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Trade show value, attendance, and most interestingly, first-time only visits, are rising steadily. Many KPIs have now exceeded 10-year highs not seen since 2006. 'Netflix’ization' of the buyer decision journey is steadily conditioning trade show attendees, and exhibitors share mixed views on best practices.

Today we expand on our previous post about trade show trends, and share some best practices for lead generation while attending a trade show.

Trade shows have been a top B2B marketing strategy. While the economics of trade shows experienced a decline during the 2008 financial crisis, rebounding interest and strong growth among exhibitors is sparking new discussions into trade-show lead generation.

Today we examine the current state, opportunities, and challenges of trade shows, and lay a framework for discussion around trade show lead generation and sales acceleration practices.

We conclude our sales objection series with a review of common objections in a number of industries. We won’t be covering every industry, but we’ll go broad enough to cover a range of interactions. We also welcome suggestions to our Twitter page.

Wherever possible, effective responses to the objections will be provided, and a review of how to leverage sales content management software for a variety of interactions will be provided.

In our third installment, we delve into the tricky business of responding to objections. We detail a 3-step strategy to employ, things to always keep in mind, and ways that  predictive data analytics can reshape the entire challenge.

Last time we scraped the surface of sales objections, and why current digital content marketing strategies are reshaping what it means to prepare for objections.

Today we expand on the discussion and detail all of the types of sales objections a seller may face when trying to obtain commitment and close the deal.

Sales reps are expected to effectively overcome objections and add value to the discussion, yet with less information than ever before. Buyers are becoming more empowered with marketing content that dangerously tips the scales of knowledge and puts the seller in a disadvantaged position.

Today we dig into the world of handling objections with a buyer empowered to self-educate and formulate their own unknown buying criteria.

This week we are continuing our conversation about sale reps and the value of sales training. Today we discuss the importance of having sales reps on your team that are subject matter experts. We define what a subject matter expert is, how they benefit your team and how your sales people can become subject matter experts themselves.  

Understanding mobile applications for sales enablement can be a difficult topic to wrap your head around. With so many definitions floating around, it is hard to pinpoint what using a mobile sales application actually entails. 

Last week, I took an introductory look at buyer personas and how to create them. This week, I expand on how to effectively use these personas. In case you missed it, you can find my post, “what is a buyer persona and how does it influence digital content”, by clicking here.

This article takes an introductory look into sales execution in 2015. There are changes happening in every industry, and much of it comes from new strategies for customer-facing communications as a direct result of technology-based trends and evolution. See why digital content marketing is like a chicken and egg conundrum, and 5 execution priorities to focus on when looking to enhance any sales process.