Don’t Go to Web Summit! 🤫 Why Niche Conferences Work Better | Sales Mates Podcast #101

💸Hi everyone!

In episode 101 of Sales Mates Podcast, we break the myth that “a bigger conference means more clients.” In reality, it is often the fastest route to team burnout and wasted budget. The future belongs to niche events and adapting to vibecoding – a reality where clients replace basic outsourcing needs with AI tools.

Learn why sending large teams to Web Summit no longer works, and how to achieve higher conversion with the right offer and a systematic follow-up process.

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📌 In this video:

00:00 – Why Web Summit drains your budget

02:27 – The biggest mistakes when choosing IT conferences

05:14 – Niche events vs. large exhibitions: what actually drives sales

08:20 – The era of vibecoding: how to sell outsourcing when clients use AI

10:43 – Why Web Summit no longer works for outsourcing

23:31 – The follow-up disaster: why leads ignore you

28:20 – My checklist and framework for event preparation

Summary

This podcast explores the importance of choosing the right conferences for business development, with a particular focus on Web Summit. It explains why having clear expertise is essential before attending such events, and highlights the advantages of niche conferences compared to large-scale tech gatherings. The episode also covers the goals of conference participation, target groups, and the relevance of expertise for successful sales.

In addition, the discussion touches on key aspects of networking in IT, the challenges of outsourcing, changing client needs, the importance of selecting and preparing for conferences carefully, and the effectiveness of follow-ups after events. The hosts share their experience and practical recommendations on how to participate in conferences successfully and adapt business strategies to new market conditions.

Takeaways

• Don’t go to Web Summit without clear expertise.

• Niche conferences can be more effective.

• It is important to have clear goals for attending conferences.

• Your target group should be clearly defined before participation.

• Your expertise must match the needs of the audience.

• Long-term event participation strategies deliver better results.

• Choosing conferences is a strategic process.

• Not every large event brings real outcomes.

• Analyze previous conference participants before deciding to attend.

• The relevance of your expertise is key to success.

• Building a strong network is critically important for startups.

• Outsourcing can be highly effective when strong security standards are maintained.

• Clients now have new expectations, and businesses must adapt.

• Conference selection should be strategic, not random.

• Performance at conferences determines your success in closing deals.

• Follow-ups after conferences are essential for success.

• Do not rely only on friends’ feedback when evaluating conferences.

• Preparing for conferences requires time and resources.

• A conference participation checklist can significantly improve your chances of success.

• It is important to have a clear offering for potential clients at conferences.

Hosts: Anton Fedulov and Oleksii Sinichenko.

Practical advice from two successful sales leaders who share the secrets behind their results, personal experience, and strategies – plus interesting guests and funny everyday sales stories.

Watch and listen online on our Sales Mates Podcast YouTube channel.

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