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…

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…