Why You Should Not Let Sales Work the Booth at Tradeshows!

Unless they are in sync with your event goals.  It is kind of hypocritcal that I write this post given my actions as both a direct sales contributor and sales leader working tradeshow exhibits.  I say these things in repent knowing that I was wrong in my actions and ask for forgiveness from my previous co-workers.  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.  I had a total of 25 sales reps reporting to me from three regions and was one…

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…