The Point

MARCH 13, 2013

One reason is that sales bandwidth ebbs and flows, so, for example, if you return from a trade show and dump 3,000 leads into your CRM system, you can bet that some of those leads aren’t going to hear from anyone in sales for days or weeks, if at all.

Autoresponders 100

Autoresponders Effectiveness Trade Show Bandwidth 100

The Point

AUGUST 20, 2015

When marketers rate trade shows as their most effective lead generation tactic, it tells you that programs are being judged on volume and speed, i.e. their ability to generate large quantities of leads in a short period of time. B2B marketers are focused on the short term, to their detriment.

Lead Generation 100

Lead Generation Demand Generation Agencies Lead Scoring Lead Ranking 100

The Point

JANUARY 20, 2011

66 percent of B2B marketing budgets continue to be allocated to “traditional” media channels, including trade shows and direct mail; however digital marketing accounts for 8 of the top 10 most effective channels for reaching B2B audiences. • 1 in 3 marketers think measuring ROI will be their top marketing challenge in 2011.

Planning 100

Planning Allocation B2B Marketing Google 100

The Point

MAY 10, 2011

Stephens of eMarketing Strategy is an expert in customer acquisition and wrote the book (literally) on Trade Show & Event Marketing. . • Steve Nesich of MarketStrike has more than 20 years experience in corporate events – including conferences, seminars, Webinars, and virtual events.

Webinar Metrics 100

Webinar Metrics Emarketing Trade Show Acquisitions 100

The Point

NOVEMBER 15, 2010

A trade show lead is likely to be at a different stage in the selling cycle compared to someone who registers for a Webinar. If that trade show lead is simply the result of uploading a show attendee list, the reader may not even know why he or she is hearing from your company. Take advantage of it. Lead source.

Lead Nurturing 100

Lead Nurturing Segmentation Sales Qualified Leads Campaigns 100

The Point

NOVEMBER 4, 2010

Often inside sales can’t get to all leads quickly enough (for example, after a trade show) and email ensures that every lead is responded to promptly, eliminating the chance that opportunities will go missing due to (even temporary) issues of sales bandwidth. Here are the key reasons: 1.

Lead Scoring 100

Lead Scoring Lead Ranking Telemarketing Process 100

The Point

AUGUST 15, 2012

And those Webinar invitations that you broadcast to every trade show lead you’ve generated since 2005? We need to talk. You know that monthly newsletter you blast to your entire database under the guise of “lead nurturing”? You can do a lot better.

Lead Nurturing 100

Lead Nurturing Sales Qualified Leads Lead Scoring Lead Ranking 100

The Point

FEBRUARY 4, 2011

When you dump 200 leads into the CRM database following a trade show, marketing automation guarantees that every one of those leads hears from your company in a timely fashion. Increased sales productivity due to better identification of sales-ready leads.

Marketing Automation 100

Marketing Automation Automation Bandwidth Cost per Lead 100

The Point

JANUARY 8, 2013

Ah you say, but there IS a call to action that’s both specific AND tangible – the invitation to see a demo of the product at the upcoming NRF (National Retail Federation) trade show. And were the entire email about that demo, and what you could expect to see and learn when you attend the show, it might work well.

Product 100

Product Email Marketing Cross-Selling Paper 100

The Point

JANUARY 24, 2013

For example, it’s likely that trade show leads require a different response and follow-up than do say, referrals from partners. Understanding the scale and source of leads will help determine the scale of your lead nurturing program, and to what extent you need to tailor your approach to different sources.

Lead Management 100

Lead Management Process Work Management Sales Qualified Leads 100

The Point

MAY 30, 2013

Or save travel expense by scheduling the planning meeting for when you and your team will be at a trade show near the agency’s office.). Annual planning meetings are some of the best opportunities to have the agency fly out and meet face-to-face. (Or

Demand Generation Agencies 100

Demand Generation Agencies Paid Search Agency Advertising Agencies Ad Agencies 100

The Point

FEBRUARY 10, 2010

The key can be used in conjunction with direct mail, brochures (for example, as a trade show handout), or magazine inserts. You choose the URL (up to 250 characters) and the key directs users to that address via a secure server. The company behind USB INSERT , US Branding Group , says that initial response has been overwhelming.

Microsite 100

Microsite Demand Generation Trade Show CAN-SPAM 100

The Point

OCTOBER 14, 2010

Marketo’s most effective demand generation vehicles, as measured by cost per prospect (in Marketo parlance, prospect = in-profile lead): 3rd party email blasts and virtual trade shows. Not all Web behavior is created equal.

Marketo 100

Marketo Impressions Demand Generation Agencies Lead Nurturing 100