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Business Marketing

The Importance of Trade Show Lead Generation

April 10, 2012

The leading metric used to evaluate trade show success is the number of leads generated.  In a recent Center for Exhibition Industry Research (CEIR) report, The Spend Decision: Analyzing How Exhibits Fit into the Overall Marketing Budget, one of their findings supports this fact.  The graph below shows that new sales leads ranks #1. Exhibit [...]

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The Enemy of Every Company – Waste!

April 3, 2012

In a recent conversation with Rick McPartlin, Founder of The Revenue Game, we were discussing the business problem of trade show lead follow-up.  Rick consults at the CEO level on all issues related to revenue generation. His website states: We’re passionate about working with leaders who are committed to developing a revenue generation focus in [...]

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Where are the Rock Stars of Trade Show Lead Follow-up?

March 22, 2012

We have heard all too often that trade show leads are never follow-ed up.  However, I KNOW that there are firms who do have a follow-up process and are quite successful at this important task.  They are just quietly, but systematically contacting every lead from their events and filling the sales pipeline with them. Lew [...]

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Are You Ready for Serendipity on the Trade Show Floor?

March 12, 2012

Opportunities are lurking everywhere, especially at a trade show event.  And they can happen anywhere: waiting for transportation to and from the convention center a seat mate on the bus in a conference session a restroom at the food court/restaurant in an exhibitor’s booth Enough, you get the picture. Whether you are an attendee or [...]

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A Case Study: Selecting an Internet Supplier for a Trade Show – 3rd Annual Mixed Martial Arts World Expo

March 5, 2012

This is a story related by Paul Paone, Show Organizer and President (Meetings Technology Expo, Mixed Martial Arts World Expo, STS Challenge). A critical element in today’s trade show technology environment is dependable Internet access. Exhibitors demand this service to demonstrate online software, sign-up new customers, and stay in touch via email. Show management requires [...]

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