Sales Strategies for Conferences

Name: Sales Strategies for Conferences
Rating: 4.8 (2 reviews)

Learn how to identify the most promising leads, find sponsors, create attractive offers and close deals!

Created byJens Cornelissen

Last updated 5/2025

English

English [Auto],

What you'll learn

Find the most valuable leads and prospects
Develop a successful pricing strategy to maximise sales
Define and position your key products
Pitching and closing deals

Course content

1 section • 6 lectures • 52m total length

Introduction to conference sales11:04
Learn to sell sponsorships and delegate tickets for conferences by building compelling packages, planning pricing, and managing your sales pipeline across sponsorship, delegate, and mixed revenue models for profit.
Creating compelling sponsorship packages10:05
Create standard sponsorship packages with tiered options (gold, silver, bronze) and custom options that bundle exhibits, passes, branding, and select add-ons, while pricing strategically through market research and inventory management.
Lead generation and pipeline management10:08
Build a leads database, identify decision makers, and manage a sponsor pipeline with stages and close dates to predict revenue and secure conference sponsors.
The pitch - positioning your unique selling points8:29
Position yourself with clear unique selling points to persuade sponsors, and master the sales cycle from pitch to closing, including after sales services.
Successful delegate sales12:48
Define and price delegate passes, differentiate ticket types, and implement a practical sales strategy with tiered pricing, early bird discount, and a reliable ticketing system.
Downloadable course material0:03

Requirements

No prior experience needed. An understanding of what business conferences are will be helpful.

Description

Winning Sponsorship and Delegate Sales sets the basis for the commercial success of your conference. Focusing on the key revenue sources - sponsorship and delegate income - this course will set you up for success by walking you through every step of the sales process.

Learn where to find the most valuable leads, how to benchmark yourself with the competition and how to develop your own pricing strategy. After defining some key products we will review how to position them with your potential customers and how to pitch your proposal.

Last but not least, create the basis for your success by properly managing your leads and prospects. By mastering your pipeline and creating a solid sales funnel you will maximise your results and optimise your efforts.

This course includes a sample pipeline and additional documentation.

Course Curriculum:

Winning Sponsorship and Delegate Sales

Introduction to conference sales
Creating compelling sponsorship packages
Lead generation and pipeline management
The pitch - positioning your unique selling points
Selling delegate passes
Downloadable bonus material

A course certificate will be issued to all who successfully complete the course.

This course includes five individual lectures and 1 hour of on-demand videos. Additional documentation and templates are also available for download. Additional courses are available and will cover conference marketing, operations, production and finance.

Who this course is for:

Graduates and young professionals looking for a job in the event/conference business
Career switchers wanting to learn how to develop a conference business
Employees who have been tasked with organising a company event or conference