Being Proactive in a Reactive Role
Location
The Jewelry Quarter Room
About
This session, specifically for AVS members, is designed for all reactive members of the sales team taking inbound enquiries (event coordinators, sales executives, event sales managers).
Reactive teams are great at responding to enquiries, but when inboxes are overflowing, proactive client nurturing is often the first thing to slip. The result? Missed opportunities, short-term wins, and revenue left on the table.
At Selling Savvy, we know that consistently filling your diary and hitting budget comes from maximising the value of your existing client base, not just chasing the next enquiry.
This highly practical workshop is designed to shift teams from reactive to proactive, giving them the confidence, structure, and tools to take control of their pipeline and build longer-term relationships.
CONTENT OVERVIEW:
- Confidently qualify new enquiries and focus time where it matters most.
- Understand the client lifetime value beyond a single booking, identifying future opportunities and repeat business
- Build confidence to re-engage lapsed clients and past enquiries through engaging, natural conversations that reignite interest
- A gentle introduction into pure proactivity, defining your ideal client and the channels available to use for prospecting.
Once the team is confident qualifying new business and re-opening old conversations, we move into the sweet spot - account management. Here, we explore how to nurture key clients, spot ongoing opportunities, and create relationships that deliver consistent, predictable revenue rather than one-off wins.
YOUR TRAINERS
Kat Rack
Kat has over 12 years’ experience working in the events & hospitality sector. She started her career in a graduate training programme at 5 red star Lime Wood whilst still studying for her Event Management degree, and has since gone on to work for some of the biggest players in boutique hotels like Hotel du Vin, Macdonald and Harbour Hotels.
Location