Marketing budgets continue to get cut. No longer just a trend, shrinking budgets are now as much a reality as the 24/7 work week. Getting results on little or no budget requires a willingness to step out and take some risks. To innovate. To get… learn more >
Relay Health opted for a radical presentation approach when they decided to sponsor a “Deep Dive” breakout session at Health 2.0. Gone was the product engineer delivering a laundry list of features and functions. Gone was the bullet-heavy slide deck presentation. Gone was the corporate-focused point… 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 >
Far too often, especially in western civilizations, we place an undue emphasis on finding the answer. Eastern civilizations, by contrast, focus first on framing the questions. The process of inquiry is a highly prized skill in eastern cultures because they recognize that the ability to… learn more >
Trade show research shows that live stage presentations and product demonstrations increase qualified leads, improve brand awareness and are one of the most important factors determining booth memorability. With stakes that high, don’t leave the outcome in question. Event marketers turn to professionals for nearly every… learn more >
Earlier this year, I posted some thoughts about Whole Brain Marketing. Last week, I read an article by Jane Gentry that resonated with my post. Jane is a long-time colleague and collaborator. I’ve always admired her work as a sales consultant and I think readers… 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 >