his more than three decades of exhibition industry expertise, Sam is a credentialed facilitator.
  • Customer Satisfaction — In post-event surveys, clients are unanimous: ESR delivers value.


  • Register for only $375 — add an associate for $275.


What to Expect




Agenda in Eastern Time

  1. Sharing the results of a new research study, Freeman, the global leader in events, has concluded that the timeline for the return to in-person events has moved up. Get the background and specific recommendations that will illuminate your decisions.
  2. Brand marketers have more ways to spend their budgets than ever before. While the pandemic may have made some better appreciate the value of in-person events, others are demanding more data and accountability than ever before.  Get the straight story from the exhibitor's point of view.
  3. Breakout exercises offer a deep dive into an important topic. Exchange tactics and insights with a small group of forward-thinking professionals. Breakout exercise leaders will then share key takeaways with the entire team.
    • Video is a powerful tool that amplifies engagement in every industry and has been underutilized for sponsorships, this session will provide you with not just the ideas of what you can do but the blueprint to get started today.
    • Learn what you can plus-up today and see innovative approaches you can use.
    • Get the simple 3-step process to get you started right away.
  4. The pandemic has brought several dirty words that we would prefer not to speak or hear.  COVID, pivot, virtual are all words in our space that can go away. There is one more word that already is or is joining the list HYBRID that should not go away. Hybrid events are going to be with us for some time.  The ability to serve a broader audience, insurance against other calamities, servicing those who can’t/won’t travel, and easier access for the disabled are all reasons one more dirty word will be added. This interactive discussion will provide direction and context for designing and selling a hybrid show.

  5. Breakout exercises offer a deep dive into a compelling topic. Exchange tactics and insights with a small group of forward-thinking professionals. 
  6. This session will cover insights from research conducted by EXHIBITOR Media Group on their readership of corporate trade show marketers and their vendors.  We will explore how COVID-19 has impacted the trade show exhibitor community and how that impacts our industry’s return.
  7. The information exchange is fast and furious when every team member gets a chance to share top takeaways that will enhance their sales practices and decision-making.
  8. Exhibit Sales Roundtable starts and ends on time. You can set your clock to it.


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About Exhibit Roundtable


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  • The Exhibit Sales Roundtable (ESR) was an excellent experience. I networked with peers, shared opportunities and challenges, learned tips and tricks that I can implement immediately and as part of a long-term strategy. I recommend ESR for anybody involved in exhibit or sponsorship sales.
    Wendy Loew
    Group Show Director - Questex Media
  • This data validates the importance of a professional sales program because exhibit and sponsorship budgets are under more scrutiny than ever … both at the division and corporate levels.
    Ron Akins
    Senior Vice President, E.J. Krause & Associates
  • I picked-up an idea at the Exhibit Sales Roundtable – selling sponsorship of the venue’s WIFI – that’s added $75,000 per sales cycle to our bottom line. To learn more revenue producing ideas, staff from my department will attend at least one Exhibit Sales Roundtable each year.
    Robert McFarland
    Vice President Sales, Reed Exhibitions
  • At the Exhibit Sales Roundtable, I gained several new solutions that I can immediately implement to increase exhibit sales and upsell sponsors. It was a valuable experience because of the productive networking and open and enthusiastic discussions! I look forward to attending a future ESR!
    Grace Cular Yee
    Director of Sales, Food Processing Suppliers Association/PROCESS EXPO
  • I’ve attended previous Lippman Connects’ events, so I knew the networking and content would be great at the Exhibit Sales Roundtable. I’ve been in sales for a long time, but I’m returning to the office with new ideas that I will put to use.
    Dan Cole
    Vice President, Sales, Consumer Electronics Association