Trade Show Prospecting Toolkit: The Ultimate Collection

DiscoverOrg Sales

It’s no small investment to send salespeople to trade shows: Airfare, hotels, meals, transportation, and swag are just a few expenses – in addition to a lot of time. We have trade show prospecting down to a science. We’ve got the ultimate collection to get the most of your trade show – with step-by-step instructions, plus creative tips for everything from making yourself memorable to follow-up techniques guaranteed to get a reply.

6 Tips for a Successful Trade Show

Leading Results Rambings

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

Trade Shows Can Work!-new idea!

Your Sales Management Guru

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! Need more sales management resources?

Trade Shows Don’t Work

Your Sales Management Guru

. 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. Just as we see #5 not performed, many times post trade show work is not performed or tracked. Need more sales management resources?

This is How To Make the Most of Networking at a Conference

Alice Heiman

Many conferences, trade shows, and other events start with a meal, usually breakfast. Get Connected: Many conferences and trade shows now have an app with a list of attendees, speakers, and sponsors. Developing relationships with speakers can provide you with resources and potential referral opportunities. But you can help them by introducing them to the new people you meet who might be a resource for them or their next client.

PowerViews with Ruth Stevens: The Science (not the art) of Marketing


How valuable are trade shows? Click to start video at this point — Ever wonder how much value B2B companies derive from trade shows and events? You can connect with Ruth and learn more about eMarketing Strategy via the following resources: Website:

Top Performers - May-June 2019

Sales and Marketing Management

The country’s biggest trade show for the incentive travel, meetings and events industry returns to Las Vegas for its ninth year Sept. Awarding You offers selection and resources to help you express your appreciation for your top performers and customers with ease.

Your 2014 Marketing Budget Roadmap

Sales Benchmark Index

How and where you spend your resources will be critical to achieving these goals. There are way too many budgets that include bloated dollars for things like trade shows, promotion, sponsorships and advertising. The new buyer isn’t hanging out at trade shows.

A Lead Is A Terrible Thing To Waste – Sales eXecution 314

The Pipeline

Some are created by nice marketing folks, others by sales, some at trade shows, probably a few on your site, some are inbound, many are outbound, and frankly some are nowhere bound, but there is nothing but hope and blue skies at the point they are created.

Leads 317

September 2018 B2B Blog Post Round-Up


In fact, research shows there’s a 60% chance a customer will make multiple purchases from the same company ( source ). But, there is one downside to infographics – they require a significant amount of time and resources to create. Planning on attending an upcoming trade show?

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Engaging Your Prospects Across Social Platforms

Alice Heiman

That might be at a trade show or event, at their office, on the phone, via email or on social media. Network put together this useful graphic (from 2017) which shows key facts and stats about the major social media networks to help you decide. Where Are Your Prospects? .

Good Reads for B2B Marketing - 5 Buyer Behaviors Reshaping B2B Marketing


B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different. Live webinars have been a staple marketing tactic for B2B since the decline in trade show marketing. Do you have a resource from your sphere to share?

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3 Reasons to Keep Refining Your Company Digital Brand

Score More Sales

Midsized companies who have not invested in resources to enhance and improve your online brand are leaving money on the table. Your Virtual Trade Show. Many in-person trade shows have declining attendance with costs rising.

6 Reasons Why Blogs Produce More Leads

Sales Benchmark Index

The most common marketing efforts to drive leads include paid search, SEO, social media, outbound email, teleprospecting and trade shows. SBI's research shows that leads from blogs convert better by: Over 20X vs. Direct Mail leads. Almost 4X vs. Trade Shows leads.

Leads 317

When Was Sales Not Social?

Score More Sales

We have always had to communicate with potential buyers, ask for referrals, work trade shows, and advertise / market for new business. Unless you can show me an immediate benefit, why should I change?

How To Succeed In Upstream Marketing

Sales and Marketing Management

Author: Anand Srinivasan The traditional approach to marketing involves brand building, advertising, participating in trade shows, launching mailers, and so on. Studies however show that over a third of eCommerce businesses hire third party suppliers to handle logistics for them.

The 5 Top Media for Cold Prospecting


Outbound telemarketing The telephone is the Swiss Army knife in the B-to-B marketer’s backpack: a flexible, personal, dependable resource with infinite applications. However, trade show marketing is expensive, costing an average of $276 per contact, according to Exhibit Surveys, Inc.

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Good Reads for B2B Marketing - Protect Your Online Reputation


It also could be a great way to maintain a relationship with journalists, find guest bloggers and stay in touch with trade show attendees. That means showing some appreciation and acknowledgement of past interactions, and not straying away from the customer''s area of interest.

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The Attendees Guide to B2B Event Preparation


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.

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A Simple Approach to Small Biz Lead Gen And the 3 Barriers to Doing What Works


Lead gen and lead conversion both need effort, time, confidence, resources, and skill. Ready to grow your business? Who isn’t? The problem is that it can be frustrating, confusing, and hard! So, let’s simplify it. Generate more leads and then convert them. Of course, doing this isn’t easy.

Leads 118

The Big Eight for Social Sellers on LinkedIn

Score More Sales

It is like having a 24-hour a day trade show booth online. Knowing there are horrible trade show booths and amazing ones – the same goes for how sellers are represented online. This is for sales professionals everywhere.

3 Steps to Combining Social Media & Competitive Intelligence

Sales Benchmark Index

You need to apply significant time, energy, and resources if you hope to keep up. LinkedIn Groups and Connections allow for: Following Specific Trade Groups (ie: Sales / Marketing Executives ). For instance: Trade Shows.

Sales Calls: Success through Preparation

The Pipeline

Read up on industry trends, perform market research , attend trade shows and read the best blogs on the topics. She specializes on the topic of small business tips and resources. Guest Post – Megan Totka.

How an Iconic Sales Leader is Building His ’14 Plan

Sales Benchmark Index

Do we need a dedicated internal resource. He tackles elimination by redirecting existing dollars (trade shows) to revenue generating projects. Fourth quarter always poses a dilemma for Sales VP’s. How can you finish strong while building next year’s plan?

What’s In Your Marketing Action Plan?

Increase Sales

Networking and Trade Shows. She speaks and writes specifically to small businesses under 50 employees whose challenges are more unique and resources more limited. All small businesses and sales professionals should have their own marketing action plan.

Are Your Strategic Partnerships Your Passive Sales Force?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Today, more than ever before, strategic partnerships, both formal and informal, are an important element of conducting business.

The 21.5 BEST Places To Network | Jeffrey Gitomer's Sales Blog.

Jeffrey Gitomer

The Chamber of Commerce is your best local networking resource, IF you take advantage of it. Take in a show and meet them. Your trade or professional association. Your best customer(s) trade or professional association. Trade shows. Store. Online Training.

5 Effective Sales Prospecting Techniques You Should Be Using

Hubspot Sales

Ways to establish yourself as a thought leader include starting a blog, writing guest articles for industry publications, and speaking at trade shows and conferences. 3) Be a trusted resource. Though many salespeople despise prospecting, it’s an important part of sales.

Follow-Up Emails: The Smart Salesperson’s Guide

Sales Hacker

Sent me a helpful resource, or a news article that might affect my work. One example: if the recipient recently attended a conference or trade show, follow up by citing event highlights or attaching resources. Follow-up sales email after an event or trade show.

10 Inside Sales Ideas From Ken Krogue

Score More Sales

The resources page at InsideSales offers 27 different campaign strategies – good way to get the brain thinking about new ways to prospect. For example, when at a trade show: Grab their business card.

4 Ways to Get Past the Gatekeeper (No Tricks Required)

No More Cold Calling

Because you have been introduced by a terrific, trusted resource, your prospect wants to hear from you, and the gatekeeper will happily patch you through. When you have a referral introduction, there’s no need to dupe the gatekeeper.

How to Navigate the Jungle of Sales Tech: An Interview With Nancy Nardin

Smart Selling Tools

On the Smart Selling Tools side, we offer free resources for sales and marketing leaders making sense of the technology landscape. Traditionally, what organizations do is they see something interesting, or they talk to a sales rep for a technology at a trade show, and go with that.

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Sales Tips: Don't Be Blinded by "Bingo Cards"

Customer Centric Selling

At the first break, someone from Marketing informed me they had signed up for a booth at a telecom trade show attended mostly by technical staff. Sales Tips: Don't Be Blinded by "Bingo Cards". By John Holland, Chief Content Officer, CustomerCentric Selling®.

Marketing Goes Way Beyond Paid Advertising

Increase Sales

Networking including trade shows. She speaks and writes specifically to high performance sales people who require a tailored executive coaching solution and to small businesses under 50 employees whose challenges are more unique and resources more limited.

Do B2B Buyers Want to Cut Salespeople Out of the Buying Process?

Miller Heiman Group

Despite our research that shows buyers are waiting longer before engaging with a salesperson, the vast majority of buyers still want to engage with sales before making a decision. Only 23 percent of respondents consider vendor salespeople a preferred resource to solve business problems. More buyers (34 percent) would rather attend an industry event, trade show or conference than reach out to a salesperson to discuss a challenge.

Buyer 67

PowerViews with Jamie Turner: Mobile Marketing Leads the Way


He is a regular guest on CNN and HLN on the subject of marketing and social media and is an internationally-recognized keynote speaker for corporations, events and trade shows around the globe.

Leads 258

The Secret To Getting Better Results From Your Events


For B2Bs, events and trade shows are a key part of the go-to-market strategy. But simply showing up isn’t enough. Actively engaging prospects and customers before, during and after the show is critical to getting the most out of any event. Before The Show.

PowerViews with James Obermayer: Lead Management & Integrated Direct Marketing


Research indicates that prospects are completing 70% of the decision making process before they want to talk to a salesperson, but information sources for this self-education still needs to include direct mail pieces, emails and trade show participation.

Are Your Reps Guilty of This Costly Mistake?

Smart Selling Tools

This isn’t a bad trade-show practice. Ideally, her marketing department would have pre-qualified the leads for suitability and this company is certainly big enough to have the resources (i.e. What a waste of resources! Are your reps guilty of this costly mistake?

Stuck in the Middle Sales Mindset gets you Stuck Where You Are

Babette Ten Haken

Business cards placed in fish bowls at trade shows? Then, top sellers read daily news, general and industry-related, generated by various resources. Visit the Free Resources section of her website for more tools.