When It Pays to Spend on Trade Shows

Although webinars and virtual online trade shows have become popular in recent years, and serve a marketing purpose, they are not replacements for face-to-face events, says Bill Sell, vice-president and general manager of CrossTech Media, a Boston company that owns and manages 20 business and professional conferences. "People have been doing in-person selling since the medieval village marketplace and it's never going to be wiped out."

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