Partners in Excellence

SEPTEMBER 19, 2023

” Conferences, events, tradeshows are important. And to be relevant, the outreach has to be about them and their challenges–not what we sell. And we have to explore new ways to engage the right prospects. Ironically, many of these are “old.” High impact content in the right channels.

Pipeline 99

Pipeline Tradeshows Prospecting B2B 99

SaaStr

FEBRUARY 8, 2022

Events and tradeshows. Random spray-and-prey emails and cadences don’t tend to work well. But if you research the best 100 potential customers in your space, and write them the world’s best email about how to solve their problem — they’ll open it. You can see them as old school, but they work. They go to the “expo” to learn.

Tradeshows 121

Tradeshows Referrals B2B Growth 121

Heinz Marketing

MAY 15, 2021

Four Ways to Use Interactive Content to Succeed at Virtual Tradeshows. To build the healthy team dynamics that lead to success in a hybrid environment, both your team and your leadership must practice emotional intelligence. Thank you for the insight read, Roberta Moore.

B2B 105

B2B Tradeshows Conversion Up-sell 105

Heinz Marketing

APRIL 24, 2020

If you allow the lead source field to be an open text field, you’ll be wading through values like this: Tradeshow event. Trade show. Makes it a little hard to pull meaningful reports when your data is left up to the person typing it in, right? Set the field as a drop down, decide on the values, and don’t budge!

Tradeshows 91

Tradeshows Campaign Start-ups Sales 91

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

Heinz Marketing

NOVEMBER 2, 2018

Their new joint venture, TradeShow Makeover, is launching with a three day online summit November 13-15 2018 focused entirely on helping companies turn trade show leads into deals. That’s one reason I’m so excited to see what my friends Alice Heiman and Dianna Geairn have launched.

Tradeshows 53

Tradeshows Pipeline Launch Represent 53

SaaStr

AUGUST 22, 2022

A related post here: How to Think About The Huge Expenses of Events and Tradeshows. But both strategies can work. If you know the playbook, and are intentional about which one you are running. And the goals. The post Two Strategies for Event Sponsorships: Everywhere. Or Just the Biggest and Best. appeared first on SaaStr.

Tradeshows 107

Tradeshows Niche Prospecting Customers 107

SaaStr

FEBRUARY 28, 2020

They avoid the same tradeshows. 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. They don’t sponsor the same newsletters and services.

Customers 99

Customers Tradeshows Contract Start-ups 99

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.

Sales 47

Sales Tradeshows Follow-up CRM 47

Heinz Marketing

JANUARY 25, 2023

For example, consider reducing the number of tradeshows you attend or switching to virtual events to save on travel expenses. Focus on Low-Cost Marketing Tactics The first thing to consider when faced with budget cuts is to re-evaluate your current marketing strategies.

B2B 92

B2B Strategic partnership Tradeshows Strategize 92

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. Let’s dig into how we can respond to Jim’s request for the product sheet. If we stop to do the presentation, those won’t get done.

Tradeshows 120

Tradeshows Start-ups Teamwork Trust 120

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. There used to be a small number of decisionmakers, but as the decisions became more complex, buyers quickly engaged more people in their buying teams, moving to consensus decisions.

Customers 89

Customers Assembly Line Up-sell Sell 89

Veloxy

DECEMBER 21, 2021

Eventbrite – Get it now here : Ever experience bottlenecks caused by hundreds, if not thousands of event or tradeshow leads? Previously we would have to manually download the file and upload it to Salesforce so that saved us a couple of clicks already !”

Sales 348

Sales Up-sell Sell Contract 348

Heinz Marketing

OCTOBER 28, 2020

Part of the allure of a tradeshow or conference was walking through the exhibitor hall to discover new brands organically. For one, it’s incredibly laborious for an attendee to go through a list of sponsors and click on each logo individually in order to access their “booth.”

B2B 136

B2B Tradeshows Meeting Sales 136

SaaStr

NOVEMBER 9, 2020

Most tradeshows and events in China are running at their maximum allowed capacity pre-Covid, with the delta being mainly from lack of travel. They seems to always do that. Things were slow for a while during the last downturn, but then the Cloud just picked itself up and … ran. Let’s take a look over in China.

Tradeshows 131

Tradeshows Promote Meeting Retail 131

Score More Sales

OCTOBER 30, 2014

We invest hundreds of thousands of dollars in tradeshow strategies – I’ve worked with companies who annually hit dozens of tradeshows to build visibility. This gives you MORE sales opportunities than if you did not optimize. Your Virtual Trade Show. Many in-person trade shows have declining attendance with costs rising.

Tradeshows 86

Tradeshows Prospecting Inside sales B2B 86

Martech

DECEMBER 13, 2021

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. She was used to stepping in and saving the day and didn’t trust the team to be accountable for its work.

Tradeshows 117

Tradeshows Trust Legal Teamwork 117

Partners in Excellence

FEBRUARY 7, 2023

Maybe it’s in the movements around communities and cohorts–though these often seem to be megaphones for more outbound. Maybe it’s in smaller groups of thoughtful people, perhaps some of our customers that invite us to participate with their peers.

Prospecting 117

Prospecting Tradeshows Customers Conversion 117

Martech

NOVEMBER 19, 2021

The product owner may come to the team and say, “Jim from Sales said that they just signed up to attend a tradeshow next week and they need a product sheet to pass out. In most cases, the work should not be added to the sprint, but traded out for something else that wasn’t started. Can we get that done this sprint?”.

Tradeshows 117

Tradeshows Campaign Start-ups Follow-up 117

Heinz Marketing

MAY 18, 2023

Another way to collect data are list imports which most likely come from events or tradeshows. Again, this might seem like a no brainer but, if you are using hidden UTM fields make sure you’re adding UTMs to URLs. You won’t get very far if you don’t.

Tradeshows 89

Tradeshows B2B Process Sales 89

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

InsightSquared

OCTOBER 2, 2017

All from a marketing guy who comes from the “inbound” school that expels ephemeral investments like tradeshow sponsorships. We’re upping our presence from a single, 48 ft. booth in previous years to three booths totalling 700 ft. We’ll have one of the ten largest footprints in all of the Moscone.

Tradeshows 84

Tradeshows Real Estate Sales CRM 84

SBI

JANUARY 21, 2020

And these days, it’s all about ‘speed to lead’ – people won’t wait anymore; whether it’s a visit to your website or your tradeshow booth. PETE: Once again, it’s a case of looking at your prospect’s experience as they approach your company. And, even before that, how’s your website structure?

Sales 44

Sales Tradeshows CRM Inside sales 44

Heinz Marketing

APRIL 8, 2020

You can even incorporate sub campaign types or sub channels if you want to use broader campaign types for example, Events: Tradeshow or Events: Conference. The best way to think about campaign types are to think about the different channels you are using.

Campaign 123

Campaign Tradeshows Sales Contact 123

SBI

MARCH 3, 2020

Click here to bookmark this.

Tradeshows 26

Tradeshows Follow-up Sales 26

SalesLoft

SEPTEMBER 15, 2015

Tradeshow “demos” don’t count. It required a bit of tradeshow “sales development” finesse , but it worked. You want the real deal, on the books, no distractions, logged in calendars, invites delivered, and saved in CRM. We helped them determine whether we could be valuable.

Appointment 52

Appointment Tradeshows Prospecting CRM 52

Veloxy

MAY 3, 2022

Most people wait for the next regional seminar or national tradeshow to discover future practices. While the free coffee and occasional door prizes are nice, the forward thinking best practices that are present in webinars are next level. Don’t wait. Skip ahead of your competing sales managers and register for a webinar every month.

Sell 182

Sell Sales Cross-sell Cold Call 182

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.

Sales 94

Sales Product CRM Tradeshows 94

Hubspot

NOVEMBER 18, 2010

“Tradeshows used to be the only way, and now people can click and go across the world.” Taking the VIP’s out for golf and closing the deal on the 18th hole, attending those tiresome expensive tradeshows, sending huge gift baskets to the customer over the holidays, mailings of shiny slicks about your company.

Manufacturing 58

Manufacturing Tradeshows Sell CRM 58

Martech

JANUARY 13, 2022

Tradeshows, seminars, and events. Mobile push notifications and in-app messages. Direct mail. Social media. Digital advertising. E-commerce sites. Webinar and conference services. Video/interactive applications. Collaboration.

CRM 128

CRM Campaign Tradeshows Sales 128

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. There was advertising or “feature stories” in trade publications, trade shows, regional seminars, and other mechanisms help create visibility.

Up-sell 123

Up-sell Sell Retail Customers 123

Heinz Marketing

MAY 18, 2023

Another way to collect data are list imports which most likely come from events or tradeshows. Again, this might seem like a no brainer but, if you are using hidden UTM fields make sure you’re adding UTMs to URLs. You won’t get very far if you don’t.

Tradeshows 55

Tradeshows B2B Process Sales 55

Veloxy

JUNE 27, 2022

As sales professionals, we all remember our first trip to a seminar, convention, or tradeshow. Where to Watch Pursuit of Happyness Stream Pursuit of Happyness on Peacock, USA, FuboTV All viewing options. Cedar Rapids. You’re sent to an event to generate some leads and meet with customers, and it quickly turns into a hyper-social happy hour.

Sales 162

Sales Cold Call Non-Profits Up-sell 162

SBI

JANUARY 21, 2020

And these days, it’s all about ‘speed to lead’ – people won’t wait anymore; whether it’s a visit to your website or your tradeshow booth. PETE: Once again, it’s a case of looking at your prospect’s experience as they approach your company. And, even before that, how’s your website structure?

Sales 26

Sales Tradeshows CRM Inside sales 26

Salesmate

MARCH 23, 2021

Start-ups collect leads from many sources like websites, tradeshows, social media, email campaigns, cold calls, references for their revenue cycle. Here’s how a CRM helps you grow your start-up-. Helps you collect leads coming from different sources .

CRM 116

CRM Cross-sell Up-sell Start-ups 116

Pointclear

NOVEMBER 2, 2016

Dare you wait to see if your booth, and whatever you are giving away, attracts the right prospects or do you plan to reach out prior to the tradeshow and fill your schedule at the show with the right prospects before you ever reach the host city? Audience acquisition: HIMSS is coming up (as are lots of other big shows.)

Sales 58

Sales Tradeshows Prospecting Up-sell 58

SalesLoft

AUGUST 6, 2013

4 – Tradeshow Lists. If you have interns, have them copy and paste tradeshow leads into a spreadsheet or your CRM to get you kicked off. Now you’ll obviously want to find the leads that mean the most for you but trust us, they’re out there! #4 Want to sell to medical device manufacturers?

Prospecting 52

Prospecting Tradeshows Up-sell Cold Call 52