What Is B2B Events Sponsorship Sales?

A sponsorship sales professional in B2B events is responsible for selling sponsorship packages to companies that want to promote their brand, products, or services at industry conferences, exhibitions, trade shows, and events. This is a solutions-based consultative sales process. Their role involves a mix of new business sales, business development, and relationship management.

Sponsorship sales in B2B events, conferences, and exhibitions play a crucial role in connecting brands with target audiences. A sponsorship sales professional is more than just a salesperson; they are a strategic consultant who crafts tailored sponsorship opportunities that drive brand visibility, lead generation, and business growth for their clients.

Key Tasks

1. Identifying Prospects – Research and target companies that would benefit from sponsoring the event based on their industry, audience, and marketing goals.
2. Cold Outreach & Networking – Engage with decision-makers through cold calls, emails, LinkedIn, and industry events for a discovery meeting to assess their needs and gather information to enable you to create a sponsorship solution that meet their requirements.
3. Pitching & Negotiation – Present sponsorship proposals to prospective clients, highlighting ROI, audience reach, and brand exposure, (craft solutions that align with the needs of potential sponsors, including branding opportunities, speaking slots, exhibition spaces, networking sessions, etc) while negotiating terms and pricing.
4. Contract Management – Close deals, draft agreements, and ensure that all sponsorship deliverables are met.
5. Account Management – Maintain relationships with sponsors, ensuring they receive the ROI and have a positive experience. Manage accounts, rebook’s and grow spend.
6. Collaboration – Work with internal teasms such as marketing, event production, and operations teams to deliver sponsorship activations successfully.
7. Post-Event Reporting – analyse data and insights and overall impact to encourage repeat business.

Skills Needed:

• Strong sales and negotiation skills
• Excellent communication and presentation abilities
• Relationship-building and networking skills
• Ability to work with targets and deadlines
• Able to use sales methodologies – https://www.jbrecruitment.co.uk/11-of-the-most-commonly-used-sales-methodologies/
• Organised, great time management and able to prioritise
• Collaborative team working skills

Sponsorship sales professionals are the driving force behind revenue generation in events, conferences, and exhibitions. Their ability to align business objectives with sponsorship opportunities ensures mutual success for sponsors and event organisers alike.

For those considering careers in events, sponsorship sales is a dynamic and rewarding path, offering opportunities to build strategic partnerships and drive business growth in the ever-evolving events industry.

If you would like more information about working in B2B sponsorship sales please contact helen@jbrecruitment.co.uk

About Jackson Barnes Recruitment

Jackson Barnes Recruitment delivers international recruitment solutions within the events, media, and publishing sectors. Jackson Barnes recruits Graduate to MD level in the following positions:

• Researcher

• Conference producer

• Event Marketing

• Sales – delegate, sponsorship & Business Development

• Event Manager

• Editor

We recruit for organisations in the UK and overseas, with success in London, Dubai, New York, Singapore and Australia.