Hubspot Sales

APRIL 6, 2020

Whether you specialize in inside sales or are a field sales pro, you have likely picked up a lead or two at an event or trade show at some point in your career. Here are some ways to generate qualified leads in place of live events and trade shows. Host webinars and online workshops. Focus on email campaigns.

Trade Show 124

Trade Show Sales Qualified Lead Lead Rank Lead Scoring 124

Smooth Sale

APRIL 8, 2024

Photo by SNCR_Group Attract the Right Job Or Clientele: Maximize Your Trade Show Success And Business Growth Trade shows are vital to the business landscape, offering unparalleled opportunities for networking, learning, and showcasing innovations. During the Show: Showcase your products/services. Engage attendees.

Trade Show 97

Trade Show Maximizer Direct Mail Networking 97

Zoominfo

APRIL 29, 2020

Events and trade shows are expensive, even if you’re not a sponsor. You can find lots of tips online for generating more leads at trade shows and corporate events: spend more money on better real estate on the event floor, spend more money on prizes and giveaways, send more people, etc. Does your team actually do that?

Trade Show 100

Trade Show Lead Generation Sales Qualified Lead Leads 100

SBI Growth

AUGUST 26, 2012

The most common marketing efforts to drive leads include paid search, SEO, social media, outbound email, teleprospecting and trade shows. In other words, content marketing is communicating with your customers and prospects without selling. Almost 4X vs. Trade Shows leads. It is non-interruption marketing.

Lead Scoring 306

Lead Scoring Lead Rank Leads Marketing Qualified Lead 306

The Pipeline

APRIL 14, 2014

Earlier this month in a post title To Call Or Not , I cited some stats about the level of effort required to engage and sell new buyers. Having remembered that the company had recently done a trade show about a week before our conversation. I asked how many leads he picked up, he told me about a hundred or so.

Margin 312

Margin Trade Show Follow-up Lead Management 312

The Pipeline

MAY 21, 2019

Most trade shows I attend, I do so to prospect, not as an exhibitor. Organizers kindly line up prospect in neat little stalls, one after the other. A couple weeks back I went to an event where I was indeed interested in what they were displaying and selling. This time I got to experience trade shows like most mortals do.

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Trade Show Lead Rank Lead Scoring Sales Qualified Lead 232

SBI Growth

OCTOBER 31, 2013

Of the 365 days in a year, you can spend 232 of them selling (See Exhibit A). A field Sales Rep should be spending around 64% of those available hours selling. What if you spent an hour or two more per week selling? Without getting too deep into the weeds, below are 5 steps to sell smarter. How do you achieve that?

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

Zoominfo

DECEMBER 15, 2020

Which means things shaking up in the B2B world — holiday emails are being blasted, sales deals are being closed, and 2021 recruitment strategies are finishing up. And to get there, you have to ramp up your visibility and engagement with your best sales, marketing, and recruiting teams.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

Jeffrey Gitomer

JUNE 14, 2011

NOTE: Often at a business networking event everyone’s trying to sell – you gotta be able to wear either the buyer or seller hat, and listen for your opportunity. Trade shows. Both industry specific and general business shows are excellent places to get known, get sales, and get ahead. Join a private club.

Networking 325

Networking Hiring Trade Show Social Media 325

The Pipeline

JULY 17, 2014

The reason I say this is the number of instances I have seen where people, who have a sales title of some sort on their business card, seem to be selling by using the ESP sales methodology. For me it was a low energy day, so I was not jumping up and down every time we identified a fit, nor did I high-five them as I was leaving.

Follow-up 282

Follow-up Sales Methodology Trade Show Proposal 282

Pipeliner

NOVEMBER 24, 2024

The ABCDE of Selling Wes introduces his unique framework, the ABCDE of selling, which he describes as a circular process rather than a linear pipeline or funnel. Trade Shows: Participate in industry events to showcase your products and services. Direct Mail: Send personalized mail to capture the attention of prospects.

Video 116

Video Strategy Top of Funnel Direct Mail 116

Nutshell

MAY 7, 2024

Trade shows can be powerful platforms for showcasing your products, growing your brand, and winning new customers. However, figuring out how much your business actually benefits from attending trade shows can be challenging. Why measure your return from trade shows?

Trade Show 71

Trade Show Maximizer ROI Lead Rank 71

Sales and Marketing Management

JANUARY 20, 2020

million B2B reps currently selling, as many as 1 million could be gone by 2020. It’s not just B2C companies that are selling directly from their websites, on Amazon or through affiliate relationships. And when you speak, ask questions that encourage your prospects to open up and talk about the problems that keep them up at night.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

Score More Sales

MAY 27, 2013

In past posts I’ve talked about how your social footprint is your 365 day per year, 24×7 online trade show where your buyers and potential referral partners can learn about you on their own schedule. It doesn’t happen without the up front effort of building out your social profile in all the right places.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

The Pipeline

AUGUST 23, 2012

A great sales person sells things, but also combines an air of expertise with a genuine feeling of concern for the client. If there are particular industries that you always sell to, get to know what makes them tick. Read up on industry trends, perform market research , attend trade shows and read the best blogs on the topics.

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Trade Show Call-back Small Business Small Business 243

Score More Sales

OCTOBER 24, 2013

You think you are ready for social selling but then you realize there are some basics you have not fixed yet. It is like having a 24-hour a day trade show booth online. Knowing there are horrible trade show booths and amazing ones – the same goes for how sellers are represented online. Network Connections.

LinkedIn 216

LinkedIn Ideal Customer Profile Trade Show Survey 216

Zoominfo

JULY 15, 2019

You create a pop-up photo booth where people can take pictures with their friends and then receive stylized edits of their photographs to take home. Or, if your company sells intangible products like software and technical solutions, you can craft an email campaign offering a free trial of your product. Industry events and trade shows.

Trade Show 246

Trade Show Campaigns Face-to-face B2B 246

The Pipeline

JULY 16, 2019

Not a moto for successful selling and retention, but maybe it has some purpose. Many who sell in a “complex sales” environment continue to define their value in ways linked to features, not business impacts. Ask a group of sellers what they sell, and the majority will respond in something related to their deliverable.

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Prospecting Trade Show Objections Buyer 284

Score More Sales

NOVEMBER 26, 2013

Every week I run into executives who are saying to me, “OK, I’m ready to put up my profile” or “I have a profile but don’t really know what to do next”. Like going to a trade show or Chamber of commerce meeting, it won’t benefit you unless you interact in smart ways on an ongoing basis. set up advanced searches.

LinkedIn 226

LinkedIn Trade Show Ideal Customer Profile Lead Rank 226

Score More Sales

NOVEMBER 28, 2014

We used to pick up the phone to call customers when something came in that they would like. We kept lists of sizes and favorite colors for when husbands and fiancés wanted to pick up a surprise gift. You can grow your visibility and be like a non-stop trade show by creating a strong presence online. Don’t sell them!

Apparel 240

Apparel Trade Show Ideal Customer Profile Google 240

Sales and Marketing Management

MARCH 11, 2019

The marketing team created leads and engagement opportunities, while the sales team built relationships and set up accounts. Geotargeting: There’s probably a geographical component to the sales data, including customer locations, opportunities for travel, events, and trade shows. Show value.

CRM 289

CRM Lead Rank Lead Scoring Data 289

The Pipeline

JULY 27, 2017

Try this experiment, if you are a manager or team leader, next time you have team together in a room, or call, ask them to respond to the following question: “What do you sell?” If you need to set it up, tell them the setting is a trade show and the person asking the question could be a viable prospect, so the answer counts.

Transportation 225

Transportation Trade Show Exercises Call-back 225

Pointclear

APRIL 30, 2013

He is a regular guest on CNN and HLN on the subject of marketing and social media and is an internationally-recognized keynote speaker for corporations, events and trade shows around the globe. Jamie was recently profiled in Advertising and Promotion , the world''s best-selling college-level marketing textbook.

Lead Scoring 248

Lead Scoring Lead Rank Leads Marketing Qualified Lead 248

No More Cold Calling

DECEMBER 18, 2014

How can you stay fresh and upbeat leaving voicemail messages all day long and hoping a live person will actually pick up? You might also get so-called leads from your website, special offers, email campaigns, direct mail, trade shows, advertising, and conferences. You contact someone and then follow up with a letter.

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Gatekeeper Cold Calling Telemarketing Referrals 303

No More Cold Calling

AUGUST 3, 2017

You’d be surprised how often I hear, “My account based selling team can’t close.”. Did the leads come from your website, SDRs , your marketing team, a webinar you conducted, trade shows, or referrals from trusted colleagues? What was their system for following up? Selling is never about closing. Buyers do that too.

Account 220

Account Closing Sales Qualified Lead Referrals 220

Zoominfo

JUNE 14, 2018

Industry trade shows and professional events are an excellent way to learn new skills, network with others, and revive your creativity. Today we teach you everything there is to know about B2B event preparation—so you can get the most out of your next trade show or industry event. Let’s get into it! 5. Branch out.

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B2B Trade Show Social Media Vendor 159

Sales and Marketing Management

APRIL 24, 2020

To help you power up your reps’ efficiency, boost the bottom line and deliver a customer experience that lasts long after the initial sale, here are a few ideas for leveraging data as part of your B2B sales strategy. Maybe they all found you in a similar way – social media, a trade show or sales outreach, for example.

Data 240

Data B2B Ideal Customer Profile Strategy 240

Alice Heiman

MARCH 27, 2019

Many conferences, trade shows, and other events start with a meal, usually breakfast. Get Connected: Many conferences and trade shows now have an app with a list of attendees, speakers, and sponsors. Then follow-up with a nice note. Challenge yourself: Walk up to someone standing solo and introduce yourself.

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Conference Networking Trade Show Social Media 127

SBI Growth

DECEMBER 5, 2017

For companies selling any construction-related products, finding shelf space on the largest home improvement retailer, The Home Depot (HD), is a dream. Who Are You Selling to? Contractors make up just 3% of HD’s base, however they generate 40% of the store’s revenue; easily making them HD’s most valuable customers.

Trade Show 136

Trade Show Retail Face-to-face Construction 136

Zoominfo

FEBRUARY 25, 2021

Examples of outbound prospecting include email outreach, social selling, and cold calling. Trade Shows: Investing sponsorship of industry events or even producing an event using internal resources. Trade shows are incredibly conducive to lead generation because 81% of trade show attendees have buying authority.

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

The Pipeline

APRIL 29, 2011

Sign up for our Email Newsletter. The water backs up and nothing moves through. For example, get so-called leads from mailings, trade shows, advertising, networking, newsletters, and speaking. A Random Walk Up Sales Street. Home About The Pipeline. Free Resources. 0 Subscribers. Subscribe by Email. February 2012.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

MTD Sales Training

NOVEMBER 1, 2011

I presented my session on eselling® at the ISMM’s Successful Selling Conference recently, where I met and had a very interesting conversation with Peter Bowen, CEO of Access Displays – who produce modular and custom built exhibition stands for all manner of venues and events. What are your objectives for the show? Happy Selling!

ROI 290

ROI Maximizer How To Face-to-face 290

Alice Heiman

FEBRUARY 12, 2020

If you want your team to hit their number, you must spend time coaching them to do that and stop letting low priority tasks take up your time. . When selling is neglected because too many things get in the salesperson’s way, the sales leader must clear the path so that salespeople spend the majority of their time selling.

Sales Coaching 168

Sales Coaching Coaching Closing Trade Show 168

No More Cold Calling

AUGUST 25, 2011

Selling is tough. We receive a referral introduction, respond to a request from our website, meet a sales prospect at a trade show, or answer a phone call from an interested and qualified prospect. He was apologetic, said he was hiring new people, and he was still interested in pursuing a referral-selling initiative.

Referrals 185

Referrals Trade Show Call-back Hiring 185

DiscoverOrg Sales

FEBRUARY 19, 2019

In my experience – first as DiscoverOrg’s CMO, then Chief Growth Officer, now President – I’ve found it’s important to take some time at the beginning to get your footing – identify priorities and make a plan – so that you can get some quick wins that prove your worth and set your organization up for long-term success.

Lead Rank 230

Lead Rank Marketing Qualified Lead Lead Gen ROI 230

Sales and Marketing Management

JUNE 29, 2020

The comfortable confines of the corporate office are off limits; customer calls are virtual-only; and plans for sales kickoffs, trade shows and other in-person events have shifted to a virtual model (or been cancelled altogether). Firing up the revenue engine post-crisis. How to sell to leads during and after COVID-19.

Face-to-face 228

Face-to-face Conference Trade Show Video 228

The Pipeline

JANUARY 16, 2012

Sign up for our Email Newsletter. Stored in Attitude , Buying Process , Communication , EDGE Sales Process , Gap Selling , Impact Questions , Planning , Productivity , Prospecting , Sales Success , Sales Technique , Sales eXchange , execution. One way to this consistently is to use the GAP Selling model. Free Resources.

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214