Épisodes

  • 057 - Can You Make a Great Paycheck Selling Exhibits?

    057 - Can You Make a Great Paycheck Selling Exhibits?
    Sep 25 2025
    Chris Griffin reveals the harsh reality: it now takes 600 dials to get 2 appointments in exhibit sales. But don't panic - he and Khalil break down the blueprint for building a six-figure income in today's relationship-driven market, from LinkedIn strategies to vertical market mastery.What You’ll LearnWhy traditional cold calling is dead and what replaced itThe 5-step framework for building sustainable exhibit sales successLinkedIn prospecting strategies that actually work in our industryHow to become the subject matter expert that clients chaseThe psychology behind influence and relationship buildingTime Stamps00:23 - The Heyday of Sales: Chris Griffin's Journey01:28 - The Evolution of Sales Strategies02:50 - Challenges in Modern Sales05:00 - The Role of Younger Salespeople08:31 - The Importance of Referrals and Incentives10:52 - The Shift to Strategic Selling13:03 - Becoming a Subject Matter Expert20:17 - Influence and Relationship Building23:02 - Finding Business in a Changing Environment24:31 - The Evolution of LinkedIn for Business26:36 - Effective Engagement Strategies on LinkedIn32:29 - Principles for Successful Sales on LinkedIn37:54 - Key Takeaways for Trade Show Sales ProfessionalsSnippets from the Episode"We're not selling stuff anymore. We're not selling exhibits. Brands are looking for sales results - filling pipeline, generating qualified leads."— Chris Griffin"It takes 600 dials to get through to 20 live people. Out of those 20, you'll end up with two appointments."— Chris Griffin"Stop trying to get what I want, start helping other people get what they want."— Chris Griffin"Always make sure you're putting more into the relationship than you're asking to take out."— Chris GriffinKey TakeawaysMaster the New Sales RealityFocus on Strategic Partnerships Over Product SalesBecome a Vertical Market Subject Matter ExpertLeverage LinkedIn Native Engagement StrategiesBuild Relationships Through the Seven Influence PrinciplesPlay the Long Game for Sustainable IncomeCreate Customers for Life Through Value-First ApproachResourcesInfluence by Robert CialdiniThey Ask You Answer by Marcus SheridanThe One Minute Manager by Ken Blanchard and Spencer Johnson⁠Trade Show Displays⁠Need Help With An Event? Get in touch with ⁠⁠⁠⁠⁠⁠CrewXP ⁠⁠⁠⁠⁠⁠Watch On ⁠⁠⁠⁠⁠⁠YouTube⁠⁠⁠⁠⁠⁠Follow Us On Social: ⁠⁠⁠⁠⁠⁠LinkedIn,⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠Facebook⁠⁠⁠⁠⁠⁠Have Questions? ⁠⁠⁠⁠⁠⁠Email us⁠⁠⁠⁠⁠⁠More from Chris⁠⁠⁠⁠⁠⁠⁠⁠CrewXP ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Email Chris⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Chris on LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠More from Khalil⁠⁠⁠⁠⁠⁠⁠⁠benali.com ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Email Khalil⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Meet With Khalil⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Facebook⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠Connect With UsReady to hear more landman success stories and industry insights? Subscribe to The Land Department podcast and connect with us on LinkedIn. Know a landman with an inspiring story? Send us their name - we're building a library of industry biographies that showcase the incredible people in our business.
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    44 min
  • 056 - 10 Least Asked Trade Show Questions That Kill Your ROI

    056 - 10 Least Asked Trade Show Questions That Kill Your ROI
    Sep 11 2025
    Chris & Khalil tackle the crucial questions exhibitors fail to ask but desperately need answered. From realistic budgeting to staff selection, discover the strategic blind spots that separate successful exhibitors from those burning cash on disappointing results. This isn't about booth design—it's about bulletproof trade show business strategy.What You’ll LearnHow to create realistic trade show budgets that account for hidden costsProven methods to measure trade show ROI beyond the standard 90-day windowStaff selection and preparation strategies that maximize booth performanceLead capture systems that go beyond basic badge scanningPre-show marketing tactics to get on attendees' must-visit listsTime Stamps00:50 - Episode Intro01:38 - Q#1: How can I create a realistic budget for a trade show?05:24 - Q#2: How do I measure trade show ROI?11:41 - Q#3: How do I select and prepare my trade show staff for each event?15:55 - Q#4: What is my exhibit's job at a trade show?17:36 - Q#5: Is this show really worth our participation?19:52 - Q#6: What is our plan to capture and follow up with leads we generate?23:34 - Q#7: Who is accountable for the company's overall trade show performance?26:43 - Q#8: How should we be considering sponsorship opportunities at events?30:18 - Q#9: What is our primary objective for exhibiting at this next show?33:47 - Q#10: What is my plan to drive trade show traffic to my booth space?36:56 - Conclusion and Final ThoughtsSnippets from the Episode"The days of just getting a great-looking exhibit and showing up and sort of freestyling the rest of it over, man. Poll results have shown that 75% of people who attend trade shows already have a list of whom they want to see when they go. And the chances are you are not on it."— Chris Griffin"If you're not doing some kind of pre-show marketing and pre-show communication three or four months in advance and giving them reasons to come see you, the odds get a lot longer for having any kind of meaningful encounter."— Chris Griffin"Add up all the bills you paid from your last big industry show and document that. But challenge yourself: did we get the results we wanted last year? Because if we didn't, we need to lean in and do more."— Chris GriffinKey TakeawaysReverse Engineer Your Success VisionTrack Pipeline Impact Beyond 90 DaysHandpick and Train Booth StaffDefine Your Exhibit's Primary JobResearch and Vet Show AudiencesImplement Professional Lead CaptureEstablish Senior Management AccountabilityResourcesRockway Exhibits podcast Trade Show DisplaysNeed Help With An Event? Get in touch with ⁠⁠⁠⁠⁠CrewXP ⁠⁠⁠⁠⁠Watch On ⁠⁠⁠⁠⁠YouTube⁠⁠⁠⁠⁠Follow Us On Social: ⁠⁠⁠⁠⁠LinkedIn,⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠Facebook⁠⁠⁠⁠⁠Have Questions? ⁠⁠⁠⁠⁠Email us⁠⁠⁠⁠⁠More from Chris⁠⁠⁠⁠⁠⁠⁠CrewXP ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Email Chris⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Chris on LinkedIn⁠⁠⁠⁠⁠⁠⁠More from Khalil⁠⁠⁠⁠⁠⁠⁠benali.com ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Email Khalil⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Meet With Khalil⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Facebook⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠Connect With UsReady to build a bulletproof trade show strategy? Subscribe to Experience Builders for more industry insights. Share this episode with your team before your next show planning meeting—your ROI will thank you.
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    38 min
  • 055 - What Would Break if Your Business Doubled? 10 Questions Owners Overlook

    055 - What Would Break if Your Business Doubled? 10 Questions Owners Overlook
    Aug 28 2025
    In this insightful episode, Chris Griffin and Khalil Benalioulhaj explore 10 critical yet rarely asked questions that business owners should regularly consider. From examining what you truly want from your business to identifying potential breaking points if your company suddenly doubled, these questions provide a framework for building more resilient and intentional businesses that serve both your clients and yourself.What You’ll LearnHow to identify what you actually want your business to do for youWhich key metrics you should monitor regularly for business healthHow to identify potential breaking points in your business modelThe difference between managing people and babysitting themHow to prepare your business for unexpected disruptionsTime Stamps00:51 - Introduction and Episode Overview01:56 - Question 1:   What do I actually want the business to do for me? 10:01 - Question 2:   What's the one number I need to look at every week as a business owner? 15:23 - Question 3:   Which parts of my business would break if we doubled? 21:38 - Question 4:   Am I managing people or am I babysitting them? 30:38 - Question 5:  What if I had to replace myself tomorrow, what would break? 34:40 - Question 6:   What decisions am I avoiding? 42:24 - Question 7: Where are we leaking margin?44:56 - Question 8:   What would I do differently if I weren't afraid? 47:30 - Question 9: How long could you survive is sales stopped today?53:24 - Question 10: What's the real root cause of my stress?01:01:47 - Episode TakeawaysSnippets from the Episode"What I want this business to do for me is generate an income for me, my family, and the people I employ—a good income. I'd like it to allow for retirement savings in addition to that."— Chris Griffin"Noble endeavors are great, and they help get motivation and inspiration to keep going and stay clear on what you're trying to accomplish. But the objective purpose of business is generating more cash."— Khalil Benalioulhaj"If I had to say, we're 90% managing and 10% babysitting. I don't know if babysitting ever goes away, but if you have a culture where you're running around worried about how much time people spend on Facebook and Instagram... that's a different type of problem."— Chris GriffinKey TakeawaysKnow Your Personal Business PurposeTrack Your Current Business ConstraintIdentify Potential Breaking PointsDevelop People Rather Than BabysittingPrepare for Your Own ReplacementMake Difficult Decisions PromptlyMonitor Margin Leakage PointsResourcesThe Almanack of Naval RavikantOne Minute Manager by Ken Blanchard and Spencer JohnsonGetting Things DoneNeed Help With An Event? Get in touch with ⁠⁠⁠⁠CrewXP ⁠⁠⁠⁠Watch On ⁠⁠⁠⁠YouTube⁠⁠⁠⁠Follow Us On Social: ⁠⁠⁠⁠LinkedIn,⁠⁠⁠⁠ ⁠⁠⁠⁠Facebook⁠⁠⁠⁠Have Questions? ⁠⁠⁠⁠Email us⁠⁠⁠⁠More from Chris⁠⁠⁠⁠⁠⁠CrewXP ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Email Chris⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Chris on LinkedIn⁠⁠⁠⁠⁠⁠More from Khalil⁠⁠⁠⁠⁠⁠benali.com ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Email Khalil⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Meet With Khalil⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Facebook⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠
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    1 h et 3 min
  • 054 - Understanding Your Team's Thinking Style with Michael McMahon

    054 - Understanding Your Team's Thinking Style with Michael McMahon
    Aug 7 2025
    What if the key to unlocking your team's full potential lies in understanding how they process ideas? This episode explores two dominant thinking styles—talking to think and thinking to talk—and how leaders can create space for every voice to be heard.Time Stamps01:05 - Episode Intro03:14 - Challenges of Leadership and Communication10:11 - Balancing Different Communication Styles14:08 - Creating a Space for All Voices16:42 - Encouraging Constructive Feedback19:19 - Blending Different Thinkers in Meetings22:55 - Talking to Think Style24:56 - Thinking to Talk Style26:41 - Balancing Different Thinking Styles32:42 - The Role of Structure in Business Success34:38 - Final Thoughts and ReflectionsSnippets from the Episode"Some of the most amazing things in my organization happened because I listened to people who communicate differently than I do." – Michael McMahon"If you don't create the space for differences to grow, you risk missing out on valuable perspectives." – Chris Griffin"Neither one of these styles is wrong. Both are valuable, and the best ideas come when every thinking style has room to breathe." – Chris Griffin"If you believe the human element is the differentiator, then the best way to connect is by finding a way for all kinds of people to achieve in your space." – Michael McMahonResourcesPepper Wilson on LinkedInExtra Shot of Leadership Podcast by Pepper WilsonDiSC® stylesMBTI® Personality TypeGood to Great by Jim CollinsNeed Help With An Event? Get in touch with ⁠⁠⁠⁠CrewXP ⁠⁠⁠⁠Watch On ⁠⁠⁠⁠YouTube⁠⁠⁠⁠Follow Us On Social: ⁠⁠⁠⁠LinkedIn,⁠⁠⁠⁠ ⁠⁠⁠⁠Facebook⁠⁠⁠⁠Have Questions? ⁠⁠⁠⁠Email us⁠⁠⁠⁠More from Michael McMahonMichael McMahon on LinkedInHill & Partners websiteMore from Chris⁠⁠⁠⁠⁠⁠CrewXP ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Email Chris⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Chris on LinkedIn⁠⁠⁠⁠⁠⁠More from Khalil⁠⁠⁠⁠⁠⁠benali.com ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Email Khalil⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Meet With Khalil⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Facebook⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠
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    44 min
  • 053 - Beyond the Pitch: Mastering the Customer Experience

    053 - Beyond the Pitch: Mastering the Customer Experience
    Jul 24 2025

    How can businesses transform ordinary transactions into memorable experiences? Chris dives into the psychology of buying, the power of authentic sales interactions, and how to deliver standout service that keeps customers coming back.


    Time Stamps

    • 00:52 - Episode Intro
    • 01:04 - The Giant Adirondack Chair Story
    • 03:51 - The Importance of a Good Salesperson
    • 19:33 - Customer Knowledge and Expectations
    • 20:00 - Building Trust and Credibility
    • 22:58 - Delivering a Five-Star Experience
    • 31:08 - Beyond Five Stars: Elevating Customer Service


    Snippets from the Episode

    • “It’s way more than just the thing I’m buying—it’s about how I feel during the process and the confidence the salesperson gives me.” -Chris
    • “The days of a simple commodity sale are over—it’s the white-glove, full-service approach that makes you stand out in a sea of sameness.” -Chris
    • “A great salesperson doesn’t just sell; they listen, anticipate, and make the buyer feel confident and understood.” -Chris


    Resources

    • Need Help With An Event? Get in touch with ⁠⁠⁠CrewXP ⁠⁠⁠
    • Watch On ⁠⁠⁠YouTube⁠⁠⁠
    • Follow Us On Social: ⁠⁠⁠LinkedIn,⁠⁠⁠ ⁠⁠⁠Facebook⁠⁠⁠
    • Have Questions? ⁠⁠⁠Email us⁠⁠⁠


    More from Chris

    • ⁠⁠⁠⁠⁠CrewXP ⁠⁠⁠⁠⁠
    • ⁠⁠⁠⁠⁠Email Chris⁠⁠⁠⁠⁠
    • ⁠⁠⁠⁠⁠Chris on LinkedIn⁠⁠⁠⁠⁠


    More from Khalil

    • ⁠⁠⁠⁠⁠benali.com ⁠⁠⁠⁠⁠
    • ⁠⁠⁠⁠⁠Email Khalil⁠⁠⁠⁠⁠
    • ⁠⁠⁠⁠⁠Meet With Khalil⁠⁠⁠⁠⁠
    • ⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠
    • ⁠⁠⁠⁠⁠Facebook⁠⁠⁠⁠⁠
    • ⁠⁠⁠⁠⁠Instagram⁠⁠
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    42 min
  • 052 - Your Career Legacy: What Will Your Professional Obituary Say About You?

    052 - Your Career Legacy: What Will Your Professional Obituary Say About You?
    Jul 3 2025

    What do you want to be remembered for professionally? Chris reflects on legacy, leadership, and how to craft a career story that truly matters. Tune in!


    Time Stamps

    • 00:40 - Episode Intro
    • 01:00 - Reflecting on Leadership Roles
    • 01:52 - The Importance of Legacy
    • 03:36 - Main Characters and Their Flaws
    • 04:42 - Crafting Your Professional Story
    • 06:06 - Real-Life Examples of Legacy
    • 10:50 - The Impact of Personal Touches
    • 15:03 - Final Thoughts and Takeaways


    Snippets from the Episode

    • “If each one of us is the main character in our own movie… what scenes or episodes would you go back and put in to make sure people remember who you really are?” — Chris Griffin
    • “This is way more than just a job. The really interesting obituaries will be the ones where we get to see more of you than just your professional role.” — Chris Griffin


    Resources

    • StoryBrand by Donald Miller
    • EDPA (Experiential Designers & Producers Association)
    • Exhibit City News
    • Need Help With An Event? Get in touch with ⁠⁠CrewXP ⁠⁠
    • Watch On ⁠⁠YouTube⁠⁠
    • Follow Us On Social: ⁠⁠LinkedIn,⁠⁠ ⁠⁠Facebook⁠⁠
    • Have Questions? ⁠⁠Email us⁠⁠


    More from Chris

    • ⁠⁠⁠⁠CrewXP ⁠⁠⁠⁠
    • ⁠⁠⁠⁠Email Chris⁠⁠⁠⁠
    • ⁠⁠⁠⁠Chris on LinkedIn⁠⁠⁠⁠


    More from Khalil

    • ⁠⁠⁠⁠benali.com ⁠⁠⁠⁠
    • ⁠⁠⁠⁠Email Khalil⁠⁠⁠⁠
    • ⁠⁠⁠⁠Meet With Khalil⁠⁠⁠⁠
    • ⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠
    • ⁠⁠⁠⁠Facebook⁠⁠⁠⁠
    • ⁠⁠⁠⁠Instagram⁠
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    22 min
  • 051 - Managing Through (Predictable) Seasonal Slow Downs

    051 - Managing Through (Predictable) Seasonal Slow Downs
    Jun 19 2025

    Feeling the pinch of a seasonal slowdown? Listen in as we discuss practical ways to handle predictable downtimes in the trade show industry.


    Time Stamps

    • 00:32 - Episode Intro
    • 02:27 - Understanding the Trade Show Industry's Seasonal Patterns
    • 04:49 - Strategies for Managing Financial Pressures
    • 10:58 - Optimizing Operations During Slow Periods
    • 21:53 - Maximizing Efficiency During Slow Periods
    • 22:40 - Targeting Busy Industries During Slow Months
    • 24:21 - Strategic Financial Management
    • 27:27 - Reemerging from Slow Periods


    Snippets from the Episode

    •  ”A mentor of mine decades ago said, in the trade show and event space, you're guaranteed to make money six months a year if you show up. You're guaranteed to lose money two months a year. It's usually the summer and it's the other four months that determine whether your business has a good year or a bad year. So what are you doing with those four months?” -Chris


    Resources

    • Need Help With An Event? Get in touch with ⁠CrewXP ⁠
    • Watch On ⁠YouTube⁠
    • Follow Us On Social: ⁠LinkedIn,⁠ ⁠Facebook⁠
    • Have Questions? ⁠Email us⁠


    More from Chris

    • ⁠⁠⁠CrewXP ⁠⁠⁠
    • ⁠⁠⁠Email Chris⁠⁠⁠
    • ⁠⁠⁠Chris on LinkedIn⁠⁠⁠


    More from Khalil

    • ⁠⁠⁠benali.com ⁠⁠⁠
    • ⁠⁠⁠Email Khalil⁠⁠⁠
    • ⁠⁠⁠Meet With Khalil⁠⁠⁠
    • ⁠⁠⁠LinkedIn⁠⁠⁠
    • ⁠⁠⁠Facebook⁠⁠⁠
    • ⁠⁠⁠Instagram
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    42 min
  • 050 - From Passport to Show Floor: Entering the US for Trade Shows and Conferences with Ease

    050 - From Passport to Show Floor: Entering the US for Trade Shows and Conferences with Ease
    Jun 5 2025

    Heading to an international trade show? Listen to this episode and learn how to simplify your travel prep! Learn about visas, entry protocols, and practical tips for a seamless journey.


    Time Stamps

    • 00:42 - Episode Intro
    • 01:02 - Legislative Action Day Preview
    • 01:38 - The Four Ts: Tariffs, Taxes, Talent, and Travel
    • 02:27 - Importance of International Travel for Trade Shows
    • 03:39 - US Entry Requirements and Documentation
    • 08:43 - Navigating US Customs and Border Patrol
    • 12:54 - Travel Tips and Best Practices
    • 28:06 - Final Thoughts and Resources


    Snippets from the Episode

    • "Just because you're granted a visa, it's not a guarantee that you can come into the country. It still comes down to the Customs and Border Patrol checkpoint. When you come in, they can still decline you.” -Chris
    • “  I've seen people get uncomfortable and don't tell the truth. You can get yourself pretty quickly into a jam there if you fail to declare any unrestricted good.” -Chris
    •  ”One in three are now brand new to this industry since the pandemic recovery. So it’s not unheard of to think that we're gonna have some first-time travelers to the U.S.” -Chris


    Resources

    • CBP Travel Information
    • Find a U.S. Embassy
    • Need Help With An Event? Get in touch with CrewXP
    • Watch On YouTube
    • Follow Us On Social: LinkedIn, Facebook
    • Have Questions? Email us


    More from Chris

    • ⁠⁠CrewXP ⁠⁠
    • ⁠⁠Email Chris⁠⁠
    • ⁠⁠Chris on LinkedIn⁠⁠


    More from Khalil

    • ⁠⁠benali.com ⁠⁠
    • ⁠⁠Email Khalil⁠⁠
    • ⁠⁠Meet With Khalil⁠⁠
    • ⁠⁠LinkedIn⁠⁠
    • ⁠⁠Facebook⁠⁠
    • ⁠⁠Instagram
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    30 min