You’ve read (I hope) my other blogs that talk about Omnibound marketing or integrating technology into your sales and marketing efforts. Today I will share a case study on exactly how a mix of outbound marketing and inbound marketing brought a lead to fruition. A lead that could have been considered dead. All names, projects and locations have been changed to protect the innocent.Read More
Picture this: you’ve just returned from a trade show (as I just did). You spend three to five days at the show, total, between setup and booth duty, and you invest valuable time harvesting leads and opportunities. Your company has made a significant investment just having a presence at the show. Acquiring a trade show lead is not an inexpensive proposition!
You’d think these leads would be top priority for the overall organization and sales team. If you consider the expenses involved in buying booth space, paying trades, bringing booth staff to the convention center, and entertainment and travel expenses, a trade show lead should be as valuable as gold to any organization that makes the commitment. However – the opposite is true! Did you know that 20% or less of trade show leads get the attention they should? In the spirit of the season and the Peanuts-Great Pumpkin episode…AAUGH! Think of that missed sales opportunity as the elusive football Charlie Brown so desperately wanted to kick. (OK, I’m showing my age.)Read More