It's All About Revenue

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Oracle Named a Leader for 5th Consecutive Year in Gartner Magic Quadrant for CRM Lead Management

It's All About Revenue

Based on Gartner’s criteria Oracle was chosen as a leader due to repeated completeness of vision, ability to execute that vision while showing continued growth. Oracle’s continued performance as a Leader shows a strong and persistent drive of execution and vision completeness, even through multiple acquisitions and major market shifts. What is CRM Lead Management?

The Importance of an Open Marketing Ecosystem in Building a MarTech Stack

It's All About Revenue

Remember that last trade show you went to and you found a booth with just the right solution for your needs? Choosing marketing technology tools are no different than choosing tools for any other job. You need the right tools to get the job done. But with marketing technology, there's an additional layer to consider. The ecosystem. Not all technology tools work together.

The ABCs of Social Selling: Always Be Connected

It's All About Revenue

They’ve done this by searching Google, attending a webinar, downloading an E-book, attending an event, asking their network for recommendations, visiting your corporate website, reading your blog, listening to a podcast, attending a virtual trade show, watching a product demo, seeing a video customer testimonial, and the list goes on and on. What Is a Modern Sales Professional?

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Why Lead Nurturing is Now Marketing’s Domain

It's All About Revenue

Using trade shows, print ads, and occasionally broadcast spots, B2B marketers generated leads, which were passed along to the sales department. Here are some numbers that show the value of lead nurturing for marketers: • Forrester Research says that businesses that are effective lead nurturers produce 50 percent more sales-ready leads at a 33 percent lower cost.

The Marketing Skills Gap is Very Real

It's All About Revenue

Back then, brands spent their budgets on print ads, the biggest, baddest trade shows and fancy corporate retreats. by Christina Pappas | Tweet this Marketing might be in my blood. My father was a marketer before me, back in the 80’s and 90’s on the cusp of the personal computer and the birth of the Internet. No matter the tactic, my dad delivered, ending up a VP in a few short years. While I tried to convince my father to start a blog, he tried to convince me glossy magazine ads were better. There’s a lesson here: The marketing skills gap is very real. The numbers are ominous.

5 Reasons Face-to-Face Events Still Rule in Europe

It's All About Revenue

Sure, we’ve seen a shift in event marketing strategy away from the ‘big shows’ in Europe. While sometimes it’s easy to procrastinate getting some marketing activities done, there is no negotiating when a trade show takes place. by Sylvia Jensen | Tweet this The rumors of the physical event’s demise are greatly exaggerated. At least in Europe. And there’s no doubt that virtual events are gaining traction. But we’ve also seen a proliferation of more targeted events focused on specific verticals or solutions in most countries. It’s great to socialize. It’s a doable journey.

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Proof Event Marketing Isn’t Going Anywhere

It's All About Revenue

billion was spent on trade shows – that’s 45.7%. While B2B events saw a slight dip in spending in the first half of this year, longer term trends show spending rising. Ever since Steve Jobs made the product launch more like a rock concert, marketers who manage events have made concerted efforts to turn from dry presentations to epic shows. Of nearly $12.5 Only 3.6%

Where Are All The Great Leads Coming From? [VIDEO]

It's All About Revenue

So the first thing I found was that email marketing to a house list, SEO, social media (not ads) and trade shows topped the list for the most used channels, and that was with about 98%, 94, 88% and 87% of the sample all using those channels. . The outlier obviously would be trade shows. I do think also companies are getting more strategic about that trade show spend and figuring out how to make those onsite conversations really meaningful and also figuring out how to follow up with the demand that they generate. Cost per lead. Check it out. Right?

European Markie Awards Finalists Announced

It's All About Revenue

Moog Industrial Group – The SPS/IPC Drives Exhibition is critical to Moog’s market positioning, because is the trade show to be face to face with clients and provides the opportunity to touch base with partners, customers, vendors and applicants. by Eloqua | Tweet this It’s that time again! Finalists for the European Markie Awards have been announced! Cincom Systems Inc.

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Are You Revenude? 5 Ways To Prove Marketing’s Impact On Revenue

It's All About Revenue

Well, one week it’s the big trade show, the next week it’s an ad campaign. Sure, you want to show off your team’s latest triumphs. by Brian Kardon | Tweet this How are you measuring marketing’s performance? If you are like most marketers, you’re proud of all the ways you measure marketing – pageviews, visits, visitors, click-through rates, open rates, bouncebacks, unsubscribes, size/growth of the database, cost per lead, etc. The list is nearly endless. But are you measuring the things that your CEO and CFO care most about: marketing’s contribution to revenue? Take action.

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How to do Post-Event Sales Enablement

It's All About Revenue

Want to avoid your trade show budget becoming a victim of cuts? Before you even sign an agreement to sponsor or participate in a trade show, get some input from your best sales people. What happens to your leads when the show is over? by Amy Bills | Tweet this Event marketing has taken its bruises. Yet it persists as a powerful tool not only for brand awareness but also for demand generation. It generates urgency and excitement and because the importance face-to-face contact isn’t going away. Sales enablement. Align before you sign. Message development.

“You Had Me At Revenue”: 5 Lessons From The SiriusDecisions Summit

It's All About Revenue

click thru rates, unsubscribes, names scanned at a trade show) are not speaking the right language. by Brian Kardon | Tweet this. I just returned from three packed days at the Sirius Decisions Summit in Scottsdale. Once again, the Sirius Summit proved to be the event for sophisticated, ambitious organizations. The learning and results of those journeys were spectacular. of pipeline.

5 Tips For Sponsoring Virtual Events

It's All About Revenue

Like the paperless office or the Segway, the advent of virtual events came with predictions that the physical trade show would go the way of the dodo bird. In fact, virtual event trade shows and conferences are expected to generate $18.6 Be On Point Like any event, attendees usually show up for the speakers. Be Noticeable At physical trade shows you have the benefit of handing out freebies or staging attention-grabbing gimmicks. It’s a good idea to get a sense of what tactics others are employing, just you would at a physical trade show.

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Finding the Love Between Sales & Marketing at Dreamforce [Video]

It's All About Revenue

I’ll buy you more data, we’ll do more campaigns, we’ll do more trade shows – and that’s the way marketing can get more growth.” by Jesse Noyes | Tweet this The relationship between sales and marketing can be tense, sometimes downright testy. When the numbers aren’t there, and the CEO is calling, the finger pointing starts and the relationship sours. But it doesn’t have to be that way. Eloqua’s Brian Kardon , Chief Marketing Officer, and Alex Shootman , Chief Revenue Officer, get along. They like each other. Check out the video below and feel the love. Facebook.

5 Ways Marketing Automation is Like the Oscars

It's All About Revenue

From the red carpet fashion show, through the Best Picture award, to the catty recap shows, there’s a rhythm to the Academy Awards that’s a little like the road map companies follow as they race toward demand generation practices. (How’s A campaign that everyone thought was just “so-so” turns out to be a “winner”; the leads for Europe are mistakenly routed to your rep in Cleveland; a seemingly “successful” trade show has zero revenue attribution. by Brian Kardon | Tweet this. King George VI : I’m sorry? Lionel Logue : They’re idiots. Humor.

7 Creative Demand Gen Tactics to Drive Trade Show Booth Traffic

The Point

Even in this digital age, trade shows are still a core part of many B2B marketers’ 2017 demand generation plans. Generating maximum return from that investment, however, requires careful planning, and close attention to both pre-show and post-show communications strategy. In a previous post, I discussed key strategies for following up with trade show leads.

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. A 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.

A Quick Guide to a Successful Trade Show [Infographic]


A trade show can give your business countless opportunities to build networks, showcase new ideas, and interact with a wide audience – all at a personal level. But the success of your participation depends to a large extent on your pre-show preparation and how well you are able to present yourself and your business at the event. To begin with, you need to set up a trade show booth or tent that not only draws your audience, but also wows them. For this reason, many businesses leave the responsibility of setting up their trade show tent to a professional.

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?’.

Trade Shows and Trade Offs


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

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.

Pssst. Trade Shows Suck at Lead Generation. Pass it on.

B2B Marketing Unplugged

Here’s a fun way to get their attention: tell them you’re cancelling all the trade shows next year. Yes, these are the same people who refuse to take a shift at the booth, sit around eating, reading and talking on the phone when they are at the booth and who take a perverse pride in wearing a suit instead of the swell golf shirts you ordered for the show. Uh oh.

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! But if your trade show strategy is built on walk-up traffic, you are better off saving your money. The blog below is Todd’s. Shame.

How Trade Shows Can Impact Inside Sales Reps’ Sales Skills

Sales Prospecting Perspectives

What better opportunity to do so than at trade shows? By giving inside sales reps trade show experience, you allow them to become comfortable speaking in person the same way they would on the phone in a concentrated amount of time. Trade shows also give inside sales reps visibility to the competition. Getting in-person experience early on is invaluable.

Trade Show Follow-Up: 5 tips to optimize response

B2B Lead Generation Blog

Tweet For the past seven years, trade shows have surpassed websites, email marketing and paid search to secure the top spot as B2B marketers’ biggest investment, according to the MarketingSherpa 2012 B2B Marketing Benchmark Report. I can’t help but wonder given my own trade show attendance experience. Trade Show ? They dump this list into their database.

Trade Shows Don’t Work

Your Sales Management Guru

. 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. Last week while working with a client we discussed this topic in great detail and when I reviewed our Trade Show Planning tools from our Sales Management Tool Kit they were amazed at what they were not doing in planning and executing at their events.

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? Trade Shows Part 8: Other Things I Know.

The Trade Show Follow Up Process


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

Three More Trade Show Goofs and a Ray of Hope

B2B Marketing Unplugged

Last week we revisited one of my favourite themes: the shocking inability of most companies to properly execute a trade show. It must be the lack of rain, flies, noise and threat of Mongol hoards that makes us lazy and not very bright when it comes to trade shows. Show producers hate that but I don’t care. This dude did not get that memo.

Content Marketing’s Role at Trade Shows


The trade show marketing mania. No matter what industry you’re in, if you’re planning to go to a trade show, get ready for what is often an overwhelming sensory experience. With so many companies trying to stand out and capture your attention, many trade shows resemble something like Comic-con rather than a showcase of an industry’s latest trends and developments.

Five Dumb Things That Unrock Trade Shows

B2B Marketing Unplugged

Last week we talked about how to rock your trade shows. This week let’s follow that up with a glimpse into trade show stupidity with some stuff that just shouldn’t happen, but sadly does (and I have proof). It is right at the front of the show floor and it’s pretty sleek. Sales Manager Action Item: Go to the show. Let’s look at this booth. It’s a 20 by 20.

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. Marketing people just resent the interruption to their busy day on the trade show floor. And this is why it’s a stupid idea at a trade show.

8 Social Media Marketing Ideas for Your Trade Show Exhibit

B2B Marketing Traction

Skyline’s recent webinar, “Social Media for Trade Show Promotions,” was full of great ideas. It turns out YouTube is great for all phases of trade show promotion. Facebook, Blogging, and Twitter work great for pre-show marketing and marketers can post the trade show exhibit as an event on LinkedIn. Tweet.

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.

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

Sales Prospecting Perspectives

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.” Recently one of our Directors asked me to speak with his teleprospecting team on leveraging social media channels for prospecting. Of course I was excited to do so since sales teams always seem to be the last ones to embrace the value of using new tools. While speaking with the business development reps, one skeptical sort raised their hand to ask a question. I think not!

3 Ways to Break Through the Noise at a Trade Show

Vertical Response

We recently attended and exhibited at a retail trade show in Las Vegas. It was a large, multi-day event with over 14,000 attendees and tons of booths on the show floor – a daunting experience if you don’t exhibit at trade shows regularly or can’t afford a huge, flashy booth. The very nature of trade shows demands that you have personality.

How To Link Inbound Marketing With Trade Show Success

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer Would you like to link inbound marketing with trade show success? So can trade shows fit in with that new approach to marketing? For many companies, trade shows have played an important role in reaching their marketing and sales objectives. And that most of the work happens once the trade show starts.