1. Connecting Sales Professionals With Pre-screenedSales Software Vendors A Marketing Automation Guide To: Increasing Trade Show ROI June 29, 2010 | www.ActiveConversion.com | 1-877-871-2ROI

2. What is “Marketing Automation”? June 29, 2010 | www.ActiveConversion.com | 1-877-871-2ROI

3. Before the trade show How do we get more people to visit our booth? During the trade show Which attendee badges should we scan? How do I maximize marketing during the show? After the trade show Who are my best prospects? Who should I follow up with? What do I do with the big list of names? Trade Shows Issues June 29, 2010 | www.ActiveConversion.com | 1-877-871-2ROI

4. 95% of leads generated from marketing are not sales ready Build trust, credibility and rapport Keeps your brand top of mind Consistency of contact Demand Gen What is Lead Nurturing? www.ActiveConversion.com | 1-877-871-2ROI

5. Nurture campaign to your existing list Answer: Why should they visit? Offer free show passes Have an irresistible special offer Have a sign up to receive show blog postings Those showing engagement get a follow up phone call Book a meeting with key prospects/accounts Before The Trade Show June 29, 2010 | www.ActiveConversion.com | 1-877-871-2ROI

6. Get the contact info of everyone you can Scan everyone who will let you (identify why, ex. inquiry or contest); these are nearly as good as a form fill on your website Have a substantial offering in exchange for contact info; winner to be notified via email Just attending the trade show is a form of qualifying During The Trade Show June 29, 2010 | www.ActiveConversion.com | 1-877-871-2ROI

7. Social media Blog about industry related announcements, observations, insight Push blog postings to social media Monitor who is showing engagement Add them to the list of prospects generated by the trade show During The Trade Show June 29, 2010 | www.ActiveConversion.com | 1-877-871-2ROI

8. Timing, Unknown factors, Nurturing, Re-engagement The Leaky Funnel www.ActiveConversion.com | 1-877-871-2ROI

9. Who is visiting my website? Companies who visit your website after the trade show are your best prospects Anonymous visits or Known individuals Committee buying Relationship selling After The Trade Show June 29, 2010 | www.ActiveConversion.com | 1-877-871-2ROI

10. Nurture Campaign Email with a link to a page announcing contest winner; get them to click through on an email Meaningful nurture campaign through a buy cycle Scoring behaviour Know what pages they visited, what they downloaded, howoften they visited Prioritization and market intelligence After The Trade Show June 29, 2010 | www.ActiveConversion.com | 1-877-871-2ROI

11. Goal: Put your lead nurturing on Auto-pilot Regular, meaningful, ‘canned’ messages that reflect your exiting sales activity Develop a campaign of webinars or events you would invite your typical prospects to Add value to help with their buying process Benefits: Time savings, preferred by prospects, viral effects, automated lead scoring opportunities Automation of Lead Nurturing? www.ActiveConversion.com | 1-877-871-2ROI

12. Marketing and Sales Alignment Developing the definition of qualified lead Empower sales with data generated by marketing Help sales throughout a sales cycle Help sales with relationship selling Lead Management www.ActiveConversion.com | 1-877-871-2ROI

13. Half of all marketing dollars are wasted Beyond the “click through”; A/B testing Marketing ROI www.ActiveConversion.com | 1-877-871-2ROI

14. Trade shows are “opt-in” machines You can get as many opt-ins from a trade show as your website gets in a year Market intelligence opportunity; find out who: is interested in the trade show is interested in meeting you is visiting your website Summary June 29, 2010 | www.ActiveConversion.com | 1-877-871-2ROI

15. Yves Matson Senior Account Executive ActiveConversion 403-508-9889 x118 Ymatson@ActiveConversion.com Twitter: Matsony LinkedIn: http://ca.linkedin.com/in/matsony Questions? www.ActiveConversion.com | 1-877-871-2ROI Nancy Nardin Founder and Editor Smart Selling Tools 916-596-3035 nancy@smartsellingtools.com Twitter: SellingTools LinkedIn: http://www.linkedin.com/in/nancynardin

16. Web 2.0 Marketing www.ActiveConversion.com | 1-877-871-2ROI CRM: Contact Relationship Management Software Fact: Only 0.5-4% of visitors to your website identify themselves Auto filtered for Sales Reps prioritization; a self populating call list Click throughs are like form fills Identified individuals tracked + scored ActiveConversion: Lead Generation Prospect Scoring Competitive Intel Anonymous Visits Identified

17. Lead Generation – reverse IP lookup Lead Scoring – prioritization, timing Lead Management – M&S alignment Lead Nurturing – the leaky funnel Marketing ROI – testing and measuring What is Marketing Automation? June 29, 2010 | www.ActiveConversion.com | 1-877-871-2ROI