The B2B Research Blog

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Insights from the B2B Barometer

The B2B Research Blog

When asked where they plan to spend their budget over the coming 12 months, three channels look set to receive around half of marketers’ spend: Events top the list with the average marketer planning to spend 15% of their budget on trade shows.

SME marketing channel preferences revealed

The B2B Research Blog

Second, seek the implicit endorsement of trade media. A similar proportion of SMEs, 62 per cent, report that suppliers producing editorial content in trade titles are likely to get on their radar. . Specifically: Four ‘face time’ channels – conference speaking (minus 24 per cent when negative responses subtracted from positives), seminars (minus 23 per cent), trade shows (minus 18 per cent) and networking (minus 12 per cent). There are 1.3

SME 64

Green shoots? Highlights from the B2B Barometer survey

The B2B Research Blog

Looking ahead, a net 80% of agencies are confident in their trading outlook for next 12 months. . They also reveal that five marketing channels will take centre stage in their efforts to do so: Trade shows (expected to consume 15% of total marketing budget). Double dip recession. Greek bond defaults. Spanish bailout. We’re clearly not quite out of the ‘Great Recession’ yet. But we B2B marketers have always been an optimistic bunch. .

47% of B2B marketers endorse using sex to sell

The B2B Research Blog

To use, or not to use, promotional girls at a trade show stand? Market engagement is so poor that setting up qualified appointments pre-show doesn’t seem to be an option. B2B marcomms marcoms stereotypes Trade eventsEver since I was invited to join The Network of Aspiring Women (Birmingham Group), I’ve felt more in touch with my feminine side ( see post here ). Perhaps that’s why my interest was piqued by a recent discussion on the B-to-B Marketing LinkedIn Group.

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.

A Quick Guide to a Successful Trade Show [Infographic]

Webbiquity

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.

Ignite Your Trade Show Success in 2016

Kaon

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.

Trade Shows and Trade Offs

Salesfusion

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

Report: Trade Shows Generate Highest Quantity & Quality of Leads

The Point

The report, however, goes further – ranking trade shows as far and away the most effective demand gen channel in their “BtoB Channel Effectiveness Quadrant,” surpassing (by some margin) even demand gen workhorses like email marketing and PPC.

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. Oh, and let’s back out the other vendors, students, speakers, organizers and those Shriners who showed up a week early for their own event.

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!

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 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. Trade Show ?

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. Just as we see #5 not performed, many times post trade show work is not performed or tracked.

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.

The Trade Show Follow Up Process

Salesfusion

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.

Content Marketing’s Role at Trade Shows

Brandpoint

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. Now picture yourself inside the booth at a trade show.

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.

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. 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. At the show Facebook and Twitter provide good coverage in addition to YouTube. 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.

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.

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.

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? And that most of the work happens once the trade show starts.

Trade Show Marketing: Tips for increasing prospect engagement

B2B Lead Generation Blog

Tweet It’s easy to get ahead of ourselves trying to promote products and services before we’ve given the prospect a reason why they should learn more, and trade events can exacerbate the issue. How Technology on the Trade Show Floor Can Help Your Sales Team Work Smarter and Sell More.

Event and Trade Show Etiquette: 4 Tips to Make Your Booth a Success

Vertical Response

As the new year approaches, are industry events and trade shows part of your marketing plan? Here are four tips to think about the next time you’re on the show floor: 1. Pre-populate your browser with specific pages you want to show from your website.

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. Plus, you can learn a lot at a trade shows from customers, prospects and even competitors.

5 Best practices of trade show lead qualification

Biznology

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.

5 Worst Trade Show Blunders

Bungalo

Last week, I spent two full days walking the floor in Orlando at the International Builder Show (NAHB). The investment that firms make in booth space, set up, and staffing, make these shows extremely expensive to participate in. Without qualifying, the rep openly shares pricing, competitive information, and trade secrets. . The investment in morale has been tough through the recession, but it is now playing itself out on the trade show floors.

5 trade show marketing mistakes

Biznology

trade show industry is BIG. In 2012, there were 10,900 trade shows that drew 27 million attendees. While the overall industry has grown 2-3% in 2014, not all shows have seen this increase. The post 5 trade show marketing mistakes appeared first on Biznology.

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.

9 Must-Attend Retail Trade Shows for 2015

Vertical Response

Whether you’re a one man-or-woman run business just starting out, or a 20-year-old company of 50+ employees, one should never underestimate the power of attending a trade show. In a recent article on Forbes , Georganne Bender, a retail speaker, consultant and recognized industry expert, and her partner Rich Kizer both stressed the importance and value that businesses of all sizes gain from attending trade shows.

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. Even as a teenager my daughter still loves kitschy trade show giveaways. This is what happens when your only trade show metric is gathering leads rather that acquiring qualified prospects.

10 Ways to Make Your B2B Trade Show Social

Social Media B2B

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. Most shows have some keynote address or educational content, even if there is not a full-blown conference track.

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.

What B2B Trade Show Attendees REALLY Want From Exhibitors

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer In a comprehensive trade show study, the thing an exhibitor can provide attendees that has the highest correlation with purchase intent is new learning. If you’ve attended enough trade shows, you’ve seen them.