Partners in Excellence

FEBRUARY 7, 2023

As a person who thinks prospecting is so vital, and properly done, so powerful, I am in a quandary writing this post. I know thousands of sales people will be forwarding this article to their managers, saying, “This guy says outbound is dying, I don’t need to do more prospecting!” We have to capture attention.

Tradeshows 139

Tradeshows Construction Prospecting Conversion 139

Score More Sales

OCTOBER 30, 2014

When your sales people reach out to a prospective buyer who is an executive in a company, one of the first things they do is go look at your website to better understand if they want to give up their valuable time to meet or talk. Inbound Marketing. Buyers go online to find the products and services you offer – every day.

Tradeshows 86

Tradeshows Represent Inside sales B2B 86

Sales Hacker

DECEMBER 20, 2018

Sales productivity is all about maximizing time spent on the most critical sales rep activities (prospecting, client meetings, networking) and minimizing the resources needed to accomplish them (i.e. Salespeople spend just one third of their day talking to prospects and spend 21% of their day writing emails. What is Sales Productivity?

Product 102

Product Tradeshows Appointment CRM 102

Partners in Excellence

OCTOBER 12, 2014

The invitations come from people selling all kinds of tools — Content management systems, compensation/incentive systems, account planning, territory planning, social selling, analytics, pipeline management, research systems, prospecting tools, proposal/configuration management, pricing.

Tradeshows 113

Tradeshows Quota Territory Sales 113

SBI

OCTOBER 24, 2019

Sales Tools to Increase Tradeshow ROI. There’s been a lot of excitement around Sales Enablement solutions (for the purpose of this post, I’m referring to solutions that help sellers find and deliver the right content for each prospect). Sellers can’t easily deliver it to prospects. Zuant’s Customizable Lead Forms.

Tradeshows 29

Tradeshows Sales Follow-up CRM 29

SalesLoft

AUGUST 6, 2013

Prospecting is all about having meaningful conversations with contacts who fit your ideal prospect profile. But all prospecting starts with one unique task… List building. Due to its popularity, universal adoption, and self-updating nature, LinkedIn is the most accurate and up-to-date prospect database for finding leads.

Prospecting 52

Prospecting Tradeshows Cold Call Manufacturing 52

SaaStr

AUGUST 22, 2022

This might be a missed opportunity, if your customers and prospects are there. A related post here: How to Think About The Huge Expenses of Events and Tradeshows. But sometimes, it’s just not your DNA. That’s OK. But both strategies can work. If you know the playbook, and are intentional about which one you are running.

Tradeshows 117

Tradeshows Niche Start-ups Closing 117

Hubspot

NOVEMBER 18, 2010

Demonstrate Online Growth and Statistics - When talking to Elizabeth Kaiser at Crisafulli Pumps she said her CEO now understands that the internet has changed how manufacturing companies need to market to their prospects and customers. “Tradeshows used to be the only way, and now people can click and go across the world.”

Manufacturing 67

Manufacturing Tradeshows Sell Contract 67

Hubspot

JUNE 8, 2020

Regardless if you are a grizzled sales veteran with decades of experience or brand new to the profession, here are some simple steps to delight your prospects. So how do you create a positive experience for your prospect during the pre-purchase phase? This leads to subtle pushes like asking for a demo before the prospect is ready.

Sales Experience 73

Sales Experience B2B Prospecting Tradeshows 73

Veloxy

MAY 3, 2022

Number of prospects. Most people wait for the next regional seminar or national tradeshow to discover future practices. Make continual improvement easier and more enjoyable for them by trimming down the list to these ten sales resources that are interactive and insightful. Sales Calculators. Sales can be an intimidating numbers game.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Partners in Excellence

APRIL 12, 2023

” Or buyers used to source their information from sellers (and conferences/tradeshows), but then discovered Google and the power of the web. We’ve adopted “clever prospecting techniques” leveraging volumes of emails, back to back calls from different numbers, local presence, social outreach.

Assembly Line 125

Assembly Line Customers Tradeshows Manufacturing 125

Hubspot

JUNE 24, 2011

Social Media Driving Offline Traffic - Do you exhibit at tradeshows? Sure, giveaways and spending lots of money is one way, but why not supplement that with some online promotion using social media and your corporate blog to promote your presence at the tradeshow? How do you get traffic to your booth?

Tradeshows 76

Tradeshows Cold Call Promote Education 76

ConversionXL

MARCH 17, 2021

Canceled events and tradeshows increased the focus on outbound activities. This intent data helps identify what stage of the buying journey your prospect is so that you can personalize your outreach message with the right call to action. Suggest which prospects you can reach out to to book an introductory call.

B2B 150

B2B Non-Profits Tradeshows Campaign 150

Partners in Excellence

APRIL 12, 2022

I recall, one of the most useful “give-aways” at tradeshows were sturdy bags, with our logo, for people to collect literature for their book shelves in their offices. And customers/prospects always seemed to find each other, pick up the phone and share experiences. And now we have the ability to move much of that online.

Retail 139

Retail Tradeshows Territory Up-sell 139

Martech

NOVEMBER 19, 2021

It may be something like, “Our goal in this sprint is to launch a micro-campaign to reach prospective buyers in the Seattle area for our new cold brew coffee flavor of the month. It’s not a list of every item expected, but rather what success would look like for the team at the end of the week or two. Can we get that done this sprint?”.

Tradeshows 112

Tradeshows Campaign Technique Launch 112

Hubspot

JULY 10, 2014

Now, if you know anything about our founder/CTO Dharmesh Shah , you know he''s really passionate about helping startups use marketing to earn the love of their prospects. You won''t win prospects'' attention with bigger ads or a big booth at a tradeshow." He''s also really into -- and really good at -- making epic slide decks.

Tradeshows 76

Tradeshows Cold Call Technique Prospecting 76

Hubspot

AUGUST 30, 2011

Fantasy: Inbound marketing focuses exclusively on top-of-the-funnel objectives like attracting prospects & leads. Fantasy: If you give your content away for free, prospects will never buy your full-fledged offering. Fact: Sharing free, relevant content online helps search engines & prospects find you. Inbound Marketing.

Tradeshows 78

Tradeshows Networking B2C Lead generation 78

Partners in Excellence

APRIL 22, 2015

We don’t have to prospect, find, qualify, do need/requirements discovery. And there are other important digital (and, surprisingly non digital resources like conferences and tradeshows) that are part of what customers are doing during that 57%. A conclusion we all draw from this is the role of the sales person has changed.

Customers 117

Customers Tradeshows Education Sales 117

Hubspot

SEPTEMBER 12, 2024

While the pandemic normalized remote work, I still find in-person meetings at conferences and tradeshows crucial to building real relationships with your prospects and gaining their trust. Ninety-five percent use the software to some degree, 78% use it regularly, and only 5% don’t use it at all.

B2B 80

B2B B2C Tradeshows Contract 80

Martech

JANUARY 13, 2022

Marketo Sales Insight to drive account and prospect intelligence to sales. Tradeshows, seminars, and events. Dynamic interactions with customers on a website. Marketing analytics to prove and improve business impact. Predictive content ensures best fit assets are presented. Marketo Sales Connect to coordinate sales and marketing.

E-commerce 123

E-commerce Tradeshows CRM Healthcare 123

Hubspot

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Aggressive, generic offers were just as fruitless, especially when the prospect hadn’t already confirmed their interest in what I was offering. (In

Closing 79

Closing Quota Healthcare Tradeshows 79

Salesmate

APRIL 10, 2020

If you think your sales reps will just call, use their charm and convince the prospects. Most startups are so engrossed in selling their product that they give less attention to the prospective buyer’s problems. First discover the prospects’ goals, problems, and challenges. Sales fact 2: Prospecting should be strategized.

Tradeshows 93

Tradeshows CRM Pipeline Follow-up 93

Salesmate

MARCH 23, 2021

Start-ups collect leads from many sources like websites, tradeshows, social media, email campaigns, cold calls, references for their revenue cycle. Here’s how a CRM helps you grow your start-up-. Helps you collect leads coming from different sources .

CRM 116

CRM Cross-sell Tradeshows Up-sell 116

Sales Hacker

APRIL 8, 2021

A prospect comes to a webinar. Prospect tells the AE “This is awesome, but we’re too busy. Prospect declines. A sequence about the tradeshow happening in two weeks is only possible if marketing pays for a booth, so if a lead responds to it, marketing deserves credit. So far, so good. Here are two scenarios.

B2C 106

B2C E-commerce Tradeshows Commission 106

Score More Sales

MARCH 13, 2013

Invite existing customers as well as any prospects and strategic partners that are in the geographic area of your event. Today’s tradeshow booths are littered with people who simply sit and stare at their smart phone – you appear unapproachable and disinterested when you do that. Bigger shows have technology to do this.

Tradeshows 87

Tradeshows Strategize Follow-up Technology 87

ConversionXL

MAY 11, 2013

For example, if your marketing campaign consists of PPC, Tradeshows, and Radio Ads, each marketing channel is assigned a different phone number so you could measure both volume and quality of phone conversation. Setting the phone call as a conversion goal just like any other conversion goal. image source. image source.

Commission 116

Commission Territory Objectives and Key Results Tradeshows 116

ConversionXL

OCTOBER 22, 2018

The prospect-to-customer journey is not a linear series of events; it’s hard to predict and measure every engagement. Here’s what I mean: Prospect A sees a Facebook Ad for your newest blog post and clicks through. They measured success by the number of attendees, which they counted as net new prospects. Closed-Won.

B2B 131

B2B Process Campaign Contact 131

Heinz Marketing

MAY 18, 2023

Another way to collect data are list imports which most likely come from events or tradeshows. Similar to list uploads, there will be times where sales reps are prospecting and adding new contacts. Again, this might seem like a no brainer but, if you are using hidden UTM fields make sure you’re adding UTMs to URLs.

Tradeshows 98

Tradeshows Consult Contact B2B 98

Hubspot

MARCH 4, 2011

So what can you do to capture the attention of thousands [of potential customers] without spending a fortune on advertising, pay-per-click or [gasp] tradeshow schwag? Better still, Google will love it, and more prospective customers will be able to find you online. ” And yes, that actually is a scientific fact*. Be helpful.

Tradeshows 73

Tradeshows Launch Campaign Start-ups 73

Pointclear

FEBRUARY 2, 2012

Embedded in every client program, they help us identify the right prospects and convert them to qualified leads. The next step is to employ market segmentation , prioritizing and testing to identify prospects more likely to buy—as well as buy at larger deal sizes. Identify areas and/activities to help prospects close faster.

Lead generation 70

Lead generation Objectives and Key Results Tradeshows Healthcare 70

SalesLoft

SEPTEMBER 15, 2015

The top of the funnel goal for your business should never be to collect a bunch of data with business cards or badge scans, it should be to connect with ideal prospects, start a real relationship, and book an actual qualified appointment. Tradeshow “demos” don’t count. Recycle the ones (many) who don’t reply.

Appointment 52

Appointment Tradeshows CRM Quota 52

Martech

JANUARY 20, 2022

Virtual events excel at identifying prospects and their intent to purchase, and bestowing thought leadership. COVID accelerated the pace of virtual event development as prospective attendees sought alternative professional development opportunities and ways to stay connected with their professional community. Virtual event “networking.”

Objectives and Key Results 141

Objectives and Key Results Networking Presentation Entertainment 141

SBI

MAY 5, 2020

Ironically, this will mean that when Tradeshows and Exhibitions get going again, they may have less visitors, but their value will increase as this becomes one of the few ways to meet in person. VIPs Regular Customers Priority Prospects Media Internal customers Analysts /press ls your CRM data available and up-to-date?

Tradeshows 47

Tradeshows Appointment Follow-up Teamwork 47

Hubspot

JULY 13, 2011

Susan Friedmann, AKA The Tradeshow Coach , also believes social media can be an invaluable weapon in a marketer’s trade show arsenal, but she emphasizes that while the means and media to reach trade show attendees is evolving, the fundamentals of producing a successful trade show event remain largely unchanged. Share the Love.

Tradeshows 71

Tradeshows Manufacturing Prospecting Campaign 71

Pointclear

NOVEMBER 2, 2016

Are you leaving out a null sample of prospects that do not go through marketing automation to understand what you are not scoring that you should be; OR, what you are scoring that you shouldn’t be. You may not ever know if you go to the lost prospect directly. Win/loss analysis: You will never really know by asking he sales executive.

Tradeshows 58

Tradeshows Sales Lead generation Prospecting 58

Salesmate

MARCH 2, 2021

You can easily track your prospects’ activities on your website and send out more meaningful messages to your customers. CRMs for real estate make it effortless to collect leads from various sources and put them into one centralized platform: Websites Tradeshows Social media platforms Email campaigns Cold calls References.

Real Estate 116

Real Estate CRM Customer Relationship Management Appointment 116

Engage Selling

FEBRUARY 10, 2018

You’re having a hectic week of client meetings or at a tradeshow and things begin to slide in the self-care department. You know how it goes. Eat a greasy meal here, pull a late night there, and then load up … Read More »

Tradeshows 54

Tradeshows Clients Meeting Objection handling 54