Gabriel Sales’ outsourced sales tradeshow marketing helped Aventura rock the HIMSS
Selling: Technology with Professional Services
Selling To: Hospital Clinicians, Finance, IT and Operations
Average Deal Size and Sales Cycle: Average pilot deal size is $50K $100K. With solutions scaling to six figures annually. Pilot takes 180 days to 1.5 years close.
Challenge: Technology firm selling a clinical desktop solution had recent hired 2 new sales executives and wanted to leverage the annual HIMSS conference with a 20X40 booth to quickly ramp their new hires pipe and introduce a new solution to the market. Needed to build awareness across the industry and generate an active pipeline exiting the show, so considered outsourced sales tradeshow marketing. The staff if house was capable of doing this, but lacked the time.
Solution:
- Developed a comprehensive outsourced sales tradeshow marketing campaign to:
- Build awareness to a broad audience prior to the show
- Generate booth traffic during the show
- Engage, develop and prioritize leads post show
- Set appointments post show
- Gabriel Sales Execute a Turnkey Campaigns
- Digital Content Curation
- Implemented a Lead Scoring Automation System
- Pre-show
- List acquisition
- Show specific content development
- Awareness email campaign
- Appointment setting – 1000 calls
- In-show
- Awareness email Campaign
- Reminder
- Post-show
- Database management
- Follow-up email Campaign
- Sales Ready Lead identification prioritizing scored leads
- Demo/appointment setting – 1000 calls
Results:
- Ran a three part campaign to 75,000 potential attendees to generate to generate a new database of 6000 early stage leads new leads
- Used automation systems to score leads to prioritize follow up to maximize limited calling resources/budget
- Scheduled 12 meetings during the show
- Generated 24 demos after the show
- Developed a database of 6200 leads for ongoing education and development
- Outsourced sales tradeshow marketing empowered Aventura
