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
About our Guest: 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. You can follow Victor on Twitter at @vkippes.
Validar is a B2B Lead Management company that specializes in events. It doesn’t matter whether your exhibiting at a tradeshow, or producing your own event or seminar series. Since 2005, Validar Inc. has helped companies identify, qualify, and manage leads more efficiently and effectively. With our software and services, companies can capture highly qualified leads at the lowest cost and quantify the performance of their marketing efforts. For any business, it is important to know where leads are in their buying cycle so they are treated appropriately and follow-up activity is not wasted. Our solution enables companies to segment their event attendee based upon both explicit and implicit participation. We enable attendees to control how they are treated post event through technology.
Why doesn’t Exhibits Management care more about sales leads? Interviewed on SLMA Radio (Sales Lead Management Association)
Victor Kippes, CEO of Validar Interviewed on SLMA Radio (Sales Lead Management Association