10 Tips for a Successful Trade Show Follow-up Campaign
AUGUST 18, 2014
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.
Report: Trade Shows Generate Highest Quantity & Quality of Leads
NOVEMBER 14, 2014
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.
Geofencing? And other ways to target ads to trade show attendees without being there.
MARCH 30, 2016
Heading out to trade shows and conferences are one of the best ways to generate leads. However, trade shows are costly, and measuring ROI can be complicated. Invite prospects via personalized email to a pre or post show meeting.
8 Ways to Get More Value from Your Next Trade Show
NOVEMBER 18, 2014
Trade shows can be valuable investments that get your brand in front of hundreds – and sometimes thousands – of prospects. Trade show success is about more than remembering to bring business cards, keeping a pen in your pocket, and maintaining a pleasant expression.
9 Steps to Revitalize Your Tradeshow Marketing Strategy
MAY 1, 2013
It should be a very strategic process, where every aspect of your tradeshow: pre-show, during-show, and post-show are all meticulously thought-through and tied back to a strategy and aligned with your business goals and objectives. What you’re featuring at the show.
The Biggest Challenge in Creating and Marketing White Papers
JULY 15, 2010
Business decision makers don't read white papers just because a product or service is "cool" They have real business problems they are trying to solve. We asked white paper experts: " What is the biggest challenge in creating and marketing a white paper?
Lead generation using white papers
Anything Goes Marketing
AUGUST 26, 2006
There are many methods - trade shows , contact us forms, webinars , you name it. I found a great blog on of these lead generation methods that focuses on white papers. If you're looking at creating a white paper or trying to spice up an existing one, check out Michael Stezlner's Writing White Papers blog. Do you think that adding white papers to your business blog is a good idea?
Checklist Marketing: Too Many Shoes in Your Suitcase?
JUNE 11, 2015
White Paper…check. Trade Show…check. Both Do-It-Yourself marketers and professional marketers alike rationalize their activity on a tactical basis (number of white paper downloads, website traffic, “Likes” and “Re-Tweets,” etc.),
B2B Lead Generation Blog: Using White Papers for Lead Generation
B2B Lead Generation Blog
AUGUST 23, 2006
If youre involved in marketing to IT or financial buyers, you should consider using white papers or e-books. After doing numerous lead qualification programs , we have found that only 5 to 15 percent of those who download white papers are truly sales-ready leads.
B2B Lead Generation Blog: White Papers and Lead Generation, Key for BtoB Marketers
B2B Lead Generation Blog
OCTOBER 6, 2006
« Webinar: A Multimodal approach to Lead Nurturing for Complex Sales | Main | How to Become a Thought Leader and Attract Customers » White Papers and Lead Generation, Key for BtoB Marketers Complex sales cycles make the development of multi-modal marketing strategies critical.
Content Marketing Tips for Lead Nurturing
B2B Lead Generation Blog
FEBRUARY 9, 2015
A lead nurturing program can leverage existing investments that you have made in other marketing efforts such as trade shows, webinars, direct mail, PR and other marketing collateral by repurposing the existing content. Direct mail examples: personal letters, dimensional mailers, books, post cards, newsletters, press releases, white papers, event invitations, research reports, case studies, success stories and third-party articles.
B2B Lead Generation Blog: Lead Generation via white papers and webinars
B2B Lead Generation Blog
AUGUST 11, 2005
MarketingSherpa.com : How to Get Thousands More White Paper Readers & Webinar Attendees: Red Hats Initial Test Results. " One final thought - dont rush a list of webinar attendees or white paper download registrants to your sales team and call them sales leads.
Is B2B Lead Generation Really This Difficult?
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. Note: I wrote a white paper on this very topic.).
Email Marketing 101: No-One Cares About Your Product
JANUARY 8, 2013
All that matters is the white paper, the video, the Webinar, whatever it is that is on offer in the campaign. Calls to action must always be 1) specific and 2) tangible – download a white paper, view a demo, register for a free trial.
Small But Mighty – Building a Power Team
JANUARY 7, 2016
Preparing for the test always takes me back to the start of my career in marketing, and most importantly, to my transition from the trade show and events space into the world of marketing automation.
Demand more from today’s B2B marketer
OCTOBER 9, 2015
When it comes to B2B marketing—whether it be social media, email marketing, blogs, white papers or attending trade shows—it has to be about lead generation. It’s great when content shows up in one of our prospect's Twitter feed because of a targeted hashtag.
Feeding Sales Is a Process, Not a Project.
OCTOBER 8, 2015
They develop white papers, email campaigns, go to trade shows, and —well, you know, execute on lots of projects. For example, if you’re attending a trade show, you start with: Booking the space, ordering your swag, designing the booth, booking hotels, etc.
33 Inspiring B2B digital marketing case studies
grow - Practical Marketing Solutions
MAY 21, 2015
Here we go: CONTENT MARKETING ADP : Developed a content marketing campaign to connect and engage with their target audience on a ADP solution using white papers and a diagnostic assessment tool. Leads increased significantly while trade-show costs decreased 75%.
Lead Nurturing in 6 Simple Steps
B2B Lead Generation Blog
DECEMBER 8, 2014
Include all of the people you could potentially sell to: people you’ve met at trade shows, who have spoken with your sales team and who have responded to your website. Find content – articles, blogs, white papers and the like – that addresses these issues.
How We Learn – One Size Doesn’t Fit All
NOVEMBER 5, 2015
Develop content like white papers, eBooks, infographics or analyst reports for visual learners. So, let your employees learn, help them learn and provide a variety of options for their learning—a once a year trade show won’t cut it to keep the best employees engaged.
Industrial Blogs and Their Benefits-Challenge Duality
Industrial Marketing Today
MARCH 3, 2012
Invite people to download the entire article or white paper (Lead generation). Write blog posts about your own internal test results (as long as you are not giving away trade secrets). Announce upcoming trade shows and events where you plan to be present.
How to Re-Manufacture Your Marketing: An Inbound Marketing Guide for Manufacturers
MARCH 29, 2017
While older marketing techniques such as cold calling, print ads, and trade shows remain effective to a degree, supplementing these strategies with effective online marketing can help you get better results.
33 Thought-Provoking B2B Social Media and Marketing Stats
FEBRUARY 16, 2016
Despite the brand lift from buyer engagement and the plans to increase spending on social media marketing noted above, only about 10% of B2B marketers say they are able to quantitatively show the impact of social media on the business.
Five B2B marketing beliefs and trends debunked
JUNE 26, 2015
I’m bothered by much of what I read and hear today when marketing people and agencies pontificate about B2B in presentations, webinars, white papers, and even blogs like Biznology. First a disclaimer – I’m an “old” salesperson!
Why You Should Stop Mapping Content Formats to the Buyer’s Journey
Digital B2B Marketing
MARCH 28, 2012
Here is one example from TechTarget : eBooks are earlier than white papers which are earlier than virtual trade shows? I have had it with “research” about the content formats B2B buyers prefer at each stage of the buyers journey.
5 Simple Ways to Take Your Lead Nurturing Program to the Next Level
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”?
B2B Marketing is Becoming More Like B2C Marketing – Or is it?
NOVEMBER 19, 2013
Show off your brand’s personality. While text (such as blog posts and white papers) will continue to play a significant role in B2B marketing, messages and concepts can often be delivered in a more compelling manner through infographics, online slide presentations, and video.
Who Is Your B2B Customer & How Do They Find You?
MARCH 6, 2014
white papers, case studies, research papers, etc.) White Papers. Trade Show Documentation.
103 Compelling Social Media and Marketing Statistics for 2013 (and 2014)
NOVEMBER 12, 2013
Webinars, virtual events and other digital communications channels are driving trade shows and other live events to extinction, right?
4 Measures to Find Out if Your Prospecting is Effective
Your Sales Management Guru
APRIL 13, 2015
When email marketing, client referrals, and trade show attendance is not enough, prospecting online provides opportunities to attract new leads to your business. You start creating all sorts of downloadable content – eBooks, white papers, checklists and Infographics.
How to select the right lead generation media mix
MARCH 4, 2016
Consider when the trade shows and conferences in your industry are scheduled throughout the year. Trade show. Include a white paper offer, with response instructions, such as an 800 number or a web form URL, in your press releases.
33 Phenomenal Content Marketing and Copywriting Guides and Tips
APRIL 23, 2013
Unlike other modifiers attached to the discipline (consumer marketing, b2b marketing, trade show marketing, digital marketing), the term “content marketing” doesn’t describe an audience, tactic, or channel, but rather a completely different approach to marketing.
Is Content The Solution for Your Shrinking Sales Pipeline?
JULY 20, 2016
Conventional tactics like phone calls and trade shows were effective because prospects had no other means to engage with salespeople. White papers, articles, infographics, and videos are effective content assets in this regard. Despite a vibrant U.S.
Push versus Pull Marketing: In B2B, You Need Both
MARCH 28, 2013
This can be in the form of blogging, downloadable white papers, videos, infographics, and others. Event marketing, such as trade shows and conferences, where you can not only kick off relationships with new prospects, you can also convey your expertise through speaking engagements.
3 Keys to an Effective Autoresponder Program
MARCH 13, 2013
Studies show that responding to new sales leads promptly, literally within minutes, can have a dramatic impact on the rate at which those leads are qualified, and the speed at which they convert to opportunities and, ultimately, deals.
Your Role on the Customer Journey
JANUARY 19, 2017
Today’s digital maps show those cues – like the Chevron on the corner, or the Starbucks on the right – that help guide drivers like me down the path. Get the customer’s contact info at that trade show. Your brand may not have a presence on those channels, but if you do, you could show up at just the right moment, much like a much-needed rest stop. Things like free white papers or other quickly digestible downloads that can help them in their business.
Good Reads for B2B Marketing - 5 Buyer Behaviors Reshaping B2B Marketing
JUNE 6, 2013
B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different. The most sought after content are research reports, white papers, case studies and product reviews.