Good morning, 

Business events are one of the few places where you can compress months of outreach into a few days. 

CES in Las Vegas just wrapped, and tens of thousands of conversations happened on show floors, in hotel lobbies, over coffee, drinks, and late dinners. 

Most of those conversations will quietly disappear. Not because they were bad, but because nothing happened next. 

The skill of meeting people well and following up with intention is what separates wasted effort from real opportunity. 

For sellers, this skill turns chance encounters into pipeline. For managers, it creates visibility and discipline around how relationships turn into revenue. For business owners, it ensures the time and money invested in events actually produces a return. 

Strong follow-up builds trust because it shows respect, clarity, and reliability. When you do this well, revenue becomes more predictable, and relationships get stronger instead of colder.

Each module builds on the last and is written to work as a workshop for you and your team. And, here is a Google Sheets tool to track event meetings, follow-ups, and your happy hour list RSVPs.

Objective: Learn how to approach events like CES with clarity instead of chaos
Introduction: Events reward preparation. Most connections are rarely accidental.

Exercise Name: Create an Event Target Map

Tips for the Exercise
Keep the list short. Five to eight targets is enough. Focus on relevance, not volume.

Examples You Can Use
I wanted to meet you because your team is scaling fast.
What are you focusing on at CES this year?

Case Study: Problem: A seller attends CES and meets dozens of people with no follow-up.Solution: The seller uses an Event Target Map and focuses on six high-value conversations. Result: Three follow-up meetings booked within one week.

DISCUSSION QUESTIONS

Objective: Learn how to lock in context so follow-up feels natural
Introduction: Memory fades fast after events. Capture matters more than charisma.

Exercise Name: Conversation Capture Note on Phone or Small Notebook

Tips for the Exercise
Write notes immediately after the conversation. Do not rely on memory.

Examples You Can Use
You mentioned cost pressure heading into Q2.
You said this was your first CES and that you would never come back to Vegas again.

Case Study: Problem: A manager forgets who said what after the event. Solution: Use a simple capture sheet during breaks.Result: Follow-ups feel personal, and response rates increase.

DISCUSSION QUESTIONS

Objective: Turn conversations into momentum
Introduction: The follow-up is where trust is built or lost.

Exercise Name: Follow-Up Action Plan

Tips for the Exercise
Always include a reason to continue and a suggested action.

Examples You Can Use
Based on what you shared at CES, this felt relevant.
Would it make sense to continue this next week?

Case Study: Problem: Business owner sends vague follow-ups weeks later. Solution: Uses a 48-hour follow-up rule with clear asks.Result: Stronger responses and faster momentum.

DISCUSSION QUESTIONS

==

The Revenue Workshop isn’t theory. It’s a field-tested system used by real leaders, in real markets, under real pressure.  

Each newsletter is based on one of over 300+ workshops and worksheets found in the eight books of the RevenueVsSales.com and TheFocusedSeller.com book series.

We’d love your help growing the list. Please share with one person you think would benefit from the newsletter and ask them to sign up. Thank you!

To suggest workshops you’d like to read next, email [email protected]

Thank you for your time!