How Used Neuroscience and Analytics to Help His Team Prospect More Rigorously with Sales Expert Ryan Brown

This is episode 070.

Read the complete transcription on The Sales Game Changers Podcast.

RYAN'S CLOSING TIP TO EMERGING SALES LEADERS: "People will pay what they think something is worth" and that runs through my head almost every day, probably like 5 or 6 times a day when we're talking about what are we selling, how are we selling it, who are we selling it to, how much is it worth. It's really about getting to what the customer values and we can't assume that it's the same thing that they valued a year ago, a month ago, a week ago. We have to be experts at knowing what our customers are trying to get out of our product or our solution and providing that value, providing that solution. It may be a way that we never had to before, but that's what everything stems out of."

Ryan Brown is the vice president of sales and event services at NTP Events, a for-profit trade show management company that designs, produces and manages engaging business to business events.

Ryan oversees exhibit and sponsorship sales for NTP Events portfolio shows and also functions in a BD role for the company.

He has emerged as a sales leader in the trade show industry by pioneering the use of analytics and neuroscience in his training programs and sale strategy methodologies.

Prior to his role at NTP Events, Ryan spent 7 years selling exhibits and sponsorships for trade events at not for profit organizations including the American Composites Manufactures Association and the Consumer Technology Association.