In last week’s post, we took a look at the role of game-based learning in face-to-face events. Done right, game playing can be a springboard to acquire and even practice new skills and knowledge. Here are five key principles to employing game play at your… learn more >
Engaging prospects in a meaningful conversation at events isn’t easy. Staffers who otherwise excel at relationship building in the field find themselves stymied when pressured to open up dialogue with a total stranger on a busy tradeshow floor or at a meeting or conference. A few… learn more >
In his TED talk, “The Hidden Power of Smiling,” Ron Gutman shares studies and statistics about smiling. His presentation reveals some surprising results, including the facts that your smile can be a predictor of how long you’ll live and that a… learn more >
Exactly what is content marketing? It’s the practice of attracting, acquiring and engaging prospects and customers by distributing relevant and valuable information. It’s a strategy built on the belief that if we establish a relationship with potential customers by regularly delivering valuable data, they will… learn more >
I’ve been on a rant for the past three weeks about post-event lead follow up. I’m going to end this three-part posting with quotes from two of my favorite sources: “Lead nurturing is the process of building relationships with qualified prospects regardless of their timing to… learn more >
BtoB Magazine recently published a study in conjunction with Marketo Inc. that found most companies don’t do a very good job of following up opportunities post-event. Specifically, the study found that over half of respondents have some form of marketing automation system but the… learn more >
“They just don’t get it.” How many times has marketing said that about sales? Organizations tend to put up walls between departments. The one between marketing and sales can be especially difficult to scale, particularly when the topic is following up leads generated by events. I’ve been… learn more >
I’ve attended three industry conferences in the past four weeks. I’ve attended a handful of keynote addresses and sat through dozens of presentation sessions. Two were inspiring. A few were mediocre. Most were disappointing or downright annoying. Why? The speakers, all of whom were highly accomplished professionals… learn more >
Trade shows and events offer plenty of presentation opportunities for product specialists, sales and marketing personnel, and nearly every member of the executive suite. When speaking to prospects, the media or an industry-savvy audience, professional knowledge and technical skill aren’t enough to carry the day.… learn more >
I just finished reading the eBook “Winning the Zero Moment of Truth” – Google’s definition of the critical moments that lead to an individual’s decision to purchase a product or service. Since Google is defining ZMOT (as it’s acronymed), it’s pretty much seen as… learn more >