Trade Show Marketing – Sales Ready Leads Best Practices [White Paper]

by Carol Springer | Jul 26, 2017

80% of trade show leads are ignored. Make Leads Count!

Enterprise companies expect a 4:1 return on their trade show marketing because 92% of trade show attendees say they are looking for new products. But 70% of SMBs exhibiting at trade shows don’t have any trade show marketing lead gen strategy. As a result, 80% of leads that are generated during a trade show are ignored after the show. Download this trade show marketing white paper to see how to:

— Drive more booth traffic

— Identify immediate sale opportunities

— Score leads to prioritize and automate follow up

For companies that lack the internal team and capacity for short term lead generation and sales pipeline, we invite you to watch our Turnkey Trade Show Support video here.

Fundraising and Employee Benefits Event Outsourced Sales Case Study

by Glen Springer | Jul 25, 2017

Fundraising and Employee Benefits Event and Sales Outsourcing

The Challenge

Company had an independent national rep force with more than 300 sales people. Company was planning to increase the size of the rep force by 25%, and needed to increase the volume of deals for both existing reps and new territories. Company had no database or inside sales and marketing support team to generate new leads.

Selling: Fundraising and Employee Benefits Event

Selling To: SMBs and Enterprise Companies

Average Deal Size and Sales Cycle: Average initial deal size is $2K to $5K with most deals generating an additional $4K to $8K annually for many years once account opened.

The Solution

Gabriel Sales executed a Go-To-Market Research project to:

Size the market opportunity and what tactics were best suited to reach the market
Identify the Ideal Customer Profile and Buyer Persona
Documented Company’s Sales Process

Gabriel Sales developed a comprehensive outsourced sales and marketing campaign to:

Build awareness to a broad audience prior to the show
Build a database for ongoing marketing
Create content to automate early stage buyer education
Create content to nurture buyers not ready to transact
Implement a marketing automation and CRM system to manage campaign
Execute outbound eMail Marketing campaigns to build database
Staff callers to qualify leads and set appointment for national rep force

The Results

Opt-In Database of Potential Buyers

Ave. Monthly Sales Appointments

Ave. Monthly New Accounts Won

Built an In-House Sales Engine

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Opt-In Database

Built an in-house, opt-in database of more than 40,000 potential buyers and counting.



Predictable Growth

Built a steady state process that generates a predictable stream of monthly sales appointments.

Automated Process

Built a sales and marketing process that leads to 15 – 20 new accounts, monthly.

Outsourced Sales and Marketing Trade Show Support

by Glen Springer | Jul 25, 2017

Learn more about how Outsourced Sales and Marketing Trade Show Support Can Scale Your Sales Funnel.

The Challenge

Technology firm providing Cloud, Application and Strategic services for PCI Compliance was looking to increase the ROI of their investment in attending annual trade show with 5000 attendees and 200+ exhibitors. Company decided not to invest in a booth. Instead they sent one sales representative and a C-level Executive. Company needed to develop an approach that would maximize the bandwidth of the two attendees.

Selling To: eCommerce Companies, Financial Services and Financial Services Service Providers. Decision Makers include – CFOs, Compliance and Security Directors and Executives and IT Directors and Executives

Average Deal Size and Sales Cycle: Average pilot deal size is $30K to $50K. With solution scaling to six figure annually. Pilot takes 60 to 180 days to close.

The Solution

Determined the availability of target list of buyers attending the trade show
Developed end-to-end digital content marketing and outsourced sales and lead generation opportunity identification strategy to automate engagement with prospects and keep company’s resources focused on meetings and business development during the trade show.
Implemented a 5-part integrated calling and content marketing plan to develop leads and set appointments after the trade show.
Executed the campaign pre-show, including a 3-part email campaign with 800 introductory calls to set meetings at the event.
Completed a 6-week campaign after the trade show including 800 calls and a 5-part best practices email marketing campaign.

The Results

Grew Sales Qualified Opportunities Pipeline to $760,000 of real sales opportunities

New Leads for the Show

Meetings Scheduled for Trade Show

Additional Appointments Generated After the Show

Dollars in Sales Qualified Opportunities Pipeline Growth

Related Case Studies

Reasons to Consider Outsourcing Sales and Marketing

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Sales Operations Outsourcing and Sales Consulting Case Study

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Trade Show Marketing – Sales Ready Leads Best Practices [White Paper]

by Carol Springer | July 26, 2017 | B2B Outsourced Sales, Outsourced Sales and Trade Show Marketing Support, Trade Show, White Papers | 0 Comments

80% of trade show leads are ignored. Make Leads Count! Enterprise companies expect a 4:1 return on their trade show marketing because 92% of trade show attendees say they are looking for new products. But 70% of SMBs exhibiting at trade shows don’t have any trade show...

Fundraising and Employee Benefits Event Outsourced Sales Case Study

by Glen Springer | July 25, 2017 | Client Case Studies, Outsourced Sales and Trade Show Marketing Support | 0 Comments

Fundraising and Employee Benefits Event and Sales Outsourcing The Challenge Company had an independent national rep force with more than 300 sales people. Company was planning to increase the size of the rep force by 25%, and needed to increase the...

Outsourced Sales and Marketing Trade Show Support

by Glen Springer | July 25, 2017 | Client Case Studies, Outsourced Sales and Trade Show Marketing Support | 0 Comments

Learn more about how Outsourced Sales and Marketing Trade Show Support Can Scale Your Sales Funnel. The Challenge Technology firm providing Cloud, Application and Strategic services for PCI Compliance was looking to increase the ROI of their investment in...

BPO Outsourced Sales and Marketing Case Study

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Imaginatik Outsourced Sales and Marketing Case Study

by Glen Springer | July 25, 2017 | Client Case Studies, Outsourced Sales and Marketing, Uncategorized | 0 Comments

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Healthcare Outsourced Sales Trade Show Marketing Case Study

by Glen Springer | Jul 25, 2017

Outsourced Sales & Trade Show Marketing Support

The Challenge

Technology firm selling a clinical desktop solution had recently 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.

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.

The Solution

Developed a comprehensive outsourced sales and marketing campaign to build awareness to a broad audience prior to the trade show and generate booth traffic during the show with the intent to engage, develop and prioritize leads to call and set appointments post show.

Gabriel Sales Executed a Turnkey Campaign by:

Producing and currating Digital Content and Implementing a Lead Scoring Automation System

80% of trade show leads are ignored. Make Leads Count!

Fundraising and Employee Benefits Event and Sales Outsourcing

The Challenge

The Solution

The Results

Opt-In Database of Potential Buyers

Ave. Monthly Sales Appointments

Ave. Monthly New Accounts Won

Built an In-House Sales Engine

Opt-In Database

Predictable Growth

Automated Process

The Challenge

The Solution

The Results

New Leads for the Show

Meetings Scheduled for Trade Show

Additional Appointments Generated After the Show

Dollars in Sales Qualified Opportunities Pipeline Growth

Related Case Studies

Outsourced Sales & Trade Show Marketing Support

The Challenge

The Solution

Gabriel Sales Executed a Turnkey Campaign by:

Pre-show

In-show

Post-show

The Results

In-show Meetings Scheduled

Product Demos Scheduled

Leads for Database

Related Case Studies

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