Tradeshows are exciting events that can greatly increase your brand awareness and boost lead generation efforts. However, there is much more to a successful event than having a big, fancy booth and droves of people interested in your cool SWAG. Learn how to build an end-to-end sales and marketing campaign that will expedite your conference connection. You will learn how to: Set meetings prior to the event Append your lead list with missing information quickly Build a priority follow-up strategy Increase the open rates and responses of your emails Interested in ramping up you tradeshow program.

1. Maximizing Your Tradeshow ROI
HOSTED BY: STEVEN BRYERTON, DIRECTOR OF SALES

2. DiscoverOrgContact Data | Org Charts | Trigger Events

3. Why DoWe Struggle?
1. Don’t know who is attending
Outbound Marketing

4. Why DoWe Struggle?
2. Powerless Visitors
Use Organizational Charts

5. Why DoWe Struggle?
3. Ineffective or
minimal follow-up
Save Searches & Set Alerts

6. Problem #1
Outbound Marketing

7. Build a New List

8. Email Strategies
 Build an 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

9. One Month Prior
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,
Steven Bryerton
Director of Sales
DiscoverOrg
360-783-6805
DiscoverOrg 805 Broadway, Suite 900, Vancouver, WA 360-783-6805
Unsubscribe
Outbound Marketing

10. One Month Prior
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 Airport
Cloud 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,
Steven Bryerton
Director of Sales
DiscoverOrg
360-783-6805
DiscoverOrg 805 Broadway, Suite 900, Vancouver, WA 360-783-6805
Unsubscribe

11. TwoWeeks Prior
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,
Steven Bryerton
Director of Sales
DiscoverOrg
360-783-6805
DiscoverOrg 805 Broadway, Suite 900, Vancouver, WA 360-783-6805
Unsubscribe

12. OneWeek Prior
Outbound Marketing
John,
I hadn’t heard back from you about Interface next week. Our CEO Henry Schuck 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,
Steven Bryerton
Director of Sales
DiscoverOrg
360-783-6805
DiscoverOrg 805 Broadway, Suite 900 Vancouver, WA 360-783-6805
Unsubscribe

13. During the Show
Outbound Marketing
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,
Steven Bryerton
Director of Sales
DiscoverOrg
360-783-6805
DiscoverOrg 805 Broadway, Suite 900 Vancouver, WA 360-783-6805
Unsubscribe

14. Pre-Dialing
Outbound Marketing
Conversation Automation Campaign
 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

15. Problem #2
Finding the Decision
Maker

16. Use Bulk Match

17. Fill in the Missing Information

18. Identify the Real Decision Makers
Now involve his boss
You meet Joe McIntosh,
he’s a Manager of
Application Services

19. Problem #3
Efficient Follow-Up

20. Subscribe toAlerts
Subscribe to receive updates on
company activity

21. Watch for Buying Signals

22. Watch for Buying Signals

23. DiscoverOrg Delivers
IT, Marketing, CTO, & Finance Org
Charts
Verified Email Address
IT Projects & Initiatives
Clean and Append Legacy Data
Social Profiles
Marketo, Hubspot, Eloqua,
SugarCRM, Microsoft Dynamics,
Chrome, Talent Rover, & NetSuite
integrations
OppAlerts Predictive Intelligence
96% Direct Dial Phone #s
Technologies Deployed
Leadership Moves
Departmental Budgets
Salesforce.com AppExchange
Application
Physical & HQ Address
Auto-Refresh of Data
Identified by our in-house research team and verified every 90 days to
ensure 95% accuracy

24. Get MoreOut ofYourTradeshowsThanCool Pens

25. ThankYou for JoiningUs!
Contact DiscoverOrg
805 Broadway St., 9th Floor
Vancouver, WA
Steven.Bryerton@discoverorg.com
360-783-6805
Contact Data l Org Charts lTrigger Events