How to Qualify a Lead in the Trade Show Booth

How to Qualify a Lead in the Trade Show Booth Once you've set your goals for leads at trade shows, you need to know how to qualify the leads you will count. There are 4 basic steps to qualify a lead in the trade show booth: Target Profile: know what/who you’re looking for Qualifying Questions: have a standard a list of simple questions containing key indicators Lead Capture: document the answers together with contact information in real-time Booth Training: train sales & booth staff to engage visitors in meaningful conversations Definition, Preparation & Process Are Key People often use the [...]

2020-02-25T22:24:26+00:00February 25th, 2020|Timeline Stories, Tradeshow Exhibitors, Tradeshow Perspectives, Tradeshow Sales & Booth Staff|
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How to Set Goals for Trade Shows

How to Set Goals for Trade Shows We get this question all the time. It's one we love to answer because it's so important for ROI and executive buy-in. Here's a quick overview of the four ways to set goals for trade shows: Top-of-Funnel Method based on a series of calculations starting with total attendees and taking expected percentages until you arrive at a reasonable goal Reverse Revenue Method based on break-even relative to investment using standard conversion rate and average order size Sales Coverage Method based on a multiple applied to the number of sales professionals, days and hours [...]

2020-02-25T22:30:58+00:00February 18th, 2020|Timeline Stories, Tradeshow Exhibitors, Tradeshow Perspectives, Tradeshow Sales & Booth Staff|
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Trade Show Planning Templates: What Works for You

What is a Trade Show Planning Template? Sounds straightforward enough, but different people have different preferences and needs. Are you planning your tradeshow program for a whole year, or are you planning for a specific trade show? Are you developing a business case, or getting ready for execution? What format works for you and your team? Any and all of these can change what you mean by a trade show planning template. In our work with clients and industry colleagues, we see materials and tools being reinvented over and over... and over again. We see managers spending more time formatting [...]

2020-01-24T22:31:34+00:00January 24th, 2020|Timeline Stories, Tradeshow Exhibitors, Tradeshow Perspectives, Uncategorized|
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Exhibitor Support Drives Value and Retention

What SaleStratus Means by Exhibitor Support Customer support is at the core of our business model. Although technology is what we technically sell, we deliver and derive far more value when we put ourselves in the package in the form of exhibitor support. That includes things like pre-conference preparation, on-site training, and sharing best practice tips and tactics. We are extremely proud that our tradeshow technologies are in use across multiple continents by entities large and small. We can’t profile them all, but here is a sample set of use cases to help explain what we mean when we say [...]

2019-12-13T20:18:30+00:00December 16th, 2019|Timeline Stories, Tradeshow Exhibitors, Tradeshow Perspectives|
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Event Tech Live 2019: Shortlisted & Showing Our Spark

Shortlisted for the Best Technology Partnership Award We are thrilled to have been shortlisted for the ‘Best Technology Partnership’ award by Event Technology Awards 2019. The Event Technology Awards recognise the achievements of companies delivering digital and technological solutions to the events industry. The ceremony is widely regarded as the only networking event that brings together agencies, brands, buyers, and suppliers from all event sectors. We help our clients make their events more successful by enabling better data and better leads. Supporting them with an intuitive App to qualify leads and integrating with visitor mapping software from our partners, our [...]

2019-10-01T12:46:18+00:00October 1st, 2019|Timeline Stories, Tradeshow Exhibitors, Tradeshow Organizers, Tradeshow Perspectives|
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Tradeshow Metrics

Tradeshow Metrics: Measuring Marketing and Sales Effectiveness One hot Sunday afternoon in Nashville TN, Dawn, tradeshow & events manager at a large Medtech organization stood on the edge of her packed 30 x 40 island booth watching entire groups of customers wander on, stand there, and then wander off without any engagement from the booth staff. She thought about tradeshow metrics, unsure about how to accomplish valuable attendee tracking. Sound familiar? Upon review of the available data, Dawn found that only 48 leads were taken during that opening session. But she had personally observed what appeared to be hundreds of [...]

2019-06-13T02:17:26+00:00June 11th, 2019|Tradeshow Exhibitors, Tradeshow Organizers, Tradeshow Perspectives, Tradeshow Sales & Booth Staff|
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End-to-End Tradeshow Lead Capture

End-to-End Tradeshow Lead Capture: A Holistic Approach & A New Website According to the Center for Exhibition Industry Research, 92% of CEOs concur that lead generation is the primary reason they approve the investment in a tradeshow presence. And, of those companies investing in tradeshows, on average, 42% of the entire marketing budget goes to supporting the program. It’s a $92 billion industry in the US alone, and yet, with only some exceptions, most companies admit to doing a very poor job of end-to-end tradeshow lead capture, from attracting people to the booth, to collecting and qualifying leads, and then [...]

2019-05-13T20:55:58+00:00May 13th, 2019|Timeline Stories, Tradeshow Exhibitors, Tradeshow Organizers, Tradeshow Perspectives, Tradeshow Sales & Booth Staff, Uncategorized|
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Demonstrated Tradeshow Metrics

Demonstrated Tradeshow Metrics Tradeshows are a universally competitive arena, so we believe in client confidentiality. But we also believe in results, and we know that you want to see what's possible. We have compiled representative results across customers, tradeshows and initiatives. Check them out below, and contact us today to talk about how we can help you achieve results at your next tradeshow! Overall Goals Lead capture goal exceeded by 300% Booth Engagement Metrics 7500+ attendees passed the booth during the 5 days (2115 returned) 4000+ engaged by stepping into the booth (785 returned) Average "dwell time": more than 16 minutes, [...]

2018-12-20T19:05:04+00:00December 14th, 2018|Tradeshow Exhibitors, Tradeshow Sales & Booth Staff|
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Successful Exhibitors Make it Rain at Tradeshows

Making it Rain: Successful Exhibitor Strategies for Tradeshow Lead Management We see all shapes and sizes of exhibiting companies in our work supporting the end-to-end tradeshow lead management process. There are varying levels of complexity, investment, and experience. They range from a handful of shows to hundreds. We learn something from each of them. One of the largest and most complex is also one of the most successful exhibitors we've seen in action. There is a lot to learn from this large global company that invests heavily in tradeshows for business development. We thought we would recap some of the most powerful [...]

2019-05-24T15:48:00+00:00December 13th, 2018|Tradeshow Exhibitors, Tradeshow Perspectives|
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Ensure Privacy, Compliance & Lead Management

GDPR Guide for Lead Management Data privacy and security are not just important, they are the law in many cases. The EU General Data Protection Regulation (GDPR) took effect as of May 25th, 2018. Although they are formally in effect in Europe, they are generally accepted to be important for virtually all global companies. To make things easier for you, we have developed a simplified GDPR GUIDE for users to understand how to be compliant when using Salestratus® Spark to capture leads and how the lead data is processed and protected. Sale$tratus® SPARK Simple GDPR Guide

2019-01-17T02:17:27+00:00December 10th, 2018|Tradeshow Exhibitors, Tradeshow Organizers, Tradeshow Sales & Booth Staff|
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