| | | Sales Prospecting Perspectives | |  Trade Show | 16 articles |
| Page 1 of 1 | Previous | Next | SALES PROSPECTING PERSPECTIVES MARCH 18, 2013 Social Prospecting: Using Twitter For Industry Trade-Shows And Conferences 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. think not! | SALES PROSPECTING PERSPECTIVES OCTOBER 1, 2012 4 Marketing Options For The End Of Year Budget And Their Sales Pipeline Impact Trade Shows/Conferences: Trade shows are making a big return for many marketing departments; the problem is deciding which one you will invest in to provide the biggest return. On any given week there are at least one or two conferences or shows worth attending, but which makes the most sense for your organization? Sales Pipeline Impact: Low/Moderate- Shows are fun to work/attend and generally create a nice list of prospects to follow up on. There are many different avenues one can take when deciding what is the best fit for your organization. | | | | | |
| SALES PROSPECTING PERSPECTIVES APRIL 17, 2013 The New Social Buying Journey or social selling are the hottest topics at this years conferences and trade shows. Last year, the Aberdeen Group released a study in February showing that sales reps who utilize social intelligence in the sales process are 79% more likely to attain quota. 'Sales 2.0 Organizations of all sizes are finally realizing they need to have a social presence and some form of social strategy in place. The problem is, most organizations don''t know where to start or what sort of process to have in place to best utilize the social intelligence these channels provide. | SALES PROSPECTING PERSPECTIVES APRIL 18, 2013 Are Your Prospecting Strategies Standardized? The overall goal of exhibiting at a conference or trade show is to make good connections and lay the groundwork for future new business. Here are some strategies that translate seamlessly from teleprospecting to prospecting for potential prospects at trade shows: Proactive not Reactive - If you talk to any inside sales professional about sitting around and waiting for inbound leads as a best practice, they will laugh. At a conference or trade show it is even easier to strike up multiple conversations with the same person. Why would that strategy differ? | SALES PROSPECTING PERSPECTIVES MARCH 14, 2013 TeleQualification: Maximize ROI On Your Marketing Campaigns If there is ever a slow month where you might be struggling to hit your numbers or have quality conversations with prospects, getting a warm list consisting of trade show/conference prospects, webinar registrants and inbound prospects can help create some momentum. Trade show and conference follow up can lead to fantastic opportunities, but it will take some work as well. have spoken to many people who have attended trade shows just to “see how the industry is doing” and they are not in the market for a new solution. | SALES PROSPECTING PERSPECTIVES MARCH 15, 2013 Sales Prospecting Perspective Weekly Recap - Week of March 11, 2013 Samantha highlights three marketing campaigns in which telequalification can be used to increase the ROI of the campaign: inbound leads, webinars and conferences/trade shows. Along with conference/trade show leads, webinar leads are usually great opportunities, but need to be nurtured properly to maximize the amount of qualified opportunities the campaign produces. We are halfway through the month of March and hopefully you or most of your sales team is on pace for quota. It is a great tool for marketers and the first of its kind available online. Happy Prospecting | | | | | | | |
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SALES PROSPECTING PERSPECTIVES | WEDNESDAY, JANUARY 30, 2013 Hey Marketing, Do You Know Who Your Customer Is?
There are a lot of things to think about as a marketer; Website, SEO, Social Media, Blogs, MQL’s, SQL’s, Conversion rates, Public Relations, trade shows and many more that I did not mention. Commit to the basics, add value to you prospects, talk to them and show them how you can help them solve a problem, reach a goal or both. Being a Marketing Pro ain't easy. Trying to please Sales, your CEO and CFO all at the same time, I don’t envy your position. Nowhere to hide and very difficult to prove value. m here to tell you, it doesn't have to be that way. Leads. MORE >> - Sales Prospecting Perspective Weekly Recap - Week of October 1, 2012
In the post 4 Marketing Options For The End Of Year Budget And Their Sales Pipeline Impact I discuss spending on Trade Shows/Conferences, Webinars, Email Campaigns, and Teleprospecting Campaigns. If you don't need to show a ROI within the final quarter, then Trade Shows and webinars may be the best approach for your organization. It's the time of year when most of us can finally retire the lawnmower and gardening tools for the winter. Knowing you have the right tools to handle the challenges of a two foot snow storm can be extremely reassuring. MORE >> - Sales Prospecting Perspective Weekly Recap - Week of March 18, 2013
started off our week of blogs discussing social prospecting and how you can use Twitter to produce a list of prospects who may be attending and industry trade show or conference. March Madness has descended upon us and my bracket has already been busted! Let's hope your sales pipeline isn't experiencing the same thing! We usually reserve this portion of the recap to share an interesting article from the week. Today, I wanted to help our friends at Insidesales.com and Software Advice in promoting their 2013 Inside Sales Market Size Study. Now, on to this week's recap. MORE >> - Choosing The Right Lead Generation Firm
Don’t dust off the Vegas trade show list that you generated 4 years ago and expect the lead generation firm to make gold of it. There are a TON of lead generation companies out there. have no official numbers to back this up, but it seems like every demand/lead generation manager that gets laid off started an outsourced marketing firm. The result was a lot of companies signing on with more cost effective firms that knew how run lead generation programs for their old company, but didn’t know how to run lead generation for different companies. That is a sales problem. MORE >> -
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, JANUARY 30, 2013 Hey Marketing, Do You Know Who Your Customer's Are?
There are a lot of things to think about as a marketer; Website, SEO, Social Media, Blogs, MQL’s, SQL’s, Conversion rates, Public Relations, trade shows and many more that I did not mention. Commit to the basics, add value to you prospects, talk to them and show them how you can help them solve a problem, reach a goal or both. Being a Marketing Pro ain't easy. Trying to please Sales, your CEO and CFO all at the same time, I don’t envy your position. Nowhere to hide and very difficult to prove value. m here to tell you, it doesn't have to be that way. Leads. MORE >>
- Are There Too Many Cooks In Your Sales Kitchen? SALES PROSPECTING PERSPECTIVES | THURSDAY, MAY 31, 2012
- Night Out At The Cold Calling Bar. SALES PROSPECTING PERSPECTIVES | THURSDAY, JULY 7, 2011
- How To Avoid FrankenMarketing! SALES PROSPECTING PERSPECTIVES | THURSDAY, AUGUST 25, 2011
- New Year’s Resolutions and Tips On Meeting Your Sales Objectives SALES PROSPECTING PERSPECTIVES | THURSDAY, JANUARY 6, 2011
- Are You Helping Your Inside Sales Teams Help You? SALES PROSPECTING PERSPECTIVES | FRIDAY, DECEMBER 9, 2011
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