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Developing and Implementing a Lead Management System
Keith Reznick
Lead management requires careful planning and execution prior to, during, and after a meeting, show, or convention. Lead management cannot work unless the marketing and sales departments work together to create and implement a strategy and plan to, among other things:
define the criteria for a “qualified” lead,
capture and document relevant attendee information,
establish post-show follow-up...
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Automated Lead Follow-Up and CRM Systems
Michael J. Hatch
"Research has shown that 80% of the leads disqualified by sales, go on to buy a competitor's product, or service within 24 months."Source: SiriusDecisions
Year after year, for more than the 30+ years that I have worked with exhibitors, I have heard one or all of these three common follow-up laments from corporate exhibit managers. Does this sound like you?
Lack of control over show...
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Moving Beyond Notes on the Back of Business Cards
Barry Siskind
Want to hear the worst follow-up phone call to a contact you met at a trade show? It goes somethinglike this...You:We only had a few short minutes to talk about your situation at the show. The purpose of my call today is to arrange a time to get together to discuss your concerns and see if there is something that I can do to help.Contact:Sounds good.You:How about next Wednesday?Contact:Sure, what...
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Meet our Members: David Brull
Gordon Nary
David Brull is a National Account Director for MC², an industry leader in exhibit and event design and production. David has 14 years of experience in face-to-face marketing, marketing communications, event management, marketing collateral development, project management, business development, and research. He is responsible for developing strategic client relationships, overseeing all aspects of...
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Meet our Members: Dana L. Tilghman, CTSM, CME
Gordon Nary
Whenever a member of our ABOUTFACE Editorial Advisory Committee earns their CME, we have a party at TSEA with champagne (domestic), chocolate covered strawberries, and mambo music. So when Dana Tilghman recently earned her CME, although our ABOUTFACE budget did not allow us to invite Dana to attend her CME party, Cristian Bitter and I promised to take her out for dinner the next time that she is...
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On the Road Again: Restaurant Review-Chicago’s Gemini Bistro
Michelle Burbick
(Photo Credit Neil Burger - Stronghold Photography, Jamie Hartley)How do Duck Confit Nachos sound? Exotic, original, zesty: Gemini Bistro is not your average French-American restaurant. Located in the heart of Lincoln Park at the corner of Lincoln Avenue and Dickens, the patio seating provides you with a scenic view of the contemporary and upbeat neighborhood. Sitting on the patio during one of...
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Member News
Cristian Bitter
TSEA Member Abstract Displays, Inc was recently honored by the Cincinnati Better Business Bureau(BBB) with their prestigious Torch Award given to Businesses and Nonprofit Organizations Recognized for Doing The Right Thing.
"Too often, the news is about the scandals or problems with businesses and nonprofits," BBB President Jocile Ehrlich said. "Our Torch Awards not only recognize good...
Lead management requires careful planning and execution prior to, during, and after a meeting, show, or convention. Lead management cannot work unless the marketing and sales departments work together to create and implement a strategy and plan to, among other things: define the criteria for a “qualified” lead, capture and document relevant attendee information, establish post-show follow-up...
"Research has shown that 80% of the leads disqualified by sales, go on to buy a competitor's product, or service within 24 months."Source: SiriusDecisions Year after year, for more than the 30+ years that I have worked with exhibitors, I have heard one or all of these three common follow-up laments from corporate exhibit managers. Does this sound like you? Lack of control over show...
Want to hear the worst follow-up phone call to a contact you met at a trade show? It goes somethinglike this...You:We only had a few short minutes to talk about your situation at the show. The purpose of my call today is to arrange a time to get together to discuss your concerns and see if there is something that I can do to help.Contact:Sounds good.You:How about next Wednesday?Contact:Sure, what...
David Brull is a National Account Director for MC², an industry leader in exhibit and event design and production. David has 14 years of experience in face-to-face marketing, marketing communications, event management, marketing collateral development, project management, business development, and research. He is responsible for developing strategic client relationships, overseeing all aspects of...
Whenever a member of our ABOUTFACE Editorial Advisory Committee earns their CME, we have a party at TSEA with champagne (domestic), chocolate covered strawberries, and mambo music. So when Dana Tilghman recently earned her CME, although our ABOUTFACE budget did not allow us to invite Dana to attend her CME party, Cristian Bitter and I promised to take her out for dinner the next time that she is...
(Photo Credit Neil Burger - Stronghold Photography, Jamie Hartley)How do Duck Confit Nachos sound? Exotic, original, zesty: Gemini Bistro is not your average French-American restaurant. Located in the heart of Lincoln Park at the corner of Lincoln Avenue and Dickens, the patio seating provides you with a scenic view of the contemporary and upbeat neighborhood. Sitting on the patio during one of...
TSEA Member Abstract Displays, Inc was recently honored by the Cincinnati Better Business Bureau(BBB) with their prestigious Torch Award given to Businesses and Nonprofit Organizations Recognized for Doing The Right Thing. "Too often, the news is about the scandals or problems with businesses and nonprofits," BBB President Jocile Ehrlich said. "Our Torch Awards not only recognize good...