Last week was the first time I attended CABSAT

Last week was the first time I attended CABSAT, and I knew I didn’t want to just “walk the floor.”
I didn’t go to collect tote bags. I went to extract signal.

As an introvert, trade shows can feel draining. But when you treat them like a reconnaissance mission, not a social event, something shifts.

Here’s the playbook I used.
It’s meant for anyone who prefers precision over volume:

1. Map before you move

I didn’t engage right away.
I walked the entire floor, noted who was exhibiting, and filtered based on relevance, strategic overlap, or partnership status.

‼️ Don’t talk until you know who’s worth talking to.

2. Identify the real players

That narrows the field to key competitors or interest areas.
Some booths looked flashy, but they don’t matter if they’re irrelevant to your context.

‼️ Rule: Relevance over visibility.

3. Watch first, engage later

I observed before approaching.
I looked for representatives and team members who spoke with conviction and showed product ownership.
If I didn’t spot that energy, I didn’t initiate.

‼️ Rule: Pick your person, not just your booth.

4. Embed when you can

I quietly joined a live tour given to a regional powerhouse, just listened.
No questions, no interruptions. Just unfiltered context in the wild.

‼️ Rule: Sometimes the best demo you can attend, isn’t the one meant for you.

(5) Circle back, timing is everything

If the right person wasn’t available, I didn’t force it.
I’d rather wait 2 hours and have the right conversation than settle for 10 minutes of disengaged banter.

‼️ Rule: The right conversation is worth waiting for.