Cleaning up at Trade Shows
With the display, booth costs, travel, hotel, etc., trade shows can be a relatively expensive way to meet prospects. With this in mind, leads can be like gold. It is critical to capture every lead you can in order to make your trade show worth the investment. Before you go to the show you want to decide: A. Are you going for volume? The most leads. A great way to build up your mailing list. Or... B. Are you going to focus on capturing just the right prospects? Spending quality time. This is a...
Make the Most of Trade Shows with Sales Automation
There are many benefits to exhibiting at trade shows,
including getting quality face-to-face time with your potential customers, a
desirable advantage in today’s market. Being physically present gives B2B
companies an opportunity to build relationships with clients and prospects. It
also offers the chance to compare how well your business stacks up against
other players on the showroom floor.
Trade shows and events can get expensive though, with booth
and travel costs, per diems...
Trouble Hitting Your Sales Goals? Maybe You Are Using The Wrong Number
Lots of companies give salespeople dollar goals to hit. While that is certainly one way to do it, in some cases it can be counter productive. After years of trying different sales goals, we finally found an approach that got better results across the board. Here is what we did... 1. We separated marketing goals from sales goals. We gave each team their own goals where they are totally accountable. 2. We gave our marketing team a goal of X number of inbound sales leads to generate per week. We...