Ever wonder how much you spend managing leads collected from Trade Shows?

A case study of Validar eating its own dog food at Dreamforce 09. Validar just returned from exhibiting at Dreamforce, Salesforce.com’s annual Users Conference in which we generated 148 leads in three days.  This event is the biggest gathering in the world of Salesforce.com users which is a target market for us.  Salesforce.com users can leverage Validar Lead Import with our Lead Capture product suite to get the complete marketing picture which includes the elusive ROI calculation.   Overall it was an absolutely great show with excellent content and smart people attending.  The downside for us, it was very expensive to be…

Corporate Events – A sales person’s perspective on users’ conferences

As a recovering sales manager and active sales person, this story may resonate with those of you who produce internal corporate events as a means to increase sales to existing and prospective customers. Today, I still see corporate events being managed in a similar fashion with regards to data capture and hopefully this will get your mind flowing for 2010 planning. I used to manage a large sales team for a $120 million company in Seattle; we sold a large enterprise application with an average sales price of $125,000. Every year we would put on our Annual Users' Conference that…

MTI-Interactive: Smart Lead Generation

MTI-Interactive uses Validar solutions to improve lead collection, justify marketing budgets, and effectively assign leads to sales reps. For the last 30 years, MTI-Interactive (MTI) has developed SKU-activated merchandising that helps both retailers and manufacturers sell complex products by letting consumers interact with products before buying them. When Helen Stonhill signed on as the marketing communications manager at MTI, she quickly realized that the company needed to jettison manual, paper-based lead capture processes and import leads more effectively into Salesforce.com. By adopting Validar Lead Capture, Validar Lead Source Manager, and Validar Lead Import with AnySource, MTI has been able to:…

Are you losing business because of your landing pages? Let your leads control how they are treated

You might find yourself thinking: "Landing pages are a turnoff. I hate providing information simply to get access to a white paper or content that is of interest. I like to shop around before making a decision and definitely don’t want a pushy salesperson bugging me if I inquire about a webinar. Just let me have the content and I will tell if I want to talk. OK?" I think this myself when grabbing content from the Internet. Marketing organizations today spend millions of dollars annually creating great content describing their company’s products and services as a means to educate…

Are Your Marketing Efforts Undervalued? Stop Measuring Marketing!

Cost per lead, conversions per month, leads per show, white paper downloads, time on Web site, Web site visits, webinar attendees, webinar registrants who did not attend, user conference attendees, click-through metrics, return Web site visitors… I can go on and on. These are all interesting metrics, but does Marketing really get credit for a positive increase when it's budget time? In most cases, no. I am continually amazed at the creativity of our customers in generating interest in their products through their marketing efforts, whether it is at a trade show or user’s conference, or in Web site content…

Intergraph Corporation: Event Lead Overhaul

Quick qualification and import of event leads into Salesforce.com helps the Intergraph sales process. How do you more quickly get qualified leads into your sales pipeline after events? Just ask Intergraph Corporation (Intergraph), a global provider of engineering and geospatial software that helps customers in more than 60 countries build and operate plants and ships, create intelligent maps, and protect people and critical infrastructure around the world. By transforming its lead capture process, Intergraph has been able to: Qualify leads at the time of lead capture Get leads into the sales pipeline in minutes rather than weeks Reduce lead decay…