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Jim McDonough, VP Sales & Customer Success, AttendCourtney Pierce, VP Marketing, Attend
How to Rock a Party from a Sales Perspective
Drive Sales & Boost Customer Success
Has this ever happened to you?
Crazy InvitationsInvite #1 – Company A Invite #2 – Company B
W.T.Heck?
Long line for a vendor eventDon’t they know who I
am?
I just emailed my sales rep..hopefully he’ll get us in ahead
of this line
People in the same t-shirts together
T-shirt
T-shirt
T-shirt under a blazer?
T-shirt
No idea who’s in the room?
This party is great. Finally I can light up indoors!
How did I get stuck in this
conversation?I’m a customer
and no one cares
No Process for Recording Conversations
Lost Customer Advocacy Opportunity
CUSTOMER
Prospect
Prospect
CEO’s daughter Competitor
BloggerIntern
Uber take me away!!
At the event The very next day..
Jim, so great to see you!
What happened?
Late & Meaningless Follow Up
Is this thing on? It’s clear you have NO
IDEA who I am or
WHAT WE TALKED ABOUT.
Boom! 2 weeks later:Generic email in yer
inbox
Reality today: Businesses are spending
23% or more of their budgets on
in-person events
1.5 Trillion
567 Billion total US Spend
300 Billion
200 Billion
100 Billion
Events Digital Advertising
MAP Web Analytics
Email Marketing
Social Media
US Spend
Global Spend
@ Events
What we know1. Event are “the world’s fastest-growing form
of marketing”2. Majority agree their event goals include
both sales and marketing 3. Event budgets are increasing, AND non-
marketing budgets are increasingly moving to events
B2B Event FunnelTradeshow/ConferenceCommunity BuildingCelebratory/Launch
Workshops/Educational
Business Development
Relationship Building
Type of Events
Revenue Focused Event Funnel
Workshops/Educational
Business Development
Relationship Building
Type of Events
Stop RENTING Events• Less control whether attendees are
actual prospects • Exposing prospects to competitors • Lose the opportunity to collect
valuable information about attending prospects
• Left with distracted attendee attention by every other company in the room
OWN Your Events• Target invitations to specifically qualified
prospects • Prevent competitors from attending • Focus energy on collecting important
information about attending prospects
• Capture the full attention of attendees
Align Sales & Marketing at Events1.Create a taskforce 2.Quality over quantity3.Start with your audience and your
goals4.Empower your sales and customer
success team
Stop sending out RSVP spreadsheets
23
Get your CEO off your back1. Put relevant event
data in the hands of your reps
2. Make your sales team part of the check-in process
Capture meaningful notes• Gamification
to incent more conversations
• Revenue acceleration app
Time to connect post-event is critical
• The first in line is so divine
• Personalization is not just a buzz word – it’s a business driver
What to look for in a revenue focused event platform
1. Effortless registration & check-in 2. VIP alerts 3. Revenue acceleration app that
syncs with salesforce 4. Ability to measure event ROI in a
meaningful way
How to run the best revenue focused events
1. Targeted invite strategy2. Use technology to keep your team
informed 3. Leverage customer advocates 4. Create a process that is recorded in
your CRM5. Follow up in a timely fashion with
context
Resources
ROI Calculator B2B Events Handbook #Eventhacker Guide
Thank you!