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Why it's important:
Forget excuses that the traffic was great and the event (booth) was crowded, did it ultimately produce, or are you pleased to bury the results.
If improving event results, not just attendance or traffic, but sales results is your goal, listen while you work to Ian Gotts and Peter Gillett. Think about your last event and seriously consider if it lived up to your expectations.
Peter Gillett brings international experience for trade show software applications to the long-running program
SLMA Radio, the longest-running weekly internet radio/podcast program for at-work and mobile listeners on the Funnel Radio Channel, announced that Peter Gillett, CEO of Zuant, is joining SLMA Radio as a host.
The SLMA endorses the Elevate Event Sales Kickoff Event. The speakers are tremendous and we are looking forward to the program. Velocify did not pay for this endorsement.
By Nick Hedges
If you are a sales professional or work with sales in any capacity, ELEVATE is an event not to miss. This free virtual sales kickoff sponsored by Velocify and the American Association of Inside Sales Professionals (AA-ISP), will help you and your team perform at their highest level in the coming year with access to more than 30 of the greatest minds in sales.
Still not convinced? Here are 10 reasons to attend ELEVATE:
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.
Some of the points covered:
Title and Link: Working with your Millennial Exhibit Staff
SLMA Score: Five of Five. Compact at four pages but loaded with a to-do list. Not self-serving.
Published by: Hill Group
Author: Matthew Hill
Length: 4 tight, bullet packed pages
Highlights: Matt Hill writes about:
- Take Advantage of Their Strengths
- Challenge Them
- Understand and Manage Their Weaknesses
- Communication Tips for Trade Show Managers
- Recruiting Millennials for Your Exhibit Staff
- Traits to Look For
- Before the Show
- During the Show
- After the Show
Nice roadmap for managing a trade show booth and its millennial people. Considering trade shows
But there is a way to earn $12K more per year ($604,650 over 25 years)
Article: Travis Stanton, Editor Exhibitor Magazine
Cost: Free, but it’s worth millions in sales if taken seriously.
Available link: Lead Time Research
Why it’s important:
Billions are spent on exhibits which companies admit are all about sales leads and yet lead handling is dismal, depressing, sad, miserable, and otherwise shameful considering how exhibits can identify qualified leads and shorten most companies sales cycle. The ones who get it right are brutally beating their competitors.
Highlights and Low-lights
The article has lots of statistics and graphics, 90% is an infographic. This 2015 study is comparing stats with 2010. The Exhibitor Group is to be commended for publishing this study which has a few bright spots, but not many.
• 59% do not have a formal lead-scoring or lead ranking process.
• 46% said data collected was moderately to not useful.
• 46% said leads are qualified by staff conversations.
• 63% don’t set a goal for the quantity of leads they hope to collect.