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Listen while you work: How to Measure Revenue from Trade Shows

Trade shows are a must-have marketing tactic, but there is the cost of the show and the people (often 2X the cost of the space,, setup, transportation, etc.). 

Research has shown that trade show leads take fewer touches to close, but exhibits managers often aren’t measured by their revenue contribution.  During this SLMA Radio program we interview  Victor Kippes, founder and CEO of Validar, and 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.

IStock-164431365This podcast has been awarded the Sales Lead Management Association "Go to the Bank" stamp of Approval. Only articles, ebooks, research, podcasts or white papers that directly have an effect on revenue get this stamp. 

About Validar

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.  Phone: 206.577.1123  

You might also like:

Five Ways to Increase Qualified Leads from Trade Shows by 300%

Why doesn’t Exhibits Management care more about sales leads?


 This blog is supported by the generous sponsorship of  VanillaSoft and Goldmine CRM Software and the 25 additional sponsors of the SLMA. 

IStock-544131474For priceless but free membership in the Sales Lead Management Association go here. 




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