Trade Show Display Marketing Tips and Advice

10 in 10: Technologies That Changed Trade Shows Over the Last Decade

Posted on Thu, Aug 01, 2019

Last month, Core-apps celebrated its 10th anniversary as a company. While a decade of success is a proud accomplishment for any company, it might as well be 100 years in the world of technology, which changes on a nearly weekly basis these days. In honor of this significant milestone for Core-apps (which was acquired by Community Brands earlier this year, but will live on as a brand under the Community Brands’ umbrella), TSNN talked with Wayne Crawford, Core-apps’ veteran vice president of sales, to get his thoughts on the top 10 technologies that have changed trade shows over the last 10 years.

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Topics: trade show trends, trade show technology, trade show tips, video in exhibit panels, led tiles, led video walls, av rentals for trade show events

Mastering the art of tradeshow marketing: Prepping and Planning

Posted on Tue, Apr 18, 2017


We’ve all heard of trade shows, and you may even frequent them for your business. But where do trade shows fall in the current world of inbound marketing? Have they grown with the changing times? And, more importantly, should your business be dedicating time to them? 

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Topics: face-to-face marketing, trade show trends, trade show tips, trade show management, marketing at trade show events, trade show markeitng, creative trade show marketing, exhibit marketing,

Taking Digital Content to the Trade Show

Posted on Thu, Mar 23, 2017

Recently a client of mine was attending a trade show for a selected group who could use his services. It was not an audience that was his “bread and butter” but a crowd that could help him seriously expand certain areas of his business. As usual, he packed up his trade show display, business cards and brochure.  But this year, he took something else along.

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Topics: face-to-face marketing, tradeshow marketing, marketing at trade shows, trade show tips, marketing at trade show events, trade show markeitng, creative trade show marketing

6 Ways to Respond When Your Prospect Asks for a Discount

Posted on Tue, Feb 28, 2017

A discount can help accelerate a slow-moving deal, create goodwill, and give you leverage for requesting concessions. But you’ll only reap these benefits by discounting strategically -- not whenever your prospect asks for one.

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Topics: trade show plan, Trade Show Marketing Tips, trade show tips, trade show selling

Optimizing the life cycle of trade show customers

Posted on Tue, Feb 14, 2017

Traditionally, the “marketing funnel” has been a guide for marketers to move their prospects along a continuum from awareness to consideration to preference to purchase and finally to brand loyalty. According to Forrester Research, the funnel is obsolete and the Customer Life Cycle that applies to today’s consumer is more like a circle of “continuous optimization,” which flows back and forth from discovering to exploring to buying to engaging with a brand.

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Topics: trade show plan, Trade Show Marketing, trade show tips, tradeshow tips, tradeshow plan, trade show booth maketing, trade show customer

3 Conversations Sales Should Have with Marketing to Close More Business in 2017

Posted on Tue, Jan 24, 2017

Planning out your trade show strategy for 2017 can be a huge task.  You are driven by trying to drum up business for your sales team to close but they don't like going to trade show events and working the trade show display but they want the leads.  How can salespeople and marketers get back on the same page? The answer lies in having crucial conversations around Sales' pain points and identifying content that can address these needs.

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Topics: trade show tips, Trade Show Strategy, trade show selling, selling in your trade show booth, booth training

6 Signs Throughout the Sales Process Your Prospect Isn't Serious

Posted on Tue, Jan 10, 2017

On average, how many of your deals end in “no decision”? According to CSO Insight’s’ 2016 survey of 675 companies, 23.8% of forecast deals wind up in this category.  There are several potential reasons for this outcome.  First, an internal event beyond your control occurred at the prospect’s company: Your point of contact left her job, the company changed direction, there was an unexpected budget problem, and so on.  Second, you didn’t create enough urgency. The prospect has a legitimate challenge, but you didn’t reveal the immediate and significant costs of inaction.  Third, the prospect wasn’t a good fit. Your product didn’t answer all of their needs or add significant value to their life.  Fourth, the prospect never intended to buy in the first place. Some prospects talk to salespeople knowing they’re not ready or in the right position to sign off on a purchase.

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Topics: trade show plan, marketing at trade shows, trade show tips, Trade Show Planning, marketing at events

100 Sales Questions to Truly Understand Your Prospects' Pain

Posted on Tue, Dec 27, 2016

At the heart of every sale is a thorough fact-find. You’ll want to unearth the needs, the wants, and the desires of your prospect so you can present your products and solutions in a way that will be of benefit to them. And the only way that you can do this is to ask quality questions so you can really find out what their current situation is, what their requirements are, and what they are looking to achieve.

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Topics: trade show tips, Trade Show Planning, trade show selling, tradeshow selling, tradeshow plan

5 Reasons Why Prospects Don’t Buy From You

Posted on Thu, Nov 17, 2016

Every salesperson knows the pain of “the ones that got away.” Think of the prospects you just couldn’t set meetings with or get to talk to at a trade show event in your booth, no matter how hard you tried. Consider those who never purchased your product or service -- even after you poured time and energy into making the sale. It’s easy to remember exactly who these prospects were. But do you know why they got away?

In sales, it can be difficult to recognize the mistakes you’re making. Asking would-be customers for their comments rarely results in honest, helpful feedback on your sales approach. Fortunately, most customers decide not to buy from a salesperson for the same few reasons. Chances are, you’ve lost sales -- and prospects -- due to one of them.  It’s time to learn the five most common reasons why customers don’t buy from you. Once you understand the mistakes you’re making, you can finally start to dominate your competition in sales. Take a look:

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Topics: trade show booth sale, trade show tips, Trade Show Planning, trade show selling, tradeshow selling

Game Plan Strategy For Trade Shows

Posted on Mon, Nov 07, 2016

Why does strategic planning seem to be last on the to-do list for trade shows?  Of course, planning for all the details involved in an exhibit is a given. But it is all too easy to fall into the trap of showing up at an event, hoping for the best.  Based on sheer number of attendees, you will probably get a few leads. However, going to a show without strategic objectives in mind is not the best use of your marketing dollars and sales staff. 

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Topics: trade show tips, Trade Show Strategy, face to face strategy, tradeshow strategy, marketing strategy

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