INDUSTRY INSIGHTS YOUR PEERS ARE READING
. 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
Exhibiting at a trade show takes a lot of planning. It’s trade show season. That time of year when you and other salespeople attend trade shows in hopes of gaining more leads. Exhibiting at a trade show is expensive. 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
Trade shows provide great ways to gain new customers and strengthen relationships with existing clients. On the other hand, if not executed well, trade shows can be a cost center and a huge flop. So, how do you get the most ROI from participating at a trade show ? 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
If you have been to a trade show in the last 2-3 years, you know that trade show booths are becoming more and more spectacular. As a spectator just a few weeks ago, I attended one of the largest medical. 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
Just as important as the trade show is what happens after the show. If you’ve attended a trade show, you probably gave your information to 50+ vendors in exchange for some free goodies and information, and the relationship ended there. 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
Sales business Facebook goals LinkedIn networking plan prospect prospecting prospects referrals trade showsDo you have a prospecting plan? If you want to boost your sales, it can be a huge help. A prospecting plan is like a business plan for your sales efforts. MORE
That’s why trade shows and industry events are so valuable to B2B marketers. But as you likely know – attending trade shows costs time and money. With so much money being spent on trade shows, how can marketers get the most bang for their buck? 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
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
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
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
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
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
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
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
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. If you show interest in people, they will want to continue to talk to you. What you do after the conference, trade show or event is just as important as what you do during. 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
You had a successful time at a trade show. You just experienced post-trade show trauma. What is post-trade show trauma? Here’s the problem with attending trade shows as a vendor – you and attendees get blinded by too much enthusiasm. 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
Is a trade show a waste of money? It doesn’t have to be. Just follow this three-step process. Prospecting and Sales Leads Sales Leadership 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
I recently attended the BCUG/NAVUG Summit 2018 show in Phoenix with a client who was a Gold Level Sponsor. 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
209 77% of executive decision makers found at least one new supplier at the last trade show they attended ( Spingo ). Many of you have sales plans for 2019 that includes attending and exhibiting at trade shows to generate leads. In fact, trade shows top the list for lead generation methods for most companies with a business to business sale, “88% participate in trade shows to raise awareness of the company and its brand” ( Spingo ). 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
The post The Trade Show Follow Up Process appeared first on Salesfusion. Events Sales CRM 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
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
Trade Show Related Topics 
Sales Benchmark Index
APRIL 23, 2019
If you have been to a trade show in the last 2-3 years, you know that trade show booths are becoming more and more spectacular. As a spectator just a few weeks ago, I attended one of the largest medical.
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.
Alice Heiman
OCTOBER 24, 2018
77% of executive decision makers found at least one new supplier at the last trade show they attended ( Spingo ). Many of you have sales plans for 2019 that includes attending and exhibiting at trade shows to generate leads. In fact, trade shows top the list for lead generation methods for most companies with a business to business sale, “88% participate in trade shows to raise awareness of the company and its brand” ( Spingo ).
The Sales Heretic
NOVEMBER 30, 2012
“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.
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.
|
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.
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 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.”
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.
Don on Selling
FEBRUARY 23, 2019
Exhibiting at a trade show takes a lot of planning. It’s trade show season. That time of year when you and other salespeople attend trade shows in hopes of gaining more leads. Exhibiting at a trade show is expensive.
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Don on Selling
AUGUST 8, 2018
You had a successful time at a trade show. You just experienced post-trade show trauma. What is post-trade show trauma? Here’s the problem with attending trade shows as a vendor – you and attendees get blinded by too much enthusiasm.
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.
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.
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.
Selling Power
NOVEMBER 6, 2018
Is a trade show a waste of money? It doesn’t have to be. Just follow this three-step process. Prospecting and Sales Leads Sales Leadership
Leading Results Rambings
FEBRUARY 28, 2019
Just as important as the trade show is what happens after the show. If you’ve attended a trade show, you probably gave your information to 50+ vendors in exchange for some free goodies and information, and the relationship ended there.
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?
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
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?
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!
Sales Hacker
JANUARY 18, 2019
Trade shows provide great ways to gain new customers and strengthen relationships with existing clients. On the other hand, if not executed well, trade shows can be a cost center and a huge flop. So, how do you get the most ROI from participating at a trade show ?
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.).
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.
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!!!
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.
The Sales Heretic
JANUARY 22, 2019
Sales business Facebook goals LinkedIn networking plan prospect prospecting prospects referrals trade showsDo you have a prospecting plan? If you want to boost your sales, it can be a huge help. A prospecting plan is like a business plan for your sales efforts.
Zoominfo
FEBRUARY 21, 2018
That’s why trade shows and industry events are so valuable to B2B marketers. But as you likely know – attending trade shows costs time and money. With so much money being spent on trade shows, how can marketers get the most bang for their buck?
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
Salesfusion
SEPTEMBER 3, 2014
The post Trade Shows and Trade Offs appeared first on Salesfusion. Events
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.
Alice Heiman
MARCH 27, 2019
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. If you show interest in people, they will want to continue to talk to you. What you do after the conference, trade show or event is just as important as what you do during.
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!
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.
Leading Results Rambings
NOVEMBER 13, 2018
I recently attended the BCUG/NAVUG Summit 2018 show in Phoenix with a client who was a Gold Level Sponsor.
Salesfusion
OCTOBER 2, 2014
The post The Trade Show Follow Up Process appeared first on Salesfusion. Events Sales CRM
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.
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.
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!
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