. 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. MORE
The prospect stops by your booth. You make a connection and engage in a productive conversation, discussing possible interests and developing some rapport. 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. If you have ever returned MORE
“When I attend a trade show, I only stop at booths that have candy dishes. Sales booth candy exhibit exhibitor prospect trade showBecause, if you have candy, you must be a terrific company. MORE
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? I want to let you in on something – trade shows are an extremely valuable opportunity to strengthen existing customer relationships and to bring in quality new leads – but you only get out of a tradeshow what you put in! Labels: booths , conferences , Trade Shows. MORE
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. MORE
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! MORE
Working a Trade Show is a Job. I have been speaking at a variety of industry trade shows delivering keynote programs, educational breakout sessions and general networking opportunities. They have invested time and money to fly here and yet I see this at the 20 or so trade shows I attend each year. There are plenty of reasons to believe that attending trade show or association event is fun and exciting because it is! MORE
Author: Steve Randazzo Once upon a time, trade shows were deemed the kings of B2B marketing events. Today the fairytale-like success of trade shows has dwindled, and the shows seem more like a hassle. According to the 2017 Center for Exhibition Industry Research Index Report, the fourth quarter of 2016 was yet another sign the reign of trade shows is over. Others, like the Food Marketing Institute show in Chicago, have disappeared entirely. MORE
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? MORE
In this article, learn the wrong way to follow up on trade show leads and explore examples of how you should be calling those prospects.Question: "What's the best way to follow up on trade show leads?"Answer: "Answer: Most sales people mistakenly call trade s MORE
Just as you wear one outfit to exercise, a different one to work, and another to enjoy a nightclub, you must consider what your team will be doing while on-site to choose the most appropriate outfits. Take into account any necessary booth assembly/te MORE
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? MORE
Teaser: The death of trade shows has been forecast since the days of dial-up modems, but whenever budgeting time rolls around, many companies are hesitant to cut exhibiting out of the mix. Issue Date: 2015-03-20. Author: SMM Staff. MORE
Trade shows are an exciting opportunity for sales professionals to develop relationships with prospects and show off the latest products and services. We asked Jake Shaffren, our Director of Sales Development at DiscoverOrg and trade-show prospector extraordinaire, how he approaches the process. Here are his 10 steps to successful trade show and event prospecting: Locate a list of sponsors and attendees. Host events around the trade show. MORE
For years and years, the rumor has been that 80% of leads obtained at trade shows do not receive any follow up contact and even within the last month, I have read a number of discussions citing this statistic and arguing both sides. However, I dont MORE
A trade show is a challenging sales environment. Sales credibility marketing prospect seminar trade show tradeshow training workshopYou don’t have the natural advantages you have when talking with a prospect on your own turf. Your competition is everywhere. MORE
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. The post Don’t Be a Trade Show Vulture! MORE
Whether you’re introducing a new product at a trade show, addressing your team at your annual sales meeting, or making the case for your company to your dream client, you want to end with a bang, not a whimper. MORE
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. MORE
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. Sales attendees books booth business CD's DVD's exhibit follow up prospect seminar trade show trainingMost 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.” MORE
This week I’m attending in and participating in LS16 – a Leadership Summit hosted by the AA-ISP, American Association of Inside Sales Professionals. This is a big annual event, and yesterday I met many people who were there for the first time and feeling a bit overwhelmed. MORE
This session uses research gathered from 500+ B2B professionals to show what you need to do. Marketing Sales Trade Show Prospecting B2B Insights B2B Sales B2B Sales Insights Dreamforce events marketing Marketing Automation Sales Enablement Tools Sales Tips Salesforce MORE
Sales budget business cold calls LinkedIn networking owner professional prospect time trade showAs a salesperson, business owner, or professional, you only have so much time. MORE
Peter had some really interesting information about the benefits of exhibiting and how to get the best out of your place at the show, so I have invited Peter to share his insights with you all. What are your objectives for the show? Do your research about the show. MORE
This session uses research gathered from 500+ B2B professionals to show what you need to do. Marketing Sales Trade Show Prospecting B2B Insights B2B Sales B2B Sales Insights Dreamforce events marketing Marketing Automation Sales Enablement Tools Sales Tips SalesforceOne of you. MORE
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. MORE
Sales closing customer keynote networking objections overcome overcoming presentations product seminar service social media speech stories trade shows trainingStories are extremely powerful. They can be both informative and persuasive, while being entertaining. MORE
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. Show debrief, session debrief, etc.). MORE
Trade shows are typically not what they’re cracked up to be. Sales Tips Colleen Francis Engage Selling Solutions how to make a trade show successful motivating employees optimizing sales Pipeline Management sales trade shows trade shows success MORE
After a recent visit to a trade show, I felt I had to point out a few of quick thoughts that we all need to keep in mind. I am going to make this short and sweet and not going to give you too much, because that is the problem—TOO MUCH! #1 1 – Too Much MORE
175 
Trade Show Tips exhibition training As a sales manager, you probably have the responsibility of manning your company’s exhibition stand. But like most sales managers I have met with over the years, it’s unlikely that you have received. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. MORE
A trade show is a tremendous opportunity to increase your exposure, acquire new leads and even close sales. But when I see the behavior of too many of the people staffing trade show booths, I wonder why the companies bother exhibiting at all. MORE
Every year I attend about 200 or more exhibitions and trade fares around the world and it doesn’t matter what country I am in or what market the exhibition is representing I always meet with the same. [[ This is a content summary only. MORE
Selecting the right SWAG for your booth (or selecting not to provide any premiums at all) can be tough, but hopefully by identifying and explaining these seven categories, you will be better informed and equipped to make the right decision before you MORE
One of the most popular avenues to generate leads is trade shows. During the trade show are opportunities to meet with colleagues for networking opportunities. There is a downside: trade shows are expensive. Send the first email a month before the show. MORE
From there, I build targeted contact list and craft a super-specific message, written just for them – and reach out to these clients and prospects before the show. I’ll line up pre-show and post-show activities: happy hours, on-site visits, dinners, coffee, follow-up meetings with prospects and clients alike. After the show, it’s time to address that stack of business cards that the sales rep brought back. MORE
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. Yay!!! MORE
Can you remember back to that time, perhaps not so long ago, when you had an amazing trade show booth opportunity to showcase your company and for whatever reason you did not capitalize on it? It is not as simple to do pre-work and follow-up for trade show booths as one might think. MORE
When representatives feel as though they could be better utilized anywhere else, they are less likely to take the event seriously. Unfortunately, this is not just a personal problem for them a negative attitude in your booth is infectious and can MORE
40 
The effectiveness of trade shows depends on the type of company and what you are selling. Read full story → Sales Management MORE
Be consistent. You are your company. If you are selling a clown act, be funny no matter how grumpy you may feel at the end of the day. If you are promoting business etiquette, be gracious regardless of other people's inconsiderate behavior MORE
Trade Show Related Topics The Sales Heretic
OCTOBER 9, 2018
A trade show is a challenging sales environment. Sales credibility marketing prospect seminar trade show tradeshow training workshopYou don’t have the natural advantages you have when talking with a prospect on your own turf. Your competition is everywhere.
DiscoverOrg Sales
FEBRUARY 21, 2018
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.
Sales and Marketing Management
MARCH 19, 2015
Teaser: The death of trade shows has been forecast since the days of dial-up modems, but whenever budgeting time rolls around, many companies are hesitant to cut exhibiting out of the mix. Issue Date: 2015-03-20. Author: SMM Staff.
The Sales Leader
JULY 17, 2015
Trade shows are typically not what they’re cracked up to be. Sales Tips Colleen Francis Engage Selling Solutions how to make a trade show successful motivating employees optimizing sales Pipeline Management sales trade shows trade shows success
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.
Sales and Marketing Management
MARCH 26, 2018
Author: Steve Randazzo Once upon a time, trade shows were deemed the kings of B2B marketing events. Today the fairytale-like success of trade shows has dwindled, and the shows seem more like a hassle. According to the 2017 Center for Exhibition Industry Research Index Report, the fourth quarter of 2016 was yet another sign the reign of trade shows is over. Others, like the Food Marketing Institute show in Chicago, have disappeared entirely.
The Sales Heretic
AUGUST 27, 2014
A trade show is a tremendous opportunity to increase your exposure, acquire new leads and even close sales. But when I see the behavior of too many of the people staffing trade show booths, I wonder why the companies bother exhibiting at all.
DiscoverOrg Sales
FEBRUARY 14, 2018
Trade shows are an exciting opportunity for sales professionals to develop relationships with prospects and show off the latest products and services. We asked Jake Shaffren, our Director of Sales Development at DiscoverOrg and trade-show prospector extraordinaire, how he approaches the process. Here are his 10 steps to successful trade show and event prospecting: Locate a list of sponsors and attendees. Host events around the trade show.
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.
Score More Sales
MARCH 13, 2013
Can you remember back to that time, perhaps not so long ago, when you had an amazing trade show booth opportunity to showcase your company and for whatever reason you did not capitalize on it? It is not as simple to do pre-work and follow-up for trade show booths as one might think.
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. Sales attendees books booth business CD's DVD's exhibit follow up prospect seminar trade show trainingMost 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.”
Salesfusion
SEPTEMBER 3, 2014
The post Trade Shows and Trade Offs appeared first on Salesfusion. Events
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. 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?
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. 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?
Salesfusion
OCTOBER 2, 2014
The post The Trade Show Follow Up Process appeared first on Salesfusion. Events Sales CRM
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. Show debrief, session debrief, etc.).
MTD Sales Training
MARCH 21, 2012
After a recent visit to a trade show, I felt I had to point out a few of quick thoughts that we all need to keep in mind. I am going to make this short and sweet and not going to give you too much, because that is the problem—TOO MUCH! #1 1 – Too Much
Score More Sales
APRIL 20, 2016
This week I’m attending in and participating in LS16 – a Leadership Summit hosted by the AA-ISP, American Association of Inside Sales Professionals. This is a big annual event, and yesterday I met many people who were there for the first time and feeling a bit overwhelmed.
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!
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. Yay!!!
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. Just as we see #5 not performed, many times post trade show work is not performed or tracked.
DiscoverOrg Sales
AUGUST 17, 2016
One of the most popular avenues to generate leads is trade shows. During the trade show are opportunities to meet with colleagues for networking opportunities. There is a downside: trade shows are expensive. Send the first email a month before the show.
DiscoverOrg Sales
SEPTEMBER 14, 2018
This session uses research gathered from 500+ B2B professionals to show what you need to do. Marketing Sales Trade Show Prospecting B2B Insights B2B Sales B2B Sales Insights Dreamforce events marketing Marketing Automation Sales Enablement Tools Sales Tips SalesforceOne of you.
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. The post Don’t Be a Trade Show Vulture!
MTD Sales Training
APRIL 6, 2012
The prospect stops by your booth. You make a connection and engage in a productive conversation, discussing possible interests and developing some rapport. 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. If you have ever returned
DiscoverOrg Sales
SEPTEMBER 17, 2018
This session uses research gathered from 500+ B2B professionals to show what you need to do. Marketing Sales Trade Show Prospecting B2B Insights B2B Sales B2B Sales Insights Dreamforce events marketing Marketing Automation Sales Enablement Tools Sales Tips Salesforce
The Sales Heretic
NOVEMBER 14, 2017
Whether you’re introducing a new product at a trade show, addressing your team at your annual sales meeting, or making the case for your company to your dream client, you want to end with a bang, not a whimper.
The Sales Heretic
JANUARY 30, 2018
Sales closing customer keynote networking objections overcome overcoming presentations product seminar service social media speech stories trade shows trainingStories are extremely powerful. They can be both informative and persuasive, while being entertaining.
The Sales Heretic
FEBRUARY 13, 2018
Sales budget business cold calls LinkedIn networking owner professional prospect time trade showAs a salesperson, business owner, or professional, you only have so much time.
Your Sales Management Guru
JUNE 11, 2012
Working a Trade Show is a Job. I have been speaking at a variety of industry trade shows delivering keynote programs, educational breakout sessions and general networking opportunities. They have invested time and money to fly here and yet I see this at the 20 or so trade shows I attend each year. There are plenty of reasons to believe that attending trade show or association event is fun and exciting because it is!
DiscoverOrg Sales
NOVEMBER 29, 2017
From there, I build targeted contact list and craft a super-specific message, written just for them – and reach out to these clients and prospects before the show. I’ll line up pre-show and post-show activities: happy hours, on-site visits, dinners, coffee, follow-up meetings with prospects and clients alike. After the show, it’s time to address that stack of business cards that the sales rep brought back.
Sales Tips & Techniques
JANUARY 30, 2012
The effectiveness of trade shows depends on the type of company and what you are selling. Read full story → Sales Management
SalesGravy
AUGUST 12, 2014
In this article, learn the wrong way to follow up on trade show leads and explore examples of how you should be calling those prospects.Question: "What's the best way to follow up on trade show leads?"Answer: "Answer: Most sales people mistakenly call trade s
MTD Sales Training
DECEMBER 3, 2012
Every year I attend about 200 or more exhibitions and trade fares around the world and it doesn’t matter what country I am in or what market the exhibition is representing I always meet with the same. [[ This is a content summary only.
SalesGravy
JUNE 5, 2009
Be consistent. You are your company. If you are selling a clown act, be funny no matter how grumpy you may feel at the end of the day. If you are promoting business etiquette, be gracious regardless of other people's inconsiderate behavior
MTD Sales Training
NOVEMBER 5, 2013
Trade Show Tips exhibition training As a sales manager, you probably have the responsibility of manning your company’s exhibition stand. But like most sales managers I have met with over the years, it’s unlikely that you have received. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SalesGravy
NOVEMBER 3, 2011
For years and years, the rumor has been that 80% of leads obtained at trade shows do not receive any follow up contact and even within the last month, I have read a number of discussions citing this statistic and arguing both sides. However, I dont
SalesGravy
NOVEMBER 3, 2011
When representatives feel as though they could be better utilized anywhere else, they are less likely to take the event seriously. Unfortunately, this is not just a personal problem for them a negative attitude in your booth is infectious and can
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? I want to let you in on something – trade shows are an extremely valuable opportunity to strengthen existing customer relationships and to bring in quality new leads – but you only get out of a tradeshow what you put in! Labels: booths , conferences , Trade Shows.
MTD Sales Training
NOVEMBER 1, 2011
Peter had some really interesting information about the benefits of exhibiting and how to get the best out of your place at the show, so I have invited Peter to share his insights with you all. What are your objectives for the show? Do your research about the show.
SalesGravy
JUNE 25, 2012
Selecting the right SWAG for your booth (or selecting not to provide any premiums at all) can be tough, but hopefully by identifying and explaining these seven categories, you will be better informed and equipped to make the right decision before you
SalesGravy
APRIL 16, 2012
Just as you wear one outfit to exercise, a different one to work, and another to enjoy a nightclub, you must consider what your team will be doing while on-site to choose the most appropriate outfits. Take into account any necessary booth assembly/te
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