Based in Philadelphia, Pennsylvania, Brian Murphy drives exhibit, sponsorship and media sales for the National Association of Realtors and the Texas Dental Association. Brian focuses on building genuine partnerships rather than transactional relationships, helping clients succeed through collaboration and preparation. His passion for understanding people and the psychology behind their decisions fuels his success in the dynamic world of trade show sales.

  1. How did you get started in your profession? 
    I took an interest in sales very quickly in my career because I enjoy interacting with and learning about people. Progressing in sales requires you to learn about psychology and why people behave the way they do. This subject has always been a fascination of mine, and I was fortunate enough to be exposed to the trade show world as an exhibitor myself in the first year of my career. From that point on, it was clear to me that I wanted to be involved in this world.
  2. What do you think is the most misunderstood part of your job?
    The most misunderstood part of my job is the intention behind my sales effort. Many companies that I talk to that have not worked with MCI’s association clients before have a preconceived notion of how the sales process at tradeshows works. This notion tends to be transactional, while our approach is consultative and has more of a “we’re in this together” feel to it. New companies often think they are on their own in the conference preparation process, when we are here as a resource to set them up for success in any way we can.
  3. What has been the biggest learning curve or “aha” moment in your sales career so far?
    The best “aha” moment for me in my sales career has been focusing on preparation. Early on I had a preparation process that I thought was setting me up for success, and then I began talking to the senior salespeople and realized I was falling short. Sticking to the quote “50% of the equation is preparation” has helped me significantly improve as a salesperson. Shifting focus to prep work allows me to feel more confident and relaxed in my day-to-day conversations, leading to better rapport with clients.
  4. Do you have a favorite book, movie, or show you’ve rewatched more than once?
    I’ve watched and read the “Game of Thrones” books multiple times. I’m a big “Game of Thrones” fan. On the professional side, I make an effort to read “Atomic Habits” by James Clear once a year – great book to keep in the rotation.
  5. What’s something surprising that not many people know about you?
    Some may find it surprising that I’m very into the fish tank/aquarium hobby. I’ve always been fascinated with nature, and I see a fish tank as a cool way to bring nature to your home. I enjoy the challenge of maintaining exotic fish/plants and spending time in front of any fish tank is very relaxing.