Dan Griffith

You flew across the country. You paid for the booth. Someone finally stopped walking. And every instinct says: show them everything right now. So you run the demo. Twenty minutes. They nod the whole time. Then they talk to another dozen people before lunch and barely remember your name by dinner. Nothing gets bought or sold on a show floor. The sale doesn’t happen at the event. The event exists to book the meeting. Stop demoing. Start booking. From my conversation with Ben Griffith on Seriously Don’t Do That™ 🎥 Full episode on YouTube: youtube.com/@seriously_dont_… 📩 Connect with me and message “resources” for our conference playbook and meeting-booking templates. 📍 Find us at HLTH: Kiosk 829-3, Global Health Connector Pavilion; Nov 15–18

“Hey, saw you went to the same undergrad as me” is not personalization. That happened fifteen years ago. Personalization means finding something timely and observable - a new funding round, a product launch, a leadership change and connecting it to something practical. Not “congrats on the raise.” That’s flattery. More like: “You just closed a round, which usually means you’re about to hire your first US sales lead. That’s exactly where we help.” One message. One observation. One reason to reply. It sounds like a ton of work. It is. But one-to-one always outperforms one-to-many. Always. From my conversation with Ben Griffith on Seriously Don’t Do That™ 🎥 Watch the full episode: youtube.com/@seriously_dont_… 📩 Heading to HLTH? Connect with me and message “resources” for our meeting-booking templates. 📍 Kiosk 829-3, Global Health Connector Pavilion, The Venetian ; Nov 15–18

I watched it happen again at the last show. Founder at a kiosk. Laptop open. Halfway through a demo that’s honestly pretty good. Product is real. Story is tight. They rehearsed on the flight in. The person across the table? Nodding. Politely. While checking the event app for the 11 o’clock they’re already late to. That founder walked away feeling great. The buyer walked away and had twelve more conversations before dinner. By the time the follow-up email hit, all they remembered was a laptop and a nice person. Here’s what kills me. That founder wasn’t bad at selling. They just used the wrong room. A conference floor is the worst place you’ll ever demo. It’s loud, it’s rushed, and the person in front of you almost certainly isn’t the only one who decides. Finance, compliance, legal - none of them were standing at your kiosk. Your demo isn’t the point of the floor. The floor has one job: book the next meeting. That’s where the real selling starts. Ben put it perfectly when we recorded this week: nothing gets bought or sold on a show floor. New article breaks down the full behaviour - why it keeps happening, what it actually costs, and what to do instead. 📍 We’ll be at HLTH: Kiosk 829-3, Global Health Connector Pavilion, The Venetian - Nov 15–18 🗓️ Book time: calendly.com/greatergaingrou… 🎙️ Ben and I go deep on the full conference system - live Thursday, Nov 5, 9 AM ET. Register 👇linkedin.com/events/75230815… . . . #HLTH2026 #HealthTech

“The sale doesn't happen at the event. The event exists to book the meeting.” Ben Griffith's conference rule: Find the right buyer. Establish relevance. Schedule the next conversation. Don't pitch for hours on the show floor. #B2BSales #HLTH2026

Live in one hour. ⏰ Ben Griffith and I on leaving Las Vegas with meetings, not badge scans. A practical plan for the week before, during and after HLTH. Join here: [EVENT LINK] Can’t make it? Find us at HLTH, Nov 15–18, Kiosk 829-3 at the front of the Global Health Connector Pavilion. Book time: calendly.com/greatergaingrou…

Everyone asks how many people they should be reaching out to before a conference. Here’s the number. Four hundred. That’s the golden list. We’ve run this across forty-plus conferences the last couple of years. Four hundred qualified attendees is where you consistently show up with a full calendar. Two hundred to four hundred? Still solid. You’ll get the meetings you need. One hundred to two hundred? Workable - you can still build a real outreach program around it. Under a hundred at a major show? That’s when you start asking whether this is the right event for your ICP. Most founders either target everyone on the attendee list or wing it with whoever walks by the booth. Both waste money. The answer is a researched, tiered list built weeks before you fly. From my conversation with Benjamin Griffith on Seriously Don’t Do That™ 🎥 Full episode on YouTube: youtube.com/live/JSbtBLCYCbM… 📩 Connect with me and message “resources” for our conference target list framework. 📍 Full episode on YouTube: 9-3, Global Health Connector Pavilion, The Venetian - Nov 15–18 🗓️ calendly.com/greatergaingrou…

A packed booth isn't proof of conference ROI. Measure: Qualified meetings held Follow-up meetings booked Pipeline created over 3–6 months The event ends in days. The sales process doesn't. #B2BSales #HLTH2026

“I saw we went to the same university.” That's not a reason to book a sales meeting. Lead with something timely: A product launch. A funding round. An expansion. Then connect it to a real business implication. #B2BSales #LinkedInOutreach – at South Carolina, USA

Tomorrow on LinkedIn Live: how to land in Vegas with 15 to 20 meetings already on the calendar. You don’t need 60. Fifteen to twenty is a workable day, and it means walking from one booked conversation to the next instead of hoping someone stops at your booth. Stick around to the end. Ben and I are sharing the templates we use to book meetings before we land. Thursday, Nov 5 · 9 AM EDT Register: youtube.com/@seriously_dont_…

I’ve run conference outreach for about 40 shows the last couple of years. The most common mistake I see is using only the event app. Apps are great, and HLTH’s is one of the best. But real app traffic usually doesn’t start until a week or two out, and the connection disappears when the app closes. Start on LinkedIn. Then send the meeting request in the app. Dan and I are breaking down the whole playbook live this Thursday, Nov 5 at 9 AM EDT. Register: youtube.com/@seriously_dont_…

Forty thousand dollars. Three conferences. A spreadsheet of names and no pipeline. A founder told me that earlier this year. His team worked hard. That’s not a people problem. Nobody decided who they were there to meet, what they’d say, or what happens after. With @HLTHEVENT two weeks out, Ben Griffith and I are going live to walk through the plan we run before, during and after every show. 📅 Thursday, Nov 5 · 9 AM EDT · LinkedIn Live + YouTube We’ll cover: → Building a meeting list worth the flight → Outreach that gets answered, and the openers that get deleted → The three conversations worth having on the floor → The follow-up that turns meetings into pipeline Register: youtube.com/@seriously_dont_… . . . #hlth2026 #healthtech #b2bsales #founders

Thursday on Seriously Don’t Do That: Ben and I on turning a big show into booked meetings, not badge scans. LinkedIn Live + YouTube Nov 5, 9 AM EDT Register: linkedin.com/events/75230815…

Ben Griffith's conference prospecting benchmark: 400 relevant attendees. Prioritize: Ideal buyers Influencers at target accounts Potential partners Don't give every contact equal attention. Build the list before you fly. #B2BSales #HLTH2026

You have the power of no at a conference. Five meetings on tomorrow’s schedule that clearly aren’t your buyer? Cancel them. Spend that hour following up with the people who are.

Founders raising money: are your investor meetings at HLTH already booked? VCs, PE and debt funds fill their calendars before the show. Treat them like buyers. Reach out now.

Why Most Trade Shows Fail to Generate Sales | HLTH 2026 teapawt.net/i/broadcasts/2gqvJVPeV…

A great conference conversation isn't a next step. Ben Griffith's advice: If there's a reason to keep talking, take out your calendars and book the follow-up before you part ways. Don't leave it for an email next week. #B2BSales #HLTH2026

1/5 The best question to ask at a booth isn’t about your product. It’s this: “When a pilot goes well, who’s the first person who has to say yes that wasn’t in the pilot?” 2/5 The person in front of you is usually the champion. They’re rarely the one who signs. That question surfaces everyone who weighs in after the pilot looks great. 3/5 Usually it’s three seats: Finance: does the budget exist? Compliance: is the risk acceptable? Legal: can the contract get signed? None of them saw your demo. 4/5 Each seat has a different objection. Ask at the booth and you have a map of the buying committee before the deal starts. Not in month four, when it stalls. 5/5 It also hands you the next meeting: “Let’s get time on the calendar and work out what those folks need to see.” More Thursday on SDDT Live: linkedin.com/events/75230815…

“If they don’t want to book a next meeting, they may not be a great prospect. Better to know that now than after months of chasing.” From this week’s Seriously Don’t Do That.

$40K. Three conferences. A spreadsheet of names. Zero pipeline. Dan Griffith calls it the badge scan trap. Booth traffic isn't pipeline. Badge scans aren't qualified opportunities. Measure what happens after the conversation. #B2BSales #HLTH2026