Savvy B2B Marketing

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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.

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?

Help! We Have a Trade Show Coming Up!

Savvy B2B Marketing

They either have a limited amount of time, money, or both, but suddenly have a trade show coming up and they need something to give to prospects. The following is a step-by step guide for creating customer-facing marketing collateral for that impending trade show: 1. But don't go packing those up for the show just yet.

Help! We Have a Trade Show Coming Up!

Savvy B2B Marketing

They either have a limited amount of time, money, or both, but suddenly have a trade show coming up and they need something to give to prospects. The following is a step-by step guide for creating customer-facing marketing collateral for that impending trade show: 1. But don't go packing those up for the show just yet.

Ready to Nurture? Simply Remember Your A,B,C's

Savvy B2B Marketing

Think in terms of verbs – should they download a longer form paper, listen to a podcast, watch a customer testimonial, call a sales representative for more information, visit you at a trade show? Savvy is happy to have Steve Gershik, President of 28marketing, guest posting for us today. He shares his insight as a Demand Generation strategist on lead nurturing. I’ve been speaking at a number of conferences recently where marketers and sales people are quite interested in adopting a demand generation discipline within their organization. The answer is simple as A,B,C.

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B2B Videos: Go Beyond Humdrum

Savvy B2B Marketing

According to a write-up on the Social Media B2B site , prospective customers says the videos make them feel they already know Kinaxis by the time they meet company reps at trade shows. Whether used to inform or entertain, videos are claiming a place of prominence in the world of B2B content assets. And it’s no wonder. Why to Use Online Video for B2B Marketing.

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Savvy Toolkit - The Lead Nurturing Cookbook

Savvy B2B Marketing

Tantalizing Trade Show Lead Follow-up with a Revenue Demi-Glaze. As we wrap up first quarter in most company fiscal years I hear the sonic boom of Sales VP's everywhere demanding more leads in the their funnel! Manticore Technology has put together a Lead Nurturing Cookbook that belongs in the toolkit of every Savvy marketer. Extended Lead Nurturing with Succulent Results.

Marketing is Not Magic

Savvy B2B Marketing

The best a magician had ever done on the show. Their trade show booth was packed with people. Every summer my kids get me hooked on America’s Got Talent. We love watching those brave hopeful performers taking their chance at stardom. Every year some of my favorites are the magicians. This year a talented illusionist, Landon Swank , made it all the way to the final 10.

Savvy Toolkit - Gridly Gives Your On-The-Fly Documents Consistent Look and Feel!

Savvy B2B Marketing

Do you want to have consistent look and feel for all your marketing pieces and the ability to quickly customize to include a trade show booth number or promotional landing page URL without having to pay for a whole new piece from a designer? Gridly is your new best friend.

What My Grandmother (Should Have) Taught the World about B2B Marketing

Savvy B2B Marketing

The next trade show, the next product release, the upcoming networking event. My grandmother was not a business woman. She was mostly a mom, a grandmother and a homemaker. She passed away when I was only 16, but I still remember (nearly every day!) some pearl of wisdom she passed along in the form of an old saying or another. ” It seems like in B2B we are always in a rush.

Savvy Speaks: Don't Try These Marketing Tactics!

Savvy B2B Marketing

When you focus on generating quantity over quality, you're likely going to find yourself handing out tchotchkes at trade shows and putting a registration form in front of every bit of content you produce. In the marketing world, wild schemes and hair-brained ideas abound. That's because some of them work - and when they hit, they hit big. Heather. Michele. Wendy. Stephanie.

Savvy Speaks: Web Copy Turnoffs

Savvy B2B Marketing

Missing Personality: B2B companies often shy away from showing any personality because they feel it makes them look less professional. With good reason, many feel a website is the hub of a company's presence. Yet some sites do their company a disservice, especially when the copy on them makes prospects and customers cringe or click away. Here are our top pet peeves when it comes to web copy -- and suggestions for how to get visitors smiling and coming back for more! Jamie The biggest turn off for me is copy that talks at me instead of to me. How will your product make her life better? 2.

78 Questions to Ask Before Launching a Blog

Savvy B2B Marketing

Where does it make sense to include the blog URL on trade show materials? So, you've decided to launch a blog for your business. Congratulations! Welcome to the exciting worlds of content marketing and social media - all wrapped up into one bundle of bloggy joy that will require your nurturing attention for a long time to come. Grab a cup of coffee and a notepad. Got it?

Could a Mascot Help You Grow Your Community?

Savvy B2B Marketing

This week I attended DemandCon in San Francisco and saw several examples of B2B companies using humor very effectively in campaigns, videos and trade show booths. He appeared in their booth at shows, in their You Tube video series GeekTV but then he got a Flicker Account and his popularity grew. The challenge was how to get their small virtually unknown app testing company traffic at a large industry trade show AnDevCon in Nov 2011. At the end of the first day of the show they had given away 429 of their 450 available shirts! Lighten up already!

Savvy Speaks: How Do You Measure Up?

Savvy B2B Marketing

It's dangerous to draw straight line comparisons - if we looked only at the final step we would have to cut all spending on PR, social media, trade shows and other "soft" marketing efforts - all of which play a huge role in getting your prospects to make that final click. The saying goes: "If you can't measure you can't manage." Michele. Wendy. Jamie.

4 Can't Miss Social Media Tips for Small Businesses

Savvy B2B Marketing

For example, use your business blog to post about the display stand you set up at a trade show and on your personal blog, post pictures of yourself with some of the people you met while at the event. This helps show your status as an expert in your field. About the Author : Dane Cross is a blogger and online marketer who writes extensively about trade show marketing.

Need Content? 20 Formats to Consider

Savvy B2B Marketing

Articles If you are trying to get your name out there, consider writing an article that you can pitch to a trade pub, an online newsletter or any of a number of other places. Consider repurposing content from a white paper, eBook or presentation at a trade show or another event. Content makes the world go round, doesn't it? eBooks I'm a big fan of eBooks. Try a slideshow.

Need Content? 20 Formats to Consider

Savvy B2B Marketing

Articles If you are trying to get your name out there, consider writing an article that you can pitch to a trade pub, an online newsletter or any of a number of other places. Consider repurposing content from a white paper, eBook or presentation at a trade show or another event. Content makes the world go round, doesn't it? eBooks I'm a big fan of eBooks. Try a slideshow.

B2B Marketers: Are Your Glasses Half Empty or Half Full?

Savvy B2B Marketing

Companies are augmenting trade shows with virtual events and webinars. Lots of marketers seem overwhelmed by everything that now falls under their purview. Organizations are adopting marketing automation and inbound marketing software at dizzying rates. Participation in online communities and in an array of social media channels is flourishing. And it’s seeing tremendous results.

One Tech Marketer’s Approach to Lead Nurturing: Interview with Pete Marino of D-Link Networks

Savvy B2B Marketing

And if we get a name from a trade show, our first email to that person might include an offer to download content without requiring registration. We also provide sales with access to the information provided to us by TechTarget, showing engagement with our campaigns and similar campaigns run by other companies. Please explain D-Link’s typical sales cycle and buyer. A.

So you have a prospect list….now what?

Savvy B2B Marketing

Be sure to reference the trade show or association that generated the list. Clients frequently call me almost giddy with anticipation. They have gotten a list of prospects contact info either from a tradeshow attendee list or association membership list and they are anxious to rake in all the money just out there waiting for them. Next put it on a webpage you can track.

So you have a prospect list….now what?

Savvy B2B Marketing

Be sure to reference the trade show or association that generated the list. Clients frequently call me almost giddy with anticipation. They have gotten a list of prospects contact info either from a tradeshow attendee list or association membership list and they are anxious to rake in all the money just out there waiting for them. Next put it on a webpage you can track.

Got an Email Newsletter List? Why Not Take a Survey?

Savvy B2B Marketing

“Communication&# is not a one-way street OK, so you’ve told your prospects all about the upcoming trade show, your latest product launch and even shared an interesting industry article or two. Plenty of folks these days capture email addresses and send out regular email newsletters to clients. Bravo – these are a great way to stay top of mind with clients.

Lessons from the Field – Blogger Outreach

Savvy B2B Marketing

wanted to go back and do a deep dive on a couple of those rules which I got the most live questions and tweet about after the show. We get countless requests per week to exchange blogroll links, unsolicited guest posts, trade show trinkets and trash promotions, people with odd products not targeted to our reader base that want to place banner ads, etc. TheBloggess. The Mistake.

Savvy Roadtrip - Lead Generation

Savvy B2B Marketing

Don’t Get Lost in the Crowd at Your Next Trade Show How to make your next trade show a lead generation success! Well it is Tuesday again and time for another roadtrip down the Savvy backroads for a look back at some posts that make us infamous as Lead Generation gurus. Do you know how to reach and convert them? It’s easier than you might think. Trust me.

A New Season, a New Reason to Follow Savvy B2B Marketing

Savvy B2B Marketing

Which leads us to wonder - could the recession be over, or is it just trade show season?) So we decided to follow our own advice (See Jamie's post: 12 Ideas for Quick Blog Posts ) and look at ways to minimize time spent on writing individual blog posts while maximizing the value for our readers. So as the leaves change, so do we (and not just into boots and thick sweaters).

Savvy Roadtrip - White Papers

Savvy B2B Marketing

Put a White Paper on your website, present it at a trade show, offer as follow up from a webinar and see how you continue to get downloads, questions, etc months and years after the fact. Every roadtrip begins with a starting point. The Savvy B2B marketing roadtrip began with White Papers. The six Savvy Sisters met when we were all participants at a White Paperseminar. Tweet

How to Use Conference Calls for B2B Lead Generation

Savvy B2B Marketing

You can keep your topic similar to what you talk about at trade shows; what are people interested in? Well, when you're working a trade show booth, you most likely have a certain script you use to pique the interest of those passing by. The Savvy Sisters are excited to have Amanda Mitchell as our Guest Poster for thisweek. Admit it. Sound too good to be true? It's not.

12 Ways to Promote Your eBook or White Paper

Savvy B2B Marketing

Email as a follow up from event Include a link to the paper in follow up emails you send to thank people for participating at an event, such as a webinar, trade show or seminar. Oftentimes, when your content doesn't perform well, it's not because it isn't useful, but it's because you aren't marketing the piece well. Including in-line links to the eBook as part of your web copy.

14 Marketing Life Lines in Case of Social Armageddon

Savvy B2B Marketing

Think about hosting a virtual trade show or product demo that caters to your audience no matter where they live in the Real World. Last week on {grow}, Mark W. Schaefer wrote a post called Is the Social Web Heading for a Meltdown? The overwhelming consensus of the {grow} community is that - yes - a social meltdown is a matter of when, not if. Sweepstakes/Contests: People love prizes.

Warning: Bad Marketing Habits Are Worse in 2.0

Savvy B2B Marketing

It's easy to get caught up in the internal rhetoric, and even easier to repeat it in the form of Web copy, white papers, trade show materials, and all manner of marketing assets. Think of them as an extension of your team and show them due respect. "Truth in Advertising" has long been the butt of many jokes. But, you have to be careful in today's market. Don't.

Case Studies - Answers to the Questions B2B Marketing Managers Ask Most

Savvy B2B Marketing

Always start well ahead of any trade shows or sales opportunities to ensure you get the story you need. 3. At Savvy B2B Marketing, we thrive on different perspectives and new ideas, which is why we are thrilled to welcome today's guest blogger, Casey HIbbard, also known as the queen of case studies. In her blog - Stories that Sell - Casey shares success-story marketing best practices.

Case Studies - Answers to the Questions B2B Marketing Managers Ask Most

Savvy B2B Marketing

Always start well ahead of any trade shows or sales opportunities to ensure you get the story you need. 3. Customer case studies are high-value, in-demand marketing and sales collateral. Marketing teams are tasked with producing powerful stories, yet it’s not always easy. work with all types of marketers, from those new to case studies to seasoned veterans.

What You Need to Know Before You Hire a Marketing Agency

Savvy B2B Marketing

Whatever the reason, when you suddenly need a new brochure for the upcoming trade show, a website makeover, or you’re launching a new product and need to update all of your marketing collateral and send out a press release too – who do you call? The most well-known option is a marketing agency. Of course, all that overhead has to be recaptured somewhere.