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!

Why Your Candy Dish is Killing Your Trade Show Sales

The Sales Heretic

“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.

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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.

Trade Shows and Trade Offs


The post Trade Shows and Trade Offs appeared first on Salesfusion. Events

Seven Things You Should NEVER Do at Your Trade Show Booth

The Sales Heretic

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.

How to Work a Trade Show or Sales Conference

Score More Sales

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.

Trade Show Smackdown

Sales and Marketing

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 Trade Show Follow Up Process


The post The Trade Show Follow Up Process appeared first on Salesfusion. Events Sales CRM

Don’t Be a Trade Show Vulture! Here’s 10 Steps for Event Follow Up Success

Sales Hacker

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!

Working a Trade Show is a Job

Your Sales Management Guru

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!

The Sales Association: Industry Trade Shows: Pot of Gold or Money.

The Sales Association

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.

And You Call Yourself A Sales Professional?

MTD Sales Training

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.

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?

14 Ways For Sales Managers To Improve The Quality Of Leads At An Exhibition

MTD Sales Training

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! ]].

11 Ways to Close Your Next Presentation with Impact

The Sales Heretic

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.

3 Quick Important Trade Show Tips

MTD Sales Training

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

How Effective Are Trade Shows?

Sales Tips & Techniques

The effectiveness of trade shows depends on the type of company and what you are selling. Read full story → Sales Management

Save Me – Share Your Convention Booth Ideas

Fill the Funnel

I am going to be spending time in a Trade Show Convention Booth next week in St. I haven’t worked a show floor for almost 10 years so I am thinking that things have changed in the interim. Customer Acquisition Overview Marketing booth convention HeatMap Magic shutterfest trade show What are your best convention booth ideas? Louis. What are your recommendations and secrets for a successful booth experience?

Is your Trade Show Follow-Up Repelling Leads? | Sell More, Word.

Sell More and Work Less

How To Maximize Your ROI At An Exhibition

MTD Sales Training

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.

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The Science and Art of Selling by Alen Mayer ? Blog Archive ? Ten.

The Science and Art of Selling

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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?

3 Great Tips To Cultivate Trade Show Leads

MTD Sales Training

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

3 Reasons for Low ROI from a Trade Show (with ways to improve)

DiscoverOrg Sales

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.

SaaS Sales Reps Are Bad At Explaining

Score More Sales

When you are in professional, B2B sales and go to a lot of business conferences you see a lot of trade show booths and marketing tables. These tables and booths typically have large monitors or big screen displays with whatever SaaS sales tool that booth is promoting. Sales Skills B2B

How To Set Your Exhibition’s Objectives

Sales and Marketing

Teaser: Trade show exhibition remains an effective marketing strategy, but only when preparation is incorporated into the plan. Trade show exhibition remains an effective marketing strategy, but only when preparation is incorporated into the plan. Issue Date: 2016-12-05.

Follow Up on Trade Show Leads the Right Way


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

Trade Show Etiquette


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

Maximize Your Talent At Trade Shows


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 don’t

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? The amount of data available to marketers today can be overwhelming.

Solutions to Overstaffing a Trade Show Event


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

How to Select the Right SWAG for Trade Shows


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

Sales Tips: Bad Assumption #1 - Website Leads = Top-line Revenue

Customer Centric Selling

For vendors selling complex big ticket items, website leads remind me of the bingo cards from trade shows. Think for a minute of the level of people that attend trade shows. They were distributed to sellers for follow-up after trade shows.

Will Your Trade Show Attire Help The Company's Goal?


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

Missing the Obvious in B2B Marketing Actions

Increase Sales

Several weeks ago I attended a business to business networking event and observed a plethora of B2B marketing actions from trade show displays to actual conversations. Sometimes the simplest B2B marketing actions deliver the best results.

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Where to Find Influencers In Your Industry

Fill the Funnel

Look for authors of trade magazines or industry blogs. Look at trade shows, events, and seminars. If you attend trade shows in your work, bring your recorder and be ready to interview relevant, important people in the hallways, corridors or at lunch.

Trade Show Etiquette - Free Mints and First Impressions


This past year I decided to participate in three vendor shows. All were exercises in salesmanship and people watching. I must confess that I enjoyed the latter most. I made a number of observations which I promised to share with you before the holida

Connect with Your Current Clients at Trade Shows


For clients who are also attendees, start by including them in your pre-show marketing efforts. In the time leading up to the event, send them a tailored version of the e-mails, physical mailers, and other communications you have already prepared fo

How to Make the Most Out of Trade Show Downtime


Regardless of how you feel (stressed, tired, overworked…) when the show opens each morning, it is essential that you make yourself look like you do when you feel your best. Once you look like you are excited to be exhibiting at the event, you will st

Your 2014 Marketing Budget Roadmap

Sales Benchmark Index

There are way too many budgets that include bloated dollars for things like trade shows, promotion, sponsorships and advertising. Ask yourself, how many actual real opportunities came from a trade show. The new buyer isn’t hanging out at trade shows.