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Sales and Marketing

Thursday, September 2, 2010
Are You Charging the Right Amount for Your Online Advertising?

Know what you're selling, or you could undervalue or lose the sale.

Thursday, August 12, 2010
B2C Shows: Want to Increase Results from Radio Ad Buys? Try Shorter Spots

Shorter spots with greater frequency should have better recall rates.

Thursday, July 29, 2010
Are You Losing Digital Media Revenue Due to Lack of Sales Training?

Make sure your sales people are well-versed in cross-platform value propositions.

Thursday, July 29, 2010
Building Relations With Your International Counterparts

Partnerships overseas can add a much-need boost to sales and brand reach.

Thursday, July 29, 2010
Hanley Wood Goes the Extra Mile with Face-to-Face Show Marketing Campaign

Remodeling Show marketing team takes to the road for 40 stops in 40 hours.

Thursday, July 15, 2010
Perspective: When an Exhibitor Says No, Who Are They Really Saying No to?

Don't take it personally. Instead, make it about the audience.

Thursday, July 1, 2010
Want New Attendee Marketing Ideas? Ask Your Exhibitors!

Your exhibitors offer a powerful channel for on-going, high-quality real-time intelligence.

Wednesday, June 9, 2010
Are You Keeping Up with Digital Media?

According to the Interactive Advertising Bureau (IAB) and PricewaterhouseCoopers (PwC), $5.9 billion was spent on Internet advertising in the U.S. in 2010 Q1, the most ever for a first quarter.

Thursday, May 13, 2010
The Sky is Falling, or at Least It Seemed That Way

With the major stock market slide last Thursday, it didn’t take long for people to sound like Chicken Little...

Wednesday, May 12, 2010
Booth Discounting Hurts Our Industry

The tough economic times have hurt everyone’s shows...

Monday, May 3, 2010
A Web Traffic and Engagement Tip Sheet

Search engine optimization and engagement are critical Web strategies deserving perpetual oversight and review. With fewer and fewer printed pieces for either booth sales or attendance promotion, your Web site must carry those responsibilities.

Monday, May 3, 2010
Advertising Guidelines for Mobile

Every six months, the Mobile Marketing Association (MMA) provides updated recommendations for the global ad units broadly used in mobile advertising in the following channels: mobile Web, messaging, applications and mobile video, and TV.

Monday, May 3, 2010
Sales Q&A

Q: What’s the best way to deal with an exhibitor unhappy with the show performance this year about the prospects for next year?

Thursday, April 1, 2010
Sales Q&A with Dan Cole

Q: When is the best time to try and renew a booth? Is it best to do it on-site or wait a while after the show?

Thursday, April 1, 2010
Why Post-Show Attendee Engagement is No Longer Optional

With all the time, energy and expense put into marketing your show to attendees before the event, it’s easy to allow the concept of creating a post-show attendee engagement strategy to slip your mind.

Wednesday, March 31, 2010
Try This: Guess Who's Coming to the Show?

Want to build a buzz for your event and get fence-sitters to hurry up and register? Send e-mail updates with the latest high-level attendees and exhibitors who have signed up for your event.

Monday, March 1, 2010
Find Your USP

While you’ve heard the phrase “unique selling proposition” (USP), you may not know how it applies to you or your show. After all, the term is often used to describe how big companies are differentiating themselves from the competition.

Monday, March 1, 2010
Reading With RSS

Unless you’ve been under a technology rock the last few years, you know what an RSS (really simple syndication) feed is. Most Web sites have one set up on their sites to allow others to aggregate content into their own reader without having to go to each specific site to get new info.

Monday, March 1, 2010
Sales Q&A with Dan Cole

Q: What do I say when I’m trying to renew an exhibitor and he tells me he didn’t get any results from my show last year.

Thursday, February 25, 2010
What I Think...About Selling

I’m sure many of you remember just yesterday when, in this very space, I announced the arrival of my first daughter. You’ll be shocked to hear that this morning, I enrolled that child in high school.

Monday, February 1, 2010
Exhibitor Prospectuses That Work

Does your exhibitor prospectus need an update? Media sales trainer Helen Berman suggests you ask yourself these questions to see if your brochure is hitting the mark.

DOES IT SELL? A fact-based kit filled with a laundry lists of rates, booth sizes and other exhibiting companies performs only half the job. Prospectuses must be benefit-based, with every fact, figure and description couched in terms of sales. Pretend you’re a prospect checking out your brochure for the first time. Ask yourself, “What’s in it for me?” If the answer isn’t obvious on every page, your kit isn’t selling.

Monday, February 1, 2010
Sales Q&A with Dan Cole

Q: What booth sales tools would you recommend to other organizers and why?

Tuesday, January 19, 2010
SEO Tips and Tricks

Every search matters, which is why Steve Riegel, Co-Founder and Director of Search at digital agency Faction Media, knows the value of online presence. Riegel offers four essential, inexpensive (if not free), but often overlooked methods that get the most out of search engine optimization (SEO) efforts.

Tuesday, January 19, 2010
Tips For Selling Exhibit Space and Sponsorships in the Virtual World

Selling exhibit space to a live event is hard enough, but what about in the virtual world? As virtual gains steam, more and more exhibitors and attendees have become comfortable with the platform, but that doesn’t mean that the sales approach you use for live events will directly translate to virtual.

Sunday, November 1, 2009
Pre-fab destination marketing toolkits can help with the heavy lifting

Need to add some punch to your marketing collateral? Hop online! Many convention and visitors bureaus offer online toolkits, featuring everything from copywriting tips to images and downloadable ads promoting the destination.