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10 Tips for a Successful Trade Show Follow-up Campaign

The Point

Research has long suggested that the majority of leads generated by trade shows never receive follow-up by company representatives. 2010 study concluded that fewer than 70 percent of exhibitors have any formalized plan or process in place for how leads are followed up after the show. Here are 10 tips for designing an effective trade show follow-up campaign.

Ignite Your Trade Show Success in 2016


According to “The Marketing Spend Decision,” the most important objective for companies investing in trade shows is lead acquisition. Today, it is reported that 35-percent of exhibitors’ leads obtained at trade shows ultimately result in a sale, according to Exhibitor Magazine. So now you ask, ‘Well how do we create higher lead conversion at trade shows and beyond?’.

Report: Trade Shows Generate Highest Quantity & Quality of Leads

The Point

To quote Software Advice, “Trade shows were most commonly cited as generating both the most and the best (leads) …” And indeed, the data supports that observation: 77 percent of respondents said that trade shows generated either “somewhat” or “very high” quantities of leads, and 82 percent said that trade shows generated leads of either “good” or “excellent” quality.

Trade Shows Can Work!-new idea!

Your Sales Management Guru

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!  I asked Todd to write a blog regarding how he works with organizations in a very unique manner using podcasts.  Shame. Your efforts will fail. Really?

Event Marketing: How a technology start-up made a trade show splash booth-free

B2B Lead Generation Blog

The best opportunity to kick off that effort was at the NRF Big Show. It combined these elements to promote the new brand at the trade show. These buttons directed them to the blog site where a running clock showed how much time is wasted by waiting. When the CEO put the pants on and showed them off around the office, that sealed the deal,” she laughed.

Trade Shows Don’t Work

Your Sales Management Guru

 . Trade Shows Don’t Work. 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. Another sin I see often is that pre-event work has not been performed; no lead goals set, no booth appointments/meetings prearranged and no trade show specials created. What are you best tips on working a trade show?

The Very Simple System For Picking Your Trade Shows

B2B Marketing Unplugged

Last time we established that trade shows are many things, among them giant cash-sucking machines, that are terrible at lead generation. Before we dive into the Very Simple System, let’s remember that trade shows exist for one reason: to make money for someone who isn’t you. So how do we pick which shows to go to?  In the first place, ignore your Sales Squirrels.

5 Best practices of trade show lead qualification


Following my last blog on lead qualification, I received some great comments and several questions as to whether lead qualification differs for trade show leads. Yes, it does, and here is a revision of my last blog specifically addressing trade show lead generation and qualification. They probably should be termed “inquiries,” or “prospects.” We all know this!

How Technology on the Trade Show Floor Can Help Your Sales Team Work Smarter and Sell More

B2B Lead Generation Blog

Tweet Trade shows and conferences are still the biggest areas of investment for marketers, according to the most recent MarketingSherpa B2B Marketing Benchmark Report. Yet, many companies still measure marketers on cost-per-lead metrics when such metrics are inadequate for measuring face-to-face interactions at trade shows. The real value of trade show interactions. Consider this: The cost of having one qualified face-to-face meeting with a prospect is often hundreds of dollars; it’s often $30 to $100 to have a phone conversation.

Treat a Trade Show Like Your Office, Not Your College Dorm

B2B Marketing Unplugged

Just back from my first two trade shows of the season, and I am sad. Let’s say it together: trade show booths are very, very, expensive inside sales calls that happen to have nicer carpet than your office.  So why is there so little selling? Marketing people just resent the interruption to their busy day on the trade show floor. Exactly. And

How Trade Shows Can Impact Inside Sales Reps’ Sales Skills

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a post from Evan O''Toole , a Business Development Representative and social media team member at AG Salesworks. The experience gained while speaking with prospects on a one-to-one basis can be crucial in the skill development of inside sales reps, who will eventually strive to close deals. Public Speaking. Competition.

I Went to a B2B Trade Show, Was Underwhelmed by Your Presence and Kept Walking

Social Media B2B

With all that awesomeness in mind, take a look at your trade show presence. Are you enticing prospects to stop by and chat about your great products and services? Even as a teenager my daughter still loves kitschy trade show giveaways. Are you qualifying prospects or are you just trying to hit a metric that someone else imposed on the marketing team?

Nine Simple Tactics to Drive a Higher Return on Trade Show Investment

B2B Lead Generation Blog

Tweet In his most recent post , Dave Green pointed out how marketers invest most of their budget on trade shows even though it ranks fourth in effectiveness. He went on to explain how to get a better return on your trade-show investment through lead scoring. Trade shows often reward people if they visit as many booths as possible. Are they interested?

10 Ways to Make Your B2B Trade Show Social

Social Media B2B

B2B marketers focus on social media as a way to connect online with prospects and customers, but social media offers a huge opportunity to enhance offline events like tradeshows and conferences. Trade shows still make up a large percentage of B2B companies’ marketing budgets, so the following ideas can help leverage those events and make them more successful.

Get the Most Out of Trade Shows with Pre & Post Show Prospecting Strategies


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. Instead of reading a two-page description of what the most effective strategies are, I want you to watch a short, 45-minute webinar that shows successful trade show strategy, messaging, cadence, and methods that increase conversions. Timing is everything!

How to Use Lead Scoring to Drive the Highest Return on Your Trade-Show Investment

B2B Lead Generation Blog

Tweet In the 2012 B2B Marketing Benchmark Report , 1,745 marketing organizations revealed that trade shows took up the biggest chunk of their marketing budget – over 21%. They need to do the same with trade shows. recommend ranking trade show leads using the point-system outlined below – the higher the ranking, the hotter the lead. 1. Image: AAPEX Shows.

Social Prospecting: Using Twitter For Industry Trade-Shows And Conferences

Sales Prospecting Perspectives

Recently one of our Directors asked me to speak with his teleprospecting team on leveraging social media channels for prospecting. Their question (or statement) was “My project wants me to drive traffic to a booth at an industry trade show, so Twitter isn’t really going to have any value to me.” Twitter can be a great value for both sales reps and inside sales teams looking to drive traffic to a booth or connect with prospects who may be attending the event. This should consist of those who are attending the event and your prospects. think not!

Geofencing? And other ways to target ads to trade show attendees without being there.


Heading out to trade shows and conferences are one of the best ways to generate leads. Most industries have at least one key event that your prospects attend. However, trade shows are costly, and measuring ROI can be complicated. So when you’re at a trade show, there are a number of tips to make you stand out and increase the capture prospects.

Selling at Trade Shows: A Lesson From a Hot Shot High Tech Company

Jill Konrath's Fresh Sales Strategies Blog

Qualifying Prospects Last year I spoke at Dreamforce with my client (If you sell into the IT area, check them out.) Over 130,000 customers, developers and partners were there. After our talk, I went to DiscoverOrg’s booth for a book signing. The exhibit hall was a zoo. When all my books were gone, I spent time observing their salespeople in action.

After The Trade Show: How To Stop Your Leads from Disappearing

Savvy B2B Marketing

We're pleased to present the following post from guest submitter Daniel Frank: So it was great show, you have enough business cards to sink a small ship and you’re looking forward to all the sales you’ll be able claim in few months. Before you go to the trade show, work out a lead scoring system so that you can ensure leads are properly prioritized. Lead score.

Got a Trade Show Coming Up? How to Use Instagram While You're There


Think about the last time you put together a booth for a trade show or conference. There''s one very inboundy, inexpensive trade show tactic that you missed: an Instagram presence. So if you''re curious about how to integrate Instagram into your other trade show activities, keep on reading. Hate to break it to you, but you still forgot something.

Ten Ways to Rock Your Trade Shows

B2B Marketing Unplugged

Here it is, only the middle of February and already I have one trade show under my belt. It was a great show and I have nothing but respect for anyone who bets the farm on a show in January in Canada. So just in time for the Q2 show planning cycle, let’s recap Bizmarketer’s Top Ten Trade Show Tips. 1. Pick the right shows. When was the last time you pushed a show organizer to update the lead system or to turn around the attendee list a little faster? Ask them how many people register but never show up. Do you know why?

ROI, Trade Shows, Sales

Savvy B2B Marketing

Trade show marketing is an extremely effective way to boost your company’s profile, and boost your sales. When you’ve settled on an event, research the successes and failures of the last few shows. To get the biggest bang for your marketing buck, you need prospects to attend the trade show. More leads will become more sales, which will boost your trade show ROI. 5. Increasing your trade show ROI doesn’t have to be a daunting task. But it can also be challenging. Do your homework. Who showcases there?

Tips for trade show exhibitors

Integrated B2B

Beloved by sales departments the world over, trade shows are an excellent platform for marketing your business. From exhibition signage design to simple deal-making tips, read on to learn six immutable tips for successfully exhibiting at a trade show. 1.     Don’t be too ‘salesy’. While trade shows are undoubtedly about sales, they rarely reward a hard sell mentality.

What’s the killer app in B2B marketing? Face-to-face events


But, year after year, events like conferences and trade shows consistently show up at the top of the list.  Hundreds of qualified prospects have flown in, to talk with you, under one roof, in an intensely productive series of days. Trade shows certainly suffered after 9/11, and the comeback has been slow. It’s not digital, except tangentially. Bingo. alone.

100 Tips for Trade Show Lead Generation

B2B Lead Generation Blog

came across this helpful post by Mike Thimmesch on 100 Trade Show Lead Generation Ideas that's worth checking out. Go to fewer trade shows, but put more effort into booth staff preparation and promotions for each remaining show. 6. Track leads to determine and expand in the shows with the best ROI 9. Have your sales people invite their prospects to visit your booth and set up meetings in advance 29. Send an email invitation to the show’s pre-registered attendee list for this year, and the registered attendee list from last year 30.

How B2B Companies Can Know If Their Trade Show Marketing Works

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer B2B companies who measure their trade show ROI are able to increase the effectiveness of their marketing investment and determine which shows are working. For many companies, trade show marketing is driven by one the most powerful forces on the planet: inertia. And which aren’t.

The Top 7 Things to Avoid at a Trade Show

Modern B2B Marketing

by Shonal Narayan Even in the digital age, trade shows continue to have a place in the marketing mix. For many businesses, trade show participation is a great way to generate new pipeline, build prospect relationships and create brand awareness. Here are 7 common trade show pitfalls to avoid. When: Don’t show up late for setup!

B2B Trade Show Marketing Best Practices

Sales Intelligence View

According to MarketingSherpa 2012 Marketing Benchmark Report, trade shows have secured the top spot as the most effective B2B marketing platform. Most people at trade shows know that getting their badges scanned means they will be receiving emails from a number of vendors, so don’t be coy when they ask why you need to scan their badges.

B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different

Great B2B Marketing

My assignment was to gauge the marketplace, understand the key trends, research what competitors are doing, and gain insight from prospects and partners.  In prior jobs I’ve spent hundreds (maybe thousands!) of hours at industry conferences, and it was good to be back in the saddle (so to speak).  It was interesting to note how things have changed—and the many ways they have stayed the same.  Almost every vendor at the show I attended had a giveaway offer of some type. Pre-show and post-show promotion is still critical.  Technorati Tags: Event Marketing , Trade Show.

10 (+1) Tips to Maximizing Your Trade Show ROI, Part II


In my previous post about making the most of your tradeshow dollars, I discussed proper components of press releases, using paid search to attract online searchers, writing multiple blog posts, and hosting pre-show breakfasts to showcase industry knowledge. If a list isn’t available, a quick Google search may show you which media outlets are attending or writing about the show. Take heed, however: Don’t spend a lot of money on trinkets; your ideal prospects are looking for solutions rather than tchotchkes. Best of all?

Lead Nurturing: You can’t automate trust

B2B Lead Generation Blog

Both of us attended Dreamforce 2014 (Jill was a featured speaker) and we stopped by number of trade show booths to see the different vendors and learn what’s new in their companies. Today’s prospects have a general lack of trust and they simply don’t want to be sold. Trust is earned by being helpful, relevant and honest with your prospects. My research shows that executive buyers choose the salesperson who has been a resource and developed a trusted relationship with them regardless of their timing to buy. It was fast. How could they help me right now?

Eight Rules for Lead Generation Events

B2B Marketing Unplugged

It was all written down at a pretty bad prospect lunch I attended a few months ago, and the cold darkness was an under-heated lava cake, which signaled the end of a dismal meal at a dismal event. The product they were showing off was of only marginal interest to me, and of no interest to most of the other people they invited from my company. Rule 1: Use an experienced event manager.

Rules 42

Get the Most Out of Trade Shows with Pre & Post Show Prospecting Strategies


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. Instead of reading a two-page description of what the most effective strategies are, I want you to watch a short, 45-minute webinar that shows successful trade show strategy, messaging, cadence, and methods that increase conversions. Timing is everything!