The Sales Heretic

MARCH 20, 2018

Trade shows are a vital component of many companies’ marketing mix. From general shows to specialty functions; tiny, local shows to gigantic, international affairs; consumer shows to industry events, trade shows are a 13 billion dollar-a-year industry in the U.S.

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Alice Heiman

OCTOBER 24, 2018

77% of executive decision makers found at least one new supplier at the last trade show they attended ( Spingo ). Many of you have sales plans for 2019 that includes attending and exhibiting at trade shows to generate leads. The show was huge, and thousands of people walked through the exhibit area.

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Pipeline

AUGUST 5, 2023

Another successful trade show under your belt, and it’s time to nurture the email leads you’ve received. Here are five email lead nurturing tips you can use to take your trade show leads from strangers to customers. Cold leads: these are the 30% of prospects who have a need, but they’re not ready to buy.

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Zoominfo

APRIL 29, 2020

Events and trade shows are expensive, even if you’re not a sponsor. Even so, they are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. Does your team actually do that? It’s time-consuming, yes.

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Zoominfo

APRIL 30, 2021

One year later, we’re virtually in the same boat, with most organizations shifting to conducting online shows to generate leads and reach prospective buyers. With virtual conferences, prospective attendees are bombarded by sponsors. Since the start of Covid-19, in-person events, conferences, and tradeshows have come to a halt.

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The Sales Heretic

NOVEMBER 30, 2012

“When I attend a trade show, I only stop at booths that have candy dishes. Because, if you have candy, you must be a terrific company. And the greater the variety of candy you have, the more likely I am to buy your product or service.” This sentiment has never been expressed by anyone, ever. [.].

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DiscoverOrg Sales

MAY 6, 2016

Trade show season is here. With some pre-show negotiation for the contact list, and investigation on your end to see who is going, you can begin nurturing contacts prior to the show. This is equally as important as the post-show follow-up.

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Trade Show Webinar Metrics Strategy Prospecting 133

The Sales Heretic

MAY 16, 2012

I registered to attend an upcoming trade show, so naturally I’ve been deluged with postcards and letters from exhibitors beseeching me to visit their booth. Most of the messages have been along the lines of “Come learn all about our super-cool, revolutionary, state-of-the-art, game-changing, mega-awesome product or service.”

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Predictable Revenue

SEPTEMBER 3, 2020

How prospecting has changed in the absence of trade shows and travel, and how your marketing style needs to shift to fill in the gap. The post How to build a content strategy to replace trade shows and travel appeared first on Predictable Revenue.

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DiscoverOrg Sales

MAY 6, 2016

Trade show season is here. With some pre-show negotiation with the contact list and investigation on your end to see who is going, you can begin nurturing contacts prior to the show. This is equally as important as the post-show follow-up.

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Trade Show Webinar Metrics Strategy Prospecting 120

Zoominfo

JUNE 4, 2019

When it comes to B2B marketing tactics, no strategy has stood the test of time quite like the trade show. A recent survey done by the Content Marketing Institute shows 75% of respondents believe in-person events are an effective marketing tactic. Unfortunately, trade shows are expensive and time-consuming.

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eGrabber

APRIL 26, 2022

Do you miss getting decision-maker Attendee leads from trade shows? We have developed ways for you to find & capture potential attendee lists for B2B trade shows. Software to Build Trade Show Attendee List. LeadGrabber Pro is a powerful tool that helps you to build trade show lists in no time.

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Women Sales Pros

SEPTEMBER 19, 2018

Conferences, trade shows, forums or seminars; whatever the ‘event’ is being billed as, my clients are preparing for the fall season. Essential Steps for Sales Preparation: Decide if the trade show/conference offers the value you seek. Learn about topics that are top-of-mind for your prospects.

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Trade Show ROI Positioning Sales Qualified Lead 97

DiscoverOrg Sales

AUGUST 17, 2016

One of the most popular avenues to generate leads is trade shows. Hundreds, if not thousands of prospects all in the same place, and potentially looking for your solution. During the trade show are opportunities to meet with colleagues for networking opportunities. There is a downside: trade shows are expensive.

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Trade Show ROI Decision Maker Webinar Metrics 120

Hubspot Sales

APRIL 6, 2020

Whether you specialize in inside sales or are a field sales pro, you have likely picked up a lead or two at an event or trade show at some point in your career. Here are some ways to generate qualified leads in place of live events and trade shows. Host webinars and online workshops.

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Don on Selling

JANUARY 3, 2020

Attending a Trade Show can be like walking through a maze unless you plan ahead. Attending trade shows is a huge investment. So, how can you be sure you are investing your money and time to be successful at trade shows? Why are you going to a trade show? Here are ten tips to help you –.

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Hubspot Sales

APRIL 6, 2020

Whether you specialize in inside sales or are a field sales pro, you have likely picked up a lead or two at an event or trade show at some point in your career. Here are some ways to generate qualified leads in place of live events and trade shows. Host webinars and online workshops.

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Trade Show Sales Qualified Lead Lead Rank Lead Scoring 101

Zoominfo

APRIL 30, 2021

One year later, we’re virtually in the same boat, with most organizations shifting to conducting online shows to generate leads and reach prospective buyers. Hot leads come from speaking sessions With virtual conferences, prospective attendees are bombarded by sponsors. But there are some caveats to consider.

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Braveheart Sales

MAY 21, 2018

A few weeks back, I was at a trade show (ISC West), and I’m still haunted by a sales interaction I witnessed. Here’s the situation (without names to protect the guilty): I was walking the show floor with a good friend who is also a business operator in the industry. A Tortuous Attack. I see salespeople do it all the time.

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eGrabber

OCTOBER 27, 2020

Trade shows has always been a effective marketing channel, where B2B marketers has seen a sustainable growth of the market in the past years. Trade shows attract high quantity as well as quality of leads. This situation will prevail making the B2B walk-in Trade show leads non-existent for the next 12 months.

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Leading Results Rambings

MAY 21, 2019

There are many reasons companies of all sizes and in all industries invest time and money participating in trade shows.

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KO Advantage Group

JUNE 17, 2018

It’s Trade Show Season! Not everyone looks forward to this season for a number of reasons, but we looove trade shows. After all, that’s what trade shows are about! See trade shows as it should be: a mini sales cycle. You are not at a trade show, standing by your booth to give away free pens.

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Don on Selling

AUGUST 8, 2018

You had a successful time at a trade show. And if you do reach a prospect, you are getting the brush off, or the famous “do I know you” attitude. And if you do reach a prospect, you are getting the brush off, or the famous “do I know you” attitude. You just experienced post-trade show trauma.

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Selling Power

NOVEMBER 6, 2018

Is a trade show a waste of money? It doesn’t have to be. Just follow this three-step process.

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The Pipeline

JULY 16, 2019

The common goal in sales is winning your prospect’s prospect. Again, this makes the people your prospect is trying to win, your responsibility as well. So while we are thinking about how we can sell our product to this prospect, they are asking about how this will help them sell to their customers. Who’s Paying For This?

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MTD Sales Training

APRIL 6, 2012

The prospect stops by your booth. Then a few days, a week or more later, you call the prospect back, only to find that the situation is the equivalent of a cold call. You make a connection and engage in a productive conversation, discussing possible interests and developing some rapport. If you have ever returned [.]

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Don on Selling

FEBRUARY 23, 2019

Exhibiting at a trade show takes a lot of planning. It’s trade show season. That time of year when you and other salespeople attend trade shows in hopes of gaining more leads. Exhibiting at a trade show is expensive. However, not all trade show sponsors provide these lists to exhibitors.

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Mobile Locker

SEPTEMBER 12, 2019

Want to achieve ULTIMATE success at trade shows and other events? Don’t think like a business person trying to sell stuff to prospective customers. The post Be Our Guest: How to be the PERFECT Host at Trade Shows appeared first on Mobile Locker.

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Zoominfo

MAY 25, 2022

Ideal sales intelligence tools supply your team with up-to-date information about your prospects and addressable market — and how you can reach them. The more information business development teams know about prospects, the better they can tactically craft outreach that cuts through the noise and conveys true value.

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The Pipeline

DECEMBER 7, 2017

Last week another social warrior decided to take to the soap box, and tell us why cold calling is dead, and for him and his followers, it may be, but it can still play a role in your sales and prospecting success. The post 3 Reasons Your Prospecting Messaging Fail appeared first on Renbor Sales Solutions Inc. www.TiborShanto.com.

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Mindtickle

SEPTEMBER 6, 2016

When you’ve only got a handful of sales reps it’s easy to work out who should attend the trade shows. Here are some questions to ask during the video recording: Why are you best suited to attend this trade show? What kind of prospects are you targeting at the event? What are your goals for the trade show?

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Mindtickle

SEPTEMBER 6, 2016

When you’ve only got a handful of sales reps it’s easy to work out who should attend the trade shows. Here are some questions to ask during the video recording: Why are you best suited to attend this trade show? What kind of prospects are you targeting at the event? What are your goals for the trade show?

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Trade Show Video Sales Prospecting 52

Sales Hacker

NOVEMBER 13, 2017

In this article I’m going to explain how to PROPERLY execute an effective trade show follow up campaign without being a blood sucking lead vulture. 10 Steps for Effectively Following Up with Leads After a Trade Show or Event. Of course, I attend events to learn and network with peers, prospects and decision makers.

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eGrabber

FEBRUARY 19, 2024

In the world of sales and marketing, prospecting lists are the backbone of any successful campaign. But what exactly is a prospecting list, and how can you build one that yields the best results? What is a Prospecting List? 50+ Ways to Build Prospecting Lists in no Time! Save these individuals to your prospecting list.

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Your Sales Management Guru

JUNE 1, 2015

. Trade Shows Don’t Work. I have heard that phrase and similar comments from people about why they don’t include trade shows in their marketing programs, when in reality the reason many organizations do not gain a payback from their trade show investment is “they” don’t work the trade show.

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Zoominfo

DECEMBER 15, 2020

It’s a science — understanding the market + humanization + appeal = (hopefully) more fitting prospects. Prospects typically get countless cold calls reaching for sale — so you still have to stand out from the (auditory) crowd. Organize Prospect Info by Building a Database from Scratch.

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Your Sales Management Guru

JUNE 22, 2015

Trade Shows Can Work-new idea ! NOTE: Several weeks ago I wrote a blog on “ Why Trade Shows Don’t Work” , shortly after a good friend, Todd Schnick, wrote me a note to discuss how he makes trade shows work! But if your trade show strategy is built on walk-up traffic, you are better off saving your money.

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