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How to How to Maximize Your Maximize Your Tradeshow ROITradeshow ROICarolyn HollowellCarolyn Hollowell

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#1 in Customer Satisfaction 2010, 2011, 2012

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WHY DO WE STRUGGLE?

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1. Don’t know who is attending

Outbound Marketing

2. Powerless visitors?

Use Organizational Charts

3. Ineffective or minimal follow-upSet Red Alerts

PROBLEM #1 – OUTBOUND MARKETING

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Build a new list

Outbound Marketing

Build a Outbound Messaging Strategy– One Month– Two Weeks– One Week– Pre-dialing program– During

Mail Merge in Outlook, CRM or Automation system

DiscoverOrg YouTube Channel for how to video

Email Strategies

One Month

Outbound Marketing

John,I’m in San Diego next month for the Interface San Diego Tradeshow and was hoping to set up a meeting at your offices during the week of the 11th – would the 13th or the 14th work for you?

I thought it would be beneficial to sit down for 45 minutes and share with you how we’ve helped numerous Fortune 500 companies with their cyber security initiatives.

Let me know a few times that would work for you and I will plan on coming by your offices.

Best Regards,Carolyn HollowellSr. Director of MarketingDiscoverOrg 360-718-5607

DiscoverOrg 12581 NE 95th Street Vancouver, WA 800-657-1233

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Outbound Marketing

John,Have you confirmed for the Interface San Diego Tradeshow on August 14th? I noticed that some of your peers from 7-Eleven, Belo Corporation, and American Airlines were attending but didn’t see ExxonMobil on the list of attendees. I was reading the seminar schedule and saw a few topics I thought would be particularly interesting to you:

Keynote: Thinking About, Thinking About IT- John Parrish • Asst. VP, Information Technology, SND International AirportCloud and Data Security: Risk Management and the Malicious Insider -Donald Freese • Assistant Special Agent in-Charge, Federal Bureau of Investigation, San Diego Division

Here is my code that will get you $400 off of attendance: ICRUSHIT. Let me know if you plan on attending.

Best Regards,Carolyn HollowellSr. Director of MarketingDiscoverOrg 360-718-5607

DiscoverOrg 12581 NE 95th Street Vancouver, WA 800-657-1233

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Outbound Marketing

John,I was hoping to set up some time with you at the San Diego Interface conference in two weeks. Will you be attending?

I’m working with 7-Eleven on their Microsoft Sharepoint 2013 migration and wanted to share some insights on how they are leveraging what was once disparate data to create meaningful collaboration within their business units.

There is a seminar break between 10:00am and 11:00am – can I grab some Starbucks for us and meet you in front of the grand ballroom?

Best Regards,Carolyn HollowellSr. Director of MarketingDiscoverOrg 360-718-5607 DiscoverOrg 12518 NE 95th St. Vancouver, WA 98901 800-333-5681

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John,

I hadn’t heard back from you about Interface next week. Our CEO Richard Branson asked me to see if you’d have 15 minutes to meet with him. Are you free at 10:35 or 2:50pm on Thursday?

Best Regards,

Carolyn HollowellSr. Director of MarketingDiscoverOrg 360-718-5607  DiscoverOrg 12518 NE 95th St. Vancouver, WA 98901 800-333-5681

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John,

I noticed a few folks from ExxonMobil are at the Interface Tradeshow – are you here as well?

If so, I thought it would be ideal timing for us to get 15 minutes in between sessions – I’ve been wanting to share with you how we are working with Valero to manage their unstructured data.

There’s a break between 11:00 and 11:45 – can we meet?

Best Regards,Carolyn HollowellSr. Director of MarketingDiscoverOrg 360-718-5607  DiscoverOrg 12518 NE 95th St Vancouver, WA 98901 800-333-5681

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Outbound Marketing

Direct Dial phone numbers Record a personalized 30 second voicemail message Use a Live Conversation Automation Platform Voicemail Drops Live invites to visit booth or schedule demonstration Actions and results of conversations are recorded in CRM

Conversation Automation Campaign

Pre-Dialing:

PROBLEM #2 – FIND THE DECISION MAKER

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Fill in the Missing Information

Identify the Real Decision Makers Intuit Org Chart

You meet Eric CoferHe is a fact gatherer

Now involve his boss

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PROBLEM #3 – EFFICIENT FOLLOW-UP

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Watch for Buying Signals

Watch for Buying Signals

IT & Finance Org Charts Verified Email Address IT Projects & Initiatives Clean and Append Legacy

Data Social Profiles Marketo & Eloqua integrations

96% Direct Dial Phone #s Technologies Deployed Leadership Moves IT Budgets Salesforce.com

AppExchange Application Physical & HQ Address Auto-Refresh of Data

Uncovered by our in-house research team and verified every 90 days

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THANK THANK YOUYOU

Questions?

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Carolyn Hollowellchollowell@discoverorg.com360-718-5607

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