Sales and Marketing Management

APRIL 21, 2020

We spoke with Carina Bauer, CEO of IMEX Group, which connects meetings and events businesses with customers through annual tradeshows in Germany and Las Vegas. The engineer in charge said, “I was very clear that we had to be working face to face – it wouldn’t just work on it being WhatsApp groups and working remotely.

Meeting 227

Meeting Face-to-face Travel Incentives 227

Sales and Marketing Management

FEBRUARY 8, 2021

From last March forward, virtually every trade show was canceled, from behemoths like Dreamforce to local association meetings. In some cases, they moved their multi-day live trade show online, complete with virtual expo halls and networking apps. In total, we sponsored five virtual trade shows and six webinars.

Trade Show 136

Trade Show Segment Pivotal Conference 136

Zoominfo

JUNE 14, 2018

Industry trade shows and professional events are an excellent way to learn new skills, network with others, and revive your creativity. Today we teach you everything there is to know about B2B event preparation—so you can get the most out of your next trade show or industry event. Let’s get into it! 5. Branch out.

B2B 159

B2B Trade Show Social Media Vendor 159

Smooth Sale

JUNE 8, 2023

Steps to Increase Visibility: Hire someone to greet people upon entering the trade show floor. And others network via group Zoom meetings; concise and intriguing messaging will encourage follow-up conversations afterward. The results may surprise you, making the entire effort worth further consideration.

Trade Show 78

Trade Show Hiring Customer Licensing 78

Sales and Marketing Management

OCTOBER 11, 2019

I’ll deliver what you need, but some of the budget is committed to trade shows and a large percentage of the dollars are essentially spent. The fall is prime trade show season. We’ll be able to cancel four shows, which cost us $240,000 all-in with travel and our square-footage. It took me a moment to respond.

Marketing 149

Marketing Trade Show Direct Mail Top of Funnel 149

Vengreso

JULY 17, 2020

For example, in the last few years, a salesperson relied on trade shows for prospecting and lead generation. In 2020, there are no trade shows but virtual events are very successful for B2B companies. Gartner data from 2018 already showed that B2B buyers only spent 17% of their time with vendors.

Chemicals 115

Chemicals Trade Show Engineering Social Selling 115

Partners in Excellence

MARCH 1, 2024

We catch the attention of people at trade shows, conferences, in social channels, and often, one on one. Or the webcast, or the discussion group, or a blog post followed by a meeting. Typically, it’s someone with deep expertise–not necessarily on solutions, but of problems and issues.

Trade Show 77

Trade Show Conference Segment Groups 77

eGrabber

FEBRUARY 19, 2024

Attend Industry Events & Conferences: Industry events, trade shows and conferences are great places to meet potential prospects. Click to know how you can quickly build prospecting lists from trade shows , events and conferences. Attend these events with the intention of networking and meeting potential customers.

Ideal Customer Profile 59

Ideal Customer Profile Prospecting Trade Show How To 59

The Pipeline

APRIL 14, 2014

Having remembered that the company had recently done a trade show about a week before our conversation. As discussed here before, sales people fall into one of two groups, what I’ve referred to as the X Factor of sales, execution, or excuses. I asked how many leads he picked up, he told me about a hundred or so.

Margin 312

Margin Trade Show Follow-up Lead Management 312

The Pipeline

JULY 16, 2019

Ask a group of sellers what they sell, and the majority will respond in something related to their deliverable. The set up was that they are at a relevant trade show and meet someone in a coffee line who could be a potential buyer who poses the question “what do you sell?”).

Prospecting 284

Prospecting Trade Show Objections Buyer 284

Sales and Marketing Management

JUNE 29, 2020

The comfortable confines of the corporate office are off limits; customer calls are virtual-only; and plans for sales kickoffs, trade shows and other in-person events have shifted to a virtual model (or been cancelled altogether). Group travel is down, but not out. How COVID-19 could reshape sales. Are you digital-ready?

Face-to-face 228

Face-to-face Conference Trade Show Video 228

Zoominfo

JANUARY 29, 2018

From event planning to trade show design, there’s a little something for everyone. 5 Reasons to Send Employees to Trade Shows and Conferences. To stay relevant to this unique group, particularly one so incredibly tech-savvy and explorative, yet fickle about brand loyalty, brands must employ varied marketing approaches.

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

The Pipeline

JULY 27, 2017

If you need to set it up, tell them the setting is a trade show and the person asking the question could be a viable prospect, so the answer counts. The Alpha rep in the group offered up, “We sell productivity, that’s why people buy from us, we make them more productive.” I said “great, give me an example.”

Transportation 225

Transportation Trade Show Exercises Call-back 225

Alice Heiman

FEBRUARY 12, 2020

If you prioritize coaching and then organize the others into groups by the importance you can start to plan your days so you will have time to coach. . Based on your goals you can set the events, programs, conferences, trade shows, promotions and other activities you will need to meet your goals as well as the planning time needed.

Sales Coaching 168

Sales Coaching Coaching Closing Trade Show 168

Jeffrey Gitomer

APRIL 16, 2013

Join high-level executive groups and get involved. All civic groups are eager to get a speaker for their weekly meeting. Speak at trade shows. Network face-to-face at the highest level possible. Not an “after hours” cocktail party. Join a business association – not a leads club. Someplace where owners gather.

Cold Calling 233

Cold Calling Face-to-face Trade Show Referrals 233

Hubspot Sales

MARCH 8, 2023

Travel Agent Educational Requirements: High school diploma or equivalent, experience in sales, other relevant certification or education Average Job Salary: $43,810 Job Responsibilities Sell transportation, lodging, and entertainment activities to individuals and groups Provide support for itinerary changes or troubleshooting through trips Maintaining (..)

Decision Maker 94

Decision Maker Pharmaceuticals Salary Travel 94

Score More Sales

NOVEMBER 26, 2013

The biggest reasons that you should be on LinkedIn now if you are in sales or in a company that sells products or services are: Your LinkedIn profile acts like an “on-line” trade show booth – 365 days a year, 24 hours a day, 7 days a week. join groups in the industries your customers and prospective buyers belong to.

LinkedIn 226

LinkedIn Trade Show Ideal Customer Profile Lead Rank 226

Hubspot Sales

APRIL 27, 2021

This might not be all that mind-blowing to point out, but not all sales orgs are comfortably confined to their companies' corporate headquarters — operating under a group of managers that can come together to share stories over lunch every day. They attend trade shows to promote their business.

Territories 110

Territories Compensation Trade Show Salary 110

Vengreso

NOVEMBER 1, 2019

When Baby Boomers and many Gen Xers started their sales careers, there were only a few ways to get in front of qualified buyers in the B2B world: trade shows, walk-ins, association meetings, and some cold calling. This included trade shows, walk-ins, association meetings, and some #ColdCalling. Click To Tweet.

Trade Show 72

Trade Show Referrals Segment Sales Qualified Lead 72

LeadFuze

APRIL 14, 2021

Professional development groups is a great way to network with other business owners and to build relationships that can ultimately help you gain insights into the business world, and grow as a business owner. Facebook Groups. Trade shows: Trade shows are opportunities to network, connect, and drive new business. “

Lead Generation 76

Lead Generation Networking Sales Qualified Lead Leads 76

SBI Growth

APRIL 20, 2013

LinkedIn Groups and Connections allow for: Following Specific Trade Groups (ie: Sales / Marketing Executives ). For instance: Trade Shows. Some of the most widely used social media modes are: Facebook. Seeking Alpha/Yahoo/Google/MSN News. Salesforce.com- Radian6 / HootSuite / UberVu.

Social Media 316

Social Media Competition Media Eloqua 316

Partners in Excellence

SEPTEMBER 30, 2018

Some years ago, I facilitated an “innovation” workshop between two disparate groups. One group came out the the semiconductor industry, they sat on one side of the table in their blue shirts/khakis. Go to a trade show or conference that’s not directly related to your company or your job.

Sports 84

Sports Trade Show Travel Groups 84

Braveheart Sales

APRIL 20, 2021

Also, if you are accustomed to using conferences, trade shows, and other events to generate leads and business, what happens if those events never quite return to the way they used to be, and therefore your prime targets don’t show up? I’m referring to the tools from Objective Management Group. The post Ch-Ch-Ch-Changes!

Decision Maker 52

Decision Maker Face-to-face Trade Show Hiring 52

Understanding the Sales Force

JANUARY 18, 2013

At both Objective Management Group and Kurlan & Associates , one of my roles is to identify strategic partners. Shouldn't one of your priorities be to establish alliances who can lead to fufilling, profitable two-way partnerships with as many people and companies as possible? Not necessarily the biggest.

Insurance 201

Insurance Insurance Trade Show Collateral 201

The Sales Association

MARCH 9, 2011

Industry Trade Shows: Pot of Gold or Money Pit? Do you find yourself doubting if all of the time and expense you put in to exhibiting at trade shows is worth it? At a previous company, prior to our first national trade show as part of our launch into the U.S. Labels: booths , conferences , Trade Shows.

Trade Show 20

Trade Show Industry Direct Mail Advertising 20

criteria for success

DECEMBER 1, 2021

Let’s say you have one group of clients where your main point of contact is the Director of Operations. You might also have another group of clients where you typically engage with a manager within a specific department such as supply chain management. Where will you find these buyers at conferences and trade shows?

Buyer Persona 98

Buyer Persona Ideal Customer Profile Buyer Trade Show 98

Hubspot Sales

MARCH 23, 2020

While establishing new contacts at trade shows and conferences is a great way to hone in your networking skills, don’t forget there are accessible tools that allow you to connect with other professionals from where you are. Sales groups on social media. Sales Groups on LinkedIn. Sales Best Practices. Inside Sales Experts.

Social Media 16

Social Media Groups Networking Media 16

Product Management University

JANUARY 27, 2023

Advisory Boards & Focus Groups In most advisory boards and focus group meetings, the solution providers do too much talking and not enough listening. It should be just the opposite. The discussions can go down the rabbit hole in a hurry and turn into technical product conversations.

B2B 52

B2B Data Lead Rank Customer 52

Partners in Excellence

JUNE 8, 2021

Perhaps they learned some through trade publications or trade shows, but when they really wanted to learn about products and solutions, the sales person was the source of that information. It has nothing to do with selecting a solution, but more about aligning the diverse agendas and priorities in the buying group.

Face-to-face 125

Face-to-face Education Trade Show Channels 125

Showpad

MARCH 8, 2023

A hybrid sales enablement solution raises the bar for interactive tradeshow appearances As a major chemical manufacturer , LANXESS is represented at many trade fairs. Since rolling out Showpad eOS ® , their trade show booths are now more engaging than ever.

Sales Enablement 52

Sales Enablement Chemicals Trade Show Collateral 52

Pointclear

AUGUST 5, 2016

I’ve heard more than one sales VP or c-level executive describe marketing as the “arts and crafts” department – the group that does creative and business cards and trade show booths but is acting as a cost center. Talk more about that, how has the perception of marketers changed with a Full Funnel Marketing approach?

Top of Funnel 100

Top of Funnel Funnel Lead Rank Marketing 100

Highspot

JANUARY 19, 2022

The Brooks Group. From individual to team training, there are several ways you can give your team ongoing professional development opportunities when using Brooks Group’s interactive sales training programs. Janek Performance Group. RAIN Group. RAIN Group is a great option for sales training.

Training 92

Training Lead Rank Hiring Course 92

Sales and Marketing Management

FEBRUARY 8, 2021

In contrast, Vrbo, a vacation rental company owned by Expedia Group, “crushed” Airbnb when it came to searches that did not mention a brand (“vacation rentals in Chicago,” for example). Successful strategies are buyer- and market-specific, added panelist Sally Duby, a managing partner at The Bridge Group, a B2B sales consultant.

Marketing 120

Marketing B2C Account Based Marketing B2B 120

SalesHandy

JULY 5, 2021

Conventional methods for finding customers over physical channels like conventions, trade shows, networking events, or inbound channels like websites pale in comparison. Join and participate in groups. Professionals tend to spend the majority of their time on social media platforms hanging out in groups.

Social Media 98

Social Media Social Selling Media Sales Qualified Lead 98

Your Sales Management Guru

JULY 7, 2013

Identify key industry groups : Locate the top local and national industry associations for each vertical. Develop lists of key industry trade shows, relevant monthly meetings and the names of current and past association leaders. Shoot to attend every trade show and at least half the monthly gatherings.

Marketing 86

Marketing Trade Show Ideal Customer Profile Face-to-face 86

Zoominfo

OCTOBER 5, 2021

Though no two buyers are exactly the same, they can be grouped into similar behaviors. This grouping helps with targeting, approach, and overall selling strategy. While every customer is unique, segmentation allows you to group customers based on shared characteristics, thus streamlining the personalization process.

Ideal Customer Profile 147

Ideal Customer Profile Strategy Top of Funnel Marketing 147

Sales Hacker

SEPTEMBER 4, 2019

Essentially, he argues that an exchange of objects between groups builds relationships between humans. Email , phone , LinkedIn , trade shows , the list goes on. . One group received swag and one group did not. . Divide your prospects into two groups. Then deliver swag to just one of the groups. .

Sales Tools 101

Sales Tools Tools Data Wireless 101