Working as One Team · Booth Buddy

Rush Mode

Busy traffic changes the speed. It does not remove capture, handover or demo quality.

When the booth fills up, work shorter and cleaner. Acknowledge people faster, qualify faster, route faster, and keep the chain intact.

Remember

Nobody becomes invisible. Never lose the chain.

Use the Rush Mode Flow

ENGAGE → QUALIFY → CAPTURE → CHOOSE / ROUTE → DEMO OR DISCUSS → DEFINE NEXT STEP

Make eye contact with waiting visitors.
Ask one or two quick qualification questions.
Capture contact details before they disappear.
Send the visitor to the right person or station.
Keep demos focused on what they asked for.
Confirm what happens next.

What Changes in a Rush

Normal mode	Rush Mode
Full discovery conversation	Short qualification first
Longer demo if useful	Short demo focused on the need
Clear role boundaries	Roles flex to protect the booth
One visitor at a time	Parallel conversations where possible
Deeper explanation	Enough detail to decide the next step

Do not use Rush Mode as an excuse to skip capture or handover. Faster still means controlled.

Flex Your Role Without Losing Ownership

Role	In Rush Mode
SALES	Engage, qualify and keep conversations moving.
BOOTH OPERATIONS	Acknowledge waiting visitors, protect the queue and help capture contacts.
PRESALES	Stay with already-qualified visitors, answer deeper questions and help qualify if the booth is overloaded.
ALL TEAM	Notice visitors who are waiting, listening or starting to leave.

Know your role. Protect the booth as a team.

Keep Demos Short and Useful

Demo what matters.

During a rush, show the part that answers the visitor’s need. Do not go into unnecessary depth just because the station is available.

Useful shortcuts:

Show the relevant workflow.
Skip background explanations.
Park deep technical questions for follow-up.
Invite interested listeners to join an active demo.
Use a second station if another qualified visitor is ready.

Trap

The Deep Dive During a Queue

A strong technical conversation can still lose other visitors. If people are waiting, agree the next step and continue later.

Protect Contact Details

A busy booth makes it easy to lose names, companies and promises.

Capture every meaningful contact before the visitor leaves. If a visitor is only listening but clearly interested, capture them too.

If you promise anything, keep your own note of:

who asked;
company name;
what you promised;
who owns the next step.

Use Secondary Demo Stations

When traffic is high, an unused station should help the booth.

Use it for:

a second short demo;
a qualified visitor waiting to see the product;
self-exploration when the station is ready;
support for Sales when Presales is busy.

Keep stations ready enough that someone can step in and show the product without setup time.

Handover

Fast, But Give Context

A rushed handover still needs the essentials.

Say:

“This is Anna from a 500-user company. They are looking at migration from Exchange and want to understand deployment options.”

Include:

who they are;
what they care about;
what has already happened;
what should happen next.

Do not send someone to Presales with only “They want a demo.”

Boss Level

Six Visitors Arrive at Once

Six visitors arrive while a demo is already running.

Best response:

Sales engages and qualifies two visitors.
Booth Operations acknowledges someone waiting.
Presales continues with already-qualified visitors.
Sales or Operations catches the person starting to wander away.
A secondary station opens if useful.
Everyone protects capture and next steps.

The goal is not to give everyone a long conversation immediately. The goal is that nobody feels ignored and no valuable contact disappears.

Return to Normal When Traffic Drops

Rush Mode is temporary.

When the crowd clears:

CAPTURE → CHOOSE / ROUTE → FOLLOW UP → RESET

Check that:

promised follow-ups are written down;
scanned or recorded contacts have context;
demo stations are ready again;
waiting visitors were not forgotten.

Escalate Without Guessing

Remember

Don’t guess. If you are not sure, verify or escalate.

A professional answer can be simple:

“I want to verify that rather than give you the wrong answer.”

Use the Right Route

QUALIFY → CAPTURE → CHOOSE / ROUTE → DEFINE NEXT STEP

Case	Route to	What you do
Pricing, licensing, commercial conditions	SALES / commercial owner	Do not improvise commercial terms. Bring in the right person.
Detailed product or technical question	PRESALES	Answer only within your knowledge. Capture what needs checking.
Event process, booth logistics, tools, materials	BOOTH OPERATIONS / BOOTH LEAD	Keep the visitor informed and get the operational owner.
Unclear ownership	BOOTH LEAD	Ask who should own it. Do not pass the visitor around.

When You Know the Answer

ALL TEAM

Answer clearly if the question is inside your knowledge and role.

Keep it short. If the answer opens a deeper topic, check whether the visitor needs Sales, Presales, Operations or a later follow-up.

When It Becomes Commercial

SALES

Route commercial questions to the correct Sales or commercial owner.

Examples:

Pricing
Licensing
Discounts
Contract conditions
Commercial approval
Partner or reseller terms

You can acknowledge the question, but do not invent commercial conditions.

Example

“That’s a commercial question. Let me bring in the right person so you get the correct answer.”

When It Becomes Technical

PRESALES

Answer within your knowledge. Escalate when the question needs deeper technical confirmation.

Escalate questions about:

unusual architecture;
unsupported or uncertain scenarios;
detailed migration behaviour;
complex security questions;
product behaviour that needs verification;
deployment details you are not sure about.

Before you escalate, capture enough context:

Who is asking?
What company are they from?
What environment do they have?
What exactly do they need to know?
How should we follow up?

Example

“That is a detailed migration question. I want Presales to confirm it, so we don’t give you a rough answer.”

When It Becomes Operational

BOOTH OPERATIONSBOOTH LEAD

Route event, process and logistics issues through Operations or the Booth Lead.

Examples:

Lead capture process
Badge scanning problem
Missing materials
Demo station issue
Meeting schedule
Booth equipment
Event organiser question

If the issue affects the visitor now, stay with the visitor until someone takes over.

When Nobody Knows Who Owns It

BOOTH LEAD

If ownership is unclear, involve the Booth Lead.

Do not guess the owner. Do not send the visitor from person to person.

Flow

CAPTURE → ESCALATE WHERE NECESSARY → DEFINE NEXT STEP

Capture Before You Hand Over

Handover

A good escalation gives the next person the situation, not just the visitor.

Say:

“This is Anna from a 2,000-user manufacturing company. They use Exchange today and want to understand migration options and security. I answered the basic overview, but the migration behaviour needs Presales confirmation.”

Include:

who the visitor is;
why they are relevant;
what they asked;
what you already said;
what needs to happen next.

If You Promise a Follow-Up

ALL TEAM

Record your own promise.

If you personally say you will send an answer, document, link or contact, write it down before the next conversation starts.

Capture:

visitor name;
company;
question or request;
promised action;
owner;
deadline or next step.

Remember

A lead scan may capture the contact. It does not capture what you promised.

Rush Mode

Still Needs Escalation

When the booth is busy, make escalation shorter, not weaker.

Use this pattern:

ENGAGE → CAPTURE → CHOOSE / ROUTE

Say:

“Good question. I want the right person to answer it. I’ll capture it now and connect you with Presales.”

Do not let a complex question block the whole booth if someone else can take it.

When Language Is the Gap

If a visitor needs a language the team cannot support well, use the event briefing. Route them to the right person, or agree a better time. Capture the contact before they leave.