Turning Trade Show Booth Talk into Pipeline with Greg Bornstein of EventReps

In this episode, Greg Bornstein, co-founder of EventReps, shares how years in live performance and in building SDR teams shaped the way he works a trade show floor. He explains why most booths end up with a spreadsheet of cold badge scans instead of real leads, how treating events like outbound instead of inbound changes the results, and how EventReps' PITCH Score helps teams qualify conversations in real time and hand sales a follow-up list they can trust. He also gets candid about the LinkedIn hype trap facing new founders, and why you should measure how far you've come instead of how far you still have to go. The Fort Worth booth that started it all, and treating events like outbound Why there's a case for bringing SDRs to events instead of AEs PITCH Score: persona, intent, timing, clout and heat Speed to lead at live events, and booking a placeholder invite before the conversation ends Why every booth conversation worth having needs a next step Landing early customers through warm networks and channel partners Built-in urgency: why event dates make a product a need-to-have The LinkedIn hype trap, and setting realistic expectations as a founder Living in the gain, not the gap His advice: bring more of yourself to the work and find where you do your best work Ideas referenced: "The Gap and the Gain" by Dan Sullivan with Dr. Benjamin Hardy Follow Greg Bornstein →   / pipelinegrowth   Learn more about EventReps → https://www.eventreps.io