Leveraging Trade Shows to Propel Oncology Dx, CRO and Data Deals

by | Dec 5, 2023 | Commercial Solutions, Digital Marketing

Leveraging Trade Shows to Propel Oncology Dx, CRO and Data Deals

by | Dec 5, 2023 | Commercial Solutions, Digital Marketing

Trade shows in the oncology field are unique platforms where great connections are made and significant deals are fostered. Whether you’re showcasing advanced testing services to oncologists or presenting pivotal  data to pharmaceutical companies, these events can significantly propel your sales funnel. Trade shows are not cheap, so lets make sure you’re harnessing the potential of these amazing events, and remember, if any of these strategies resonate with you, feel free to reach out for a deeper, personalized discussion.

1. Define Clear Trade Show Objectives

Start by asking yourself: What are my end goals at this trade show? Whether it’s demonstrating innovative diagnostics solutions, sharing valuable oncology data, or having those critical face to face interactions with customers and prospects, having a clear objective is crucial. These goals should then have specific quantitative measurements, for example, have 20 scheduled meetings with key opinion leaders in NSCLC disease monitoring, or advance 10 or 15 late stage opportunities by gathering stakeholders in a face to face meeting advance the opportunity to the next stage of sales process.

2. Target Audience and Sales Pipeline Alignment

Visualize your ideal audience at the trade show. Who are they? Oncologists? Nurse Navigators? Pharma executives? Now, think about how they fit into your sales pipeline. Aligning your audience with your sales strategy is like fitting puzzle pieces together – each one leading you closer to your goal.

3. Tailor Your Sales Cadence

Picture a sales cadence as a rhythm, a consistent and harmonious sequence of outreach that resonates with your prospects. It’s not just emails or calls; it’s about creating a narrative that speaks directly to the needs and aspirations of your audience. Envision the impact of each touchpoint bringing you closer to a successful deal.

4. Crafting Compelling Copy

The words you choose can paint a vivid picture in the minds of your prospects. When writing your copy, think about the transformative potential of your product or service. How will it revolutionize their practice or business? Let your passion and knowledge shine through every word.

5. Execute with Precision and Empathy

As you implement your sales cadence, empathize with your prospects. Understand their challenges and aspirations. This empathetic approach, combined with precision execution, can create a profound connection with your audience, making each interaction more impactful.

6. Ensure Timely and Personal Follow-Ups

Imagine standing in your prospect’s shoes. A follow-up that shows you understand and respect their time can be the difference between a missed opportunity and a fruitful relationship. Personalize your follow-ups, showing genuine interest and care.

Ready to Dive Deeper?

If any part of this resonates with you, it’s a signal – an indication that these strategies align with your vision and goals. We’re here to help you navigate this journey. Schedule a meeting with us for a tailored strategy session, or download our latest lead list start transforming your trade show experiences into a succession of triumphs.


  1. Clynt Taylor

    This is great Kyle. Too many teams plan to go the the trade show without planning what to do when they’re there.

    I’ve seen the way you maximize the ROI on trade shows! Very effective.

  2. Karan Cushman

    Love the quick tips here Kyle. #empathydriven makes the difference


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