These days, many reps are more comfortable sending an automated email than picking up the phone. But, before moving forward, it's worth identifying whether the phone is even the best way to follow up with leads today. That answer is "Yes." A recent study by sales pro Marc Wayshak shows the phone is still the best tool in selling, with 41.2% of respondents naming their phone as their most effective sales tool. So after your trade show event - conduct your follow-up to your booth leads by using this advice!Read More
Trade Show Display Marketing Tips and Advice
Inbound marketing is a holistic, data-driven approach that leverages content on your website to attract buyers researching your products and services online. And then convert them to leads so you can close more deals. It mirrors the way people buy in today's digital environment and works in both B2B and B2C situations. But what if you don't have a marketing department or your marketing team doesn't practice inbound? What if you have to generate your own sales leads? We of course feel that marketing in your trade show booth is the most effective means to obtain leads - but here are some additional options to help you:Read More
For all the powerful processing work the human mind can do, it's still prone to making bizarre assumptions and jumping to illogical conclusions. Unfortunately, we don't usually recognize these patterns as strange. Since they're unconscious, they seem normal. Like it or not, these biases are part of us, so those in the business of persuasion can benefit from learning how to spot and play to them.Read More
Topics: trade show effectiveness,, keeping customers, motivating at trade show events, marketing effectively at trade shows, effective trade show marketing, attracting an audience, trade show booth selling
Major industry events are all about entertainment, motivation, and connection, right? Well, sure. But they’re also great opportunities for salespeople to build relationships and generate revenue. So how did “I closed $50,000 of business at an industry event.” Even at a trade show event while in your booth you can use these tactics to help close a deal!Read More
Success in selling belongs to those who can balance the roles of analyst and storyteller. Doing so requires the ability to source, organize, and communicate data in a way that connects the salesperson’s solution to the buyer’s challenge. In short, salespeople must be master storytellers with data. But where to start?
Here are three steps to improve your team’s ability to craft compelling sales narratives that differentiate your company’s solution and advance the sale.Read More
Sales promotions aren’t always necessary to close business. In fact, salespeople shouldn’t get in the habit of regularly using promotions when mastering essential negotiations skills. For sales leaders, promotions either make the customer’s decision easier or motivate the salesperson to work a little harder. Both scenarios require a something extra from the seller.
So, are sales promotions necessary in 2018? Oh baby, they sure are. When constructed correctly and deployed intelligently, they should enhance, not disrupt, the sales process. Here’s some advice on how to make your sales promotions kick ass instead of a pain in the ass.Read More
While working in your trade show exhibit - you probably are not trying to close a deal. In a perfect world, all prospects would love you starting the moment they shook your hand -- and then they’d eagerly sign on the dotted line. Unfortunately, deals are almost never that easy to win. And it can seem nearly impossible to close when you’re dealing with tough customers who make everything harder than it needs to be. If clients try to push you around, or they waffle indefinitely over their next steps, deals can drag on for weeks on end. And, chances are, these interactions won’t even end in a sale.
While you can’t control prospects’ attitudes, you can control your responses. You can take productive steps to increase your chances of closing the sale -- even when you’re dealing with the worst customers imaginable. With these six keys to closing tough customers in sales, you’ll be more prepared to deal with bullies, noncommittal prospects, and just plain difficult people. Implement them now, and start to crush your competition in sales.Read More
We’ve all been through the same sales training and coached on the same sales playbook. When it comes to qualifying high-potential sales opportunities, salespeople look for: senior decision-maker involvement, buying authority, customer consensus, approved budget, and a clearly articulated need. However, in a world where customers learn far more on the their own and progress further along a purchase path before reaching out to reps, yesterday’s winning playbook is today’s losing recipe.
Why? These attributes are symptomatic of “Established Demand” -- meaning customers have not only figured out exactly what they need, but how much they’ll pay. The more boxes your opportunity checks, the less likely there’s anything left to discuss but price. Sure, the likelihood of a win might be high, but the likelihood of a great deal is incredibly low. In this world, the sales team is little more than the customer fulfillment team. What’s a better alternative for effective opportunity qualification?Read More
Over the last 10 years, inbound marketing has proven to be a great way to generate leads and acquire customers and help you hit your quota. Inbound marketing is a holistic, data-driven approach that leverages content on your website to attract buyers researching your products and services online and then convert them to leads so that you can close more deals. It mirrors the way people buy in today’s digital environment and works in both B2B and B2C situations.
But what if you don’t have a marketing department or your marketing team doesn’t practice inbound? What if you have to generate your own leads? Many sales professionals don’t have the marketing support to rely on a steady flow of inbound leads, but still have to hit their quotas. Luckily, the inbound sales methodology provides many ways to fill that need. Here are a few ways you can start generating inbound leads on your own.Read More
This article is focused on how to grab attention with emails mostly - but I do think that you can apply a few of these tips to your pitch at the trade show event - cause everyone knows you only have a few seconds to grab the attention of a prospect in your trade show booth! According to a recent study by Microsoft, humans now have attention spans shorter than that of a goldfish. A mere eight seconds is all we can muster, while our fish friends can concentrate for nine. But this is no big surprise. We prefer food delivery in less than 30 minutes, videos under two, and laughs in 140 characters or less.
What does this mean for salespeople? We have less time to capture our prospects' curiosity than ever before. So, like the best bull riders, saddle up, and use these eight tactics to grab a prospect’s attention in eight seconds or less.Read More
Topics: motivating at trade show events, marketing effectively at trade shows, effective trade show marketing, trade show booth selling, tips on how to sell at trade shows, selling in your trade show botoh