Martech

NOVEMBER 30, 2021

A good response here might be, “I see the urgency with your tradeshow happening, but the team is working on the direct mail postcards you asked for a few weeks ago and we’re right in the middle of them. However, the trade-off conversation is a much better one than what typically happens—everyone just saying yes to any work requests.

Tradeshows 110

Tradeshows Teamwork Finance Trust 110

Partners in Excellence

APRIL 12, 2023

There seems to be an arrogance or conceit in so many of the conversations I see about the future of selling. What we fail to recognize in all these conversations is our customers are quietly changing how they buy faster than we are changing how we sell. We have a fascination with exploring the latest, greatest tricks we can leverage.

Assembly Line 87

Assembly Line Customers Tradeshows Manufacturing 87

Partners in Excellence

FEBRUARY 7, 2023

” Our current focus on inbound is lead conversion. It requires great skills in curiosity, collaborative conversations, critical thinking. Our focus on inbound is leads, more importantly, qualifying the leads… ”Are you interested in our solution, are you the decisionmaker, do you have budget, can we schedule a demo?”

Tradeshows 118

Tradeshows Construction Prospecting Conversion 118

Partners in Excellence

APRIL 12, 2022

I recall, one of the most useful “give-aways” at tradeshows were sturdy bags, with our logo, for people to collect literature for their book shelves in their offices. Too often, when I walked into someone’s office, they would be distracted pouring through the new literature, while I tried to carry on a conversation.

Retail 125

Retail Tradeshows Territory Technology 125

Martech

DECEMBER 13, 2021

I just had a conversation with a CMO of a large marketing organization on this very topic. One example was when all leads from a tradeshow were expected to be entered into Salesforce — but the team didn’t do that last time because someone told them not to and they didn’t question the decision.

Tradeshows 114

Tradeshows Legal Teamwork Trust 114

SBI

MAY 5, 2020

Ironically, this will mean that when Tradeshows and Exhibitions get going again, they may have less visitors, but their value will increase as this becomes one of the few ways to meet in person. Before Covid, sales meetings were moving more online anyway, but now there may be quite a long time before face-to-face meetings start up again.

Tradeshows 47

Tradeshows Appointment Follow-up Teamwork 47

Martech

SEPTEMBER 25, 2023

How many substantive conversations with customers or potential customers did sales have at the event? Showing an ROI for a tradeshow event should include all the possible activities that contributed. They can initiate conversations, ask qualifying questions and route hot leads to sales teams. A/B testing.

A/B testing 121

A/B testing Tradeshows Finance Cross-sell 121

Sales Hacker

DECEMBER 20, 2018

Unproductive : Instead of following up with prospects after a tradeshow, a salesperson comes back to the office and works on paperwork that piled up while they were out. Two weeks go by, and tradeshow prospects have still not been followed up with. This is an example of high efficiency and high-effectiveness. Get Baseline measures.

Product 96

Product Tradeshows CRM Appointment 96

Hubspot

OCTOBER 31, 2022

Sixty-six percent pointed to referrals, 47% to social media, and 44% mentioned tradeshows and events. Shared interests or similar problems will be a good conversation starter. On the other hand, if they post on LinkedIn every week and reply to comments, think of beginning the conversation there. How to Build Your Sales Network.

Networking 64

Networking GTM Referrals Tradeshows 64

Partners in Excellence

JUNE 3, 2015

” One of the first questions I ask is when the last visited a customer, when they went on a sales call, when they put on a headset and listened to a conversation an inside sales person is having with a customer. ” Some say, “I was at our user conference,” or “I was at a tradeshow.”

Customers 90

Customers Tradeshows Inside sales Meeting 90

Hubspot

NOVEMBER 18, 2010

During these conversations, I often get the same response: “Our customers are just not online.” “Tradeshows used to be the only way, and now people can click and go across the world.” By understanding and incorporating key online marketing KPIs such as traffic, leads, conversion rates, etc. Really I do.

Manufacturing 58

Manufacturing Tradeshows Sell Contract 58

Heinz Marketing

JANUARY 29, 2019

The CFO and CMO relationship doesn’t get the same tradeshow airplay and blog coverage as sales alignment. CFOs don’t enjoy these conversations any more than CMOs do. Conversions – how efficient is full funnel performance with conversions at each of the standard stages, according to the plan.

Finance 63

Finance Tradeshows Pipeline Strategize 63

SBI

OCTOBER 6, 2019

What Data Points Actually Lead to Higher Conversion Rates and More Sales So what data truly predicts future purchases? 6 Steps to Double Lead Generation at Your Next Tradeshow It’s no small investment to exhibit at trade shows: Booth cost, logistics, and swag are. Case Studies. Prospect Intelligence. Prospect Intelligence.

Tradeshows 36

Tradeshows Negotiate Contract B2B 36

Hubspot

JANUARY 4, 2021

"Companies should be ready to be active contributors and bring practical value to the conversation.". Many organizations have shifted their annual event and tradeshow to a virtual one. Content marketing will start with conversations. Businesses will find new ways to encourage online connections.

A/B testing 101

A/B testing Tradeshows Education B2C 101

Heinz Marketing

JULY 31, 2020

In the post-event, your focus should be around utilizing what you know about your attendees to serve them relevant, timely, and personalized content experiences that continue the conversations from the event. They can more thoughtfully engage their audiences before, during, and after an event to continue conversations and accelerate journeys.

Tradeshows 94

Tradeshows User Experience B2B Promote 94

Hubspot

JUNE 24, 2011

This method allows you to understand which segment of your conversions are from your offline tactics. Social Media Driving Offline Traffic - Do you exhibit at tradeshows? These URLs will serve as redirects that your web analytics would track, but send the visitors all to one core page with your central offer.

Tradeshows 65

Tradeshows Cold Call Promote Education 65

Salesmate

APRIL 15, 2021

A welcome email set the tone for the rest of the conversation. It is the first impression that you put forth – if you don’t get it right at this stage, your conversion rate will take the heat. Just let me know if you have any questions or would like to have a more in-depth conversation. Can you review it? question 2].

Prospecting 52

Prospecting Real Estate Tradeshows Follow-up 52

Hubspot

FEBRUARY 21, 2018

HubSpot's former Demand Generation Marketer and Trello's current Product Marketing Manager, Jessica Webb , says this about how your costs can change when focusing on lead generation vs. lead conversion: "The majority of money you spend on paid efforts is usually calculated based on volume of clicks or impressions.

Tradeshows 101

Tradeshows Lead generation Promote Launch 101

Hubspot

AUGUST 30, 2011

Fact: "Free trials" are an excellent way to demonstrate the value of your product & increase conversion. Fantasy: Tradeshows are a great, cost-effective way to generate a ton of new leads and customers. Fact: Tradeshows are one of the most costly ways to generate leads & customers. Conversion matters.

Tradeshows 72

Tradeshows Networking B2C Lead generation 72

Pointclear

JUNE 7, 2011

No phone-based qualification team: One symptom I see in failing lead generation programs is simple to diagnose: When "leads" go from the Internet, tradeshows, etc., Let's agree that a good lead-to-opportunity conversion rate is 10 percent (yes, some are higher, and some are lower—but play along with me).

Lead generation 91

Lead generation Campaign Tradeshows Manufacturing 91

ConversionXL

MAY 11, 2013

For example, if your marketing campaign consists of PPC, Tradeshows, and Radio Ads, each marketing channel is assigned a different phone number so you could measure both volume and quality of phone conversation. Setting the phone call as a conversion goal just like any other conversion goal. image source. image source.

Commission 116

Commission Territory Objectives and Key Results Tradeshows 116

SaaStr

OCTOBER 18, 2023

The first question you need to ask yourself is: Are you consistently giving your sales team great leads with high conversion potential? You can run two different types of campaigns to bring in leads: Facebook and tradeshows. Improving the conversion rates can have an outsized impact on your deals. What is the input?

Tradeshows 92

Tradeshows Closing Campaign Follow-up 92

Sales Hacker

NOVEMBER 5, 2018

To verify ask: “I need to have control over the quality of conversations. Can we make sure all calls are recorded where legally allowed, and have access to those recordings anytime?

Lead generation 75

Lead generation Profit margin Objectives and Key Results Tradeshows 75

SalesLoft

OCTOBER 22, 2014

We’re Leaving Our Home In Georgia, Headed For The ‘Frisco Bay… Touching down in San Francisco, we still weren’t 100 percent certain of our game plan but knew that it would either be a raging success or swept under the plushy tradeshow carpeting. But we needed a bodyguard. It’s a pleasure to meet you.

Tradeshows 52

Tradeshows Electricity Gaming Represent 52

Hubspot

DECEMBER 14, 2010

Key Conversion Events. As an inbound marketing best practice, you want to have a variety of conversion offers on your site that may appeal to different audiences or prospects at different stages of the sales process. Or tradeshows? 4 Ways to Segment Your Best Leads. Website Behavior. Do your best leads stalk your website?

Tradeshows 54

Tradeshows Customer Relationship Management Lead generation CRM 54

Hubspot

SEPTEMBER 2, 2011

Back in early 2010, I wrote a blog post called " Why HubSpot Won't Exhibit at Tradeshows Anymore." During each conversation, we offered advice on how to improve their marketing. This valuable information led to some great conversations and attracted more people to our HubSpot lounge who wanted tips about their marketing, too.

Tradeshows 56

Tradeshows Represent Consult Contact 56

Hubspot

AUGUST 6, 2010

Having clear tracking for offline marketing like tradeshows is an important way to compare the results of your entire marketing strategy. 3) Measure Conversion Rates - Getting visitors to the website is the first step, getting them to convert into a lead or business is the next.

Tradeshows 68

Tradeshows A/B testing Campaign Strategize 68

Hubspot

JULY 20, 2015

Even if you do, there are times when you need to work on an offline campaign -- like a tradeshow -- where it isn't as easy to track contacts you met who then visited your website. 5) Identify the Content that Drives Conversions. If you want to see the content that drives lead conversions, you can do that.

Promote 68

Promote Tradeshows Contact Lead generation 68

Hubspot

APRIL 21, 2011

Verse 2: When they search and they find you, first step Then they see a CTA so, what's next?

Tradeshows 67

Tradeshows Cold Call Contact Campaign 67

Hubspot

JUNE 8, 2020

Whether you are walking a tradeshow floor or engaging with someone online, getting prospects to "like you" is the best way to create a positive sales experience. If you can open the conversation with "Wait, it looks like you spent a lot of time on our website in 2017," the prospect is secretly (sometimes openly) delighted.

Sales Experience 59

Sales Experience B2B Prospecting Tradeshows 59

Pointclear

FEBRUARY 23, 2018

Is it someone who swiped their badge at the tradeshow you attended last month? Quality conversations and personal engagement with prospects. Instead we drive intimacy with one-to-one conversations. Now let’s explore why all conversation is not the same. Is it the person who signed up for your webinar this week?

Tradeshows 40

Tradeshows Lead generation Clients Represent 40

Hubspot

MAY 27, 2014

But even the best speeches are lost opportunities if you don''t translate them to visits to your website and potential conversions. The conversion on your website bridges the gap from in-person to online activity, enabling you to better track the lead and further nurture the relationship. I''m not proud of it.

Lead generation 67

Lead generation Tradeshows Follow-up Contact 67

Hubspot

AUGUST 22, 2022

This is why having a CRM to keep track of those conversations is more important than ever for giving your prospects an efficient and personalized experience. The most important metrics salespeople are tracking are similar, with the addition of conversion rate, quota attainment, and customer acquisition cost.

Cross-sell 57

Cross-sell B2C CRM Quota 57

Hubspot

FEBRUARY 23, 2016

Later, they would focus more on the blog's conversion rate, meaning how many people download an offer from one of the calls-to-action after reading a blog post. Ask a Marco Advisor": 7.26% conversion rate in the first six months. Free Assessment": 18.33% conversion rate in the first six months. Implementing the Blog Strategy.

Tradeshows 48

Tradeshows Launch Promote Technology 48

Heinz Marketing

JUNE 7, 2021

So what’s great is it really allows you to have a conversation by the numbers and about the numbers to help move your peers along and to help drive that alignment. The more conversations I have to say, “What can I do? Really appreciated the conversation. So, it truly is bringing the best of both worlds together.

Pipeline 120

Pipeline B2B Sales Cross-sell 120

Heinz Marketing

MARCH 11, 2020

Create and moderate post-event conversations: Create a Slack channel, for instance, for attendees to continue discussing the topic afterward. Include giveaways: The first 50 people who sign up will get your trade show chotchkie mailed to them. Or a random drawing of XX people who attend get them in the mail.

Networking 100

Networking Represent Follow-up Start-ups 100

Hubspot

MARCH 26, 2015

It has launched a music sequencer for an interactive gaming platform, and it created a molecule pipeline explorer for a medical tradeshow. We consider visit-to-lead, lead-to-customer, customer-to-repeat-customer conversion rates. Discovery leads to surprise, delight, and the desire to tell other people what you discovered.

Objectives and Key Results 65

Objectives and Key Results Tradeshows Technology Technology 65