Back from South Dakota – we had about 70 attendees last night, mostly business owners and leaders from the local community. About 90% of the companies represented signed up to have their security assessed…why? Because the event was focused on their business and a growing need every attendee had in common. This event had nothing […]
This afternoon I had the opportunity to present Event Marketing tips to a large group on Webex. This is such an important topic, it needs more time. For those who missed it, and perhaps a refresher for those who attended: 1. Getting the right people is both the most important part, and the most difficult […]
How do you get people to attend your next marketing event? Recruiting attendees for your next marketing event may not be as simple as it looks. The tendency here is to assume that you know how to do this, and when everyone seems too busy to get involved, to assume that a call center is […]
Spring is here and it is the perfect time to be working on demand generation events to fill your summer pipeline. I’m working with several companies right now on the invite process, with hopes of filling our room with quality people who have needs – whether the know it or not. The hardest part of […]
The inflatable gorilla doesn’t work for me, but neither does the obvious presentation. I want your opinion, not just facts. I want perspective, not just the vanilla, left brain statistics. If you want people to listen, you’re going to have to step out and say something. Three key elements of educational marketing sum it up: […]
Flying to Philadelphia this past week I am struck by how often marketeers interrupt my day. The tray tables have ads, the flight magazine is almost all advertisements, and now I have to listen to the flight attendant tell me about the great opportunity I have to get a $100 annual fee credit card if […]
When I say educational marketing, I mean that the presentations, collateral, blog posts, etc. shed new light on subjects your prospects are interested in. One of the first educational events I personally attended (as a prospect), was just after having received great news, “Your wife is going to have a baby!” It was our first […]
My son asked me the other day, “Daddy, what happens when you run out of people to call?” What a great question for a 15 year old to be asking…this is the problem every sales person has at some point in their career. That’s what marketing is for! But how many companies really have their […]
Day two of the RSA conference – what a great day. I started off with breakfast in the Consierge lounge, meeting with RSA’s US Sales manager. From there I navigated through a 5 minute hail storm on my way to deliver a keynote address to Cisco partners on ways to apply the concepts of educational […]
How Did we Call on 100 Prospects at One Time? With the right presentation you can sell to hundreds of people at one time. Just this morning I met with nearly a hundred CIOs and executives in Charlotte, North Carolina. Most sales calls target one company, and most lunch-and-learns can hardly be considered sales calls. […]
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