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.

Trade Show 158

Trade Show Prospecting Decision Maker Outbound 158

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.

Trade Show 219

Trade Show Follow-up Consumer Industry 219

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.

Trade Show 52

Trade Show Prospecting Opportunity Industry 52

Sales and Marketing

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.

Trade Show 177

Trade Show Decision Maker Hotels Travel 177

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.

Trade Show 249

Trade Show Company Sales Prospecting 249

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

Trade Show 76

Trade Show Energy How To Pipeline 76

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.”

Trade Show 182

Trade Show Follow-up Prospecting Training 182

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?

Trade Show 130

Trade Show Decision Maker Strategy ROI 130

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?

Trade Show 120

Trade Show Decision Maker Strategy ROI 120

Salesfusion

SEPTEMBER 3, 2014

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

Trade Show 88

Trade Show 88

Kim Orlesky

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!!!

Trade Show 56

Trade Show Sales Cycle Prospecting Meeting 56

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.

Trade Show 156

Trade Show ROI Maximizer Decision Maker 156

Salesfusion

OCTOBER 2, 2014

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

Trade Show 81

Trade Show Follow-up CRM Sales 81

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.

Trade Show 166

Trade Show Maximizer Opportunity Distribution 166

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!

Trade Show 103

Trade Show Follow-up Buyer Persona Conference 103

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.

Trade Show 163

Trade Show Conference Maximizer Inside Sales 163

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.

Trade Show 232

Trade Show Closing Meeting Sales Meeting 232

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!

Trade Show 76

Trade Show Decision Maker Travel Media 76

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.

Trade Show 219

Trade Show Social Media Networking Marketing 219

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.

Trade Show 198

Trade Show Prospecting Maximizer Cold Calling 198

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.

Trade Show 44

Trade Show Travel Conference Tools 44

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

Trade Show 124

Trade Show 124

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.

Lead Generation 169

Lead Generation Trade Show Leads Outbound 169

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

Trade Show 124

Trade Show Cold Calling Leads Conversion 124

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

Trade Show 40

Trade Show Follow-up Examples Leads 40

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!

Trade Show 44

Trade Show Hotels Transportation Education 44

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

Trade Show 40

Trade Show Promotion ACT Company 40

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

Trade Show 40

Trade Show Company Sales Management Sales 40

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 don’t

Trade Show 40

Trade Show Maximizer Follow-up Leads 40

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

Trade Show 40

Trade Show 40

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.

Trade Show 72

Trade Show Industry Advertising Advertising 72

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

Trade Show 40

Trade Show How To 40

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

Trade Show 40

Trade Show Exercises Company Account 40

SalesGravy

NOVEMBER 4, 2011

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

Trade Show 40

Trade Show Exercises Vendor 40

SalesGravy

OCTOBER 23, 2011

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

Trade Show 40

Trade Show Leads Marketing 40

SalesGravy

OCTOBER 23, 2011

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

Trade Show 40

Trade Show How To 40

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.

Trade Show 183

Trade Show Meeting Marketing How To 183

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! ]].

Trade Show 139

Trade Show Leads Sales Management Company 139

The Sales Leader

MAY 5, 2011

Trade Show 48

Trade Show Follow-up Leads 48

The Science and Art of Selling

AUGUST 30, 2011

You dont have permission to access /2011/08/ten-reasons-for-having-a-trade-show-display-presence/ on this server. Forbidden. Additionally, a 500 Internal Server Error error was encountered while trying to use an ErrorDocument to handle the request

Trade Show 45

Trade Show Research Industry 45