Hubspot

JUNE 8, 2020

Regardless if you are a grizzled sales veteran with decades of experience or brand new to the profession, here are some simple steps to delight your prospects. So how do you create a positive experience for your prospect during the pre-purchase phase? This leads to subtle pushes like asking for a demo before the prospect is ready.

Sales Experience 59

Sales Experience B2B Prospecting Tradeshows 59

SaaStr

AUGUST 22, 2022

This might be a missed opportunity, if your customers and prospects are there. A related post here: How to Think About The Huge Expenses of Events and Tradeshows. But sometimes, it’s just not your DNA. That’s OK. But both strategies can work. If you know the playbook, and are intentional about which one you are running.

Tradeshows 93

Tradeshows Niche Start-ups Closing 93

Salesmate

APRIL 15, 2021

25 ready-to-use prospecting email templates for startups (Guaranteed to get a Response). We’ve worked with [ Name the clients who are your prospect’s competitor or are into similar business], helping them to get a 47% increase in the average session time and an overall 15% increase on CTR with a customizable [ your product name].

Prospecting 52

Prospecting Real Estate Tradeshows Follow-up 52

SaaStr

FEBRUARY 28, 2020

They avoid the same tradeshows. Market (carefully) to all lost deals — not just current prospects. Q: How do you pull your SaaS competitor’s customers to your SaaS instead? You have to be where your competitors are. You have to show up. Many startups try to avoid the places their larger competitors are.

Tradeshows 97

Tradeshows Customers Contract Start-ups 97

Partners in Excellence

APRIL 12, 2023

” Or buyers used to source their information from sellers (and conferences/tradeshows), but then discovered Google and the power of the web. We’ve adopted “clever prospecting techniques” leveraging volumes of emails, back to back calls from different numbers, local presence, social outreach.

Assembly Line 85

Assembly Line Customers Tradeshows Manufacturing 85

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. VIPs Regular Customers Priority Prospects Media Internal customers Analysts /press ls your CRM data available and up-to-date?

Tradeshows 47

Tradeshows Appointment Follow-up Teamwork 47

Heinz Marketing

MAY 18, 2023

Another way to collect data are list imports which most likely come from events or tradeshows. Similar to list uploads, there will be times where sales reps are prospecting and adding new contacts. Again, this might seem like a no brainer but, if you are using hidden UTM fields make sure you’re adding UTMs to URLs.

Tradeshows 103

Tradeshows Consult B2B Contact 103

Sales Hacker

DECEMBER 20, 2018

Sales productivity is all about maximizing time spent on the most critical sales rep activities (prospecting, client meetings, networking) and minimizing the resources needed to accomplish them (i.e. Salespeople spend just one third of their day talking to prospects and spend 21% of their day writing emails. What is Sales Productivity?

Product 96

Product Tradeshows CRM Appointment 96

Martech

NOVEMBER 19, 2021

It may be something like, “Our goal in this sprint is to launch a micro-campaign to reach prospective buyers in the Seattle area for our new cold brew coffee flavor of the month. It’s not a list of every item expected, but rather what success would look like for the team at the end of the week or two. Can we get that done this sprint?”.

Tradeshows 115

Tradeshows Campaign Technique Launch 115

SBI

JANUARY 21, 2020

NANCY: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS’ BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS? . PETE: Once again, it’s a case of looking at your prospect’s experience as they approach your company. NANCY: HOW DOES YOUR SOLUTION HELP SELLERS IMPROVE THE BUYING EXPERIENCE? .

Tradeshows 44

Tradeshows Inside sales CRM Follow-up 44

Score More Sales

OCTOBER 30, 2014

When your sales people reach out to a prospective buyer who is an executive in a company, one of the first things they do is go look at your website to better understand if they want to give up their valuable time to meet or talk. Inbound Marketing. Buyers go online to find the products and services you offer – every day.

Tradeshows 86

Tradeshows Represent Inside sales B2B 86

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. And customers/prospects always seemed to find each other, pick up the phone and share experiences. And now we have the ability to move much of that online.

Retail 122

Retail Tradeshows Territory Technology 122

Engage Selling

FEBRUARY 10, 2018

You’re having a hectic week of client meetings or at a tradeshow and things begin to slide in the self-care department. You know how it goes. Eat a greasy meal here, pull a late night there, and then load up … Read More »

Tradeshows 54

Tradeshows Clients Meeting Objection handling 54

ConversionXL

MARCH 17, 2021

Canceled events and tradeshows increased the focus on outbound activities. This intent data helps identify what stage of the buying journey your prospect is so that you can personalize your outreach message with the right call to action. Suggest which prospects you can reach out to to book an introductory call.

B2B 150

B2B Non-Profits Tradeshows Campaign 150

Heinz Marketing

MAY 18, 2023

Another way to collect data are list imports which most likely come from events or tradeshows. Similar to list uploads, there will be times where sales reps are prospecting and adding new contacts. Again, this might seem like a no brainer but, if you are using hidden UTM fields make sure you’re adding UTMs to URLs.

Tradeshows 55

Tradeshows Consult B2B Contact 55

SalesLoft

SEPTEMBER 15, 2015

The top of the funnel goal for your business should never be to collect a bunch of data with business cards or badge scans, it should be to connect with ideal prospects, start a real relationship, and book an actual qualified appointment. Tradeshow “demos” don’t count. Recycle the ones (many) who don’t reply.

Appointment 52

Appointment Tradeshows CRM Quota 52

Pointclear

NOVEMBER 2, 2016

Are you leaving out a null sample of prospects that do not go through marketing automation to understand what you are not scoring that you should be; OR, what you are scoring that you shouldn’t be. You may not ever know if you go to the lost prospect directly. Win/loss analysis: You will never really know by asking he sales executive.

Tradeshows 58

Tradeshows Lead generation Sales Prospecting 58

Hubspot

OCTOBER 31, 2022

Sixty-six percent pointed to referrals, 47% to social media, and 44% mentioned tradeshows and events. Maybe you’ll pot people who are particularly interesting to you, including potential prospects. Engage your prospects in a conversation, and try to learn about their needs and challenges. How to Build Your Sales Network.

Networking 64

Networking GTM Referrals Tradeshows 64

Martech

SEPTEMBER 25, 2023

Showing an ROI for a tradeshow event should include all the possible activities that contributed. Chatbots can also automate lead nurturing sequences, sending follow-up messages and content to prospects based on their previous interactions Personalized recommendations. What is the potential value of sales to these customers?

A/B testing 122

A/B testing Tradeshows Finance Cross-sell 122

SBI

JANUARY 21, 2020

NANCY: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS’ BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS? . PETE: Once again, it’s a case of looking at your prospect’s experience as they approach your company. NANCY: HOW DOES YOUR SOLUTION HELP SELLERS IMPROVE THE BUYING EXPERIENCE? .

Tradeshows 26

Tradeshows Inside sales CRM Follow-up 26

SBI

NOVEMBER 3, 2019

Zuant has a suite of powerful and customizable tools for field sales and mobile data capture; streamlining key lead gen and sales processes for your business like; tradeshow lead retrieval, keeping your sales team up to date with the latest marketing materials, and acting as a front end to your CRM for field sellers.

Tradeshows 25

Tradeshows CRM Up-sell Prospecting 25

SBI

OCTOBER 6, 2019

ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. Prospect Intelligence. ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. Prospect Intelligence.

Tradeshows 36

Tradeshows Negotiate Contract B2B 36

SalesLoft

SEPTEMBER 3, 2015

It’s the perfect opportunity to meet these folks and make lasting prospect connections. Think about it — with email, it’s a whole lot easier for prospects to say “no.” Prospects fall through the cracks, avoid your calls and emails, and then before you know it, the demo disappears. But we all know what happens next.

Tradeshows 52

Tradeshows Appointment Meeting Consult 52

Partners in Excellence

OCTOBER 12, 2014

The invitations come from people selling all kinds of tools — Content management systems, compensation/incentive systems, account planning, territory planning, social selling, analytics, pipeline management, research systems, prospecting tools, proposal/configuration management, pricing.

Tradeshows 91

Tradeshows Quota Territory Sales 91

Hubspot

NOVEMBER 18, 2010

Demonstrate Online Growth and Statistics - When talking to Elizabeth Kaiser at Crisafulli Pumps she said her CEO now understands that the internet has changed how manufacturing companies need to market to their prospects and customers. “Tradeshows used to be the only way, and now people can click and go across the world.”

Manufacturing 58

Manufacturing Tradeshows Sell Contract 58

Hubspot

JULY 10, 2014

Now, if you know anything about our founder/CTO Dharmesh Shah , you know he''s really passionate about helping startups use marketing to earn the love of their prospects. You won''t win prospects'' attention with bigger ads or a big booth at a tradeshow." He''s also really into -- and really good at -- making epic slide decks.

Tradeshows 66

Tradeshows Cold Call Technique Start-ups 66

SBI

FEBRUARY 19, 2020

Since 2018, the number of client set-ups at events has increased 76% – These global events represent tradeshows and conferences all over the world including prestige events such as Web Summit, Lisbon, and Collision in Toronto. Zuant clients rave about the product’s ease of use and customizability: [link].

Clients 27

Clients Tradeshows Growth Follow-up 27

Hubspot

JANUARY 4, 2021

Your prospects get triggered into the event as they proceed to the right steps in your funnel, and they engage with this event through multiple means, like Netflix meets Slack. Prospects learn about your solutions and then, after watching videos and chatting with others, they get directed immediately to your product team.

A/B testing 101

A/B testing Tradeshows Education B2C 101

Hubspot

JUNE 24, 2011

Social Media Driving Offline Traffic - Do you exhibit at tradeshows? Sure, giveaways and spending lots of money is one way, but why not supplement that with some online promotion using social media and your corporate blog to promote your presence at the tradeshow? How do you get traffic to your booth?

Tradeshows 65

Tradeshows Cold Call Promote Education 65

Hubspot

AUGUST 22, 2022

We surveyed over 1,000 sales professionals around the globe to find out the top sales trends of 2022, and one thing is certain – the pandemic made a lasting impact on the relationship between salespeople and their prospects. The number of interactions with prospects during the sales process is growing.

Cross-sell 57

Cross-sell B2C CRM Quota 57

Hubspot

AUGUST 30, 2011

Fantasy: Inbound marketing focuses exclusively on top-of-the-funnel objectives like attracting prospects & leads. Fantasy: If you give your content away for free, prospects will never buy your full-fledged offering. Fact: Sharing free, relevant content online helps search engines & prospects find you. Inbound Marketing.

Tradeshows 72

Tradeshows Networking B2C Lead generation 72

Partners in Excellence

APRIL 22, 2015

We don’t have to prospect, find, qualify, do need/requirements discovery. And there are other important digital (and, surprisingly non digital resources like conferences and tradeshows) that are part of what customers are doing during that 57%. A conclusion we all draw from this is the role of the sales person has changed.

Customers 93

Customers Tradeshows Education Sales 93

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.

Tradeshows 52

Tradeshows Electricity Gaming Represent 52

Hubspot

JULY 13, 2011

Susan Friedmann, AKA The Tradeshow Coach , also believes social media can be an invaluable weapon in a marketer’s trade show arsenal, but she emphasizes that while the means and media to reach trade show attendees is evolving, the fundamentals of producing a successful trade show event remain largely unchanged. Share the Love.

Tradeshows 60

Tradeshows Manufacturing Prospecting Campaign 60

Hubspot

DECEMBER 14, 2010

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. Key Conversion Events. Lead Source. Do your best leads come from organic search?

Tradeshows 54

Tradeshows Customer Relationship Management Lead generation CRM 54

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

Hubspot

MARCH 4, 2011

So what can you do to capture the attention of thousands [of potential customers] without spending a fortune on advertising, pay-per-click or [gasp] tradeshow schwag? Better still, Google will love it, and more prospective customers will be able to find you online. ” And yes, that actually is a scientific fact*. Be helpful.

Tradeshows 62

Tradeshows Launch Campaign Start-ups 62