Playbook for High-Impact Event Prospecting by Kenza Mansour

At One-to-One Monaco, I booked my entire quarter’s pipeline—during the event. It wasn’t luck. It was strategy, sweat, and knowing how to work the room (and the app). Here's how I made it happen from prep to post-event pipeline.

Pre-Event Prep: Win Before You Land

The event started weeks before we were on the field. Here’s what worked:

• 📚 Attended organizer webinars: Learned how to use the event app to find and engage prospects.

• 🔍 Researched every lead: Looked up job titles on LinkedIn, checked relevance, and tailored outreach.

• 💬 Sent personal invites: Messages included where to find us, when to connect, and why it mattered to them.

• 📆 Synced internally: Coordinated schedules with our 2 AEs to avoid conflicts, worked with marketing by preparing sheets with Priority 1 meetings and Priority 2 meetings (in case of drop off)

• 🔄 Stayed agile: Built backup options in case of drop-offs (which definitely happened!).

📝 Example: I had two leads drop off, one got sick and could not make it, and the other one left very early on the event date and missed the meeting, I had a list of replacements ready (from the sheet prepared)

Booking Meetings Like a Pro

You can't leave it all to chance. At the event, I treated my calendar like a sales funnel.

• 📲 Used the event app aggressively: Sent short, personalized meeting requests daily.

• 🤝 Confirmed and reconfirmed: Double-checked leads were still attending before every slot, while I was not on site, I still made phone calls to the leads and sent them to the booth

• 🧩 Rescued last-minute drop-offs: Jumped in to replace no-shows or re-route conversations.

How to Approach Prospects On-Site: Tips from my AEs

Approaching people at events is an art. Here’s how I kept it natural and high-impact:

• 🗣️ Led with curiosity: “What are you hoping to take away from the event?” worked every time.

• 👂 Listened more than I pitched: Built real connections before talking product.

• 🚶 Created walk-and-talks: Moving between sessions = great, uninterrupted time.

Know When to Walk Away

Time is your most limited asset at an event.

• ⚠️ Walk if…

  • They're distracted or vague

  • You’re doing all the talking

  • It’s not a fit after a few key questions

• 👋 Exit respectfully: “If timing’s not right, no problem—happy to reconnect another time!”

This opened space for high-potential convos that were ready to convert.

Post-Event Follow-Up: Where Pipeline Happens

The event's real ROI comes after. Here's how I capitalized on every conversation:

• ⚡ Followed up within 24 hrs: Every message was personalized and referenced their chat with my AEs.

• 🧠 Read AE notes and documents: Notes, CRM updates, and even drafted follow-ups.

• 🔁 Used multi-channel touchpoints: Email + LinkedIn + call

Why I Love Working at Contentful

At Contentful, we don’t just pitch software—we help teams build better digital experiences. What drives me is being part of a team that’s collaborative, curious, and genuinely invested in our customers’ success. Events like One-to-One Monaco are just one example of how we show up—with intent and impact.