Virtual Events are in, and everyone knows it, but getting people’s butts in seats, and staying engaged is a different matter. Some say virtual events have engagement promise, but growth in this economy is elusive. Sruthi Kumar from Sendoso is here to tell us how to achieve growth in a downturn economy.
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In business these days, it’s increasingly difficult to connect by phone, let alone face to face meetings, which is why Tradeshows are back in fashion with a vengeance. Read the rest of this entry »
We know that trade shows are a must-have marketing campaign, but each has the cost of the show and the people (people are often 2X the cost of the show). The good news is that trade show leads take fewer touches to close, but shows are often not measured by their revenue contribution. In our interview with Victor Kippes, founder and CEO of Validar, he explains how to measure the revenue contribution and how to avoid cutting shows from the schedule because no one can answer, “Was that show worth it?” The host is Jim Obermayer Read the rest of this entry »
Everyone, yes everyone, knows that trade show leads close faster than any other type of lead (fewer steps in less time). With the fixed cost of a trade show going in, the challenge is how an average company can get the maximum number of qualified leads. Double the number of qualified leads, (which reduces your lead cost in half) and you will increase sales by 100%. Sounds farfetched but not really; our guest George Rebhan of LeadValu will tell us how to do it. The host is Jim Obermayer.
About our Guest George Rebhan
George is president and co-founder of LeadValu LLC, and an accomplished entrepreneur and product development expert with over 30 years of experience. He’s been part of the founding or executive management team for a number of start-up or early stage companies. George also played a key role in the acquisition planning/strategy and post-acquisition integration for those companies. Read the rest of this entry »
When asked what they want from marketing, sales reps usual ask for more qualified leads. In this program Matt Hill of the Hill Group tells us how to create double the qualified loads at trade shows. Hill ,who says his company has trained over 60,000 sales reps, says it doesn’t cost more to the create better leads, just reps that are willing to learn. The host this week is Jim Obermayer.
Some of the points covered:
- How to attract more visitors to your booth.
- How to have more conversations with qualified visitors.
- How to politely disengage from conversations.
- Three things your booth staff should be doing.
- Three things your booth staff should stop doing.
- How to decide if a visitor is qualified or not.
This is Matt Hill’s 26th year of providing exhibit staff training. He has trained over 60,000 exhibit staff personnel from around the world. Some of his clients include Microsoft, GE, Toshiba Medical Systems, Intel, Hewlett-Packard, Medtronic, Apple, and the U.S. Department of Commerce. Matt has published three books about working in a trade show environment.
He is a career salesperson with over 30 years of experience. He started as a factory rep for Playskool toys, then he was at Xerox selling engineering products and then with his own company, The Hill Group for the past 26 years. He holds a BA degree in psychology from California State University, Northridge.
His company, The Hill Group
, is focused in three areas: Training corporate personnel to work in their own trade show booth (Exhibit Staff Training Workshop); training presenters (Presenter Development Workshop); and helping managers work with their younger employees (Managing the Millennial Generation).
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms.The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit BuildPipeline.com or call 888-335-0340
Conferences and trade shows are part of every industry. Whether you and your company participate in them is part of your marketing plan. Once you have your plan and schedule - how are you going to prepare to make the most of the money you spend on attending, exhibiting, sponsoring or speaking at these events? Do you have enough staff to get it covered; and not only COVERED but NAILED?
Jim reminds us that planning for a conference needs to start months ahead of time. Communicating with attendees through inmail systems days before isn't good enough and will most likely be a waste of time.
Jim Obermayer will interview SLMA Marketing Director, Susan Finch, on this very topic. You may not realize how much of a mediocre presence you have once you realize all that you can do before, during and AFTER the conference or trade show.
This show had several ideas that to some, may be obvious, but making sure you do them can add to your successful conference experience before, during and after!
A bit about Susan Finch in her own words:
Her mission: Create marketing solutions that give you power, renewed excitement, peace of mind, knowledge, and a plan while making you look great.
I give you control of your marketing plan AND I translate geekspeak into plain English. I’ll create a customized marketing plan that includes video, strategic alliances, client advocacy and then you get to choose the parts you want to do, and get my assistance with the rest, including: branding, repurposing and creating your content, and developing training materials.
Learn more about this specialty of hers here >
Host Jim Obermayer interviews Victor Kippes, CEO of Validar on the tough subject of the attitude of trade show managers about sales leads. Do they really care? Is their job just to show up and throw up (the exhibit of course) and then not care about the reason for the show?
About Victor Kippes
Victor Kippes is CEO of Validar Inc., a B2B lead management company that specializes in events. Much of Validar's value proposition is based upon Victor's experience as a receiver of leads. He has been in a sales role for over 20 years both as a direct contributor and as the leader of a large enterprise sales team. He is a recovering sales leader who understands very well the challenges marketing and sales leaders face specific to demand generation and lead management. If you are a marketing leader interested in understanding and articulating your true value, or a sales leader interested in improved conversions and pipeline growth, Validar and Victor are there for you.
Validar provides B2B lead management solutions to large corporations and we specialize in events. If you are attending or producing an event / campaign with the primary purpose of driving new opportunities to your sales team, Validar can help.
Its solutions lower cost by driving relevant lead follow-up activity to sales and increase revenue by reducing lead decay from campaigns. They enable their customers to identify, categorize and track new opportunities, pipeline and actual revenue contribution from their marketing efforts. Specialties: B2B lead management solutions for companies that attend or product events.