Get the Most Out of Trade Shows with Pre & Post Show Prospecting Strategies

DiscoverOrg Sales

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. Did you know that a recent study shows 98% of conversions happen within 28 days of a show and 65% of those are within the first two weeks?

Get the Most Out of Trade Shows with Pre & Post Show Prospecting Strategies

DiscoverOrg Sales

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. Did you know that a recent study shows 98% of conversions happen within 28 days of a show and 65% of those are within the first two weeks?

Swag for Days: 13 Don’t-Miss Dreamforce Events 2018

DiscoverOrg Sales

This session uses research gathered from 500+ B2B professionals to show what you need to do. At this session, Gartner is saying that they found NO correlation between customer satisfaction and business growth , when they studied the growth drivers of their own existing customers.

Swag for Days: 13 Don’t-Miss Dreamforce Events 2018

DiscoverOrg Sales

This session uses research gathered from 500+ B2B professionals to show what you need to do. At this session, Gartner is saying that they found NO correlation between customer satisfaction and business growth , when they studied the growth drivers of their own existing customers.

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

Pointclear

Click to start video at this point — Ruth recently collaborated on a study of B2B marketing. In the past she had studied the breadth and the accuracy of marketing data, but with this study she focused on the depth. How valuable are trade shows?

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

Pointclear

B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different. CMO Council study: Content has significant impact on buying process. The most sought after content are research reports, white papers, case studies and product reviews.

B2B 208

6 Ways to Turn a List to Leads

Alice Heiman

People you met at trade shows, people who attended a webinar, and people who have repeatedly downloaded or interacted with your content. Hopefully, they will remember your company because they saw you at a trade show or attended a webinar, but don’t be surprised if they don’t. Studies show that when pursuing a prospect who showed interest, it takes at least 6-8 touches. I can never write enough about prospecting.

Leads 62

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

7 Actionable Tips to Re-Engage Old Sales Leads

Sales Hacker

Show them how you’ve corrected any issue that ruined your previous conversion attempt. Research shows that we receive over 147 emails a day on average. Use these tips: Study your previous conversations and find a pattern for insight. Case Study: Jake Jorgovan.

Leads 101

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.

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.

5 Proven Steps to Sell Smarter

Sales Benchmark Index

But the time studies SBI has conducted have revealed more noble culprits (See Exhibit B). Analyze your time study results to pinpoint yours. Trade shows and local community events can be a grind. Of the 365 days in a year, you can spend 232 of them selling (See Exhibit A).

10 Inside Sales Ideas From Ken Krogue

Score More Sales

A CSO Insights study found that companies who had put CRM into their sales process only increased revenues by 17%. 2010 Demandgen study, done on behalf of Genius, said 2 out of 10 organizations make purchase decisions based on annual budget.

B2B Prospecting Data Just Keeps Getting Better

Pointclear

My colleague Bernice Grossman and I recently conducted a new study indicating that B2B marketers now have the opportunity to target prospects more efficiently than ever before. Bernice and I are always open to ideas for future studies.

Data 244

How an Iconic Sales Leader is Building His ’14 Plan

Sales Benchmark Index

They implemented a new competency model and case study method. 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?

Is Phone Anxiety Holding You Back? 5 Tips to Overcome It

Hubspot Sales

Online connections such as social selling, email, and webinars should be balanced with offline (in-person) touchpoints, such as trade shows and networking events. It's important to be present and show up at the places where your buyers might be.

Marketing Automation is Not Marketing Strategy

Pointclear

Marketo, for example, sponsored a compelling study done by SiriusDecisions that explains the importance of a strong process in driving results when using marketing automation software.

3 Steps to Combining Social Media & Competitive Intelligence

Sales Benchmark Index

An article written by Jenna Cheng cites the following: “Several research studies reveal the growing importance of social technologies to competitive and marketing strategy. LinkedIn Groups and Connections allow for: Following Specific Trade Groups (ie: Sales / Marketing Executives ).

Being Real About the Re-Start Sales Mentality

Increase Sales

” A unified and proactive sales mentality is the result of reflection and studying data, information and knowledge beyond daily, weekly or monthly sales revenue numbers. ” “The most recent trade show was a bust.

More Sales Superstitions and Phobias

MTD Sales Training

Like #4, first make sure there are no legitimate problems here: study and practice overcoming the objection. All those leads from the trade show are horrible!” . In the recent post, “Do You Have Sales Superstitions?”

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

Miller Heiman Group

The Miller Heiman Group 2018 Buyer Preferences Study found that more than 70 percent of buyers said they wait until after they have already defined their needs to engage sellers. In our 2018 Buyer Preferences Study , we found that more than 70 percent of buyers wait until after they have already defined their needs to engage sales. More than half of study respondents (65 percent) find value in discussing their situations with salespeople.

Buyer 66

“Take Your Eyes Off The Ball”

Partners in Excellence

Studying an industry or market completely different—and distant from the markets you normally focus on can give us new ideas to consider applying to what we do. Go to a trade show or conference that’s not directly related to your company or your job. We all know the importance of focus, of eliminating distractions. I’ve written about it in this blog.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

Pointclear

Consider this case study: Email Marketing: 17.36% higher average clickthrough rate in 7 personalized subject line tests. This year I've been talking a lot about Nurturing.

This Is Not Your Father’s Marketing Plan, and That’s Good

Sales and Marketing Management

In the demand generation stages of Capture, Nurture and Convert, rely on eBooks, white papers, webinars and third-party content like analyst reports and case studies to validate why you’re right vendor. Capture tactics could aim to raise website conversions, maximize trade show and online event success, and increase lead volume.

eBook 168

Win the Business With This Elevator Pitch

HeavyHitter Sales

  I would like you to pretend that you are in an elevator at one of your industry’s trade shows. Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers.

How to Finally Align Sales and Marketing to Nab Great Leads

Sales and Marketing Management

I recently met someone who spent $75,000 on a trade show booth. SQLs are bottom-of-the-funnel leads, like those who downloaded a case study or looked at a pricing page within the last 24 hours. Author: Matt Sunshine Sales and marketing belong on the same side of the negotiating table. So why do they often find themselves staring bitterly across it? Not surprisingly, miscommunication. On one hand, you have the marketer with his definition of a lead.

Leads 170

Marketing Goes Way Beyond Paid Advertising

Increase Sales

Networking including trade shows. Check out Triage Business Planning as a self study small business strategic plan designed for time constrained small business owners and sales professionals. * * * * * * * * * *. Back in the Mad Men days, marketing was just paid advertising.

Successful Lead Generation - One Size Does Not Fit All

Pointclear

According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. According to the research study, “Connecting the Dots between Content and Sales”, by IDG Enterprise Research, content quality and integrity is very important to decision-makers. Top performing B2B sales organizations rarely employ just one lead generation tactic.

This Is Not Your Father’s Marketing Plan, and That’s Good

Sales and Marketing Management

In the demand generation stages of Capture, Nurture and Convert, rely on eBooks, white papers, webinars and third-party content like analyst reports and case studies to validate why you’re right vendor. Capture tactics could aim to raise website conversions, maximize trade show and online event success, and increase lead volume.

eBook 120

When Selling, Don’t Be an Overtalker

Pipeliner

They might meet them by chance at a trade show or conference, but the sales themselves happen online. Because we don’t have a historical background for selling this way, we have no studies or statistics to support it. Selling this way is becoming widespread, though, so we’ll definitely have studies, statistics, and training for it in the near future.

Key Take-aways from 3 Compelling Sessions at #DemandCon

Smart Selling Tools

The Information derived was from a Forester Research Study of 208 small and mid-sized companies done on their behalf. Perhaps most surprising is that the top 5 marketing tactics were traditional (trade-show events, print ads, etc).

The Stupid Sales Email Technique I've Been Arguing About for 30 Years

Hubspot Sales

Pick an event that’s relevant to them or their company, such as, “ I saw a press announcement your company will be at Trade Show X this summer. Send the white paper or case study and ask the prospect to call when they’re done reading it.

2-5x Your Revenue With These 9 Sales & Marketing Alignment Steps

Costello

and combining statistics to show progress. We started to send our marketing team to trade shows with sales reps. This lead to the creation of our case study funnel, which allows us to make 3 new case studies, with print material and videos, each quarter.”.

Why the Customer Experience Welcomes Any and All Ages to Apply

Sales Hacker

Statistics support the reality of age discrimination and in 2017, the Federal Reserve Bank of San Francisco conducted the largest to date study on age discrimination. This shows that not only do you accept change, you thrive in it.

The Pipeline ? Not Different ? Sales eXchange ? 132

The Pipeline

For that fact neither you or I are that different when looked at specifically from a sales standpoint, what you might sell can be a little different from the alternatives, but studies have shown that most products in the market place share many of the same features and attributes.

Sales Training Look into the Electronic Starts to Buying Cycles

Customer Centric Selling

A recent study by Marketing Leadership Research concluded that buyers on average are 57% of the way through buying cycles before contacting vendors.

Your 2012 Sales Plan

Your Sales Management Guru

Sales Tools (Q-screens, proposals, standard documents, contracts, sales collateral kits, case studies, ROI/justification calculators), section? 12.1.2 Marketing support: Collateral, lead generation, PR events, trade shows, Press releases. Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan.

Sales Training Tips to Sell Smarter

Customer Centric Selling

But the time studies SBI has conducted have revealed more noble culprits (See Exhibit B). Analyze your time study results to pinpoint yours. Trade shows and local community events can be a grind. Sales Training Article: 5 Proven Steps to Sell Smarter.

Sales 2.0 Conference: What Was Said and What it Means to You

Smart Selling Tools

Paul Melchiorre, Vice President of Sales and Alliances for Ariba , sourced a Marketing Sherpa study in his presentation. The study found that – of those surveyed – only 20% of buyers say the seller found them. Brett Wallace, Vice President of Sales for ZoomInfo, quoted a study by Serius Decisions. According to Mr. Wallace, the study found that 30% of data in your database churns every year. That study found that a full 50% of reps did not meet quota last year.

The Ultimate Guide to Objection Handling: 40 Common Sales Objections & How to Respond

Hubspot Sales

For more tips on handling objections, check out The GSD Sales Show -- tips for salespeople, by salespeople. Share case studies of similar companies that have saved money, increased efficiency, or had a massive ROI with you. This is a sign that you’ll have to prepare a formal pitch for either your contact or her managers, either using internal numbers provided by your prospect or customer case studies. Common Sales Objections. It's too expensive.". There's no money.". "We